Data Driven Major Giving

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  • As before, if they close 20 gifts at the current ratios, they will raise $263,000 for the major gift program.
  • Now let’s see how capacity estimates can help guide gift officers and development managers towards higher, yet appropriate, ask amounts.
  • Data Driven Major Giving

    1. 1. Data Driven Major Giving:How Analytics Can Move Your Prospectsfrom Indifferent to Invested
    2. 2. Agenda Data is the Foundation of Strategy Using Data to – Identify Major Gift Prospects – Optimize Major Gift Portfolios – Define Ask Amounts The Prospect Management Process – Commonly Measured Metrics and Suggested Benchmarks – Forecasting Major Giving Results Based On Pipeline Analysis – Reporting Resultswealthengine.com | Page 2
    3. 3. Data is the Foundation ofStrategy
    4. 4. What is Analytics? Analysis The process of breaking a complex topic or substance into smaller parts to gain a better understanding of it. Analytics The process of developing optimal or realistic decision recommendations based on insights derived through analysis Analytics + Analysis = Data Informed Decision Making 4wealthengine.com | Page 4
    5. 5. Data Leads to Actionable Insight Wisdom Evaluated understanding Wisdom Knowledge Application of data and information; answers "how” Knowledge & “why” questions Information Data that are processed to Information be useful; provides answers to "who", "what", "where", and "when" questions Data Data Symbolswealthengine.com | Page 5
    6. 6. All Strategy Derives from OrganizationalObjectives and Goals Vision Answer A world without hunger “Why?” Feed the hungry Mission Questions Increase capacity to Objectives Answer transport excess food to “What?” those in need Increase major gift Goals Questions revenue by 20% Strategies Answer Invest in screening data “How?” Use data to optimize portfolios and ask Tactics Questions valueswealthengine.com | Page 6
    7. 7. Capacity and likelihood togive data identify the bestmajor gift prospects…
    8. 8. Use Data to Optimize Portfolios by Findingthe Best Prospects Based on Capacity and Likelihood to Give (or Affinity), an entire constituency can be segmented for application of distinct strategies: Capacity For major gifts, constituents with high capacity and high affinity are shaded in green for immediate assignment and cultivation Constituents in shaded in blue are second tier prospects and should be engaged in high-touch cultivation at the annual giving level Likelihood to Givewealthengine.com | Page 8
    9. 9. Use Data to Optimize Portfolios by Findingthe Best Prospects Based on Capacity and Likelihood to Give (or Affinity), an entire 2 2 47 constituency can be segmented for application of distinct strategies: Capacity For major gifts, constituents with high capacity and high affinity 41 30 525 are shaded in green for immediate assignment and cultivation Constituents in shaded in blue are second tier prospects and should be engaged in high-touch 3,626 2,397 8,328 cultivation at the annual giving level Likelihood to Givewealthengine.com | Page 9
    10. 10. Data Appends (Wealth, Demographic and LifestyleAttributes) Allow Evaluation of All Constituents Likelihood to GiveCapacity Range Very Low Low Moderate High Very High Total$5M+ 1 3 2 6$1M up to $5M 2 1 19 23 45$500K up to $1M 7 11 50 39 107$250K up to $500K 34 19 301 135 489$100K up to $250K 139 60 905 358 1,462$50K up to $100K 6 490 469 2,155 774 3,894$25K up to $50K 186 795 1,037 1,288 761 4,067$15K up to $25K 132 464 498 607 365 2,066Up to $15K 127 278 67 216 146 834Unrated 525 484 266 466 287 2,028Total 976 2,693 2,429 6,010 2,890 14,998wealthengine.com | Page 10
    11. 11. Quickly Identify the Best Prospects for MajorGift Cultivation Likelihood to GiveCapacity Range Very Low Low Moderate High Very High Total$5M+ 1 3 2 6 28 shaded green have high$1M up to $5M capacity, high likelihood to give 2 1 19 23 45$500K up to $1M 7 11 50 39 107$250K up to $500K 34 19 301 135 489$100K up to $250K 139 60 905 358 1,462$50K up to $100K 6 490 469 2,155 774 3,894$25K up to $50K 186 795 1,037 1,288 761 4,067$15K up to $25K 132 464 498 607 365 2,066Up to $15K 127 278 67 216 146 834Unrated 525 484 266 466 287 2,028Total 976 2,693 2,429 6,010 2,890 14,998wealthengine.com | Page 11
    12. 12. Identify Second Tier Prospects for High-TouchLeadership Giving Program Likelihood to GiveCapacity Range Very Low Low Moderate High Very High Total$5M+ 1 3 2 6$1M up to $5M 2 1 19 23 45$500K up to $1M 544 shaded in blue 7 also are 11 50 39 107 good major gift candidates$250K up to $500K 34 19 301 135 489$100K up to $250K 139 60 905 358 1,462$50K up to $100K 6 490 469 2,155 774 3,894$25K up to $50K 186 795 1,037 1,288 761 4,067$15K up to $25K 132 464 498 607 365 2,066Up to $15K 127 278 67 216 146 834Unrated 525 484 266 466 287 2,028Total 976 2,693 2,429 6,010 2,890 14,998wealthengine.com | Page 12
    13. 13. Portfolios are often selected basedon past giving history…
    14. 14. The Current Portfolios Under Managementhave a Total Value of $46MM Affinity ScoreCapacity Range Very Low Low Moderate High Very High Total$5M+ $7,983,010 $7,983,010$1M up to $5M 243 prospects are currently under management $10,481,105 $10,481,105$500K up to $1M (assigned to a gift officer or volunteer) $4,120,173 $4,120,173 These were selected based on total giving$250K up to $500K $370,479 $341,000 $440,241 $6,786,036 $7,937,755 Values in the cells are the sum of the capacity$100K up to $250K of each individual who falls within the range $6,350,829 $601,489 $332,565 $1,545,482 $8,830,365$50K up tp $100K $196,430 $243,806 $712,639 $3,133,520 $4,286,395$25K up to $50K $94,259 $289,513 $201,514 $583,946 $1,119,834 $2,289,066$15K up to $25K $39,287 $24,468 $73,790 $134,884 $272,430Up to $15K $40,226 $10,961 $36,692 $87,880Unrated The $27,383 total $15,889 capacity of the prospects under $11,409 $9,571 $64,252Total management is the total number in the lower $161,868 $1,513,087 $1,143,353 $3,378,469 $40,155,653 $46,352,430 right-hand corner ($46MM) wealthengine.com | Page 14
    15. 15. Potential soars when portfoliosare selected based on capacityand likelihood to give ratings…
    16. 16. 243 Optimal Prospects @$286MM(Selected Based on Capacity and Likelihood Ratings) Affinity ScoreCapacity Range Very Low Low Moderate High Very High Total$5M+ 89,015,427 19,223,723 108,239,150$1M up to $5M 35,938,650 48,700,146 84,638,796$500K up to $1M 34,221,647 27,739,460 61,961,108$250K up to $500K 30,862,459 30,862,459$100K up to $250K$50K up tp $100K$25K up to $50K$15K up to $25KUp to $15KUnrated Selecting the 243 optimal prospects yields $286MM under managementTotal 159,175,725 126,525,788 285,701,513 This is 6 times the capacity under management wealthengine.com | Page 16
    17. 17. Strategy Grows Out of Analysis All else being equal, if 20 gifts close at 10% of capacity, this change in portfolio value would result in an additional $2MM ($2,351,452 vs. $381,501) To activate this potential, any high-likelihood, high-capacity prospects not under management by an individual staff or volunteer should be assigned Currently assigned prospects with lower capacity/likelihood scores should only be kept under management if they are close to or in the solicitation phase The second tier of prospects with high capacity and likelihood scores should be “fast-tracked” in high-touch annual giving/cultivation programwealthengine.com | Page 17
    18. 18. Ask amounts are often based oninstinct, “gut” feelings, or thecomfort level of the solicitor…
    19. 19. Data including Capacity Estimates AllowAnalysis of Major Gift Solicitations Prospect Average % of % ofManager or AverageAsk Average % of Ask Capacity of Capacity CapacityMajor Gift Amount Gift Amount Received Prospects Asked Received OfficerJocelyn $95,617 $24,286 25% $10,242 42% 11%Sarah $167,708 $24,167 14% $16,667 69% 10%Total $131,662 $24,226 18% $13,455 56% 10%wealthengine.com | Page 19
    20. 20. This Organization Receives on AverageOnly 10% of Potential Gift Value Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11% Analysis shows gifts received are valuedSarah $167,708 $24,167 14% $16,667 69% 10% at approximately 10% of capacityTotal $131,662 $24,226 18% $13,455 56% 10%wealthengine.com | Page 20
    21. 21. Gift Officers May be Defaulting to theMinimum Major Gift Level Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11% With a minimum major gift amount ofSarah $167,708 $24,167 $25K, it looks like prospect managers 10% 14% $16,667 69% may be satisfied asking for gifts of $25KTotal $131,662 $24,226 18% $13,455 56% 10%wealthengine.com | Page 21
    22. 22. With Gifts Closing at Just 56% of Asks, ThereMay be Money Left on the Table Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11%Sarah On average, $24,167 $167,708 they are 14% $16,667 69% 10% receiving gifts of $10K-$15KTotal $131,662 $24,226 18% $13,455 56% 10%wealthengine.com | Page 22
    23. 23. If 20 Gifts are Closed with Gifts Averaging 10% ofCapacity, the Organization will Realize $263,324 Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11% $131,662 x 10% x 20 Gifts = $131,662 x 10% x 20 GiftsSarah $167,708 $263,324 14% $24,167 $16,667 69% 10%Total $131,662 $24,226 18% $13,455 56% 10%wealthengine.com | Page 23
    24. 24. If ask amounts are adjusted toreflect capacity on an individualbasis, fundraising potentialincreases…
    25. 25. Adjusting Average Ask Amount Up to 25% ofCapacity on Average Leads to Higher Asks Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11% Sarah’s asks are adjusted from 14% to 25% of capacity,Sarah $167,708 $41,927 25% $28,929 69% 17% resulting in an average ask of $41,927Total $131,662 $32,915 25% $19,585 59% 15%wealthengine.com | Page 25
    26. 26. Higher Asks Lead to Higher Closed GiftAmounts Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11%Sarah $167,708 $41,927 25% $28,929 69% 17% This leads to a 17% of capacity average gift for Sarah and 15%Total $131,662 $32,915 overall 25% $19,585 59% 15%wealthengine.com | Page 26
    27. 27. If 20 Gifts are Closed with Gifts Averaging 15% ofCapacity, the Organization will Realize $394,986 Average % of % ofProspect AverageAsk Average % of Ask Capacity of Capacity CapacityManager Amount Gift Amount Received Prospects Asked ReceivedJocelyn $95,617 $24,286 25% $10,242 42% 11% $131,662 x 15% x 20 Gifts = $131,662 x 15% x 20 GiftsSarah $167,708 $394,986 25% $41,927 $28,929 69% 17%Total $131,662 $32,915 25% $19,585 59% 15%wealthengine.com | Page 27
    28. 28. Strategy Grows Out ofAnalysis All else being held constant, If 20 gifts close at 15% of capacity on average, this will result in $394,986 in revenue This represents an additional $131,662 in revenue over prior asks Ask amounts do not need to be a set and static percentage of capacity, but should be evaluated on an individual basis Questions to ask include: – Are we one of this prospect’s top three priorities? – Is this prospect enthusiastic about a particular project or program? – Do we have a funding need that meshes with this prospect’s interests? – What other current commitments do they have? If gift officers default to a low ask amount, consider training to boost confidence in the ratings and/or confidence in the processwealthengine.com | Page 28
    29. 29. Realize Untapped Fundraising Potential By analyzing file capacity and modeling likelihood to give, this organization was able to increase capacity under management and (without closing more gifts) increase potential funds raised by $2MM By analyzing ask amounts in relation to capacity, this organization was able to identify a weakness in their major gift program and by encouraging each gift officer to ask for a minimum of 25% of capacity, increases fundraising potential by $131,662 If this organization realizes even 10% of this potential $2.1MM gain, they will have realized a Return on Investment (ROI)of 740% based on a $25,000 investment in data and analyticswealthengine.com | Page 29
    30. 30. ProspectManagement
    31. 31. The Management Process Plan Implement Monitor Adjust Report Develop Deploy Check Results Make Report Strategies Resources Against Adjustments to Progress to Design Tactics Benchmarks Plan / Tactics Stakeholders Determine Monitor Metrics Implement as Metrics & needed Benchmarks Assign Resources“Management is concerned with ensuring plans and strategies areimplemented, that progress is monitored, that corrective action istaken when required and that results are reported and stakeholdersare kept informed.”wealthengine.com | Page 31
    32. 32. Major Gift Maturation Process “It can take 18 to 24 or more months to cultivate and secure a major gift. Therefore, it is as important to measure and manage the activities that lead to major giving as to measure dollars in the door.”wealthengine.com | Page 32
    33. 33. Evaluating Major Gift Activities Are your portfolio’s balanced? Stage of Prospect Development Prospect Manager Discovery Cultivation Solicitation Stewardship Total Jocelyn 27 56 33 36 152 Sarah 16 42 4 3 65 Total 43 98 37 39 217 Percent in Stage 20% 45% 17% 18% 100% “Depending on your stage of campaign, seniority of gift officers, and age of major gift program, you may want to manage the prospect pipeline by emphasizing movement from cultivation into solicitation, or increased activity qualifying new prospects.”wealthengine.com | Page 33
    34. 34. Common Major Gift OfficerPerformance Metrics Number of For Full-time MGO: 100-150 Personal Visits Percentage of 50% to 75% depending on stages of portfolio Unique Visits Proposals 15 to 25, varies by wealth of portfolio Submitted Number of Gifts 5 to 20, roughly 30% to 60% of asks Closed Amount of Gifts 60% to 85% of “ask” or solicitation Closed Provides incentive for teamwork and discourages hoarding and poaching of Assists prospects ROI Dollars raised/costs of fundraising (including salaries)wealthengine.com | Page 34
    35. 35. Major Gift Metrics and Benchmarks Standard Benchmarks* Organization Benchmarks Metric Low High Example Your Historic Your Goal Portfolio Size 100 200 150 % in Discovery 10% 30% 18% % in Cultivation 30% 60% 40% % in Solicitation 20% 30% 25% % in Stewardship 10% 20% 17% # of Solicitations per Year 38 % of Solicitations Closing per Year 33% 66% 50% # of Solicitations Closing per Year 19 Time to Close a Major Gift 12 months 30 months % of Ask Received 60% 85% # of Research Rated Leads per Gift 30 # of Prospects in Discovery per Gift 6 # of Prospects in Cultivation per Gift 3*Benchmarks were obtained from a literature review and represent our best estimates from internal and external sources.Percentages and values will vary by organization depending on maturity of program, stage of campaign, geographic region, wealth profile of constituency, level ofaffinity of constituency and many other factors. Benchmarks should be used with caution, and it is always best to benchmark against your historic results wealthengine.com | Page 35
    36. 36. Forecasting Major GiftResults with PipelineAnalysis
    37. 37. Campaign Pipeline Report Gift Number Dollars Cumulative Cumulative Cumulative $ Value of Pipeline $ Value of Future Total Levels of Gifts Needed Total Total Percent Proposals Expected Proposals Pipeline Expected Needed Per Level Needed Received Received Submitte Yield Planned Expected Pipeline d (40%) (1-3 Yield months) (20%)$400,000 1 $400,000 $400,000 $500,000 25% $0 $0 $0 $0 $0$200,000 1 $200,000 $600,000 $700,000 35% $0 $0 $0 $0 $0$100,000 2 $200,000 $800,000 $800,000 40% $200,000 $80,000 $0 $0 $80,000 $50,000 3 $150,000 $950,000 $850,000 43% $50,000 $20,000 $50,000 $10,000 $110,000 $30,000 3 $90,000 $1,040,000 $910,000 46% $30,000 $12,000 $30,000 $6,000 $128,000 $20,000 10 $200,000 $1,240,000 $1,070,000 54% $20,000 $8,000 $20,000 $4,000 $140,000 $15,000 12 $180,000 $1,420,000 $1,160,000 58% $45,000 $18,000 $15,000 $3,000 $161,000 $10,000 15 $150,000 $1,570,000 $1,210,000 61% $60,000 $24,000 $10,000 $2,000 $187,000 $5,000 20 $100,000 $1,670,000 $1,230,000 62% $20,000 $8,000 $30,000 $6,000 $201,000 $3,000 30 $90,000 $1,760,000 $1,242,000 62% $3,000 $1,200 $75,000 $15,000 $217,200 $2,000 40 $80,000 $1,840,000 $1,274,000 64% $12,000 $4,800 $36,000 $7,200 $229,200 $1,000 50 $50,000 $1,890,000 $1,299,000 65% $10,000 $4,000 $15,000 $3,000 $236,200 Varies Many $110,000 $2,000,000 $1,333,000 67% $0 $0 $76,000 $15,200 $251,400 wealthengine.com | Page 37
    38. 38. Campaign Pipeline Report Gift Number Dollars Cumulative Cumulative Cumulative $ Value of Pipeline $ Value of Future Total Levels of Gifts Needed Total Total Percent Proposals Expected Proposals Pipeline Expected Needed Per Level Needed Received Received Submitte Yield Planned Expected Pipeline d (40%) (1-3 Yield months) (20%)$400,000 1 $400,000 $400,000 $500,000 25% $0 $0 $0 $0 $0$200,000 1 $200,000 $600,000 $700,000 35% $0 $0 $0 $0 $0$100,000 2 $200,000 $800,000 $800,000 40% $200,000 $80,000 $0 $0 $80,000 $50,000 3 $150,000 $950,000 $850,000 43% $50,000 $20,000 $50,000 $10,000 $110,000 $30,000 3 $90,000 $1,040,000 $910,000 46% $30,000 $12,000 $30,000 $6,000 $128,000 $20,000 10 $200,000 $1,240,000 $1,070,000 54% $20,000 $8,000 $20,000 $4,000 $140,000 $15,000 12 $180,000 $1,420,000 $1,160,000 58% $45,000 $18,000 $15,000 $3,000 $161,000 $10,000 15 $150,000 $1,570,000 $1,210,000 61% $60,000 $24,000 $10,000 $2,000 $187,000 $5,000 20 $100,000 $1,670,000 $1,230,000 62% $20,000 $8,000 $30,000 $6,000 $201,000 $3,000 30 $90,000 $1,760,000 $1,242,000 62% $3,000 $1,200 $75,000 $15,000 $217,200 $2,000 40 $80,000 $1,840,000 $1,274,000 64% $12,000 $4,800 $36,000 $7,200 $229,200 $1,000 50 $50,000 $1,890,000 $1,299,000 65% $10,000 $4,000 $15,000 $3,000 $236,200 Varies Many $110,000 $2,000,000 $1,333,000 67% $0 $0 $76,000 $15,200 $251,400 wealthengine.com | Page 38
    39. 39. Campaign Pipeline Report Gift Number Dollars Cumulative Cumulative Cumulative $ Value of Pipeline $ Value of Future Total Levels of Gifts Needed Total Total Percent Proposals Expected Proposals Pipeline Expected Needed Per Level Needed Received Received Submitte Yield Planned Expected Pipeline d (40%) (1-3 Yield months) (20%)$400,000 1 $400,000 $400,000 $500,000 25% $0 $0 $0 $0 $0$200,000 1 $200,000 $600,000 $700,000 35% $0 $0 $0 $0 $0$100,000 2 $200,000 $800,000 $800,000 40% $200,000 $80,000 $0 $0 $80,000 $50,000 3 $150,000 $950,000 $850,000 43% $50,000 $20,000 $50,000 $10,000 $110,000 $30,000 3 $90,000 $1,040,000 $910,000 46% $30,000 $12,000 $30,000 $6,000 $128,000 $20,000 10 $200,000 $1,240,000 $1,070,000 54% $20,000 $8,000 $20,000 $4,000 $140,000 $15,000 12 $180,000 $1,420,000 $1,160,000 58% $45,000 $18,000 $15,000 $3,000 $161,000 $10,000 15 $150,000 $1,570,000 $1,210,000 61% $60,000 $24,000 $10,000 $2,000 $187,000 $5,000 20 $100,000 $1,670,000 $1,230,000 62% $20,000 $8,000 $30,000 $6,000 $201,000 $3,000 30 $90,000 $1,760,000 $1,242,000 62% $3,000 $1,200 $75,000 $15,000 $217,200 $2,000 40 $80,000 $1,840,000 $1,274,000 64% $12,000 $4,800 $36,000 $7,200 $229,200 $1,000 50 $50,000 $1,890,000 $1,299,000 65% $10,000 $4,000 $15,000 $3,000 $236,200 Varies Many $110,000 $2,000,000 $1,333,000 67% $0 $0 $76,000 $15,200 $251,400 wealthengine.com | Page 39
    40. 40. Campaign Pipeline Analysis$2,000,000 Goal$1,800,000$1,600,000 Pipeline + Receipts$1,400,000 Receipts$1,200,000$1,000,000 $800,000 $600,000 $400,000 Pipeline $200,000 $0 Year One Year Two Year Three Study & Planning Phase Quiet Phase Public Phase 9-12 Months 12-15 Months 6-12 Monthswealthengine.com | Page 40
    41. 41. Reporting Results ForMaximum Impact
    42. 42. Reporting for Maximum Impactwealthengine.com | Page 42
    43. 43. Which Has More Impact?If you are demonstrating a trend, use a graph % of donors renewing after 1st gift % of donors 16% Year renewing after 1st gift 14% 12% 2007 14% 10% 2008 13% 8% 2009 11% 6% 2010 12% 4% 2011 10% 2% 0% 2007 2008 2009 2010 2011 Yearwealthengine.com | Page 43
    44. 44. Which Has More Impact?If you are demonstrating parts of a whole, use a pie chart Funding by Constituency Funding by Constituency 0Board 17% 17% 25%Volunteers 20% Funding by ConstituencyMembers 15% Board VolunteersService Recipients 19% Members 4% 20% Service Recipients Event ParticpantsEvent Particpants 4% FriendsFriends 25% 19% 15%wealthengine.com | Page 44
    45. 45. Which Has More Impact?If you are showing information in two dimensions, use a matrix Segments Number 1500 Annual 317 MajorLow Giving GiftAffinity/Low 2,500 Prospects ProspectsCapacity AffinityHighAffinity/Low 1,500CapacityLow 962 HighAffinity/High 962 2500 Do Not Touch Solicit CultivationCapacity ProspectsHighAffinity/High 317Capacity Abilitywealthengine.com | Page 45
    46. 46. Which Has More Impact?If you are showing information in time, use a timeline Average time from Identification to closed gift: 36 months Average number of face to face contacts: 6 Average number of touch points (non-substantive contacts): 8 Touch Point Touch Point Touch Point Meeting 5 Meeting 2 Identification Touch Point Touch Point Present Attend Event Proposal 2009 2010 2011 Q1 Q2 Q3 Q4 Q1Q2 Q3 Q4 Q1 Q2 Q3 Q4 Touch Point Touch Point Touch Point Meeting 6 Gift Closed Meeting 3 Meeting 4 Identification Meet Discuss Gift Leadership Option Key: Avg # of touch points = 6 Avg face-to-face contacts = 6 Avg time to close a gift= 36 moswealthengine.com | Page 46
    47. 47. Presenting Information Visually When working in Excel™, take the next step to explore charts In PowerPoint™, use Smart Art options When explaining a process, use a flow chart When explaining a trend, use a graph When comparing categories, use a bar chart When explaining history, use a timeline When explaining progress in a project, use a Gantt Chart “How you present information can be as important as what you present.”wealthengine.com | Page 47
    48. 48. WealthEngine InstituteDedicated to Free Publicationsresearch, education, and Free Tools and Resourcesnetworking for fundraising and Original Researchresearch professionals Free Webinars Free Roundtables Free MembershipJoin WealthEngine Institute: Virtual Networkingwealthengine.com/instituteContact WealthEngine Institute:Institute@WealthEngine.comwealthengine.com | Page 48
    49. 49. Contact Us 800.933.4446 www.wealthengine.com info@wealthengine.com Tony Glowacki Sally Boucher President & CEO Director of Research WealthEngine WealthEngine glowacki@wealthengine.com sboucher@wealthengine.comwealthengine.com | Page 49

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