bridging the gap between your database and your fundraising cleveland

Bridging the gap between youryour database and your fundraising


Bridging the Gap between Bridging the Gap between Your Database and Your Your Database and Your

FundraisingFundraisingbyby

Sean GuilfoySean GuilfoyeTapestryeTapestry

[email protected]@etapestry.com


When you hear “fundraising When you hear “fundraising database” – what do you think of?database” – what do you think of?


When you hear “fundraising When you hear “fundraising database” – what do you think of?database” – what do you think of?

……how do you feel?how do you feel?


While your database can’t…While your database can’t…

• Read your mindRead your mind

• Raise moneyRaise money

• ThinkThink

• Replace human interactionReplace human interaction

• Or solve every problem…Or solve every problem…


Your database can, and should…Your database can, and should…

• Streamline processesStreamline processes

• Automate routine tasksAutomate routine tasks

• Give you easy access to informationGive you easy access to information

• Allow you to grow your fundraising and Allow you to grow your fundraising and be more effective! be more effective!


Your database can, and should…Your database can, and should…• Help you communicate betterHelp you communicate better

• Help you improve the donor Christian Help you improve the donor Christian stewardship experiencestewardship experience

• Expand your Internet presenceExpand your Internet presence

• Provide historical analysisProvide historical analysis

• Help with strategic planningHelp with strategic planning


Agenda:Agenda:

• The Basics – selecting a databaseThe Basics – selecting a database• Traditional versus NewTraditional versus New• Expanding RelationshipsExpanding Relationships

• Contact ManagementContact Management• Relationship TrackingRelationship Tracking• CommunicationsCommunications• Integrated ToolsIntegrated Tools• AnalysisAnalysis


The Basics…The Basics…1. Know your Donors

Age?

Internet use?

Gift size?

Interests?

Communication preference?

Children?Volunteer interests?


New Breed of Prospect/Donor/Member

o Reads email before snail mailReads email before snail mailo Busy, satisfy interests on their scheduleBusy, satisfy interests on their scheduleo Expect to find information onlineExpect to find information onlineo Expects information to be personalizedExpects information to be personalizedo Expects immediate feedbackExpects immediate feedbacko Demands information/stewardshipDemands information/stewardship

The Basics…The Basics…


2. ID Your Key Needs2. ID Your Key Needs• Needs – not FeaturesNeeds – not Features

• Remember the 80/20 RuleRemember the 80/20 Rule

• Envision growth and future needsEnvision growth and future needs

The Basics…The Basics…

Prospect Research

Executive Reports

Planned Gift CalculatorseReceipting

Moves Management or RaisingMoreMoney

Advanced Security

Data Hygiene Tools

eCommerce

Outlook IntegrationWishList

Grant Explorer

Websites

Advanced Email

Matching Gifts


The Basics…The Basics…3. Know your Resources3. Know your Resources

Time

Staff

Expertise

Money

Technology


The Basics…The Basics…4. Something usable by Key Stakeholders4. Something usable by Key Stakeholders

Admin staff

Board members

Executive staff

Volunteers

Researchers


Traditional versus New…Traditional versus New…

Traditional (Client Server)Traditional (Client Server)• Bought or BuiltBought or Built

• In-House Computer SystemsIn-House Computer Systems

• Continual MaintenanceContinual Maintenance

• Limited UsersLimited Users

• Limited AccessLimited Access

• Not all bad!Not all bad!


Traditional versus New…Traditional versus New…

Traditional (Client Server)Traditional (Client Server) New (ASP)New (ASP)•Bought or BuiltBought or Built

•In-House Computer SystemsIn-House Computer Systems

•Continual MaintenanceContinual Maintenance

•Limited UsersLimited Users

•Limited AccessLimited Access

•Not all bad!Not all bad!

• RentedRented

• InternetInternet

• Automatic UpdatesAutomatic Updates

• Unlimited UsersUnlimited Users

• Remote AccessRemote Access

• Integrate to Web ServicesIntegrate to Web Services


Use your database to help expand relationships…

• Contact Management

• Relationship Tracking

• Communications

• Integrated Tools

• Analysis


Contact Management…Contact Management…

Every phone callEvery phone call

Every emailEvery email

Every conversationEvery conversation

Every eventEvery event

Record it in your database!Record it in your database!


Relationship Tracking…Relationship Tracking…

Six Degrees of Six Degrees of

http://www.imdb.com/name/nm0000102/photogallery


Communications…Communications…

MailMail

versusversus

EmailEmail


Communications…Communications…


Build your Email List & integrate it into your database and stewardship

• Not about the Web site!Not about the Web site!• Push works better than pullPush works better than pull• Key methodsKey methods

1.1. Email newsletter sign-upEmail newsletter sign-up2.2. Online contests/campaignsOnline contests/campaigns3.3. Opt-in during online data gatheringOpt-in during online data gathering4.4. Pass along push to current subscribers Pass along push to current subscribers 5.5. Offline opportunities are criticalOffline opportunities are critical

• At events (postcards, live data entry)At events (postcards, live data entry)• In the mail (renewals, acknowledgements)In the mail (renewals, acknowledgements)• On the phoneOn the phone

2005 ePhilanthropyFoundation.org


E-Newsletters


Thank You Letters


Special Event Invitations


Integrated Tools…Integrated Tools…

Grant ResearchGrant Research

Matching Gift ResourcesMatching Gift Resources

Planned Gift CalculatorsPlanned Gift Calculators

Prospect ResearchProspect Research

Online GivingOnline Giving

Website IntegrationWebsite Integration


Grant ResearchGrant Research


Matching GiftsMatching Gifts


Planned Gift CalculatorsPlanned Gift Calculators



John Marshall

John Marshall

John Marshall



John Marshall

John Marshall

John Marshall

John Marshall



“More than one in three donors to an online fundraising website say they would not have given at all without an online option.”

Source: Justgiving, 2005


An Overall StrategyAn Overall Strategy

Sign Up For Newsletter

Multiple Ways To Support & Get Involved

Donate Now


Online Ministry Sign Ups, Adult Faith Formation, Prayer Request, What else?


Website IntegrationWebsite Integration


Analysis…Analysis…

• How are gifts designated?How are gifts designated?

• Who are your top donors?Who are your top donors?

• Who are your top prospects?Who are your top prospects?

• How many new donors do you have?How many new donors do you have?

• How many donors increase/decrease giving?How many donors increase/decrease giving?

• How many donors are lapsing?How many donors are lapsing?


How are gifts designated?


Top donor report

Who are your top donors?


For Impact Report

Who are your top prospects?


Who are your top prospects?


How many new, increasing, decreasing, lapsed…?


BenchmarkingBenchmarkingAnd Donor LoyaltyAnd Donor Loyalty

““Up and Coming”Up and Coming” Analysis Tools Analysis Tools


Benchmarking - What is it?

• Now, for the very first time, you can get dynamic reports that let you Now, for the very first time, you can get dynamic reports that let you compare your fundraising activities and results to other nonprofit compare your fundraising activities and results to other nonprofit organizations! You can even filter the data to match your results to organizations! You can even filter the data to match your results to organizations that are similar to you in type, size and location. organizations that are similar to you in type, size and location.

• Benchmark Reporting module is designed to gather aggregate Benchmark Reporting module is designed to gather aggregate statistics from a large number of participating eTapestry/FEP statistics from a large number of participating eTapestry/FEP customer databases. The data is then displayed side-by-side with customer databases. The data is then displayed side-by-side with the same statistics from your own database, giving you a the same statistics from your own database, giving you a comparison between your organization and other nonprofits. comparison between your organization and other nonprofits.

• Having access to this data will allow you to see where your Having access to this data will allow you to see where your strengths and weaknesses lie in comparison to similar groups. This strengths and weaknesses lie in comparison to similar groups. This valuable data supports growth-oriented strategic planning and valuable data supports growth-oriented strategic planning and budgeting for your fundraising programs, enabling you to raise more budgeting for your fundraising programs, enabling you to raise more money!money!


We are losing current donors, not focusing enough of our development time on lapsed donors, and

spending more money to acquire donors• Benchmark Giving Dynamics, Status, Trends, ComparisonsBenchmark Giving Dynamics, Status, Trends, Comparisons


Donor Loyalty

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

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


Donor Loyalty


Conclusion:Conclusion:

Selecting your database – (Selecting your database – (know your needs and your donorsknow your needs and your donors))




Traditional versus New technologiesTraditional versus New technologies




Traditional versus New technologiesTraditional versus New technologies

User your Database to Expand RelationshipsUser your Database to Expand RelationshipsContact ManagementContact ManagementRelationship TrackingRelationship TrackingCommunicationsCommunicationsIntegrated ToolsIntegrated ToolsAnalysisAnalysis


Thank you!Thank you!For a Copy of Slides . . . For a Copy of Slides . . . [email protected]@etapestry.com

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