Fact-packed presentation from the 2013 DMA Washington Nonprofit Conference. Chuck is the Founder of Target Analytics and Chief Scientist at Blackbaud. Read the companion blog post at: http://www.event360.com/blog/identify-and-invest-in-your-most-passionate-supporters/
An Architectural Synaesthetic Experience for ChildrenGalala University
Students are required to design an installation that illustrates synaesthetic experience that involves all sensual experiences in space. The installation can be used as part of a future children museum.
New Donor Trends: Why donor retention is key in 2013 with Chuck LongfieldBlackbaud Pacific
In this webinar Chuck Longfield, Senior Vice President and Chief Scientist at Blackbaud, discusses the importance of donors to your organisation and provides advice on how you can improve your donor retention.
View the recording for this webinar online at: https://www.blackbaud.com.au/notforprofit-events/webinars/past
Cprs edmonton luncheon presentation january 18 2013CPRSEdmonton
Sponsorship marketing is a growing, multi-million-dollar aspect of public relations in Canada, a key tool in the practitioner's toolbox. What is happening in the sponsorship marketing world? How can we best leverage our investments in sponsorship?
Brent Barootes, President and CEO of Partnership Group - Sponsorship Specialists, provides an overview of what is happening in the Canadian sponsorship marketing world, and how these trends are affecting public relations and communications.
The presentation includes highlights of 2012 research on industry activity and consumer feedback as well as critical and professional analysis of these outcomes and how they are impacting our organizations. Brent also focuses on how PR professionals should be utilizing the medium of sponsorship as they do other communications tools and media.
An Architectural Synaesthetic Experience for ChildrenGalala University
Students are required to design an installation that illustrates synaesthetic experience that involves all sensual experiences in space. The installation can be used as part of a future children museum.
New Donor Trends: Why donor retention is key in 2013 with Chuck LongfieldBlackbaud Pacific
In this webinar Chuck Longfield, Senior Vice President and Chief Scientist at Blackbaud, discusses the importance of donors to your organisation and provides advice on how you can improve your donor retention.
View the recording for this webinar online at: https://www.blackbaud.com.au/notforprofit-events/webinars/past
Cprs edmonton luncheon presentation january 18 2013CPRSEdmonton
Sponsorship marketing is a growing, multi-million-dollar aspect of public relations in Canada, a key tool in the practitioner's toolbox. What is happening in the sponsorship marketing world? How can we best leverage our investments in sponsorship?
Brent Barootes, President and CEO of Partnership Group - Sponsorship Specialists, provides an overview of what is happening in the Canadian sponsorship marketing world, and how these trends are affecting public relations and communications.
The presentation includes highlights of 2012 research on industry activity and consumer feedback as well as critical and professional analysis of these outcomes and how they are impacting our organizations. Brent also focuses on how PR professionals should be utilizing the medium of sponsorship as they do other communications tools and media.
Donor Retention Education with Wayne Robbins - BloomerangBloomerang
https://bloomerang.co/retention
This session explores the Fundraising Effectiveness Project report commissioned by AFP and the Urban Institute. The dismal news in this report can and should be an eye opener for every nonprofit engaged in fundraising.
We will focus on the root causes of poor retention rates, and offer tips for improvement based on the principles of Dr. Adrian Sargeant and Tom Ahern: two world-renowned authorities on building donor loyalty. Sargeant and Ahern’s principles are based upon years of research conducted in the sector and can be used by any organization, whether you are a one-person shop or a large department. We will show examples of their principles in action. The results can be astounding when put into daily use!
Learning Outcomes:
- Be familiar with current research on donor retention and how an increase or decrease can impact your bottom line
- Understand how to calculate your donor retention rate
- Learn new donor communications techniques in order to improve donor loyalty and retention
Ken Berger, President & CEO of Charity Navigator, presentation at a conference at Harvard University (for their extension business school students) regarding Social Entrepreneurship and how it relates to Charity Navigator's work.
Volunteering in Scotland. Looking at the changing landscape.
A presentation on the changing data and statistics in Scotland and what it means for the future.
Presentation to the Institute of Fundraising East of England regional conference in October 2013. A brief review of stats is followed by some thoughts about what long-term environmental factors might drive giving.
Alan presents his findings on a Campaign for Change after consulting with volunteers, Third Sector Organisations, Scottish Government, community groups and Stakeholders on how they see volunteering in Scotland changing in the future.
Fuel Good 2018: Strategic Funding Models Sparkrock
Alain Mootoo from the Surrey Place Center explains how they were able to achieve a 54% increase in program revenues and provide a framework for funding your organization's mission.
Turning Your Volunteers Into Donors: Insights for Multi-Chapter NonprofitsBloomerang
Did you know that volunteers who believe in an organization’s mission are 80% more likely to donate? Not only that, but they are also more likely to contribute 10 times more money to charities than non-volunteers. It’s clear that volunteers and donors go hand-in-hand, and every nonprofit needs both to thrive.
Join us for an insightful session where we’ll delve into the art of turning your passionate volunteers into loyal and engaged donors.
Learning Objectives:
Understand Why Donors and Volunteers Lapse
Master Segmentation Strategies
Activate the Power of Empathy and Emotional Connection
Alan Stevenson - Leadership from the top down. A presentation on some of the findings from the Demonstration Project - A new paradigm for volunteering in Scotland. It's time to change.
The Journey to Year-Round Engagement with your Fundraising Event ParticipantsJono Smith
We believe that events are means to an end. They bring an element that no other development tool can match: the experience of face-to-face interaction with your mission and with others who are passionate about your cause. We also believe that in order to maximize events as a fundraising tool, you must have a plan to engage them from the moment they register all the way through to the finish line (and beyond).
This session, Jeff Shuck President of Event 360, takes you through the event journey − from best practices in event recruitment, to how to turn participants into fundraisers and finally, how to continue momentum with your event participants throughout the year.
Donor Retention Education with Wayne Robbins - BloomerangBloomerang
https://bloomerang.co/retention
This session explores the Fundraising Effectiveness Project report commissioned by AFP and the Urban Institute. The dismal news in this report can and should be an eye opener for every nonprofit engaged in fundraising.
We will focus on the root causes of poor retention rates, and offer tips for improvement based on the principles of Dr. Adrian Sargeant and Tom Ahern: two world-renowned authorities on building donor loyalty. Sargeant and Ahern’s principles are based upon years of research conducted in the sector and can be used by any organization, whether you are a one-person shop or a large department. We will show examples of their principles in action. The results can be astounding when put into daily use!
Learning Outcomes:
- Be familiar with current research on donor retention and how an increase or decrease can impact your bottom line
- Understand how to calculate your donor retention rate
- Learn new donor communications techniques in order to improve donor loyalty and retention
Ken Berger, President & CEO of Charity Navigator, presentation at a conference at Harvard University (for their extension business school students) regarding Social Entrepreneurship and how it relates to Charity Navigator's work.
Volunteering in Scotland. Looking at the changing landscape.
A presentation on the changing data and statistics in Scotland and what it means for the future.
Presentation to the Institute of Fundraising East of England regional conference in October 2013. A brief review of stats is followed by some thoughts about what long-term environmental factors might drive giving.
Alan presents his findings on a Campaign for Change after consulting with volunteers, Third Sector Organisations, Scottish Government, community groups and Stakeholders on how they see volunteering in Scotland changing in the future.
Fuel Good 2018: Strategic Funding Models Sparkrock
Alain Mootoo from the Surrey Place Center explains how they were able to achieve a 54% increase in program revenues and provide a framework for funding your organization's mission.
Turning Your Volunteers Into Donors: Insights for Multi-Chapter NonprofitsBloomerang
Did you know that volunteers who believe in an organization’s mission are 80% more likely to donate? Not only that, but they are also more likely to contribute 10 times more money to charities than non-volunteers. It’s clear that volunteers and donors go hand-in-hand, and every nonprofit needs both to thrive.
Join us for an insightful session where we’ll delve into the art of turning your passionate volunteers into loyal and engaged donors.
Learning Objectives:
Understand Why Donors and Volunteers Lapse
Master Segmentation Strategies
Activate the Power of Empathy and Emotional Connection
Alan Stevenson - Leadership from the top down. A presentation on some of the findings from the Demonstration Project - A new paradigm for volunteering in Scotland. It's time to change.
The Journey to Year-Round Engagement with your Fundraising Event ParticipantsJono Smith
We believe that events are means to an end. They bring an element that no other development tool can match: the experience of face-to-face interaction with your mission and with others who are passionate about your cause. We also believe that in order to maximize events as a fundraising tool, you must have a plan to engage them from the moment they register all the way through to the finish line (and beyond).
This session, Jeff Shuck President of Event 360, takes you through the event journey − from best practices in event recruitment, to how to turn participants into fundraisers and finally, how to continue momentum with your event participants throughout the year.
4 Steps to Converting Event Donors Into Long-Term DonorsJono Smith
Your event is over and you have a new pool of donors that have been introduced to your organization. How do you turn this group of one-time supporters into long-term advocates and donors?
Download Event 360's new white paper to learn how to build your donor pipeline by identifying, engaging, qualifying and cultivating your event donors.
Deliver Real Results Through SegmentationJono Smith
Be a scientist in your communications department: segment messages, customize content, and deliver results. Sure, you have a plan for communicating with your constituents online, but are you doing it in the most analytical way possible? Different people respond to different messages in different ways, based on their affinity to your cause and their past or current behaviors. This session will share lessons learned from segmenting online communications for some of the largest fundraising events in the country. From identifying audience segments to targeting communications, to tracking the final results of each campaign, this session will feature strategies for increasing your marketing and fundraising results through more targeted online communication
More Than Just An E-Mail: Segmenting Messages, Customizing Content and Delive...Jono Smith
Sure, you have a plan for communicating with your constituents online, but are you doing it in the most analytical way possible? Different people respond to different messages in different ways, based on their affinity to your cause and their past or current behaviors. This session will share lessons learned from segmenting online communications for some of the largest fundraising events in the country. From identifying audience segments, to targeting communications, to tracking the final results of each campaign, this session will feature strategies for increasing your marketing and fundraising results through more targeted online communication.
Nonprofit Fundraising: How to increase response rates through segmentation & ...Jono Smith
Jeff Shuck's slides from the Resource Alliance's 2011 Fundraising Online virtual conference. Formerly known as IFC Online, Fundraising Online is the world's best 100% online fundraising conference.
The session covered how to segment with descriptive analysis; how to target with predictive analysis; and, how to analyze the impact of your segmentation and targeting strategy.
Exercising for a good cause regained its fundraising momentum in 2010 after a very challenging 2009, according to the Run Walk Ride Fundraising Council, the leading authority on athletic event fundraising.
The top thirty “thon” fundraising programs generated $1.65 billion in gross revenue for charity last year, up $28.1 million or 1.74% from 2009 levels. Twenty of the top 30 programs experienced revenue growth, a welcome change from 2009 when 20 groups experienced revenue shrinkage, the council’s fifth annual “Run Walk Ride Thirty” study reports.
“We’re not out of the woods, but a combination of better program management and a somewhat better economy made 2010 an up year,” said David Hessekiel, president of the council which held its annual conference in Atlanta. In contrast, revenue for the top 30 programs dropped by 7.6% in 2009.
Increased participation at the same time that nonprofits trimmed 961 underperforming walks and runs from event schedules demonstrates improved program management, Hessekiel said. More than 11.3 million people participated in the top thirty programs in 2010, an increase of more than a quarter million compared to 2009. Nonprofits staged or sent participants to 36,968 events in 2010.
Twenty of the top thirty programs experienced revenue growth in 2010, the mirror image of 2009 when 20 programs brought in lower revenue, according to the survey, a summary of which can be found on www.runwalkride.com .
The top five programs by total revenue in 2010 were:
$416.5 million (-0.1%) Relay for Life American Cancer Society*
$121.9 million (+1.3%) Race for the Cure Susan G. Komen for the Cure
$102.3 million (+2.3%) March for Babies March of Dimes
$ 97.0 million (-2.0%) Team in Training Leukemia & Lymphoma Society
$ 90.3 million (-0.2%) Start! Heart Walk American Heart Association
“The top five demonstrate the diversity in this field,” said Hessekiel. “With a short walk, a 5-K run, a relay and an individual endurance program, thon fundraising offers healthy ways to help others for everyone from the couch potato to the driven athlete.” said Hessekiel.
It took gross revenue of $7.8 million for the Pelotonia Ride to snag the 30th spot on the 2010 list, a first appearance for Columbus, Ohio ride to raise money for cancer research.
Looking ahead, survey respondents forecast a median revenue growth figure of 6% in 2011, aggressive growth compared to this year’s 1% increase.
The Run Walk Ride Thirty is based on survey responses from the professionals who manage major athletic event fundraising programs. A study summary is available at www.runwalkride.com . A CD with extensive survey data is available for purchase on the group’s website and is provided at no cost to dues-paying RWRFC members.
A Scientist in Your Event Fundraising DepartmentJono Smith
Presented at the 2011 Run Walk Ride Fundraising Conference in Atlanta, Georgia.
Sure, you have a plan for communicating with your constituents online, but are you doing it in the most analytical way possible? Different people respond to different messages in different ways, based on their affinity to your cause and their past or current behaviors. This session will share lessons learned from segmenting online communications for some of the largest fundraising events in the country. From identifying audience segments, to targeting communications, to tracking the final results of each campaign, this session will feature strategies for increasing your marketing and fundraising results through more targeted online communication.
This session will be targeted to organizations who are already utilizing basic e-mail communications methods with their constituent populations. We will give you strategies and tactics to take your communications to the next level.
Session Takeaways:
1) How to segment with descriptive analysis
2) How to target with predictive analysis
3) How to analyze the impact of your segmentation & targeting strategy
Turning Event Participants into Event FundraisersJono Smith
Are you struggling to turn your event participants into fundraisers? Slides from a webinar featuring Event 360’s Jeff Shuck and Blackbaud’s Amy Braiterman answering your questions about converting more of your event participants into fundraisers. Ever wonder which participants are more likely to fundraise than others, what strategies work for zero dollar participants vs. existing fundraisers or how you can best utilize incentives?
Rethinking Online Marketing: Using Inbound Marketing to Grow Your FundraisingJono Smith
A fundamental decision nonprofit marketers must make when developing a marketing communications strategy is whether to push, pull or both. A push strategy relies on outbound marketing and means you are going to interrupt people and buy (advertising), beg (media and public relations) or bug (email marketing, direct mail, telemarketing) them for attention. A pull strategy relies on inbound marketing and means you are going to try and earn people's attention by developing great content and amplifying that content with social marketing and making it easy to find out about your cause through search engine optimization.
A Nonprofit's Guide to Event Fundraising AnalyticsJono Smith
This 18-page guide is designed to help event fundraisers move beyond only reporting the past and start using analytics to predict the future. A case study featuring the Komen Global Race for the Cure highlights how analytics helped formulate the steps the organization took to transform their highly attended event into a strong fundraising event.
A Nonprofit's Guide to Event Fundraising Analytics
New Donors Trends by Chuck Longfield
1. NEW DONOR TRENDS
Center of Philanthropy Symposium
November 2012
02/07/2013 Customer & Market Insights 1
2. DECLINE IN NEW DONOR ACQUISITION
2001- 2 0 1 0
% Change % Change
Sector Total # New Donors New Donors/Year New Donors/Year
(# of organizations) 2001-2010 2001-2007 2007-2010
Advocacy (16) 6.6 million -9.5% 14.4%
Hospitals (23) 1.2 million 17.2% -0.4%
Cultural (16) 2.2 million 5% -2%
Environmental (37) 16.4 million -23.1% -11.0%
Health Research (30) 117 million 12.5% -14.8%
Human Services (36) 6.7 million 4.7% 2.5%
Colleges (34) * 350,000 -18.9%
* The % Change for colleges is for the period 2006-2011
SOURCE: TARGET ANALYTICS
02/07/2013 Customer & Market Insights 2
3. DECLINE IN FIRST YEAR RETENTION
2001- 2 0 1 0
Sector Retention Rate Retention Rate % Change % Change
(# of organizations) 2001 2010 2001-2007 2007-2010
Advocacy (16) 34.0% 27.4% -19.5% 0.1%
Hospitals (23) 21.2% 18.1% -2.7% 0.6%
Cultural (16) 33.3% 26.8% -13.7% -6.5%
Environmental (37) 29.7% 24.0% -18.2% -1.4%
Health Research (30) 20.9% 19.3% -11.7% 0.4%
Human Services (36) 30.8% 26.3% -10.9% -4.2%
Colleges (34) * 30.8% 28.1% -8.8%
* The % Change for colleges is for the period 2006-2011
SOURCE: TARGET ANALYTICS
02/07/2013 Customer & Market Insights 3
4. SUMMARY OF CHALLENGES
• Acquisition is increasingly more expensive
• First year retention rates are declining
• Trends started prior to downturn and will likely continue
after recovery
• Younger donors are less loyal than older donors
• Low ROI on new donor acquisition (and getting lower).
- too costly to acquire new donors to replace lapsing donors
• WHAT CAN WE DO? !!!
02/07/2013 Customer & Market Insights 4
6. EMPHASIZE DONOR RETENTION OVER ACQUISITION
• View donors as valuable assets!
• When acquiring new donors, factor in whether you will
retain the donor, and at what dollar level
• Fill the holes in your leaky bucket!
• Why did the donor give? Stop giving?
• According to Adrian Sargeant, Ph.D. from Indiana
University’s Center on Philanthropy
“A 10% increase in donor retention can increase the
lifetime value of the donor database by up to 200% .”
02/07/2013 Customer & Market Insights 6
8. EMPHASIZE DONOR RETENTION OVER ACQUISITION
• View donors as valuable assets!
• When acquiring new donors, factor in whether you will
retain the donor, and at what dollar level
• Fill the holes in your leaky bucket!
• Why did the donor give? Stop giving?
• According to Adrian Sargeant, Ph.D. from Indiana
University’s Center on Philanthropy
“A 10% increase in donor retention can increase the
lifetime value of the donor database by up to 200% .”
02/07/2013 Customer & Market Insights 8
10. EMPHASIZE DONOR RETENTION OVER ACQUISITION
• View donors as valuable assets!
• When acquiring new donors, factor in whether you will
retain the donor, and at what dollar level
• Fill the holes in your leaky bucket!
• Why did the donor give? Stop giving?
• According to Adrian Sargeant, Ph.D. from Indiana
University’s Center on Philanthropy
“A 10% increase in donor retention can increase the
lifetime value of the donor database by up to 200% .”
02/07/2013 Customer & Market Insights 10
11. FOCUS ON LIFETIME VALUE, NOT RESPONSE RATES
• Be willing to invest in your donors, e.g. thank you calls.
See Donor-Centered Fundraising – Penelope Burk
• Determine a donor’s potential early in your relationship
and allocate resources accordingly
• Be Donor-Centric, not Campaign-Centric
02/07/2013 Customer & Market Insights 11
13. FOCUS ON RESULTS, NOT EFFORT
• Set goals and measure your results
• Find peer groups and benchmark your results
• Checklist Manifesto, by Atul Gawande
• Identify best practices
• Find ways to collaborate to maximize results
02/07/2013 Customer & Market Insights 13
14. INVEST IN YOUR MOST PASSIONATE SUPPORTERS
• Organize yourself to recognize a donor’s passion for your
mission
• See yourself through the eyes of your donors
• Be willing to invest in your donors
• Test investments and track results carefully
02/07/2013 Customer & Market Insights 14
16. KEY TAKE-AWAYS
1. Emphasize donor retention over donor acquisition
2. Focus on a donor’s lifetime value, not a campaign’s
response rate
3. Focus on results, not effort
4. Identify & invest in your most passionate supporters
02/07/2013 Customer & Market Insights 16
17. THE BLACKBAUD INDEX
Get up-to-date data on fundraising trends and valuable analysis by leaders in the sector.
Subscribe to free monthly updates by texting "index" to 69866 or via email by
signing up at www.blackbaud.com/blackbaudindex.
02/07/2013 Customer & Market Insights 17
18. WWW.SOFII.ORG
A unique online resource of everything you could want to
know about fundraising from c.1500 BC to the present day
• Over 300 of the best fundraising ideas ever,
at your fingertips 24/7…for free!
• Contribute your own exhibit.
• Sign up to receive hot news and
updates.
• What three things will you do
differently, starting next week?
02/07/2013 Customer & Market Insights 18