Raise More Money with DataAnnual ConferenceSeptember 24, 2014
Kristine RamseyAmy Rome
Covenant House Missouri The Rome Group
Session Outcomes
•Increased knowledge of why the use of data is important.
•Understanding of how to use data to drive expectations andresults for staff, board members and other volunteers.
•Identification and use of tools that help drive performance.
Agenda
IParticipant Exercise
IIThe Value of Development Data
IIIUsing Data to Drive Results
IVCreating a “Data Culture”
Participant Exercise
1. How important is fundraising data to
your organization?
2. What fundraising data do you collect?
3.How do you use fundraising data?
4. What challenges do you have infundraising data collection and use?
Why Use Data?
“Like the emergence of volunteer-driven fundraisingand the creation of voluntary associations, data…isthe next great breakthrough in the fundraisingindustry. It’s impact on development programswill be as great as any change in the past 50years.
…open(s) up new possibilities to build currentpractices of fundraising and to further theimportant work of philanthropy.”
Birkholz, Joshua (2008) Fundraising Analytics: UsingData to Guide Strategy, Hoboken, N.J., John Wiley &Sons, Inc.
Why Use Data?
•Fundraising is not getting easier.
•Demographics are changing.
•You can’t afford to waste money.
•Efficiency and effectiveness of staff iscritical.
•You will raise more money.
Key Ways to Use FundraisingData
1.Goal setting
2.Progress toward goals
3.Planning fundraising strategies
4.Assessing donor potential
5.Staff evaluations tied to performance
6.Board/volunteer performance and accountability
7. Donor/stakeholder communications
Using Data to Drive Results
Must understand where you are to knowwhere you want to go!
•Determine what’s important for YOURto measure
•Establish baselines
•Set targets
•Develop tools
Gift Reports & Cashflow
Frequency: Weekly
Purpose: Donor Stewardship
Year To-Date Progress
Year End Projections
Pipeline
Cashflow
2014GOAL
YTD
DELTA
YTD +Projected
DELTA
YTD +Asks
DELTA
Annual
220,000
52,683
-167,317
198,066
-21,934
170,146
-49,854
Board Campaign
120,000
59,470
-60,530
127,250
7,250
98,274
-21,726
Gala 2014
187,200
81,500
-105,700
187,750
550
87,750
-99,450
Gala 2015
105,300
7,500
-97,800
78,650
-26,650
87,300
-18,000
Golf 2014
203,000
155,725
-47,275
205,000
2,000
159,725
-43,275
Derby 2014
25,500
22,096
-3,404
22,096
-3,404
22,096
-3,404
Foundation Grants
319,580
128,875
-190,705
330,275
10,695
595,296
275,716
Corporate Grants
60,000
137,500
77,500
125,625
65,625
199,000
139,000
Grants for Subsequent Yrs
240,000
232,075
-7,925
232,075
-7,925
232,075
-7,925
Grant Releases 2014
27,420
8,625
-18,795
27,420
0
27,420
0
1,508,000
886,049
-621,951
1,534,207
26,207
1,679,082
171,082
Action Reports: Gift Officers
Frequency: Weekly or Monthly
Purpose: Individual Progress, DonorMoves Management
Donor
Action
Date
Purpose
NOTES
Jane Doe
Email: MissionMoment
9/18/2014
Stewardsship
Tom Smith
Phone Call
9/16/2014
Cultivation
Invited him to lunch wteens
Susie Donor
Meeting
9/20/2014
Solicitation: Renewal
Sammie Prospect
Letter
9/18/2014
Solicitation: Follow-Up
Requested informationre: YOP
Donor Metrics: Monthly
Renewals
Annual & Events
Annual Only
Source
2013 Pool
Goal
Actual
8/15/13YTD
2013Pool
Goal
Actual
8/15/13YTD
Donors
% Retained
Donors
% Retained
Donors
Donors
% Retained
Donors
% Retained
Donors
Individuals
490
265
54%
138
28%
159
261
141
54%
58
22%
66
$1,000+
56
60
16
23
$500-$999
12
15
4
6
$0-$499
70
84
38
37
Corporations
108
65
60%
53
49%
45
59
35
59%
18
31%
17
Foundations
25
19
76%
8
32%
7
24
18
75%
7
29%
7
Total
623
349
56%
199
32%
211
344
194
56%
83
24%
90
Upgrades
Annual & Events
Annual Only
Source
2013 Pool
Goal
Actual
8/15/13YTD
2013Pool
Goal
Actual
8/15/13YTD
Donors
%Upgraded
Donors
%Upgraded
Donors
Donors
%Upgraded
Donors
%Upgraded
Donors
Individuals
490
88
18%
46
9.4%
55
261
46
18%
21
8.0%
23
$1,000+
20
25
6
12
$500-$999
5
7
2
3
$0-$499
21
23
13
8
Corporations
108
25
23%
16
14.8%
14
59
13
22%
3
5.1%
7
Foundations
25
8
32%
2
8.0%
3
24
7
29%
2
8.3%
3
Total
623
121
19%
64
10.3%
72
344
66
19%
26
7.6%
33
Work Plan: Monthly
Strategy
Deadline
Team Member(s)
Progress Notes (celebrate, monitor, or actnow)
Secure $167,600 in pre-event sponsorship and ticketsales
2/28/14
$138,300 (-29,300) ($295,150 total gross)
Secure $109,000 from fund-a-need auction
3/8/14
$156,850
Maintain event expenses of $56,000 or less
3/31/14
$49,864
Acquire 50 new donors
3/8/14
49
Encourage sponsors to fill tables to increaseattendance
Done but not with great success
Encourage returning sponsors to bring new guests orcontinue to bring guests that have given generously
Done but not with great success
Integrate brand awareness points (measure post-event?)
3/8/14
Succeeded (is measuring still a priority?)
Announce 2015 Chairs at summer ‘14 Board meeting
7/15/14
Done – can be announced April Bd. Mtg.
Facilitate 2015 venue decision
6/30/14
X/XX at ABC Venue
Create 2015 Event Budget document & goal forratification
7/31/14
July prospect review
Build Committee
8/31/14
July 7 leadership meeting
Gala sponsorships
8/31/14
All Packet Sent
OBJECTIVE 2: Secure $275,000 in Gala gross revenue
Challenges to Using Data forFundraising
Creating a Data Culture
•A belief that data is the foundation ofsuccessful fundraising
•CEO/ED buy-in
•Staff understanding and investment inits use
•Demonstrated effectiveness
•Communication using data
Raise More Money with Data
Questions???
Raise More Money with Data
THANK YOU!
Kristine RamseyAmy Rome
Covenant House Missouri The Rome Group