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WHY WE NEED A FUNDRAISING REVOLUTION!. Fundraising the SMART Way™ and the Evidence of a Need for Change. Presented by Ellen Bristol Bristol Strategy Group Planned Giving Council of Palm Beach County October 14, 2014. ABOUT ELLEN. Performance Management Guru for Fund Development

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why we need a fundraising revolution

WHY WE NEED A FUNDRAISING REVOLUTION!

Fundraising the SMART Way™ and the

Evidence of a Need for Change

Presented by Ellen Bristol

Bristol Strategy Group

Planned Giving Council of Palm Beach County

October 14, 2014

about ellen
ABOUT ELLEN
  • Performance Management Guru for Fund Development
  • Nonprofit Consulting 19 Years; IT Sales Before That
  • Author, Fundraising the SMART Way™: Predictable, Consistent Income Growth for Your Charity
  • Developer, Fundraising the SMART Way™; Scorecard 2.0 Software App; Leaky Bucket Assessment for Effective Fundraising; SMART Fundraising Game
why we need a fundraising revolution1
WHY WE NEED A FUNDRAISING REVOLUTION
  • Fundraising Effectiveness Project, 2012
    • For Every $100 Gained in 2011, $100 Lost
    • For Every100 Donors Gained in 2011,107 Lost
  • GivingUSA
    • Charitable Giving as % GDP FLAT 2010-2012 at 2%
    • Highest Level ONLY2.25%- 2006
    • (Latest Report Shows Improvements)
  • Overhead Ratio
    • Finally We’re Fighting Back Since June 2013
    • Yet Boards Still Push Us to Use It
leaky bucket study results
LEAKY BUCKET STUDY RESULTS

Leaking Like a Sieve!

Call the Help Line!

Preventive Maintenance!

WATERTIGHT!

most important statistic
MOST IMPORTANT STATISTIC
  • Leaky Bucket Statement #9: “What Practices Does Your Agency Use When Fundraising Results Fall Below Desired Levels?”
  • ANSWERS WITH HIGHEST SCORES:
    • Host More Events: 49%
    • Write More Grant Applications: 48%
  • Tactical Solutions to Strategic Question
what people tell me
WHAT PEOPLE TELL ME
  • “Fundraising Is Our Members’ BIGGEST CHALLENGE”
    • Executive Director, Center for Victims of Torture
    • CEO, Alliance for Children & Families
    • CEO, Florida Alliance for Information & Referral Services
    • Executive Director, Centre on Philanthropy, Bermuda
    • Plus Several Others!
  • “CEO’s Of Our Member Agencies WORRY MORE ABOUT FUNDRAISING than Any Other Topic”
    • Executive Director, Chamber of Nonprofit Organizations
  • “I Pity Those Poor Fundraising People – There’s NO GOOD WAY TO MANAGE Them”
    • CEO, Jewish Community Services
what productivity really means
WHAT PRODUCTIVITY REALLY MEANS
  • Do MORE with LESS
  • Efficiency – Decrease Costs, Time, Labor, Headaches
  • Effectiveness – Produce More, Better, More Lasting Results
  • Costs Go Down, Achievement Goes Up
productivity models
PRODUCTIVITY MODELS
  • Evolving Rapidly Since 1950’s
  • Total Quality Management, Six Sigma, Lean
  • Malcolm Baldridge Criteria for Performance Excellence
  • Collective Impact:
    • 4 Terabytes of Data Storage for $100
    • SmartPhones with More Horsepower than Mainframes of the ‘80’s and ‘90’s
    • A Zillion Other Examples
comparing studies
COMPARING STUDIES
  • Fundraising Effectiveness Project, 2012
    • For Every $100 Gained in 2012, $100 Lost
    • For Every 100 Donors Gained in 2012,105 Lost
  • Leaky Bucket Benchmarking Study Insight
    • Respondents with NO RETENTION TARGETS: 15%
    • Respondents ENCOURAGED to Retain: 57%
    • 72% NO RETENTION TARGETS
fundraising revolution
FUNDRAISING REVOLUTION

CHANGE THE WAY WE MANAGEFUNDRAISING

NOT THE WAY WE DO IT

six principles of great management
SIX PRINCIPLES OF GREAT MANAGEMENT

1: Define WHAT You Want, Not HOW to Do It

2: Make Changes Based On Evidence, Not Opinion

3: Transform SUBJECTIVE into OBJECTIVE

4: Establish Benchmarks, Guidelines, Performance Metrics, Analytics and Reporting Methods

5: Measure the Same Things the Same Way Every Time

6: Review PROGRESS AGAINST PLAN Religiously

revolution document your donor profiles
REVOLUTION: DOCUMENT YOUR DONOR PROFILES
  • Great Idea!! Not A Common Practice
  • Reality:
    • 15% - No Selection Criteria
    • 61% - Selection Criteria “Assumed,” Not Documented
    • 17% - Wealth Profile, Giving History ONLY
    • 6% - Add Motivations
who s right for planned giving
WHO’S RIGHT FOR PLANNED GIVING?
  • Same as Ideal Donor?
  • Different from Ideal Donor?
  • Objective Benchmark Required!
results
RESULTS
  • Less Time Wasted Chasing DOA’s
  • More Time for High-Potential Donors
  • Better Use of People, Time, Money
  • Promotes Better Donor/Prospect Engagement
  • Costs Down, Income UP!!!
revolution effective metrics
REVOLUTION: EFFECTIVE METRICS
  • Great Idea!! Not a Common Practice
  • Reality:
    • Acquire Donors: 62% No Metrics or “Encouraged”
    • Retain Donors: 72% No Metrics or “Encouraged”
    • Upgrade Donors: 77% No Metrics or “Encouraged”
metrics in fundraising tail wags dog
METRICS IN FUNDRAISING: TAIL WAGS DOG
  • “If the Only Thing You Measure Happens After the Process Is Complete, You Haven’t Learned Anything About the Process”
  • Reality:
    • 63% Total Income: Trailing
    • 52% Income by Category: Trailing
    • Only 45% Use Any Leading Indicators
    • Lots of “Encouraged but Not Documented”
donor moves moves mgmt on steroids
DONOR MOVES: MOVES MGMT ON STEROIDS

Move 8: Refers

Us to Others

Move 1: Shares

Reasons to Give

Move 7: Gives

Again

Move 2: Sees

Your Value

Donor’s Giving Process

Move 6: Feedback

On Satisfaction

Move 3: OK’s

Proposal

Move 5: Honors

Pledge

Move 4: Negotiates

Details

meets quality standards
MEETS QUALITY STANDARDS

Measurable, Capture-Able, Report-Able, Analyze-Able

results1
RESULTS

CEO, $1.5MM Agency: “I’m Not as Tired at the End of the Week –We Have Brought In More Money from More New Funders.”

Board Chair, Same Agency: “We’ve Asked for Reports and Metrics Like These for Years.”

CEO, $200MM Agency: “These Are the Metrics I Need to See. When Can We Start?”

Director of Development, Large Affiliate: “We First Used This Approach in 2008 and Had Our Best Year Ever, During the Great Recession. Then We Topped It.”

fundraising the smart way the book
FUNDRAISING THE SMART WAY™: THE BOOK!
  • Published March 2014
  • Includes Companion Website with Templates, Other Resources
  • Order online from www.bristolstrategygroup.com, Amazon, Barnes & Noble, Wiley
smart way shared program
SMART WAY SHARED PROGRAM
  • Share the Program, Share the Cost
  • Five Nonprofits, Four Participants Each
  • Three-Month Project Includes:
    • Workshop Portion In Florida or By Distance Learning
    • SMART Way Prospect Scorecard Customized for Each Participating Agency
    • Three Months of Weekly Group Coaching Sessions to Support Implementation and Adoption
    • All Agencies Receive One Private Consulting Session
    • All for Only $2,500
slide25
For More Information, or to Speak With Ellen:

Bristol Strategy Group

www.bristolstrategygroup.com

Email Ellen: [email protected]

Phone Ellen: 786-554-2666

slide26
To Complete a Leaky Bucket Assessment:

www.bristolstrategygroup.com/nonprofit-leakybucket

Free Plus 1-Hour Private Review by Phone

slide27
[email protected]

786-554-2666

@BristolStrategy

www.bristolstrategygroup.com

For the Leaky Bucket Assessment

www.bristolstrategygroup.com/nonprofit-leakybucket

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