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Big Data – Big ROI

Big Data – Big ROI. Cathy Finney Deputy Vice President, Strategic Services The Wilderness Society Chuck Pruitt Co-managing Director, AB Data Kevin Moran Principal, Integral. # AtTheBridge. Session Objectives. Learn how to put together a strong case to leadership for growth.

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Big Data – Big ROI

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  1. Big Data – Big ROI Cathy Finney Deputy Vice President, Strategic Services The Wilderness Society Chuck Pruitt Co-managing Director, AB Data Kevin Moran Principal, Integral #AtTheBridge

  2. Session Objectives Learn how to put together a strong case to leadership for growth. Understand how to monitor your acquisition progress. Understand how different approaches impact your return on investment. #AtTheBridge

  3. The state of the world today … #AtTheBridge

  4. Where we are … 2012 Fundraising Effectiveness Survey Report—done by the Association of Fundraising Professionals and the Urban Institute—found that the “net gain in giving” for charities in 2011 was $0. That is, for every $100 a nonprofit gained in 2011 from new donors, higher giving from current donors and the return of former donors, it lost $100 through lower gifts from current donors and the loss of donors who gave in 2010 but not in 2011. #AtTheBridge

  5. Why are we treading water? For every 100 new and returning donors added to an organization in 2011, –107 departed “net gain in donors” of -7. #AtTheBridge

  6. PRESSURE!! Economic turbulence Reduce – or even keep flat – your expense budget year after year. Bring in all your money online. Expand beyond your core constituency (younger, other demographics, etc.) Declining acquisition results. Shrinking list universe. Competing priorities – (advocacy vs fundraising) Increased scrutiny from watchdog groups Increased competition. #AtTheBridge

  7. “Why don’t you just save the money you propose investing in new donor acquisition and focus on the donors we have already?” #AtTheBridge

  8. The Challenge … As Roger Craver put it: “At a time when the media and watchdogs are focused on the high costs of fundraising, particularly acquisition, we all need to get much better at explaining the increasingly expensive but essential acquisition process. The alternative is to leave donors turned off, anxious and angry.” #AtTheBridge

  9. #AtTheBridge

  10. The Wilderness Society • Over the last 4 years, we’ve faced a 22% decrease in investment in acquisition … membership has dropped 17% #AtTheBridge

  11. The Wilderness Society • To further complicate matters: • We know that in the past, we hadn’t been breaking even on acquisition for at least 24 months • Over the last fiscal year, our control package has been in steep decline. • There was a real need to begin to shift our approach from short-term gain to long-term investment. • The solutions we sought relied both on DATA and CREATIVE. #AtTheBridge

  12. The Data Developing a smart, data-driven strategy focusing on ROI and monitoring performance to this standard. #AtTheBridge

  13. The Standard Measures #AtTheBridge

  14. Quickly Understanding Investment Dynamics #AtTheBridge

  15. Are Your Investments Right? #AtTheBridge

  16. Is This Program Growing Smart? As they grow, costs increased initial metrics suggested they would not be able to grow and stay within a 12 month ROI #AtTheBridge

  17. What are the Right Measures of Success Investments focused on acquiring quality as they grew and long-term metrics became the primary investment drivers. They reduced the percentage of donors that will never break even. #AtTheBridge

  18. And the program is getting stronger Retention, Conversion, Second gift timing, value metrics etc. (whatever is important for you). These data points provide immediate insight into forecasting short and long term and help monitor investments #AtTheBridge

  19. Now Compare to Other Channels to Determine the Value of Each #AtTheBridge

  20. Build Your Media Investment Map #AtTheBridge

  21. Where to Begin “Begin with end in mind” What are your measures of success? Lagging, Current, Leading, Strategic Don’t Chase Metrics – Shape Them What Drives Value for YOU Forget Big Data – Think Smart Data Compare Channels Communicate, Communicate, Communicate Embrace Inefficiency – but move fast #AtTheBridge

  22. Building the Investment Map #AtTheBridge

  23. Creative Approaches to Improve Acquisition Performance and ROI #AtTheBridge

  24. The Creative: Different creative approaches – both in messaging and production – and the kind of new donor acquisition you engage in – both by channel and message – will significantly affect your return on investment. #AtTheBridge

  25. Keeping Your Promise to the Bosses • Understand ROI • Smart, Data-Driven Investment Strategy that is: • Transparent • Carefully and Continually Monitored • Constantly Adjusted #AtTheBridge

  26. Creative Approaches to Improve Acquisition Performance and ROI • Strategies to Shorten ROI • Strategies to Reduce Initial Investment #AtTheBridge

  27. Big Data / Big ROI: A Case Study It’s More Than a Body Count: Changing the Mix to Improve ROI #AtTheBridge

  28. Big Data / Big ROI: A Case Study Value Per Acquisition Joins in their 1st Year Value Per Member of the Overall Donor File #AtTheBridge

  29. Big Data / Big ROI: A Case Study Obama for America Big Data and Big ROI on Steroids… • State-of-the-Art Micro-Targeting for Potential Donors • Multi-Channel Integration to Improve ROI • Cutting-Edge Donor File Segmentation • Creative Strategies to Reduce Initial Investment #AtTheBridge

  30. Authentic Voices #AtTheBridge

  31. The Internet is Change the Direct Mail Experience: Multi-Channel Marketing #AtTheBridge

  32. Breaking Your Bond with #10 Envelope #AtTheBridge

  33. The Wilderness Society • Old Strategy • Focus was on short-term metrics • Key goal was quantity not quality • New Strategy • Balance short and long term metrics – ROI, retention • Quality then quantity • ROI is the primary measure of success • More donors joining over $20 • Testing new creative approaches • Moving toward a balance of non-premium and premium offers • Trying to provide some channel balance • Additional half-million investment in acquisition has been approved for FY14. #AtTheBridge

  34. Thank you Cathy Finney – Deputy Vice President, Strategic Services cathy_finney@tws.org Don’t forget to visit the Solutions Showcase! Many of the ideas discussed today are on display at the Solutions Showcase! Chuck Pruitt – Co-Managing Director of the A.B. Data Group Chuck_pruitt@abdata.com. Kevin Moran – Principal, Integral, LLC Kevin@integral-dc.com #AtTheBridge

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