the essence of for impact strategy on major gift success
DESCRIPTION
This is a must see and hear hour from one of the masters of major gift success Tom Suddes coupled with the insights of how to enable your actions with simple but powerful database concepts from eTapestry co-founder and industry leader Jay Love. "Every organization is perfectly designed to get the results it is getting." - Tim Kight Using this quote as a framing device we'll explore the design you need to change or drive results... we'll reference stories and practical nuggets you can implement based on 25 years of in-the-field experience, $1Billion+ raised directly and $1Billion raised indirectly through our coaching clients.TRANSCRIPT
![Page 1: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/1.jpg)
The Essence of FOR IMPACT Strategy on
Major Gift SuccessJuly 25, 2013
Tom Suddes | Jay Love
![Page 2: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/2.jpg)
@bloomerangtech | 2
![Page 3: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/3.jpg)
@bloomerangtech | 3
![Page 4: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/4.jpg)
@bloomerangtech | 4
![Page 5: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/5.jpg)
@bloomerangtech | 5
![Page 6: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/6.jpg)
@bloomerangtech | 6
![Page 7: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/7.jpg)
@bloomerangtech | 7
![Page 8: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/8.jpg)
@bloomerangtech | 8
![Page 9: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/9.jpg)
@bloomerangtech | 9
![Page 10: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/10.jpg)
@bloomerangtech | 10
![Page 11: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/11.jpg)
@bloomerangtech | 11
![Page 12: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/12.jpg)
@bloomerangtech | 12
![Page 13: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/13.jpg)
@bloomerangtech | 13
![Page 14: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/14.jpg)
@bloomerangtech | 14
![Page 15: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/15.jpg)
@bloomerangtech | 15
![Page 16: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/16.jpg)
@bloomerangtech | 16
![Page 17: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/17.jpg)
@bloomerangtech | 17
![Page 18: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/18.jpg)
@bloomerangtech | 18
![Page 19: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/19.jpg)
@bloomerangtech | 19
![Page 20: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/20.jpg)
@bloomerangtech | 20
![Page 21: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/21.jpg)
@bloomerangtech | 21
![Page 22: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/22.jpg)
Double the Lifetime Value of Your Database!
Jay B. Love CEO & Co-Founder Bloomerang
@bloomerangtech | 22
![Page 23: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/23.jpg)
Effective use of a donor database makes the “ASK” a natural progression of the relationship . . .
@bloomerangtech | 23
Final Piece of the Puzzle »
![Page 24: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/24.jpg)
“The total net contribution that a customer/donor generates during his/her lifetime in your database”
Defining Lifetime Value »
@bloomerangtech | 24
![Page 25: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/25.jpg)
What does a 10% increase in donor retention rates mean in terms of LIFETIME dollars raised?• 50%• 100%• 150-200%
Do you know your Retention %? »
@bloomerangtech | 25
![Page 26: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/26.jpg)
Improving donor retention rates by 10% can improve LIFETIME dollars raised by?
• 150-200%!
(Do we have your attention yet?)
Is Retention important for NPO’s? »
@bloomerangtech | 26
![Page 27: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/27.jpg)
Let’s dig even deeper into “actual” NPO data . . .
This scares most NPO Board Members » Donor Attrition Over Five Years
# of Donors Attrition Rate
Donors Remaining After 1 Year
Donors Remaining
After 2 Years
Donors Remaining
After 3 Years
Donors Remaining
After 4 Years
Donors Remaining
After 5 Years
1,000 20% 800 640 512 410 328
1,000 40% 600 360 216 130 78
1,000 60% 400 160 64 26 10
@bloomerangtech | 27
![Page 28: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/28.jpg)
@bloomerangtech | 28
![Page 29: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/29.jpg)
Addressing the Retention Problem!Is it a Donor Relationship Problem?
@bloomerangtech | 29
![Page 30: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/30.jpg)
CUE THE EXPERTS:
Dr. Adrian SargeantBloomerang Chief Scientist Professor of Fundraising at the Center on Philanthropy at Indiana University holding what is presently the world’s only endowed chair in that discipline.Top 10 Most Influential People in FundraisingRenowned expert on Donor Retention and Donor Loyalty
Mr. Tom AhernBloomerang Donor Communications Head Coach One of the world’s top authorities on donor communicationsAuthor of 4 books on Donor CommunicationsWinner of 3 prestigious international IABC Gold Quill awards
@bloomerangtech | 30
![Page 31: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/31.jpg)
DONOR RETENTION BEST PRACTICES
Dr. Adrian SargeantBloomerang Chief Scientist
“A 10% improvement in retention can double the LIFETIME value of your donor database!”
@bloomerangtech | 31
![Page 32: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/32.jpg)
# of Donors in Current 12 Months(from the previous years pool)
divided by # of Donors in Previous 12 Months
Calculating Your Retention Rate »
@bloomerangtech | 32
![Page 33: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/33.jpg)
@bloomerangtech | 33
![Page 34: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/34.jpg)
Why Do Customers Leave? (can this apply to donors . . .)
• Death 1%• Relocation 3%• Won by Competitor 5%• Bad Complaint Handling 14% • Lack of Interest from Us 77%
@bloomerangtech | 34
![Page 35: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/35.jpg)
Key Reasons For Donors Leaving »
• No longer able to afford support • No memory of ever supporting!• Organization asked for inappropriate sums• Feeling that other causes are more deserving• Not reminded to give again• Organization did not inform how monies were
used• Did not feel connected!
@bloomerangtech | 35
![Page 36: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/36.jpg)
@bloomerangtech | 36
![Page 37: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/37.jpg)
Automatic Engagement Factors
@bloomerangtech | 37
• Recency and pattern of giving
• Cash donors vs. sustaining donors
• # of years giving +• Upgrade /
Downgrade + -• Lapsed -• Event attendance +• Opens email +• Click links in emails +
• Unsubscribes from email -
• Has stated communication preferences +
• Has inbound interactions +
• Has soft credits +• Volunteers +• Social Media
(coming soon)• …and a whole lot more!
![Page 38: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/38.jpg)
![Page 39: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/39.jpg)
5 Key Retention Drivers(That can double lifetime value)
• Drip feed mission performance data • Connect often• Be personal (SEGMENT)• Find & use numerous human connectors• Always communicate what monies are doing!
@bloomerangtech | 39
![Page 40: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/40.jpg)
Questions?
![Page 41: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/41.jpg)
![Page 42: The Essence of FOR IMPACT Strategy on Major Gift Success](https://reader038.vdocument.in/reader038/viewer/2022110118/554ab582b4c905df668b5908/html5/thumbnails/42.jpg)
Next Webinar:
Are You Ready For A Capital Campaign?
When: August 7th, 1pm EST
Linda Lysakowski | Jay Love
https://bloomerang.co/resources/webinars/