t echnology to compete for the next generation of donors and funders

Technology to Compete forthe Next Generation of Donors and Funders

Aligning Mission and Technology with CRM

©2011 Convio, Inc. |

The Pace of Change is Only Increasing


Jennifer Darrouzet Rachel Muir Kevin Burpo@jendarra @rachelmuir @kellpartners

Facing Change & Thinking StrategicallyBy the end of this presentation, you’ll have hard data re:

• The evolving expectations of supporters

• How to inform your strategic plan

• Strategic technology usage to compete for

Who are we?

The Next Generation


Impetus for our Next Gen Study


Bucking the Trend: bright spots in acquisition

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Cumulative Online Revenue

# Email Records


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The Next Generation Study

b. 1946-196467% Give52.2M donors$901 yr/avg5.2 charities

b. ≤194579% Give30.8M donors$1066 yr/avg6.3 charities

b. 1965-198058% Give35.9M donors$796 yr/avg4.2 charities b. 1981-1991

56% Give28.5M donors$341 yr/avg3.6 charities


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Chart Title

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38%

26%

36%

49%

% Giving via Direct Mail


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% Giving via Telemarketing

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25%

16%

10%8%


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Other Growing Channels for Giving

25%

31%

35%

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2%

4%

13%14%

2%

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6%

9%

WebsiteMobile/TextSocial Networking Site


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What about Plain Old Communications?

49%

36%38%

26%


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Where Donors Increasingly Get Updates

eNewsWebsiteSubscribe to issue updatesSocial MediaTextTwitter


The Future is Profoundly Multi-Channel


“Our text advocacy appeals drive 5x higher response than email.”

Leading Nonprofit

Exponential Growth in MobileMonthly Mobile Usage by Age

http://blog.nielsen.com/nielsenwire/wp-content/uploads/2010/07/voice-text-by-age.png

©2011 Convio, Inc. | 14

“Another expectation to add to my plate.”

“More work to add to my plate”


Back-Office vs. Front-Office• Take a critical look & ask: are you harnessing

technology equally, externally & internally?

Mobile


Be Mobile!

• Not so fast• $10 cap on gifts• Thousands to set up• ROI poor so far for

local & regional groups

BUT STAY TUNED!May be unavoidable in 5 years…


Mobile for the Back-Office

Laptop screenshot


Back-Office vs. Front-Office• Can you write down 1 area where mobile tech

could help you deliver on your mission? accountable…

Social


Be Social!


Project on Government Oversight


Managing Relationships

Track individual to individual relationships


Managing Social Donor Insights


Back-Office vs. Front-Office• What’s 1 idea where your nonprofit can be

social (internally) to advance your mission?

Accountable


• You know orgs compete on accountability externally• Amazon-style

“you might also like…”

Be Accountable!


Managing Volume Gift Entry

Create custom data entry screens

Apply default values to all or

some transactions

Validate entries for missing

information and against totals


30

Managing Donations and Pledges

Split gifts by two or more “funds” or designations

Create a donor specific payment

schedule for pledge payments

Managing Rapid-Response


Managing Soft Credits

Managing Major Gifts Pipeline

Board Prospecting


Managing Cash Flow


Managing Gift Acknowledgments

35


36

Managing Gift Acknowledgements

Create and share custom

dashboards

Schedule automatic

delivery via email


Back-Office vs. Front-Office• Write down 1 idea where technology can help

your org be more accountable…

Omniscient


Be Omniscient!

Donors

Events

Programs

Prospects

Funders

Media

Board Members

Businesses

Academics

Volunteers

CRM as central nervous system

PractitionersAdvocates Partners


Be Omniscient!


• Mission is to serve community for artistic, educational, and charitable benefit.

• CRM insights saved them $65K in taxes!

The Paramount Theater


The Paramount Theater


• One centralized database• Donors , researchers, public officials, support

group leaders, corporate sponsors, doctors, and patients

C3

Stump the SpeakersDrop a business card for a chance to win a

custom Funder-Feed concept during this workshop!


• Mission is to build community around children through acceptance in schools as a fitness and nutrition program.

• Key metrics• Connections to schools and districts via teachers &

parents• Acceptance in market cities throughout the

country.

Marathon Kids


Marathon Kids

Market City acceptance comparison


• Key Metrics to support mission• Classrooms available• Volunteer sign-ups• Volunteers trained• Classrooms filled

Austin Partners in Education


Fair Trade USA audits and certifies international suppliers•Were workers paid fairly?•Are working conditions safe?•Is the environment managed sustainably?

Fair Trade USA

Fair Trade USA• Fair Trade Certified™ Product Database

• Purchase and Sale Reporting

• Tracking & Executing All Onsite Audits

• Tracking All Product Supply Contracts

• Global Customer Support (internal and partners)


With Omniscience, you need precision!

Define and combine multiple criteria to create

an appeal segment

Classify contacts to ensure the right

message to the right audience


Back-Office vs. Front-Office• Jot down your ideas for how a centralized

database could help automate a Funder Feed

Adaptable


Be Adaptable!

44%Percent of volunteers who said that if a charity cannot take advantage of their specific skills, they will seek out another group instead


Be Adaptable!

10xHow much more money volunteers give, vs. those who don’t volunteer


• Mission: Create and foster community and school partnerships that provide all AISD students preparation for college and career.• Classroom Coaching places volunteers in

classrooms



• Technology makes it feasible & cost-effective• Online volunteer shift sign-up• Teacher and Coordinator portals for direct feedback



• Large volunteer support for event, managed by a volunteer!

• Custom role-based permissions set up for volunteer placement only.• Coordinators see only volunteer info.

• Full internal users see much more!

Sante Fe International Folk Art Market


Sante Fe International Folk Art Market

• Volunteer specific Qualifications

• Find Volunteer Shifts based on Qualifications

Sustainable


Be Sustainable!

It is with mixed emotions that I write…

Subject: Organizational Update

Appointed as interim director will be…

We are immensely grateful for her leadership.

The search committee will…


Managing the Next Generation Workforce

1 in 4The number of people who have been in their job less than one year

8-10%The average annual F/T employee turnover in the nonprofit sector 11

How many employers the average worker has before retirement


Moves Management


• What if you automated action plans for ALL key constituents• One for a new patient• A new practitioner• A new reporter• Even a new staff member…

• SURPRISE DRAWING for a custom action plan• Any last business cards?• Drawing for 1 free hour consultation with Rachel Muir

Managing sustainable best practices


Back-Office vs. Front-Office• Write down 1 idea where technology can help

your org be more sustainable…

Did You Stump the Speakers?Funder-Feeds On-the-Fly


Convio (booth #3)

• Nonprofit software & services to increase community support

• Download materials at convio.com/AFPSanAntonio

• Products shown here start at $200/month

[email protected]

1-888-528-9501 ext. 1

Kell Partners (booth #4)

• Consulting firm ensuring nonprofits get maximum return on tech investments

• Over 100 clients using Convio Common Ground database; certified Convio Solution Provider

[email protected]

512.850.KELL (5355)

Talk to Convio & Kell

mailto:[email protected]

mailto:[email protected]

t echnology to compete for the next generation of donors and funders

Documents

generation of donors

strategic planning

increasing2011 convio

hard data

generation2011 convio

strategic plansand

data set

pace of change