This document discusses increasing donor and board member engagement for nonprofit organizations. It presents that better engaging key stakeholders like donors and board members can significantly increase an organization's impact and sustainability. There are parallels between donor and board member engagement in areas like personal giving, volunteering, event attendance, and communications. Tracking engagement metrics and testing small changes can make a big difference. The document then discusses specific ways to track and measure donor and board member engagement through metrics like financial support, participation in events, volunteerism, and communications.

1. “Everything You Need to Know
about Increasing Donor and
Board Member Engagement ”
presented by
Jay Love
Bryan Orander

2. Premises
• Better engaging Key Stakeholders, specifically
donors and board members, can dramatically
increase mission impact and sustainability
• There are parallels between donor and board
member engagement in:
– Personal Giving,
– Volunteering,
– Attendance at functions and activities, and
– Communications
• Tracking and making small changes can create a
big difference

3. Lifetime
Donor or Board Member Supporter
Self-Directed
Inspiration Involvement
Education & Experience
Introduction

4. Presenters
• Jay Love, CEO and Co-founder Bloomerang
• Bryan Orander, President, Charitable
Advisors and Publisher, Not-for-Profit News

5. Jay Love . . .
FUND-MASTER
120+ Years of Staff Experience

6. Bryan Orander…
Certified Governance Trainer

7. Are you tracking Donor and/or Board
Engagement in Some Manner?
A. Both
B. Donors only
C. Board only
D. Neither
E. Don’t know

8. “Donor Engagement” is a
Direct Influence on “Donor
Retention”
(What does Donor Retention really mean
for your NPO?)

9. This scares most NPO Board Members
Let’s dig even deeper into “actual” NPO data . . .

10. Fundraising Effectiveness Project (FEP)
A project to help nonprofit organizations measure and
compare
The 2012 Fundraising Effectiveness Survey Report is based on 3,184
responses for 2010-2011, from nonprofit organizations in the United States.
The 2010-2011 responses reflected a total amount raised of $2,049,794,709
.

11. 2012 Fundraising Effectiveness Survey Report “FEP”
Participating Donor Software Firms
• Donor2/Campus Management Corporation* PhilanthrAppeal (FundTrack Software)*
• DonorPerfect Fundraising Software* The Raiser’s Edge ® (Blackbaud)*
• eTapestry* ROI Solutions
• GiftWorks (Mission Research)* Sage Software*
• MatchMaker FundRaising Software* Telosa Software (Exceed!)
• Metafile*
• Charter member of the AFP Donor Software Workgroup
Project Sponsors
• Association of Fundraising Professionals (AFP)* Center on Nonprofits at the Urban Institute*
• Association of Donor Relations Professionals (ADRP) Center on Philanthropy at IU
• Council for Advancement and Support of Education (CASE) Council for Resource Development (CRD)
• National Committee on Planned Giving (NCPG)
• * Founding partners, providing resources for the project.

12. Latest FEP Data on Donor Retention
Rate is the 2011 Report
Donor Retention Rate was 41%
which means
Donor Attrition was 59%!

13. Yes, your eyes read correctly . . .
Nearly SIX out of every TEN Donors
from the previous year did NOT
donate at all the next year!

14. “A mere 10% up in retention can increase the
lifetime value of the fundraising database by 200%”
“70% of All New Donors Never Renew!”
Dr. Adrian Sargeant
Professor of Fundraising at the Center on Philanthropy at Indiana
University holding what is presently the world’s only endowed chair
in that discipline.
Professor of Nonprofit Marketing and Fundraising at Bristol Business
School (U.K) and an Adjunct Professor of Fundraising at the
Australian Centre for Philanthropy and Nonprofit Studies.
Top 10 Most Influential People in Fundraising

15. Key Reasons For Donors Leaving
(in order of relevance)
• No longer able to afford support
• No memory of ever supporting!
• Does not feel organization needs my support
• Not reminded to give again
• Organization did not inform how monies were used
• Did not feel connected! (ENGAGEMENT)

16. Donor Engagement Discussion
What ways are being used to track this key
element of success?
A. Spreadsheet showing attendance, responses and gifts
B. Report(s) within database or CRM program
C. Gut feel of fundraiser(s)
D. Not considered doing yet?

17. Engagement Tracking Can be Easy if
not Fairly Automatic
• Must be systematized in some manner
• Will be common in systems in the future
• The actual results will surprise you
• Let’s explore how one new system achieves

18. Constituent Summary

19. Engagement Factors
• Donation in last 12 months +
• Multiple donations +
• Current recurring donation/pledge +
• Full year or more of recurring giving +
• Multiple channel giving +
• Upgrade +
• Downgrade -
• Lapsed -

20. Engagement Factors (cont.)
• Event attendance +
• Multiple events +
• Posting on NPO’s Facebook wall +
• Post about NPO on Donor’s Facebook wall +
• Tweet about NPO +
• Donor replies to a tweet +
• Has a phone number on file +
• Has stated communication preferences +
• Has indicated interests +

21. Engagement Factors (cont.)
• Opens emails from NPO +
• Clicks on links in emails +
• Opted out of NPO emails -
• Donor has called NPO +
• Donor supplied updated address info +
• Donor has logged into NPO web site +
• Has responded to a survey +
• Has volunteered +
• Has indicated a bequest +

23. Now…
Let’s Talk About Boards

24. Where is Your Board?
Exceptional
Responsible anticipates,
plans, sees
Functional
compliant opportunities
Dysfunctional
of no real
dramatic consequence
disengagement,
conflict
Unconscious Conscious Enlightened

25. The Benefits of an Engaged Board
• Clearer vision and purpose
• Better able to define priorities while developing and
allocating resources
• Budget and spend money more effectively
• Earn the confidence of community/donors
• Stronger and deeper connection to the community
• More sustainable fundraising efforts
• Buffer board and/or key staff turnover

26. Low Engagement
• What does low engagement look like?
• Is it just low meeting attendance?

27. Board Member Buy-In
Obligation << Motivated By >>>>>>>>>>>>> Vision/Mission
Apathetic Attentive Analyzing Assisting Activist
Doesn’t Really Listening Wanting to Believer Advocate/
Care Politely Understand Evangelist
Caught Vision
Infrequent Attending Where Do I Fit Sharing Vision
Act when
Attender Most Meetings In?
Asked Initiating Action
Needs Not Yet Do I Believe in
Actively Recruiting
Frequent Engaged Cause, this
Participate Others
Reminders Agency?
*New members
usually start here*
Charitable Advisors LLC © 2003

28. The Board Member’s Perspective
Board Members want to:
• Make a real difference
• Give back
• Make new connections
• Develop new skills
• Enjoy the experience

29. Board Change Research - Mary Hiland, Ph D
• New vision for board - a “nudge” – from a
facilitator or board member attendance at
outside training.
• The Board Chair - critical in creating (or inhibiting)
movement and building momentum for change,
in partnership with the executive director.
• Intention - Study participants described a specific,
articulated intention to develop the board: ”We
were obsessed with board development.” “Status
quo was not OK.”

30. Increasing Board Member Engagement
• Recruitment criteria for new members; (time, financial skills,
knowledge of org, past volunteer exp)
• A board culture that encourages members to influence the
board’s focus and agenda, not controlled by board chair and
CEO or Executive Committee;
• Institutionalize a process for boards to monitor their own
performance.
• Beware of boards slipping into an internal focus
http://www.urban.org/UploadedPDF/411659_midsize_nonprofits.pdf

31. Three Key Areas to Emphasize
• Board Purpose
• Organization Impact
• Relationships

32. How Might a Board Track Engagement?
Giving
• Gift in past 12 months
• Multiple year giving
• Recurring (monthly, quarterly) gifts
• Employer gift
• Identifying potential donors/supporters
• Bequest indicated
• ? What ideas do you have?
Participation
• Board & Committee Meeting attendance
• Presence at events
• Volunteer
• Active in leadership role
• Active participation in board discussions
• Recommending board member candidates
• ?
Communications
• Highlight agency on Facebook, LinkedIn, social media
• Responsiveness to board work through e-mail or board portal
• ?

33. All Attendees who allow us to
perform an Analysis of Your Needs
within the next 30 days receive a
Special 10% Discount Voucher that is
valid in the 1st Quarter of 2013!
Please visit us at www.Bloomerang.co

34. Bryan Orander…
Certified Governance Trainer
PLEASE:
•Contact us about your CEO/Executive Director leaving/retiring
•Subscribe to the FREE Not-for-Profit News
•Use our free Central Indiana 2012 Nonprofit Salary Survey
•Contact us for Board Training
Bryan@CharitableAdvisors.com
www.CharitableAdvisors.com
317-752-7153