The document discusses how larger nonprofits can benefit from practices used by smaller nonprofits, such as breaking down silos between departments, integrating databases, and coordinating communications strategies. It provides examples from organizations like the National Museum of the American Indian and the National Breast Cancer Coalition of how integrating systems and improving data sharing across departments can improve the donor experience and organizational effectiveness.
Over 10 years, Oxfam America invested $11.7 million in Sustainable Rice Intensification (SRI) programs in Cambodia and Vietnam. This investment led to returns of $152.5 million from direct support to partners and $478.4 million from influencing national programs. In Cambodia, SRI doubled yields for smallholders and reached over 58,000 farmers. In Vietnam, SRI reached 1.8 million farmers and contributed $286 million to the rural economy. On average, every $1 invested by Oxfam led to $13 in returns from direct partners and $41 from national programs.
Pareto Fundraising Getting The Most By Getting It Monthly 2010 JgWWF-Australia
The document discusses strategies for successful monthly giving fundraising programs. It covers recruitment of monthly donors through acquisition, conversion, and reactivation efforts. Key aspects of recruitment include investment, understanding channels, proposition, testing, and benchmarks. Retention focuses on personalization, feedback, and understanding attrition drivers. Growth is discussed through continued asking, understanding relative value, and upgrading donors. Overall, the presentation emphasizes the power of monthly giving programs and provides actionable strategies for recruitment, engagement, retention, and leveraging more value from monthly donors.
Things that are making regular giving programs flourish.
Covering budgeting, channel opportunities, communications planning, growing value, measurement and retention
This report summarizes church finances and giving for 2012. It shows that on average, 90% of church expense dollars stay in the local church, with 10% going to conference and district ministry. Generous giving to the connection has increased over time. The report also outlines how ministry shares dollars are used, with the largest portions going to superintendency and ministerial support, as well as conference programs. The budget process is described, emphasizing operating within anticipated income. Tithing by all members could significantly increase funding for local churches and annual conference ministries.
Concerned Members of Moss Creek Single Fee Presentationguest5fa104
The document discusses strategies for Moss Creek community in light of declining golf participation and a weak housing market. It recommends (1) benchmarking golf fees and costs to price annual plans fairly, (2) growing new revenue through marketing and targeting compatible priority markets, and (3) realistic budgeting by adjusting for market forecasts and tying new investments to revenue growth. This would help maintain quality amenities and support interests of the whole community fairly during financial challenges.
1. Address systems play a dual role of improving postal network operations and enabling direct mail advertising and commerce. Validated addresses reduce undeliverable mail and increase the lifespan of addresses.
2. The value of accurate addresses is increasing as more stakeholders rely on address data and the costs of failed deliveries rise. Direct mail also drives address value through increased customer data integration and personalized marketing.
3. Direct mail represents a significant economic activity, generating billions annually in revenues. Response rates have increased with new technologies allowing more targeted messaging through integrated customer data and addresses.
This presentation represents Borrell Associates' analysis of Canadian advertising and marketing expenditures in 2011 with forecasts to 2012. It highlights the results of surveys and research conducted from November 2011 to April 2012 to assess the size, trending and forecasts in each Canadian market.
Multichannel marketing campaigns that integrate different channels like email, direct mail, telemarketing, and social media can improve fundraising results. This presentation discusses using data from one channel to better target constituents through other channels. It provides an example of a multichannel onboarding process for new supporters that engages them through a series of emails, telemarketing, and direct mail over their first few months as a supporter. Measurement of past campaigns show improved response rates and fundraising results when integrating digital and offline channels in a connected, data-driven way.
Over 10 years, Oxfam America invested $11.7 million in Sustainable Rice Intensification (SRI) programs in Cambodia and Vietnam. This investment led to returns of $152.5 million from direct support to partners and $478.4 million from influencing national programs. In Cambodia, SRI doubled yields for smallholders and reached over 58,000 farmers. In Vietnam, SRI reached 1.8 million farmers and contributed $286 million to the rural economy. On average, every $1 invested by Oxfam led to $13 in returns from direct partners and $41 from national programs.
Pareto Fundraising Getting The Most By Getting It Monthly 2010 JgWWF-Australia
The document discusses strategies for successful monthly giving fundraising programs. It covers recruitment of monthly donors through acquisition, conversion, and reactivation efforts. Key aspects of recruitment include investment, understanding channels, proposition, testing, and benchmarks. Retention focuses on personalization, feedback, and understanding attrition drivers. Growth is discussed through continued asking, understanding relative value, and upgrading donors. Overall, the presentation emphasizes the power of monthly giving programs and provides actionable strategies for recruitment, engagement, retention, and leveraging more value from monthly donors.
Things that are making regular giving programs flourish.
Covering budgeting, channel opportunities, communications planning, growing value, measurement and retention
This report summarizes church finances and giving for 2012. It shows that on average, 90% of church expense dollars stay in the local church, with 10% going to conference and district ministry. Generous giving to the connection has increased over time. The report also outlines how ministry shares dollars are used, with the largest portions going to superintendency and ministerial support, as well as conference programs. The budget process is described, emphasizing operating within anticipated income. Tithing by all members could significantly increase funding for local churches and annual conference ministries.
Concerned Members of Moss Creek Single Fee Presentationguest5fa104
The document discusses strategies for Moss Creek community in light of declining golf participation and a weak housing market. It recommends (1) benchmarking golf fees and costs to price annual plans fairly, (2) growing new revenue through marketing and targeting compatible priority markets, and (3) realistic budgeting by adjusting for market forecasts and tying new investments to revenue growth. This would help maintain quality amenities and support interests of the whole community fairly during financial challenges.
1. Address systems play a dual role of improving postal network operations and enabling direct mail advertising and commerce. Validated addresses reduce undeliverable mail and increase the lifespan of addresses.
2. The value of accurate addresses is increasing as more stakeholders rely on address data and the costs of failed deliveries rise. Direct mail also drives address value through increased customer data integration and personalized marketing.
3. Direct mail represents a significant economic activity, generating billions annually in revenues. Response rates have increased with new technologies allowing more targeted messaging through integrated customer data and addresses.
This presentation represents Borrell Associates' analysis of Canadian advertising and marketing expenditures in 2011 with forecasts to 2012. It highlights the results of surveys and research conducted from November 2011 to April 2012 to assess the size, trending and forecasts in each Canadian market.
Multichannel marketing campaigns that integrate different channels like email, direct mail, telemarketing, and social media can improve fundraising results. This presentation discusses using data from one channel to better target constituents through other channels. It provides an example of a multichannel onboarding process for new supporters that engages them through a series of emails, telemarketing, and direct mail over their first few months as a supporter. Measurement of past campaigns show improved response rates and fundraising results when integrating digital and offline channels in a connected, data-driven way.
The document provides details about the renewal program at Longwood Gardens, which includes over 500,000 annual visitors. The renewal program utilizes a series of reminder letters (R1-R3) sent at timed intervals, as well as email reminders. Incentives like discounted memberships and magazine subscriptions are sometimes offered. The renewal notices include membership details. Future plans include increasing member rates and benefits like a member magazine. The renewal program aims to retain the 34,500 member households.
This document discusses using demographic data to improve segmentation and targeting in direct marketing. It provides examples showing that males and certain age groups tend to be more valuable donors. Specifically, males on average give 46% higher gifts and are 50% more valuable donors. Donors ages 45-54 generate the highest revenue per donor of all age groups. The document recommends testing gender and age-based segmentation, list selection, and messaging to acquire and upgrade more valuable male and certain age range donors.
The secret to understanding planned givingRussell James
Planned giving can lower taxes and provide income to donors by allowing them to trade gifts for tax benefits and lifetime payments. However, planned giving options often seem complex, involving charitable gift annuities, charitable remainder trusts, and pooled income funds. In reality, planned giving only does two things: lower taxes and trade gifts for income. The document provides an overview of various planned giving vehicles and how they accomplish these two objectives. It aims to simplify an area that nonprofits, donors and financial advisors should understand and use to benefit charities and clients.
This document provides an overview of developing a fundraising plan for a nonprofit organization. It discusses key tenets of fundraising like building relationships with donors and focusing on the organization's mission. It also covers developing a constituency, identifying donor demographics, cultivating major gifts, and creating an annual fundraising plan with goals and strategies for different programs. The document emphasizes the importance of asking donors for support and evaluating different fundraising methods based on costs, benefits, and goals.
This document summarizes a case study presented by David Saunders, Director of Membership at the National Museum of the American Indian, about their membership analytics. It discusses that the museum has 40,000 member households nationwide, with 70% living outside the DC and NYC areas. After opening additional facilities, membership declined from over 80,000 in 2005 to 55,000 in 2008. The museum took steps to stabilize attrition and increase member value and cost efficiencies.
The document discusses how planned giving can help donors efficiently transfer wealth to charity through tax planning methods like charitable gift annuities and appreciated assets, allowing more of their money to benefit causes important to them. It provides an overview of current wealth transfer trends, examples of how planned giving benefits donors through tax savings, and tips for nonprofits to establish a planned giving program with limited resources through prospecting loyal donors and past leaders.
These slides are taken from the graduate financial planning course "Introduction to Charitable Planning" at Texas Tech University. Details at www.EncourageGenerosity.com
The document summarizes a presentation about optimizing fundraising events. It discusses how the Wildlife Conservation Society improved their Run for the Wild 5K event by restructuring registration messaging, prizes, and incentives. These changes led to an 88% increase in donations and higher participation and fundraising rates compared to the previous year's event. Key lessons included following where the money comes from, incentivizing the first gift, and structuring incentives to motivate participants.
Final Xerox Reconfiguration Presentationmpudlitzke
This document proposes options to reduce costs and increase productivity at a copy center. It summarizes the current situation of overcapacity, high utilization rates, and a manual ordering process. It then outlines goals like reducing expenses, improving workflow and communication. Specific proposals are made to reduce vended jobs and costs through a web-based print-on-demand system to replace bulk literature printing, fulfill orders on demand and eliminate obsolete inventory. Projected savings and ROI are provided showing costs recouped within 8 months.
The document discusses the importance of integrating digital fundraising with other fundraising channels. It argues that full integration across online, direct mail, phone, and event fundraising maximizes results by deepening donor loyalty and lifetime value. Examples are provided that show higher returns and retention rates when organizations use multi-channel, coordinated campaigns rather than siloed fundraising approaches. A self-assessment framework is also included to help organizations determine where they are in their journey towards best practice integrated fundraising.
25 Ways to Kick Start your Cross-Channel Fundraisinghjc
The document discusses 25 ways to kick start cross-channel fundraising. Some key points include:
- Cross-channel fundraising uses multiple channels like online, direct mail, phone to raise more money and build donor relationships.
- Different age groups prefer different channels, so an integrated approach is important.
- Testing showed coordinating direct mail and email increased donations. Using catalogs online and in direct mail also increased returns.
- Phone calls to thank and ask for referrals from online donors increased conversion rates.
Artez Interactive - Top five reasons for nonprofits to still use direct mailArtez Interactive
The cost and technical barriers for online fundraising have dropped dramactically enabling any development professional to be more creative and raise more money online. The webinar will offer five practical ways for universities, colleges and schools to raise more money via online fundraising. The webinar will talk about segmenting your student and alumni base, engaging students and alumni as fundraisers and will discuss ideas for using social media in fundraising.
The webinar will feature several case studies presented by the webinar's guest host, Jeff Wright, Associate Director of Annual Giving at the University of Alberta.
Year End Fundraising Assoc Fundraising Professionals (MD) Presentationastaten
AFP 2012 Giving Trends & End of Year Fundraising Strategies presentation.
Anastasia Staten shared specific end of year fundraising strategies for direct response (mail,phone, email), annual giving, and mid-level donors. Best practices, success stories (with metrics) and tips for successful end of year fundraising planning was presented for attendees to use within their organizations.
Fundraising Today and Tomorrow: The Next Generation of Giving - The Constitue...hjc
Ken Kuhler, Interactive Strategy Manager, Blackbaud, discussed how to apply next generation trend data to your multi-channel, multi-generational fundraising and engagement efforts including practical tools and techniques, and real-world case studies.
(1) Harvey McKinnon and Mike Johnston presented on integrated fundraising and monthly giving. (2) They discussed barriers to integrated monthly giving such as lack of vision, budget, and skill sets. (3) Examples were provided that showed how non-profits can improve monthly giving through strategic channels, unique benefits, and donor surveys to find larger gifts. (4) New innovations discussed included multi-step monthly conversion and using mobile and texting to engage donors.
Integrated Tactics hjc and avalon consulting March 2012 hjc
This document discusses implementing integrated fundraising techniques. It begins with introducing the presenters, Allison Porter and Mike Johnston. It then outlines the session's learning outcomes, which are to better plan and execute cross-channel fundraising, improve cooperation between nonprofit departments, evaluate channel combinations, and connect different fundraising levels. The agenda includes discussing the presenters' views on integrated fundraising, the basics of horizontal and vertical integration, and a case study showing what integration looks like in practice. The case study examines a radio station that housed DJs in a glass house for a week to raise funds through integrated online, phone, and walk-up donations. It significantly increased donations year-over-year, demonstrating the power of integrated fundraising.
Making Advocacy Pay: Understanding the Link Between Activism & GivingCare2Team
Are you looking for a way to engage your donors without always asking for a donation?
Do you need strategies and tactics for doing online acquisition?
This session talks about the relationship between advocacy and fundraising, how organizations are using advocacy successfully for list growth and engagement, and shows you valuable case studies from successful organizations. We also discuss best practices in assessing ROI (return on investment) for online acquisition, so you can see how to make advocacy pay.
"Making Advocacy Pay: Understanding the Link Between Activism and Giving"
This thought-provoking session features these industry leaders:
-Vinay Bhagat, Founder & Chief Strategy Officer, Convio
-Yvonne Garrett, Partner, OMP
-Randy Paynter, Founder & CEO, Care2
About the Presenters:
Vinay Bhagat, Founder & Chief Strategy Officer, Convio: Vinay Bhagat is Founder and Chief Strategy Officer of Convio. Vinay founded Convio in April 1999 after volunteering at a public television pledge drive and seeing the opportunity to leverage Internet technology to drive better fundraising results. Today, as chief strategy officer, he oversees corporate strategy and is actively involved in research and client success strategies. A frequent speaker at conferences, Vinay has addressed events hosted by the Association of Fundraising Professionals, Direct Marketing Association Nonprofit Federation, Council for the Advancement and Support of Education, Independent Sector, Integrated Media Association, Politics Online, Public Broadcasting System and National Voluntary Healthcare Association. Vinay also is a widely published author, including a chapter in "People to People Fundraising: Social Networking and Web 2.0 for Charities" and articles that appear regularly in DM News, Journal of the Direct Marketing Association Nonprofit Federation and on OnPhilanthropy.com. Vinay holds degrees from Harvard Business School (MBA) where he graduated as a Baker Scholar, Stanford University (MS) and Cambridge University (MA) in England. He has volunteered for several Austin and international nonprofits.
Yvonne Garrett, Partner, OMP: Yvonne Garrett is a Partner at OMP, Inc., a full-service fundraising and communications agency that serves leading causes in the U.S. Yvonne has been deeply involved in political and advocacy fundraising for almost 20 years. Working with candidates and groups such as the Natural Resources Defense Council and Oxfam America, she has helped helped her clients achieve dramatic fundraising success and list growth. Today, Yvonne specializes in helping organizations develop cross-channel programs that blend advocacy and fundraising. Prior to joining OMP in 2004, Yvonne was Vice President of the Share Group.
Randy Paynter is the Founder and CEO of social action network Care2.com. With over 15 million members, Care2 is the largest online community of people making a difference for human rights, animals, the environment and o
Are you looking for a way to engage your donors without always asking for a donation? Do you need strategies and tactics for doing online acquisition? This free webinar will talk about the relationship between advocacy and fundraising, how organizations are using advocacy successfully for list growth and engagement, and show you valuable case studies from successful organizations. We will also discuss best practices in assessing ROI or Return on Investment for online acquisition, so you can see how to make advocacy pay.
A presentation Chip Grizzard and I gave at the 2016 annual Missions Getaway conference. The topic of the presentation was reconnecting with donors and constituents and optimizing communications for effectiveness.
In this presentation, Shanelle Newton Clapham and Mamta Bhatt will share case studies of Australian charities that have had successful digital fundraising campaigns to acquire new donors to support their organisation and cause, via online channels. That's people making a direct online donation, sometimes a monthly donation, and showing how digital acquisition ROI compares to other traditional channels of donor acquisition.
The document provides details about the renewal program at Longwood Gardens, which includes over 500,000 annual visitors. The renewal program utilizes a series of reminder letters (R1-R3) sent at timed intervals, as well as email reminders. Incentives like discounted memberships and magazine subscriptions are sometimes offered. The renewal notices include membership details. Future plans include increasing member rates and benefits like a member magazine. The renewal program aims to retain the 34,500 member households.
This document discusses using demographic data to improve segmentation and targeting in direct marketing. It provides examples showing that males and certain age groups tend to be more valuable donors. Specifically, males on average give 46% higher gifts and are 50% more valuable donors. Donors ages 45-54 generate the highest revenue per donor of all age groups. The document recommends testing gender and age-based segmentation, list selection, and messaging to acquire and upgrade more valuable male and certain age range donors.
The secret to understanding planned givingRussell James
Planned giving can lower taxes and provide income to donors by allowing them to trade gifts for tax benefits and lifetime payments. However, planned giving options often seem complex, involving charitable gift annuities, charitable remainder trusts, and pooled income funds. In reality, planned giving only does two things: lower taxes and trade gifts for income. The document provides an overview of various planned giving vehicles and how they accomplish these two objectives. It aims to simplify an area that nonprofits, donors and financial advisors should understand and use to benefit charities and clients.
This document provides an overview of developing a fundraising plan for a nonprofit organization. It discusses key tenets of fundraising like building relationships with donors and focusing on the organization's mission. It also covers developing a constituency, identifying donor demographics, cultivating major gifts, and creating an annual fundraising plan with goals and strategies for different programs. The document emphasizes the importance of asking donors for support and evaluating different fundraising methods based on costs, benefits, and goals.
This document summarizes a case study presented by David Saunders, Director of Membership at the National Museum of the American Indian, about their membership analytics. It discusses that the museum has 40,000 member households nationwide, with 70% living outside the DC and NYC areas. After opening additional facilities, membership declined from over 80,000 in 2005 to 55,000 in 2008. The museum took steps to stabilize attrition and increase member value and cost efficiencies.
The document discusses how planned giving can help donors efficiently transfer wealth to charity through tax planning methods like charitable gift annuities and appreciated assets, allowing more of their money to benefit causes important to them. It provides an overview of current wealth transfer trends, examples of how planned giving benefits donors through tax savings, and tips for nonprofits to establish a planned giving program with limited resources through prospecting loyal donors and past leaders.
These slides are taken from the graduate financial planning course "Introduction to Charitable Planning" at Texas Tech University. Details at www.EncourageGenerosity.com
The document summarizes a presentation about optimizing fundraising events. It discusses how the Wildlife Conservation Society improved their Run for the Wild 5K event by restructuring registration messaging, prizes, and incentives. These changes led to an 88% increase in donations and higher participation and fundraising rates compared to the previous year's event. Key lessons included following where the money comes from, incentivizing the first gift, and structuring incentives to motivate participants.
Final Xerox Reconfiguration Presentationmpudlitzke
This document proposes options to reduce costs and increase productivity at a copy center. It summarizes the current situation of overcapacity, high utilization rates, and a manual ordering process. It then outlines goals like reducing expenses, improving workflow and communication. Specific proposals are made to reduce vended jobs and costs through a web-based print-on-demand system to replace bulk literature printing, fulfill orders on demand and eliminate obsolete inventory. Projected savings and ROI are provided showing costs recouped within 8 months.
The document discusses the importance of integrating digital fundraising with other fundraising channels. It argues that full integration across online, direct mail, phone, and event fundraising maximizes results by deepening donor loyalty and lifetime value. Examples are provided that show higher returns and retention rates when organizations use multi-channel, coordinated campaigns rather than siloed fundraising approaches. A self-assessment framework is also included to help organizations determine where they are in their journey towards best practice integrated fundraising.
25 Ways to Kick Start your Cross-Channel Fundraisinghjc
The document discusses 25 ways to kick start cross-channel fundraising. Some key points include:
- Cross-channel fundraising uses multiple channels like online, direct mail, phone to raise more money and build donor relationships.
- Different age groups prefer different channels, so an integrated approach is important.
- Testing showed coordinating direct mail and email increased donations. Using catalogs online and in direct mail also increased returns.
- Phone calls to thank and ask for referrals from online donors increased conversion rates.
Artez Interactive - Top five reasons for nonprofits to still use direct mailArtez Interactive
The cost and technical barriers for online fundraising have dropped dramactically enabling any development professional to be more creative and raise more money online. The webinar will offer five practical ways for universities, colleges and schools to raise more money via online fundraising. The webinar will talk about segmenting your student and alumni base, engaging students and alumni as fundraisers and will discuss ideas for using social media in fundraising.
The webinar will feature several case studies presented by the webinar's guest host, Jeff Wright, Associate Director of Annual Giving at the University of Alberta.
Year End Fundraising Assoc Fundraising Professionals (MD) Presentationastaten
AFP 2012 Giving Trends & End of Year Fundraising Strategies presentation.
Anastasia Staten shared specific end of year fundraising strategies for direct response (mail,phone, email), annual giving, and mid-level donors. Best practices, success stories (with metrics) and tips for successful end of year fundraising planning was presented for attendees to use within their organizations.
Fundraising Today and Tomorrow: The Next Generation of Giving - The Constitue...hjc
Ken Kuhler, Interactive Strategy Manager, Blackbaud, discussed how to apply next generation trend data to your multi-channel, multi-generational fundraising and engagement efforts including practical tools and techniques, and real-world case studies.
(1) Harvey McKinnon and Mike Johnston presented on integrated fundraising and monthly giving. (2) They discussed barriers to integrated monthly giving such as lack of vision, budget, and skill sets. (3) Examples were provided that showed how non-profits can improve monthly giving through strategic channels, unique benefits, and donor surveys to find larger gifts. (4) New innovations discussed included multi-step monthly conversion and using mobile and texting to engage donors.
Integrated Tactics hjc and avalon consulting March 2012 hjc
This document discusses implementing integrated fundraising techniques. It begins with introducing the presenters, Allison Porter and Mike Johnston. It then outlines the session's learning outcomes, which are to better plan and execute cross-channel fundraising, improve cooperation between nonprofit departments, evaluate channel combinations, and connect different fundraising levels. The agenda includes discussing the presenters' views on integrated fundraising, the basics of horizontal and vertical integration, and a case study showing what integration looks like in practice. The case study examines a radio station that housed DJs in a glass house for a week to raise funds through integrated online, phone, and walk-up donations. It significantly increased donations year-over-year, demonstrating the power of integrated fundraising.
Making Advocacy Pay: Understanding the Link Between Activism & GivingCare2Team
Are you looking for a way to engage your donors without always asking for a donation?
Do you need strategies and tactics for doing online acquisition?
This session talks about the relationship between advocacy and fundraising, how organizations are using advocacy successfully for list growth and engagement, and shows you valuable case studies from successful organizations. We also discuss best practices in assessing ROI (return on investment) for online acquisition, so you can see how to make advocacy pay.
"Making Advocacy Pay: Understanding the Link Between Activism and Giving"
This thought-provoking session features these industry leaders:
-Vinay Bhagat, Founder & Chief Strategy Officer, Convio
-Yvonne Garrett, Partner, OMP
-Randy Paynter, Founder & CEO, Care2
About the Presenters:
Vinay Bhagat, Founder & Chief Strategy Officer, Convio: Vinay Bhagat is Founder and Chief Strategy Officer of Convio. Vinay founded Convio in April 1999 after volunteering at a public television pledge drive and seeing the opportunity to leverage Internet technology to drive better fundraising results. Today, as chief strategy officer, he oversees corporate strategy and is actively involved in research and client success strategies. A frequent speaker at conferences, Vinay has addressed events hosted by the Association of Fundraising Professionals, Direct Marketing Association Nonprofit Federation, Council for the Advancement and Support of Education, Independent Sector, Integrated Media Association, Politics Online, Public Broadcasting System and National Voluntary Healthcare Association. Vinay also is a widely published author, including a chapter in "People to People Fundraising: Social Networking and Web 2.0 for Charities" and articles that appear regularly in DM News, Journal of the Direct Marketing Association Nonprofit Federation and on OnPhilanthropy.com. Vinay holds degrees from Harvard Business School (MBA) where he graduated as a Baker Scholar, Stanford University (MS) and Cambridge University (MA) in England. He has volunteered for several Austin and international nonprofits.
Yvonne Garrett, Partner, OMP: Yvonne Garrett is a Partner at OMP, Inc., a full-service fundraising and communications agency that serves leading causes in the U.S. Yvonne has been deeply involved in political and advocacy fundraising for almost 20 years. Working with candidates and groups such as the Natural Resources Defense Council and Oxfam America, she has helped helped her clients achieve dramatic fundraising success and list growth. Today, Yvonne specializes in helping organizations develop cross-channel programs that blend advocacy and fundraising. Prior to joining OMP in 2004, Yvonne was Vice President of the Share Group.
Randy Paynter is the Founder and CEO of social action network Care2.com. With over 15 million members, Care2 is the largest online community of people making a difference for human rights, animals, the environment and o
Are you looking for a way to engage your donors without always asking for a donation? Do you need strategies and tactics for doing online acquisition? This free webinar will talk about the relationship between advocacy and fundraising, how organizations are using advocacy successfully for list growth and engagement, and show you valuable case studies from successful organizations. We will also discuss best practices in assessing ROI or Return on Investment for online acquisition, so you can see how to make advocacy pay.
A presentation Chip Grizzard and I gave at the 2016 annual Missions Getaway conference. The topic of the presentation was reconnecting with donors and constituents and optimizing communications for effectiveness.
In this presentation, Shanelle Newton Clapham and Mamta Bhatt will share case studies of Australian charities that have had successful digital fundraising campaigns to acquire new donors to support their organisation and cause, via online channels. That's people making a direct online donation, sometimes a monthly donation, and showing how digital acquisition ROI compares to other traditional channels of donor acquisition.
This document summarizes fundraising programs and performance for three non-profit organizations: the National Parks Conservation Association, the John F. Kennedy Center for the Performing Arts, and the Sierra Club. It provides details on acquisition channels, testing of direct mail packages, email fundraising, membership profiles, and performance metrics like response rates and average gifts.
Finalfinal blackbaud and hjc session may 31 2012 mwj (2)Ashley Donald
This document summarizes a presentation about fundraising best practices for health-related organizations in Canada. It discusses integrating different fundraising channels like online, events, peer-to-peer, and planned giving. It shows that organizations receive a higher percentage of donations offline than online currently but that online donations are expected to become more important over the next 10 years. It also discusses using tools like mobile apps and redesigning websites to engage donors through different channels.
Finalfinal blackbaud and hjc session may 31 2012 mwjhjc
This document summarizes a presentation on fundraising best practices for health-related organizations in Canada. It discusses integrating online and offline fundraising strategies, maximizing recurring giving and peer-to-peer fundraising, using mobile technologies, and redesigning websites. Survey results from over 30 organizations show that most revenue still comes from traditional channels like direct mail but online is growing. The presentation provides examples of campaigns that improved results by combining online and direct mail fundraising.
Understanding Key Metrics Of Direct Mail, Online, & Multi-Channel FundraisingSanky Inc.
Presentation of metrics and how to use them for fundraising, by Bryan Terpstra and Paul Habig (@paulhabig).
Covering direct mail metrics, email analysis, website analytics and how multi-channel fundraising increases results.
Presented at DMA Fresh Tracks in Washington, DC, March 2, 2012
Maximising retention and securing ongoing gifts.
Optimising life time value of donors
* effective stewardship
* securing second and ongoing gifts
* upgrade and conversion opportunities
Presented by Jann Schultz, AVP Donor Services, Operation Smile and Angel Aloma, Executive Director, Food for the Poor, July 2013. Learn proven strategies from our experts to optimize long term value of your direct response donors by moving them up the giving pyramid. Utilizing case studies, this presentation will offer proven concepts regarding development of donor pathways, messaging and offer development and highly personalized contact strategies to optimize donor value.
Donors are supporting nonprofits through multiple channels – mail, phone, email, website, events, social media, and more – but how do you create a truly integrated campaign? To be successful today, nonprofits must augment their offline programs with technology to connect with donors and prospects. These are slides from three experts who shared their successes for creative, effective integration at FundRaising Day NY on June 10, 2011.
This document discusses strategies for moving donors to higher levels of support through a focus on mid-level donors. It begins by showing how most organizations have a "giving gap" with little focus on mid-level donors between annual giving and major gifts. The benefits of a mid-level strategy include increased lifetime donor value, improved fundraising efficiency and higher revenues. An effective mid-level strategy is donor intelligence-driven, personalized, and uses multi-channel communications appropriately. It also discusses how to implement such a strategy, including determining donor interest, developing tailored cultivation pathways, and establishing goals and accountability.
Similar to 8 Things Big Nonprofits Don't Know That Smaller Nonprofits Understand (20)
Allison Porter, President
To close out the day, Allison will share some top-level trends in the direct marketing industry. She’ll present industry benchmark data as well as trends with Avalon clients.
Anne Senft, Vice President
In this session, Anne will outline the importance of testing and the rationale behind it. You’ll also learn how to set up a good test, how to evaluate it, and when to re-test.
Blake Echols, Senior Graphic Designer
Get a briefing on design best practices for direct marketing fundraising. Blake will share pointers on design elements to keep in mind, direct mail and digital requirements to adhere to, and how to effectively convey your visual creative concepts.
Rebecca Shapalis, Senior Program Manager
Learn the basics of direct mail production, from initial concept to getting your package in the mail. Rebecca will share details on how Avalon helps you manage your direct mail production and will provide tips on how to navigate postal logistics, maintain strong quality control procedures, and follow up once your package mails.
Amy Vanpouille Padre, Director of Digital Services
Integrating the online channel into your fundraising and communications mix is critical. Amy will cover the basics of an online program such as the components that are the foundation of any online program, how to integrate online with other direct marketing channels, how to build an email list that will stay engaged, some ways to capture data to aid in list segmentation and ask strategies, and how to seize online-only opportunities to engage your audience.
T.J. Hillinger, Vice President and Director of Analytical Services
In this session, you’ll get an overview of Avalon Analytics and Merlin reporting. TJ will share standard stats to review when assessing campaign and program performance as well as quarterly dashboards that show key performance metrics like retention.
Avalon's DM 101 - Direct Mail and Creative StrategyAvalon Consulting
Jackie Biancolli Libby, Vice President
After segmentation strategy, copy and design are the two most critical elements of any campaign. Jackie will go over the most critical components of creative strategy: How to get donors’ attention, crafting a strong fundraising offer, the key elements of fundraising success, and integrating your online and offline message.
DMAW AdVents Feature: “Database Conversions: Buckle Up, It’s Gonna Be a Bumpy...Avalon Consulting
Avalon’s Vice President & Director of Analytical Services TJ Hillinger recently hosted a virtual roundtable on database conversions—seeking several industry experts’ best advice on how to make this challenging undertaking more efficient and successful.
This document summarizes the results of various direct marketing tests conducted by Avalon Consulting Group to determine the most effective strategies and creative elements. Some key findings include: a red/gold carrier outperformed a plain carrier in response rates and revenue; including a photo or teaser increased response rates and revenue by 21%; tests of different messaging tones found that a cooperative tone performed better than an aggressive one; and tests of offers like matching gifts found substantial response and revenue lifts compared to non-matching gift campaigns. The document emphasizes that testing should have clear goals, change one element at a time, and use statistical methods to determine significant results.
All Hands on Deck! Managing a Rapid Response CampaignAvalon Consulting
This document provides examples of rapid response campaigns from Farm Sanctuary, National Geographic Society, and Common Cause. Farm Sanctuary discussed campaigns around animal rescues, including pre-writing content and leveraging existing donors. National Geographic discussed campaigns around discoveries and conservation issues. Common Cause discussed post-election responses and advocacy around political appointments. All emphasized preparing in advance, testing multi-channel approaches, segmenting donors, and ongoing reporting on impact.
DC NPC 17: Are You Paying Enough Attention To Your Mid-Level Donors?Avalon Consulting
Avalon staff and clients, led a great session on mid-level giving—sharing how cultivating your mid-level donors can result in a tremendous return.
Speakers:
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8 Things Big Nonprofits Don't Know That Smaller Nonprofits Understand
1. 8 Things Big Nonprofits Don’t Know
That Smaller Nonprofits Understand
2. 8 Things Big Nonprofits Don’t Know That
Smaller Nonprofits Understand
David Saunders
National Museum of the American Indian
Palmer Shepherd
National Breast Cancer Coalition
Dave Perrett
Wolf Trap Foundation for the Performing Arts
Amy Barriale
African Wildlife Foundation
3. 8 Tips:
1. It’s a multi-channel world. You need to be where your donors are in
every channel.
2. Ensure a seamless donor experience - break down your channel
silos and ensure cohesive communication.
3. Don’t forget to coordinate closely with your communications/PR/
Marketing departments on strategy AND scheduling.
4. Break down the barriers in fundraising strategy between low dollar
and high dollar giving and ensure a seamless member/donor
experience.
5. Integrate and coordinate schedules among all departments
communicating with member/donors and prospects.
6. Break down database silos.
7. Be deliberate about inter-departmental data business rules.
8. Reward staff who play well together!!
5. About the NMAI
NMAI is committed to advancing the knowledge and understanding of the Native
cultures of the Western Hemisphere, past, present, and future, through partnership
with Native people and others.
The museum works to support the continuance of culture, traditional values, and
transitions in contemporary Native life.
3 locations – DC, NY, Suitland – as well as extensive online collections search and
travelling exhibitions.
6. The National Museum of the
American Indian, Washington, DC
The George Gustav Heye Center, New
York, NY
Cultural Resources Center,
Suitland, MD
7. Membership Program
Established in 1991 as part of the museum’s
capital campaign to open the Cultural Resources
Center and the Museum on the National Mall
300,000 individuals have donated more than
$53,000,000 over the past 19 years
Current membership of 42,000 households
nationwide.
70% of members live outside the DC and NYC
metropolitan areas
8. Income by Channel
$3,500
$3,000
$2,500
Thousands
$2,000
$1,500
$1,000
$500
$0
FY08 FY09 FY10 FY11
Mail TM Web Email
9. Web Income Matched to Join Channel
$300,000
$200,000
$100,000
$0
FY08 FY09 FY10 FY11
Direct Mail TM Multi-Year Web New Web Email
• Direct Mail joins gave 67% of online income in FY11.
• Web joins gave 31% of online income when both first and multi-year joins are combined.
• These percentages have remained within a couple of percentage points starting in FY08.
10. Subsequent Income by Channel for Web Joins
$160,000
$140,000
$120,000
$100,000
$80,000
$60,000
$40,000
$20,000
$0
FY08 FY09 FY10 FY11
DM TM Web Email Major Donor-DM Major Donor-TM
• Web joins are giving 21% of subsequent giving via the web, 43% via direct mail and 21% via email.
• In addition, they gave 18% of their subsequent income to the Major Donor program.
11. Subsequent Income by Channel for Direct Mail Joins
$3,000,000
$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$0
FY08 FY09 FY10 FY11
DM TM Web Email Major Donor-DM Major Donor-TM
• Direct Mail joins gave 80% of subsequent giving to direct mail in FY11
• Telemarketing comprised 2% of their giving in FY11
• Online giving is 5% in FY11
• Direct Mail joins have been a strong source of Major Donor giving. They gave 10% of their
subsequent giving to the Major Donor program in FY11.
12. FY11 Income per Member by Previous Giving Channels
$80 100%
$70
80%
$60
$50 60%
$40
$30 40%
$20
20%
$10
$0 0%
DM, TM, DM, TM DM and DM and DM and TM DM Only Web Only
Web and and Web Email Web
Email
Income/Member Average Gift Retention
• Members having given to all four channels at the start of FY11 were the most
valuable during FY11.
• Only members with four or more gifts previous to FY11 were included in this
analysis.
17. Appeals
July Appeal: Calendar
Highest Response % - 6% increase over FY10
exceeded budgeted Net Revenue by 40%
Soft ask included in
Wellspring Society
Segment – highest
performing segment at
9.8%
Sept Appeal: Calendar Follow Up
Additional appeal effort in FY11
18. eAppeals and eRenewals
Calendar e-Appeal Series
Email 1: Vote with ask to appeal/ renew/ join audiences
Email 2: Winner with ask to appeal/ renew/ join audiences
Email 3: Join/Renew to receive calendar
Email 4: Join/Renewal last chance
19. • Minimal changes from
previous year (similar style,
same number of images)
• Incorporated calendar ask
into regular monthly
renewals.
• Avg. gift stayed fairly flat
• Response rate more than
doubled
• Raised 3.5x more gross
revenue
• Avg. gift stayed fairly flat
20. eAppeal Calendar Efforts
QTY AVG. RESP. GIFTS FULFILLED TOTAL NET
SENT GIFT RATE REVENUE COST REVENUE
FY11 Acquisition 49,119 $40.41 0.12% 58 $2,344 $1,249 $1,095
FY10 Acquisition 39,850 $32.09 0.11% 43 $1,380 $2,083 ($703)
FY11 Appeal 17,175 $51.35 0.28% 48 $2,465 $437 $2,028
FY10 Appeal 16,029 $38.00 0.06% 10 $380 $838 ($458)
FY11 Renewal 71,325 $48.65 0.66% 470 $22,865 $1,813 $21,052
FY10 Renewal 15,784 $50.71 0.75% 119 $6,035 $825 $5,210
FY11 TOTAL 137,619 $48.05 0.42% 576 $27,674 $3,499 $24,175
FY10 TOTAL 71,663 $45.32 0.24% 172 $7,795 $3,746 $4,049
FY11 expanded strategy:
Added 4th email in the series – “Last Chance” offer to Join/ Renew
Expand select to include all lapsed and non-member records with valid email
addresses
FY11 Net Revenue increased 497% over FY10
21. 2009 Director’s Council Upgrade Campaign
2 Direct Mail efforts in January and July vs. 1 effort in 2008
Telemarketing effort in April vs. no telemarketing in 2008
22. Telemarketing Effort
CASE FOR GIVING: Mr/Ms____, the vision of the National Museum of the American Indian was never simply to be a
showcase for artifacts, but rather a living cultural center where all Native voices can be heard.
Mr/Ms____, are you aware that old stereotypes of Native Americans continue to exist in educational materials in many
schools? It’s probably not surprising, but it’s unfortunate when student knowledge is being shaped by historical teachings that
often lack Native perspectives altogether.
FIRST ASK: Being one of our most generous supporters and a “kindred spirit” to our mission, we would like to invite you to
become part of the very special Director’s Council of Friends membership -- to help us fill in the gap of what is being taught
with true voices and stories of Native peoples. The Director’s Council of Friends is a group of our most loyal supporters who
are committed to shattering stereotypes and promoting understanding of the Native cultures of the Western Hemisphere. By
supporting our programs, they assist our goal of presenting living cultures in a proper light, and the membership also comes
with some great benefits (mention 1-2 benefits as needed).
IF ASK IS $5,000+: You would also have the option of having your name, or the name of a friend or loved one engraved on a
plaque in the Rasmuson Performing Arts Theater in recognition of your extraordinary support.
Because NMAI’s greatest impact is reflected in reaching out to the minds and attitudes of young people, can we count
on you to (join / renew your membership with) our Director’s Council of Friends with a gift of $FIRST ASK, which can
be broken into four quarterly gifts of $______?
23. NMAI FY09 DM and TM Final Results
DM Effort #1 shows lift in performance due to package revisions.
DM Effort #2 costs show savings of gang printing (these are also lower because
creative costs were absorbed by Effort #1)
TM campaign has more gifts because callers secured more gifts under $1,000 than
the mail campaigns – increases response and decreases average gift.
Quantity Gifts RR % AG Gross Cost Net Net/Dnr
2008 DM DCOF
Invitation 5,999 42 0.70% $785.12 $32,975 $11,502 $21,473 $511.27
DM DCOF Invitation -
Effort #1 6,639 95 1.43% $534.21 $50,750 $14,208 $36,542 $384.65
TM DCOF Invitation 1,122 204 18.18% $327.25 $66,760 $9,417 $57,343 $281.09
DM DCOF Invitation -
Effort #2 6,279 32 0.51% $430.47 $13,775 $9,823 $3,952 $123.50
24. NMAI FY09 DCOF Final Results
FY09 DCOF strategy expanded with the addition of a TM follow-up invitation and an
additional DM effort in July.
New TM Invite upgraded 42 members to DCOF, and had extremely high credit card rate of
42.45% (35% budgeted), helping the campaign to fulfill at 74%.
Net Revenue increased by 356% over the previous year (does not reflect additional
contributions from installment gifts). $97,837 vs. $21,473
DM invite art and copy refreshed and benefits listing refined (2nd effort included
“enhanced benefits” teaser and insert) and data selections adjusted for improved
response.
DCOF members in December 2008: 216 July 2009: 267 May 2010: 266
Quantity: 14,040
Gifts: 331
RR%: 2.36%
Ave Gift: $396.63
Gross Rev: $131,285
25. David Saunders
Director of Membership
National Museum of the American Indian
202-633-6602
SaundersDF@si.edu
27. National Breast Cancer Coalition
Since NBCC's founding in 1991, it has changed the world of
breast cancer—in public policy, science, industry and
advocacy—by creating new partnerships, collaborations,
research funding opportunities and avenues for access to
quality care.
On September 20, 2010, NBCC launched a bold initiative—
Breast Cancer Deadline 2020®—a call to action
for policymakers, researchers, breast cancer
advocates and other stakeholders
to end the disease by 2020.
29. Breaking Down Database Silos
• Expanded use of Donor Database
– Giving the nonprofit a better overall view of their
Constituents
– Providing resources for Education/Program/Field
Departments
– Requires Compromise
– Requires strong permissions/security structure
• Online/Offline Database Synching
– online resources have reduced existing organizational
divisions of our constituents
30. Data Coordination
• Database Manager is invited to project kick-offs to
coordinate information needs
– Build infrastructure (where is the best place to house the
information that will create the minimum increase in workload).
– What personnel are best suited to efficiently complete the task.
They may not be in the department of the project.
– Database Manager can highlight existing resources.
– Database Manager can combine needs of different projects to
streamline data entry/information processing.
– What is the true need of the project? Actual data or trends and
comparative data only? Can the needed information be
captured another way?
– Test and review, then invest the time for structure.
31. What Can David Do?
• Increased flexibility of individual employees
allows small nonprofits to pivot quickly based
on the organization’s needs
• Employees can detect issues sooner, because
data entry staff are involved/aware of needed
final result
• Data entry staff are able to alert departments of
patterns and trends that may affect them
32. A Few Examples of Small Benefits
• Shared information between departments to
improve constituents’ experience
• Enhance constituents’ path through the
organization (resolve being asked the same
question by multiple departments)
• Petition signers are tracked in the donor database
and become prospects for acquisition
• Data captured in the field in a ready to use format
33. Small and Mighty
• Increased flexibility allows small nonprofits to
quickly move their resources to where they are
needed
• Improved Customization of response: When the
standard procedure/response is not enough, we
can do more immediately
• Open communication structure can allow for
ideas that are often applied in one area to be a
unique solution in another area
34. Palmer B. Shepherd
Database & Membership Manager
National Beast Cancer Coalition
Email pshepherd@BreastCancerDeadline2020.org
36. Wolf Trap Foundation for the Performing Arts
Our Mission
To present and create excellent and innovative performing
arts programs for the enrichment, education, and
enjoyment of diverse audiences and participants.
About Us
Wolf Trap Foundation plays an important role as a
national leader in arts and education.
We offer year-round performances and innovative
education programs for the enrichment and
enjoyment of people of all ages.
Over the past four decades, nearly 20 million people
have been drawn to this natural and cultural oasis.
We present nearly 300 total performances each year
at the Filene Center, The Barns at Wolf Trap, and
Children’s Theatre-in-the-Woods.
36
37. Wolf Trap Membership
Less than 2% of Wolf Trap’s ongoing funding for operations comes from government
sources. The National Park Service, Wolf Trap’s partner since founding, is responsible
for facilities management (including parking), and maintenance of Wolf Trap National
Park for the Performing Arts, while Wolf Trap Foundation manages performances,
ticketing, concessions, and events at the Park, as well as marketing and fundraising for
all program areas.
Ticket sales cover only 50% of Wolf Trap’s annual operating expenses.
37
38. Why have an Integrated Program?
Research has shown that members who buy tickets frequently have higher
value and better retention than members who rarely buy tickets.
Likewise, ticket buyers who are members tend to buy more tickets over time
than ticket buyers who are not members. Everyone benefits!
• On average, the 7,500 Wolf Trap members purchase 15%-20% of the
400,000+ tickets sold each year ($2.25M-$3M)
More efficient use of marketing and membership expense budgets!
• The need for support and the excitement of great programming are
highlighted in both departments’ communication – twice the exposure and
impact.
38
39. The Path to Integration: Step 1
Step 1: Meet with your Marketing Department!
Sounds simple, but this type of meeting often never occurs. Membership and Marketing
are often silo’d departments in performing arts organizations – but it doesn’t have to be that
way!
Things to discuss when determining next year’s strategy:
Any major changes anticipated from last year’s schedule?
What upcoming performances/event(s) do they think will generate the biggest buzz?
What will the on-sale date calendar look like?
What types of marketing initiatives will be used to promote shows?
39
40. The Path to Integration: Step 2
Step 2: Create an integrated schedule to take advantage
of key dates
Month Acquisition Renewals Reinstatement Appeal Internal Dates
A0111 - DM Acquisition #1 - week of
R0111 - Renewal #1 Dec Exp - 9/27
9/8/10
September 2010
RE111 - R1 Dec Exp - 9/27
A0211 - DM Acquisition #2 - week of
10/26 - first wave of announcements
10/12
October 2010
AE110 - E-Acquisition #1 Lapsed - 10/12
AE210 - E-Acquisition #2 Lapsed and
R0211 - Renewal #2 Dec Exp - 11/22
subscribers - 11/29
November 2010
RE211 - R2 Dec Exp - 11/29
A0311 DM Acquisition #3 - week of 12/6 R0311 - Renewal #3 Dec Exp - 12/13
AE210 - E-Acquisition #2 Lapsed and
December 2010 RE311 - R3 Dec Exp - 12/15
subscribers - 11/29
A0411 DM Acquisition #4 - week of 1/24 R0411 - Renewal #4 Dec Exp - 1/24
January 2011 RE411 - R4 Dec Exp - 1/31
R0511 - Renewal #5 Dec Exp - 2/21 2/8 - second wave of announcements
February 2011 RE511 - R5 Dec Exp - 2/21
A0511 DM Acquisition #5 - week of 3/21 R0611 - Renewal #1May Exp - 3/28 L0111 DM Reinstatement (R3 pkg) - 3/14 3/15 - third wave of announcements
March 2011 RE611 - R1 May Exp - 3/28 LE111 Ereinstatement (R3 e-mail) - 3/14
R0711 - Renewal #2 May Exp - 4/25 4/17 - final wave of announcements
April 2011
R0811 - Renewal #3 May Exp - 5/30
May 2011 RE711 - R3 May Exp - 5/30
R0911 - Renewal #4 May Exp - 6/27
June 2011
R1011 - Renewal #5 May Exp - 7/25 CE111 Philanthropic E-Appeal - 7/18
July 2011
August 2011
40
41. The Path to Integration: Step 3
Step 3: Test to determine the best strategy
Tests to conduct:
Performance photo on carrier vs. plain carrier
1xTB vs. 2+TB results (also subscribers if you
have them!)
How many years back for 1xSTB or 2+STB?
Timing – Play off post-performance excitement or pre-
performance anticipation?
Types of ticket buyers – lawn vs. in-house; genre
preference; price point selects (e.g. only ticket purchases of
$50 or more)
Don’t forget Telemarketing, E-mail, Website, and on-site
(box office sales)!
41
42. The Path to Integration: Step 4
Step 4: Meet with Marketing Department to discuss
results!
The numbers may speak for themselves, but it’s important to schedule a meeting and
discuss the results so that everyone can see and understand the impact of integration.
Things to discuss/analyze:
What was the volume of ticket sales during member pre-sale periods?
What was the bump in memberships when marketing ads ran?
What was the increase in total ticket sales for the year?
What was the increase in total memberships for the year?
42
45. eAcquisition
Dear Barbara,
Right now we are planning for our 2011, 40th anniversary Filene Center
season. It is going to be a fantastic one, and we want you here at Wolf Trap
Membership Appeal to
to enjoy it!
You know that the Wolf Trap experience goes beyond performances. . .
it’s a celebration of summer and the arts. You can bring a bottle of wine, a
General Public E-mail
picnic, a soft blanket, a few close friends, and sit on the grass in our beautiful
National Park setting.
Subscription List
And you can enjoy Wolf Trap even more when you join as a member for
as little as $65.
(approximately 22,000
As a Wolf Trap member you will gain access to Exclusive Members-only
ticket priority which means you can buy tickets before the general public
so that you never have to miss out on your favorite performances. The next Members -only Presale for the 2011
Filene Center season will be announced on February 7. Join online now so you will be able to take advantage of this
subscribers): Highlights
opportunity.
Many popular shows at Wolf Trap routinely sell out in-house. Last season, there was high demand for tickets to next Members-only
shows like Sheryl Crow, Steve Miller Band, Harry Connick, Jr., Willie Nelson, and the National Symphony Orchestra’s
An Evening with Idina Menzel & Marvin Hamlisch, just to name a few.
And in addition to providing exclusive Members -only benefits, your contribution also supports and sustains the
Ticket Presale
excellence of our arts and education programming through The Barns at Wolf Trap, the Wolf Trap Opera Company,
Wolf Trap Children’s Theatre-in-the-Woods, and Wolf Trap Institute for Early Learning Through the Arts.
announcement date
Plus, for a limited time, you can join for just $65 - $10 off the regular Friend level of membership! Or join as a
Curtain Raiser at $150, get all the benefits of a Friend, plus earlier access to Members-only Presales and
significant savings on ticket service charges (pay only $12.50 per preseason order regardless of how many
tickets you purchase, instead of a per ticket charge!).
Select performances are now on sale and more exciting performances for the 2011 season will be announced soon!
We want you here with us!
There is only one way of making sure you don’t miss out on the performances you want to see, and that’s by
becoming a Wolf Trap member today.
Please don't wait – join today to be eligible for our upcoming Members-only Presales!
Sincerely,
45
46. Renewal Series – First Notice (Three Months Prior to Expire)
• Mail annual renewal
series just prior to first
announcement of
upcoming season;
additional efforts mailed
in advance of second
performance
announcement
• Highlight upcoming
performances in letter
• Renewals stress
upgrading membership
level to get even earlier
access through
Members-only Presales
46
49. Marketing Email Become a Member and Buy Tickets First!
Email not displaying correctly? View it in your browser. Send to a Friend
Members are buying tickets to these newly announced performances NOW! Memberships
begin at $75 $65.
Learn more and join today!
Tickets On Sale Saturday, April 30 at 10 am!
Order tickets 3 easy ways:
New Summer Shows Just Announced! Summer 2011 at Wolf Trap
Browse the full schedule
Online at www.wolftrap.org (A per-ticket service charge applies.)
These shows go on sale to the public Saturday, April 30 at 10 am.
Become a member now and buy tickets first! Read below for more details. May Call Tickets.com at 1.877.WOLFTRAP (1.877.965.3872) from 10 am to 9 pm. (A per -ticket service charge applies.)
27-28: A Prairie Home Companion with Garrison Stop by the Filene Center Box Office and save the service charge.
Summer 2011 will feature: Keillor
Lucinda Williams June
2: Bill Cosby
Amos Lee Walk the Red Carpet at The Inspector Premiere!
3-4: H.M.S. Pinafore - New York Gilbert & Sullivan
Tuesday, July 19
Players
5: Wolf Trap's 22nd Annual Louisiana Swamp Romp WORLD PREMIERE!
An Evening with 6: Brian Wilson Wednesday, April 27 at 8 pm
8: Frankie Valli &
Lyle Lovett Friday, April 29 at 8 pm
The Four Seasons
and his Large Band Sunday, May 1 at 3 pm
9: The Levon Helm Band with moe.
Tuesday, August 30 10: The Go-Go's
11: Bright Eyes Stride into the spotlight and help us launch opera’s next big hit comedy! Don't miss this new comic opera from
John Hiatt & The Combo M. Ward with Dawes John Musto and Mark Campbell, the GRAMMY-nominated team who brought you Volpone! How far will a
12: Indigo Girls with The Shadowboxers government official go to hide his dirty laundry? You'll be surprised. Or maybe you won't...
Big Head Todd & The Monsters
14: Patti LaBelle Buy your tickets now!
Tuesday, September 6
15: Elvis Costello & The Imposters
16: Southside Johnny & The Asbury Jukes
The Smithereens
Read about the commissioning of The Inspector
The Brothers Cazimero 17-25: WTOC: The Curious Women
Special Guest: Brother Noland 17-18: RAIN — A Tribute to the Beatles See you in Santa Schiffezza!
Wednesday, September 7 19: The Monkees
20: Daryl Hall & John Oates
21: Aretha Franklin with Vance Gilbert
22: Mormon Tabernacle Choir Special Offer: Children's Theatre-in-the-Woods
Judy Collins 23: Peter Frampton
Special Guest: Jesse Winchester 24: Creedence Clearwater Revisited What's down a meadow path, over a bridge, nestled in trees, and full of happy children all summer long? Wolf
Thursday, September 8 25: The Ultimate Doo-Wop Show
Trap Children's Theatre-in-the-Woods! Spend summer mornings in America's National Park for the Performing
26: Earth, Wind & Fire
Arts while enjoying 2 family-friendly shows in 1 day. The fun starts at 10 am, Tuesdays through Saturdays, June
28: Doug Varone and Dancers
30: MAMMA MIA! 28 to August 13! Perfect for playdates, day camps, birthday parties, and more.
July Don't miss performances by kid-friendly artists such as Robbie Schaefer, Dinorock, Kinderman, and many others!
1-3: MAMMA MIA!
6: k.d. lang and the Siss Boom Bang Special offer for our email subscribers! Purchase your tickets starting today at www.wolftrap.org/TITWearlyaccess! 2 shows
for 1 low price of $8 — children under 3 are FREE! Tickets go on sale to the public Saturday, April 30 at 10 am.
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50. Marketing Email
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Purchase Tickets Members Make A Difference
Plan Your Visit
About Wolf Trap
Ticket sales only cover about 50% of Wolf Trap’s annual operating expenses, so we rely on the generosity of our
Support Wolf Trap
members to help sustain the excellence of our arts and education programs.
Join today and enjoy great benefits like the chance to order tickets for Wolf Trap’s 40th Anniversary Season before the
general public with our Members-only Presales this winter and spring, and support Wolf Trap’s year-round arts and
Coming up at The Barns: Coming Up at education programs including:
View The Barns full schedule
Wolf Trap Nearly 100 summer performances at the one-of-a-kind Filene Center at Wolf Trap National Park for the
Ari Hest View the complete schedule Performing Arts, and another 70 performances at Children’s Theatre-in-the-Woods.
Special Guest: Bess Rogers Scores of amazing performances at our intimate venue, The Barns at Wolf Trap, each fall, winter, and spring.
Thursday, January 27 January The Wolf Trap Opera Company, one of the world's premier young artist training programs.
Mesmerizing, candid folk singer 27: Ari Hest The Wolf Trap Institute for Early Learning Through the Arts, which reaches more than 35,000 students,
28: David Jolley & Eduard Laurel parents, and educators annually in Maryland, Virginia, and Washington, DC, and 40,000 more across the U.S.
29: John Eaton
One member’s support makes a difference. Join today!
The Greencards February
Wednesday, February 9 2: Buckwheat Zydeco
GRAMMY-nominated bluegrass trio
3: Christian Scott
4-5: My Mother's Italian, My Father's Jewish
Application Deadline for Summer Internships is March 1
& I'm In Therapy
9: The Greencards “One of the Best Places to Intern: 2009” — Bloomberg BusinessWeek
10: David Wilcox
David Wilcox Apply now for a summer internship at Wolf Trap! Interns become integral members of the staff
11: Rebel Baroque
Thursday, February 10 working side-by-side with professionals producing, promoting, and administering all aspects of the
12: Chad & Jeremy
Inspirational folk-pop artist performing arts. Summer internships are paid, full-time positions lasting 12 weeks.
17: Paul Thorn
18: Jonathan Edwards Internships are available in a variety of departments including:
19: The Young Dubliners
23-24: Barrage Planning and Initiatives
25: Cypress String Quartet Communications & Marketing
Jonathan Edwards
Education
Friday, February 18
Folk artist with passion, insight, and humor March Development and Special Events
2: Al Stewart Wolf Trap Opera Company
4: Imani Winds and more…
5: John Eaton
9: California Guitar Trio View a description of the internships available and learn how to apply
Barrage 10: Tom Paxton
Wednesday & Thursday, February 23 & 24 11-12: The Second City: Fair & Unbalanced
Lively, fast-paced fiddle-fest 15-16: Al di Meola
18: Cuarteto Latinoamericano Show Announcements & Updates
22-23: Kathy Mattea
24: Lucy Kaplansky Due to a scheduling conflict, the Christian Scott performance on Thursday, February 3, 2011 at The Barns has been
cancelled. All patrons who purchased tickets have been contacted in regards to refunds. Please direct additional
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55. Organization Overview
The African Wildlife Foundation,
together with the people
of Africa, works to ensure
the wildlife and wild lands of
Africa will endure forever.
• Nonprofit focused on animal
and environmental conservation
across the African continent since 1961
• Headquarters in Nairobi, Kenya, and
Washington, DC
• Midsize organization with 160 employees,
with only 10 staff members dedicated to
Philanthropy and Membership in DC
56. CORE CHALLENGES
Organizational Structure Silos
MAJOR GIFTS MEMBERSHIP
Relationship Direct Mail &
Development Telemarketing
Donors who give Donors who give
> $1,000/year < $1,000/year
ONLINE
Electronic
communications
Marketing Dept.
and Donors
< $1,000/year
Philanthropy Department Revenue
57. CORE CHALLENGES
Membership Database Silos
Online Offline
Membership Membership
Database Database
Web
Caging
Transaction Database Company
s
of Record
Financial Ledger
58. DEVELOPING THE PLAN
Decipher Actual from Assumption
Develop
Dig into
an Open
Data
Dialogue
Determine Existing
Misconceptions
59. DEVELOPING THE PLAN
Uniting Best Practices for Success
Small Large Scalable
Business Business
Model Model
Growth
Benefits Benefits Model
60. STRATEGY EXECUTION
Organizational Structure Issue
• Lack of cohesive strategic support to supporting
communication channels of Membership Department
• Inconsistencies reside between departments regarding
donor treatment:
– First time donor/gift
classification
– Donor movement
between membership levels
– Lifecycle of Major Donor
Prospect group
61. STRATEGY EXECUTION
Organizational Restructure Resolution
MEMBERSHIP PROGRAM MAJOR GIFTS PROGRAM
Direct Mail + Telemarketing + Donor Relationship
Online Communications Development
Donors who give Donors who give
< $1,000/year > $1,000/year
Philanthropy Department Revenue
62. STRATEGY EXECUTION
New Donor Classification: Original Discrepancies
Gives
$1000 Donor moves to
or Philanthropy Group
more
Gift Assign
Gift is flagged
as Major Gifts
Gives Upgrade Potential
First-Time Donor Gift $500 Donor is flagged as Gives
to MG Prospect for $1000
A gift comes in $999 or
through an unsolicited cultivation over
18-24 months (or at more
channel (online-web
or white mail) Gift Assign MGO discretion)
Inconsistent
between Mem. Does
and Major Gifts not
give
$1000
Give Gift Assign Donor is moved to
less
than Gift is flagged General Membership
$500 as membership Group
63. STRATEGY EXECUTION
New Donor Classification: Updated Protocol
Gives
$1000 Donor moves to
or Philanthropy Group
more
Gift Assign
Consult VP or
Director of Phil.
for confirmation
Gives Upgrade Potential
First-Time Donor Gift $500 Donor is flagged as Gives
to MG Prospect for $1000
A gift comes in $999 or
through an unsolicited cultivation over
18-24 months (or at more
channel (online-web
or white mail) MGO discretion)
Gift Assign
Gift is flagged Does
as membership not
give
$1000
Give Gift Assign Donor is moved to
less
than Gift is flagged General Membership
$500 as membership Group
64. STRATEGY EXECUTION
Membership Database Issue
• Data hygiene at risk due to manual processes and human error
• Inability to fully collect and analyze comprehensive program metrics
• Ambiguous and disjointed representation of successes and
shortcomings
• Current model
is not scalable
for growth due to
reliance on staff to perform tasks
as opposed to manage the structure
66. THE NEXT STEPS
Benefits of Revitalization
• Membership Database Restructure
– Implementing a system to support a fully integrated program
– Can measure holistic successes and shortcomings
– Can realign existing staff for better use of internal resources
– Can make informed decisions for greater program investments
• Organizational Restructure
– Allows for cross-departmental strategy planning and execution
– Supports easier donor transition between the two groups
– Ensures that no details are slipping through the cracks
67. THE NEXT STEPS
Lessons Learned
1. Focus on structure and hierarchy first, then creative strategy
2. Exercise open communications and transparency
to guarantee total buy-in on strategy from all involved parties
3. Develop the simplest and most automated plan possible to
minimize bureaucracies and maximize workflow efficiencies
4. Plan for both current and future state of being to ensure
solution can grow with the organization