#npapresents the nonprofit academy · fundraising growth across organizations, breakdown and...

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“You can have virtually anything you want if you’re willing to hear ‘NO’ often enough!” -Richard Fenton & Andrea Waltz The Nonprofit Academy PRESENTS! PRESENTS DATA, CURIOSITY, CREATIVITY: BUILDING THE BRIDGE. with Erin Troia #npapresents

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Page 1: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

“You can have virtually anything you want if you’re willing to hear ‘NO’ often enough!” -Richard Fenton & Andrea Waltz

The Nonprofit AcademyPRESENTS!

PRESENTSDATA, CURIOSITY, CREATIVITY: BUILDING THE BRIDGE.

with Erin Troia

#npapresents

Page 2: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

“You can have virtually anything you want if you’re willing to hear ‘NO’ often enough!” -Richard Fenton & Andrea Waltz

GoToWebinar Attendee HousekeepingUsing the Control Panel1. The orange arrow opens & hides your control

panel

2. To listen, join the audio– Choose “Mic & Speakers to join through your

computer

– Choose “Telephone” to dial in using the information provided

3. Ask questions via the “Questions” panel or by tweeting with the hashtag #npapresents

The recording of this session should be available in the Online Vault a few hours after this session is over. http://thenonprofitacademy.com/vault/

Page 3: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Data, Curiosity, Creativity: Building the Bridge

Page 4: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

“"Without data you are just another person

with an opinion.”W. Edwards Deming

Page 5: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Erin Troia,Senior Vice President at the Munshine Group

Erin is a puzzle solver Her ability to listen and quickly prioritize, has allowed her to significantly impact fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years of nonprofit management experience she has brought creativity, energy and analytical skills to those organizations she has had the opportunity to serve.

Page 6: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years
Page 7: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Do you like Green Eggs and Ham?

Fears are Common

Where do they come from?

How do we change the way we think?

Page 8: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

I do not need them here, there

or anywhere.

Myth #1: Data is not why they hired me and “they” know it.

Page 9: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Myth #1: Data Nerd vs. Fundraiser

× We need a translator: data people are not fundraisers and fundraisers are not data people

× Translation tactics× Bridging the gap = HOW TO× Small steps, not leaps× Getting ready in the morning

Page 10: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

They do not fit inside

my house.

Myth #2: We are too small to need heavy metrics.

Page 11: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Myth #2: Small shops don’t need metrics

Secondary Metrics:

× Donor #s vs. Last 3 Years× Monthly Growth vs. Last 5 Years× Annual Giving Appeal Analysis× Annual Giving Donor Type

× Increase× Decrease × New× Renewal× Lost

× Major Gift Pledge Expectations

Critical Metrics:

× Funds raised vs. Last 3 years× Goal vs. actuals on all initiatives × Annual Giving Watch List × Annual Giving Targets vs. Actuals× Annual Giving Pyramid× Major Gift Pyramid× Campaign Capacity Rating × Donor Assignments

Page 12: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

I do not need them with a fox.

Myth #3: Major gifts is all about relationships.

Page 13: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Primary Goal

To insure donor relationships remain positive and rewarding.

Best Practices➔ Track relationships➔ Predict gift expectancies➔ Determine appropriate ask ➔ Provide benchmarks

System Outcomes● Accountability for staff and volunteers● Coordination of outreach to prospects● Creation of a historical record

Stages Contact ReportsOnly substantive contacts reported in the official record. Other outreach should be included in your system, but not coded in the same fashion as face to face visits.

Meeting Topics● Bi Weekly: Pending Gift Requests/

Outstanding Proposals/ Visits● Monthly: Staff and Volunteer

Assignments/ Reassignments● Quarterly: Update of target ask

amounts and stewardship review

Myth #3: I need to visit, Not track!

Page 14: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Would you. Could you, in

the dark?

Myth #4: You need a PhD in mathematics to understand it all.

Page 15: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

● Take the Database Tour○ Where things live○ What terms are used○ WHY do we have this process?○ Send yourself to Training○ Respect the Timetables ○ One bite at a Time

● Strongest Predictors of Giving○ Giving to you○ Giving to others○ Stock Portfolio○ Foundation Board Membership

● Bad Data○ Internal Processes○ External Screenings ○ Historical Record

Myth #4: Data is TOO COMPLICATED

Page 16: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Eat them!Eat them!

Here they are!

Myth #5: We are only doing this because the board says we have to.

Page 17: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years
Page 18: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Now What?

Try them! Try them! And you may.

Page 19: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

Try Them, Try Them and You May:The Benefits of Data

Major Gift Metrics

Annual Giving

Growth

ComparativeAnalysis

Donor Accountability

Page 20: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

What can you do today?

STOP:Top 3 Things

What comes first, second and third?

Fundraising is not a Democracy

An HONEST look at your Database

Page 21: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

“Questions and

Discussion

connect with me: [email protected]

Page 22: #npapresents The Nonprofit Academy · fundraising growth across organizations, breakdown and revitalize data solutions, and exceed annual revenue goals. Throughout her eighteen years

“You can have virtually anything you want if you’re willing to hear ‘NO’ often enough!” -Richard Fenton & Andrea Waltz

PRESENTS

http://thenonprofitacademy.com/vault/

#npapresents