ccmadevelopmentinstitute june2009

YOUR DONORS YOUR DONORS ARE ONLINE… ARE ONLINE…

YOU SHOULD BE TOO!YOU SHOULD BE TOO!

Pam Dechert, CFRE, ePMT Laurie Kish

eTapestry Petrus Development

Our AgendaOur Agenda

Introductions Overview of Technologies for Development The Basics Putting it Together

• Website

• Email

• Online Activities & Social Networking

• Database Integration

Discussion & Questions

ObjectivesObjectives

Be familiar with numerous technology tools & techniques

Be familiar with current research

Learn how the use of technological tools & processes can help you become more effective in managing your office as well as build relationships & increase fundraising outcomes

Individuals$229.03 74.8%

Foundations$38.52 12.6%

Bequests$23.15 7.6%

Corporations$15.695.1%

2007 Charitable Giving Total2007 Charitable Giving Total

$306.39 billion ($ in billions)

Thoughts From Industry Thoughts From Industry ExpertsExperts

“We are in the middle of a fundamental shift from mass media to the personal media of computers and the Internet, and charitable giving is a logical progression.”

Paul Saffo Director,

Institute for the Future

“We are in the middle of a fundamental shift from mass media to the personal media of computers and the Internet, and charitable giving is a logical progression.”

Paul Saffo Director,

Institute for the Future

“Utilizing rent-able applications and other low cost or free web applications allows the small nonprofit to leverage labor and financial resources. Thus they are able to serve more of their constituency, as well as better communicate with (and broaden) their donor base, and improve services.

In other words, leveraging through technology provides the small nonprofit an opportunity to "level the playing field."

Carolyn S. Sechler, CPAPhoenix, AZ

“Utilizing rent-able applications and other low cost or free web applications allows the small nonprofit to leverage labor and financial resources. Thus they are able to serve more of their constituency, as well as better communicate with (and broaden) their donor base, and improve services.

In other words, leveraging through technology provides the small nonprofit an opportunity to "level the playing field."

Carolyn S. Sechler, CPAPhoenix, AZ

Internet Users & ActivitiesInternet Users & Activities

74% of adults in the U.S. use the Internet• 87% of 18-29 yr. olds• 82% of 30-49 yr. olds• 72% of 50-64 yr. olds• 41% of those 65+

Pew Internet Research Study, December 2008

91% send or read email 89% use a search engine

to find information 83% look for information

about a hobby or interest 81% look for information

about a service or product for purchase

38% pay bills online 35% use on online social

networking site

Online Giving Online Giving

80% made donations both online and offline

72% said donating online is more efficient & helps charities reduce administrative costs

51% said they prefer giving online

46% said that five years from now they will be making a greater portion of their charitable gifts online

40% said that most charity websites made them feel personally connected to their cause or mission

74% said it was appropriate for the charity to send an email reminding them to renew an annual gift

65% said they always open and glance at emails from causes they support

The Wired Wealthy: Using the Internet to Connect with Your Middle and Major Donors, 2008 Study by Convio, Sea Change, and Edge Research.

Changing BehaviorsChanging Behaviors

Read email before snail mail Busy, satisfy interests on their

schedule Expect to find information online Expects information to be personalized Expects immediate feedback Demands information/stewardship

Online Giving EstimatesOnline Giving Estimates**

Estimate of Giving in 2001 = $550

million

Estimate of Giving in 2002 = $1.1

Billion

Estimate of Giving in 2003 = $1.9

Billion

Estimate of Giving in 2004 = $2.62

Billion

Estimate of Giving in 2005= $4.53

Billion*The United States represents slightly more than ½ the Global Online Philanthropic Market. Estimates provided by ePhilanthropy Foundation.

It’s Safe to Say… It’s Safe to Say…

Communications build strong Relationships

Tithing & Giving is still based upon Relationships

The Internet expands our opportunity for Communications

Technology is & will be part of any non profit organization

Technology comes in many forms

Usage levels the “playing field”

Increased success with technology (more with less!)

Online/offline strategies must be coordinated

Expand giving by building stronger relationships

It’s not just for kids anymore

It’s used by the educated & engaged

Used for more than media downloads & fantasy football

The Internet is used by your constituents…or someone else's

Potential Impact on Campus Potential Impact on Campus MinistryMinistry

To establish a strong

foundation for growth

& effectiveness, you must be able to attract and

engage members,

build meaningful relationships, increase involvemen

t & encourage

ongoing support.

To establish a strong

foundation for growth

& effectiveness, you must be able to attract and

engage members,

build meaningful relationships, increase involvemen

t & encourage

ongoing support.

Comprehensive online solutions:

Build a more effective ministry Increase outreach Nurture and cultivate member

relationships, and Decrease communication costs

while streamlining administrative processes.

Use All Your Tools TogetherUse All Your Tools Together

An Integrated Communication

sStrategy

Are You Ready?Are You Ready?

1. Clearly Display Name, Logo, MissionCompleted_____

2. Register With Local, State and Federal authorities (as required)

Completed_____

3. Make It Easy For Donors To Get Quick Answers To Questions

Completed_____

4. Make Sure Your Website Uses Encryption Technology Wherever You Request Sensitive or Confidential Information

Completed_____

Are You Ready?Are You Ready?

5. Provide Multiple Opportunities and Methods For Gifts To Be Made Both Online and Offline.

Completed_____

6. Post a Comprehensive Privacy Policy

Completed_____

7. Advancement/marketing plans are integrated with online & offline activities

Completed_____

8. Are your online activities going directly into your database?

Completed_____

The BasicsThe Basics

There are almost as many strategies as there are nonprofits, however to get started…

1. Establish an informative website (Content)

2. Collect Email addresses

3. Communicate with those who opt in

4. Offer the option of online giving (encrypted)

5. Give, Get, Do – online

6. Comply with regulations and laws

7. Understand privacy and security issues

8. Read, learn, test, adapt….

This leads to…

The Key to Grabbing The Key to Grabbing Technology…Technology…

Relationship Building+

Internet Presence=

Successful Online Community & A World Class Campus Ministry

Creating an Effective Web Creating an Effective Web SiteSite

Power Of Your Web SitePower Of Your Web Site

More than 50% said that

they would

NOT have taken further action if they had not first visited charity

Web site

More than 50% said that

they would

NOT have taken further action if they had not first visited charity

Web siteToward e-engagement Nonprofits and Individuals Engaging Online – Kellogg Foundation

Engaging WebsitesEngaging Websites

What to do you expect when you visit a website?

What makes them “work” for you?

An Effective SiteAn Effective Site

Provides information or solves a problem Don’t make users struggle to find information

Easy to use• Consistent layout throughout• Clear type, navigation & links• Concise instructions for online giving

Consistent with brand Always Current Integrated with all Communications

Strategies

You Have A Website… You Have A Website…

Now… How will they find you?

Search Engines (85% use them!) Tell them!

• Letterhead• Pledge Cards• Newsletters• Business Cards • Email Signatures

Once They Found You…Once They Found You…

What do they do?

1. Can they get something?

2. Can they do something?

3. Can they give something?

Your goal – to get something from them!

Can They Get Something?Can They Get Something?

Information Documents Devotionals Member Lists Event Details

WHAT ELSE????

Calendars Newsletters Podcasts/Blogs Stewardship

Information

83% of Internet users expect to find product information on the Internet

- Pew Internet Project

Can They Do Something? Can They Do Something?

Register for an event, retreat or mission trip

Join – Become a member Update their information Watch a video or download a podcast Purchase cool campus ministry

merchandise Donate online What else?

Can They Give Something?Can They Give Something?

Time – Volunteer for a ministry

Goods (in kind gifts)Money

An Overall StrategyAn Overall Strategy

Sign Up For Newsletter

Multiple Ways

To Support & Get Involved

Donate Now

Get, Give, DoGet, Give, Do

Do!

Get!

Give!

Gathering InformationGathering Information

Why do Ministry Websites Fail?Why do Ministry Websites Fail?

"Why Web Sites Fail and What To Do About It“ by Michael C. Gilbert

Secrets to SuccessSecrets to Success

Eyes move across the top left to right & then down the left side • 10 o'clock position is prime - Eyes hesitate at 5

o'clock. The most common problem: unreadable type Determine the main message & create a

button in active form Make every question relevant. Every

question you ask lowers the conversion rate, so make them count.

Layout tweaks can make a significant difference in the result

Databases & Databases & IntegrationIntegration

ProspectWebsite

Gather InformationUse Email

Database

Keep it SimpleKeep it Simple

Your database can even be with you and usable anytime & anywhere!

AnalysisAnalysis

How are gifts designated?

Who are your top donors?

Who are your top prospects?

How many new donors do you have?

How many donors increase/decrease giving?

How many donors are lapsing?

How are gifts designated?

How many new, increasing, decreasing, lapsed…?

How many new, increasing, decreasing, lapsed…?

Benchmarking - What is it?Benchmarking - What is it?

Reports that let you compare your fundraising activities and results to other nonprofit organizations! • Filter the data to match your results to organizations that are

similar to you in type, size and location. 

Benchmark Reporting module is designed to gather aggregate statistics from a large number of participating eTapestry/FEP customer databases. • The data is then displayed side-by-side with the same statistics

from your own database, giving you a comparison between your organization and other nonprofits.

Having access to this data will allow you to see where your strengths and weaknesses lie in comparison to similar groups. • supports growth-oriented strategic planning and budgeting for

your fundraising programs, enabling you to raise more money!

Benchmark Giving Trends & Benchmark Giving Trends & ComparisonsComparisons

We are losing current donors, not focusing enough of our stewardship time on lapsed donors, and spending more money to acquire donors

Member LoyaltyMember Loyalty

Your ability to fund your mission is dependent on the generosity of donors. However, the loyalty of donors is what allows you to sustain, plan, and expand your mission. Do you know if your donors are “loyal” to your organization?

Can provide a scientific measurement of individual donor loyalty, which provides accurate insight into future donor behavior.

Member LoyaltyMember Loyalty

Integrated ToolsIntegrated Tools

Grant Research Matching Gift Resources Planned Gift Calculators Prospect Research Online Giving Website Integration

Grant ResearchGrant Research

Matching GiftsMatching Gifts

Planned Gift CalculatorsPlanned Gift Calculators

Prospect ResearchProspect Research

It is Safe to SayIt is Safe to Say

Communications build strong Relationships

Tithing & Giving is still based upon Relationships

The Internet expands our opportunity for Communications

Technology is & will be part of any non profit organization

Technology comes in many forms

Usage levels the “playing field”

Increased success with technology (more with less!)

Online/offline strategies must be coordinated

Expand giving by building stronger relationships

It’s not just for kids anymore

It’s used by the educated & engaged

Used for more than media downloads & fantasy football

The Internet is used by your constituents…or someone else's

Take Your Community Online!Take Your Community Online!

To establish a strong

foundation for growth

& effectiveness, you must be able to attract and

engage members,

build meaningful relationships, increase involvemen

t & encourage

ongoing support.

To establish a strong

foundation for growth

& effectiveness, you must be able to attract and

engage members,

build meaningful relationships, increase involvemen

t & encourage

ongoing support.

Build a more effective ministry Increase outreach Nurture and cultivate member

relationships, and Decrease communication costs

while streamlining administrative processes.

Favorite Online ResourcesFavorite Online Resources

www.idealware.org www.ephilanthropy.com www.firstgiving.com www.etapestry.com www.convio.com www.techsoup.com www.guidestar.org www.myspace.com www.charitablegift.org/

planning_evaluate_financials_form990.shtml http://ephilanthropy.org/GNRC www.ministryventures.org

QuestionsQuestions

Thanks!Thanks!

Pam Dechert, CFRE, ePMT

eTapestry

www.etapestry.com

Pam.dechert@etapestry.com

317.336.3895

Laurie Kish

Petrus Development

www.petrusdevelopment.com

lkish@petrusdevelopment.com

512.263.9919