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Understand the latest trends
in P2P
Karen Armstrong
@Karen_Australia
MORE
1. Global event trends
2. Fundraiser and donor value
3. Multi-charity event analysis – 5 leading events: City to surf; Gold Coast Airport Marathon; HBF Run for a Reason; Run Melbourne; Sydney Half Marathon
4. Fundraiser experience & journeys
5. Fundraiser loyalty and retention
Agenda
About this study
Data
1. Analysis is of 566,861 donations with a value of $37,383,281 from 23 events for 2014 and 2015
2. Multi Charity events accounted for 65% of donations and 61% of funds raised
Everyday hero
We would like to thank Everyday Hero for providing access to data to support this vital research.
More and EDH have now been working together for 5 years
23 events
$37 million
61% multi-charity by
value
EVENT 2013 INCOME
Movember $29,675,870
Ride to conquer cancer
$19,400,000
Relay for life $19,151,000
Worlds Greatest Shave
$18,400,000
Weekend to end women’s cancers
$12,700,000
Australian eventsTop 5 events
EVENT 2015 INCOME
Relay for life $23,297,098
Movember $16,529,908
Worlds Greatest Shave
$13,929,471
Australia’s Biggest Morning tea
$13,600,000
Ride to conquer cancer
$12,660,000
Top 5 multi-charity events
EVENT 2015 INCOME
City to surf $6,435,229
Dry July $4,098,052
Run Melbourne $1,828,795
HBF Run for a reason
$1,285,202
Sydney half marathon
$876,919
Source: various annual reports, websites etc
24% decline in two years
Top 30 US events – P2P fundraising 30 2014
14 of the top 30 in decline but only 5 of the following 42 submitting data reported decline.
Growth strong in non traditional run, walk, ride models
Hijacking Personal Growth
Hosted Empathy
Novelty Challenge Gala/Ticket Merch
Ch
arit
y
Wh
o d
oes
th
e w
ork
In
div
Low Connection to cause High
Fundraisers: Amount they each contribute
Fundraisers: Number of people who give
Fundraisers: Number of people they ask
Number of people who raise any money Fundraisers or Donors?
Number of people who take part
Number of people who register
Events by numbers
Market Volume & Value
0.6%
Volume
2.9%
Value
3.5%
Ave donation
$64.65 to $66.91
Market Volume and Value
48%
32%
14%
4%
1%
16%
25%
23%
16%
20%
A Under $50
B $50 to $99
C $100 to $199
D $200 to $499
E $500 and above
Multi Charity Events Donation Volume: Value 2015
Share of Value Share of donations
Top 19% of gifts raise 59% of fundsGrowth of $500+ gifts
Donation by cause
$68 $62
$74
$84
$41
$56 $51
$67
$58 $55 $55
$39
$61
$44
$54
$67
0
10000
20000
30000
40000
50000
60000
70000
80000
$-
$10
$20
$30
$40
$50
$60
$70
$80
$90
Average donation 2015
Average donation Number of donations
Event type Donor volume
VolumeAdventure
Experiential
Hosted
Novelty
Rally
Cycle
Run
Walk
Donor value
ValueAdventureExperientialHostedNoveltyRallyCycleRunWalk
Traditional events: Walk, run, cycle Donor volume
Volume
14 km
27 km
35 km
Half Marathon
Long (multi-day)
Marathon
Multi
Donor value
Value
14 km
27 km
35 km
Half Marathon
Long (multi-day)
Marathon
Multi dist
Volume
International benchmarks
Value
EnduranceMulti and single day long Distance walks, half marathons, and triathlons.
CycleMulti & singe day cycling
WalkNon competitive, encouraged to fundraise
5k Short distance competitive no min fundraising
2014 Blackbaud P2P study - US
Average online donation 2015
$59
$50
$96
$52
$142
$113
$63
$51
$67
2%4%
5%2%
5%2%
60%
19%
0%
10%
20%
30%
40%
50%
60%
70%
$-
$20
$40
$60
$80
$100
$120
$140
$160
Adventure Experiential Hosted Novelty Rally Ride Run Walk Grand Total
Average Donation by event tye Share of market
International benchmarks2014 Blackbaud P2P study – US – Average online donation $ Australia
$113
$63
$51
5 multi-charity events
Income by event
$6,857,729
$420,080
$1,343,351
$2,014,677
$593,819
$6,435,229
$390,712
$1,285,202
$1,828,795
$876,919
$0
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
$8,000,000
C2S Gold Coast Airport Marathon HBF Run for a Reason Run Melbourne Sydney half Marathon
2014 2015
Single digit decline in all events except Sydney Half Marathon with +48%
Donor volume by event 112,635
6,322
22,999
32,337
10,326
99,471
5,760
21,934
30,291
12,967
0
20,000
40,000
60,000
80,000
100,000
120,000
C2S Gold Coast Airport Marathon HBF Run for a Reason Run Melbourne Sydney half Marathon
2014 2015
Only Sydney Half Marathon has grown – 26%
Average donation by event
$61
$66
$58
$62
$58
$61
$65
$68
$59
$60
$68
$63
$52
$54
$56
$58
$60
$62
$64
$66
$68
$70
C2S Gold Coast AirportMarathon
HBF Run for a Reason Run Melbourne Sydney half Marathon Total
2014 2015
Growth of average gift for all events except 1
Raise more and stay longer!
1. Suggest a specific donation amount
2. Told people what reaching my target could do
3. Shared information with people from the charity that I asked
4. Set myself a challenging target
5. Made changes to the standard supporter page
6. Told people what their donation could achieve to help Charity X
7. Followed up my initial email with a reminder
What behaviours raise more?
$1,079
$1,323 $1,239
$1,379
$1,152 $1,234
$1,374
$955 $854 $857 $798
$884 $854 $747
0%5%10%15%20%25%30%35%40%45%50%
$-
$200
$400
$600
$800
$1,000
$1,200
$1,400
$1,600
Sugg
este
d a
sp
ecif
icd
on
atio
n a
mo
un
t(f
or
exam
ple
$6
7 w
illal
low
th
e Th
e Fr
edH
ollo
ws…
Told
peo
ple
wh
atre
ach
ing
my
targ
etco
uld
en
able
Ch
arit
yX
to
do
Shar
ed in
form
atio
nfr
om
th
e ch
arit
y w
ith
peo
ple
I h
ave
aske
d
Set
mys
elf
ach
alle
ngi
ng
targ
et
Mad
e ch
ange
s to
th
est
and
ard
Su
pp
ort
erP
age
pag
e p
rovi
ded
by
the
char
ity
Told
peo
ple
wh
atth
eir
do
nat
ion
co
uld
ach
ieve
fo
r C
har
ity
X
Follo
we
d u
p m
yin
itia
l em
ail w
ith
are
min
der
Fundraising Practices
Did this Did not Frequency
Looking at the list below of some of the things other people have said can help with fundraising, which of these did you do?Please tick all that apply. Source: MORE 2014
Increasing Fundraiser Value
1. Coaching – online, phone & in-person 2. VIP Management 3. Create tools:
a. Reminder emailsb. Set target c. Personal donation d. 1st Donation - Ask best donors firste. Upgrade to cover credit card feef. All payment gateways
4. Share information on your mission and create the start of a journey
Increasing Fundraiser Value
Results
experiencesinfluence
Attitudes drive Behaviors deliver
Donor / Fundraiser experience
The new GE Optima MR360
is well suited for a wide range of MR
scanning needs – with
the ease of operation to help
make a clinician’s staff more productive. For
streamlining routine scans, the Optima MR360
incorporates an express exam approach to MR. It
includes many intuitive and automated functions
that help increase patient comfort, operator
confidence, image consistency, and professional
satisfaction of MR staff.
Great ExperienceThanks Oracle
GOES TO INITIAL DOCTOR
RIDES TO HOSPIT’L
CHECKS IN
WALKS TO MRI ROOM
SEES MRI MACHINE
CRIES & RESISTS
SEES DOCTOR ENTER
GETS DRUGGED
GOES THROUGH
MRI
………
AM I REALLY SICK?
THAT LOOKS SCARY!
WILL IT HURT ME?!
MOM CAN’T HELP?
NO! NO! PLEASE
NO!
I’M REALLY
NERVOUS
WISH I WAS AT SCHOOL
TECH. WRITER
SYSTEM ADMIN.
HOSPIT’L BLDG MGR
DOUGPATIENT SAFETY TEAM
IMAGING TECH
STAFF PAGING SYSTEM
PATIENT RECORD SYSTEM
RESERV. SYSTEM
IMAGING RECORD SYSTEM
DRUG ROOM
Behaviors
ATTITUDES
PEOPLE
THINGSON
STA
GE
EXP
ERIE
NC
E
PEOPLE
THINGSBA
CK
STA
GE
SUP
PO
RT
Select a specific customer persona to map
DOCTOR MOMCHECKIN NURSE
IMAGING TECH
MOMDOCTOR ANESTH.
IMAGING TECH
MRI MACHINE
DESK & COMPUT.
CHARTCARTAKE-HOME
PACKET
MRI MACHINE
NEEDLE & DRUGS
NURSE
TISSUES
GOES TO INITIAL DOCTOR
RIDES TO HOSPIT’L
CHECKS IN
WALKS TO MRI ROOM
SEES MRI MACHINE
CRIES & RESISTS
SEES DOCTOR ENTER
GETS DRUGGED
GOES THROUGH
MRI
………
DOCTOR MOMCHECKIN NURSE
IMAGING TECH
MOMDOCTOR ANESTH.
IMAGING TECH
MRI MACHINE
DESK & COMPUT.
CHARTCARTAKE-HOME
PACKET
MRI MACHINE
NEEDLE & DRUGS
AM I REALLY SICK?
THAT LOOKS SCARY!
WILL IT HURT ME?!
MOM CAN’T HELP?
NO! NO! PLEASE
NO!
I’M REALLY
NERVOUS
WISH I WAS AT SCHOOL
TECH. WRITER
SYSTEM ADMIN.
HOSPIT’L BLDG MGR
DOUGPATIENT SAFETY TEAM
IMAGING TECH
STAFF PAGING SYSTEM
PATIENT RECORD SYSTEM
RESERV. SYSTEM
IMAGING RECORD SYSTEM
DRUG ROOM
NURSE
TISSUES
IMPACT MORE STAFF
COST OF DRUGS
IMAGING TIME
SIDE EFFECTS
EVALUATE & PRIORITIZEIdentify moments that matter for the customer and the organization
GOES TO INITIAL DOCTOR
RIDES TO HOSPIT’L
CHECKS IN
WALKS TO MRI ROOM
SEES MRI MACHINE
CRIES & RESISTS
SEES DOCTOR
ENTER
GOES THROUGH
MRI
………
DOCTOR MOMCHECKIN NURSE
IMAGING TECH
MOMIMAGING
TECH
MRI MACHINE
DESK & COMPUT.
CHARTCARTAKE-HOME
PACKET
MRI MACHINE
AM I REALLY SICK?
THAT LOOKS SCARY!
WILL IT HURT ME?!
MUM CAN’T HELP?
NO! NO! PLEASE
NO!
I’M REALLY
NERVOUS
WISH I WAS AT SCHOOL
TECH. WRITER
SYSTEM ADMIN.
HOSPIT’L BLDG MGR
DOUGIMAGING
TECH
PATIENT RECORD SYSTEM
RESERV. SYSTEM
IMAGING RECORD SYSTEM
IDEA: CAMP GUIDE
WOW, A CAMP-FIRE!
FEELS LIKE I’M CAMPING
THIS ISN’T
TOO BAD
THAT WASN’T SO BAD
THIS PLACE IS
NEAT!
TODAY COULD BE FUN
LAYS DOWN IN MACHINE
LISTENS TO
FOREST SOUNDS
…
TEST NEW EXPERIENCESNew attitudes, new behaviours….different result
NURSE
HASMRI
SCAN
IDEA: CAMPING
SITE
IDEA: CAMP
BACKPK
FEWER STAFF
NO DRUGS
IMAGING TIME ↓
↓ SIDE EFFECTS
Donor/Fundraiser journey map
…visually illustrates the donors processes, needs, & perceptions throughout their interaction and relationship with an organization
1. Target audience segments
2. Send conditional content
3. Trigger emails based on behaviours
4. Utilise engagement scores (email response and website engagement)
Fundraiser experience
HJC Donor Journey 2015
Conditional content HJC Donor Journey 2015
Personalisation and segmentation
300%
Personalisedmessaging to donor segments with cat/dog segmentation vstest
170%
Personalisedmessaging to non donor segments with cat/dog segmentation vstest
140% -
220%
Advanced personalisedsegmentation
increased open rates
HJC Donor Journey 2015
Value of loyalty – Blackbaud 2014
0% 20% 40% 60% 80% 100%
In another type of event that didnot involve seeking online…
In another "sponsored" event
In City2Surf 2014
Unlikely
Undecided
Likely
Are we driving loyalty? – MORE 2014 C2S
Only 30% remember being asked to run againOnly half were asked to support the charity in
another way 84% “I like to do new things each year”
DONOR TYPE
VALUE
1. Ask to participate in event again
2. Create mission centric events
3. Survey
4. Analyse dataa. Donor and fundraiser
b. NPS or engagement measures
Extend the relationship
LONGEVITY
BEHAVIOUR
5% 6%
10% 10%
4%
16%
6% 7%
10%
6%4%
All Cash RG RG+Cash F2F Highvalue
Mid value LowValue
Long Mid New
Survey response rate by type
Extend the relationship
Survey
171 Confirmed bequestors
143 Intending bequestors
499 Considering a bequest
41 New Major Donors
203 Prospective Major Donors
730 Event Fundraisers
206 Community Fundraisers
1087 Potential alternative gift buyers
1264 Engaged donors making comments
Thank you
Contacts: Karen Armstrong MORE
Martin Paul MOREApology from Julie Roberts MORE
www.morestrategic.com.au
Talk to us about benchmarking, survey or donor journeys
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