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Transcript of Measuring Success
Make Friends with Your Database and Calendar
Every donor touch goes in the database
Default alert for personal followup
(1 month after last renewal)
How many donor calls were placed (at least 3/year per donor)
Thank you calls
Invitation to events follow-up
Invitation for a personal/group meeting
Renewal reminders or upgrade asks
Response to program questions or concerns
How many personal thank you notes were written? (at least one/year per donor)
How many face-to-face contacts were initiated vs. completed?
Increase in average gift over general membership average gift
How many donors moved up from membership?
How many donors moved up into major giving?
What's the retention rate year over year?
Shelley Kerley, Director of Development, St. Louis Public Radio
Dan Fallon, Director of Major and Planned Giving, Wisconsin Public Radio
with the MajorGiving.com Team
Sinclair Crockett, Consultant
Lisa Ondak, Senior Consultant
Robert Stein, Principal
How do you get to this point?
Personal touch that relies on:
Working the List
Template for event prep/invites
First hour of
every single day
for personal acknowledgments
Q/A with Mike
(come prepared with questions!)
new hires (ATC host, Second Century Fellow); election/convention coverage; Centennial; others?
Funding Priorities Discussion:
Journalism Innovation Fund
Ashland Planned Giving Event, Ten Chimneys Event, Brookfield Appreciation Event
portfolio updates/clean up
Managing for Success in a Major Giving Team
Clearly communicate goals and desired outcomes
Develop infrastructure to support those goals/outcomes
Provide the necessary resources and support needed to close major gifts
One on One Meetings
Focus on donors in solicitation status
Determine what the officer needs for future meetings (ex. materials, executive director and/or development director present, research, etc.)
Check in on metrics
Are We Aiming High Enough?
Are We Meeting Donor Needs?
What are our donors' expectations?
Is it only about money?
How do we meaningfully engage them beyond stewardship?
Have Your Successes Led to More Impactful Programming?
News initiatives and partnerships
More local productions
Whose Benchmarks Are We Using?
The public face of philanthropy
Are we comparing ourselves to the right nonprofits?
Shelley Kerley, email@example.com
Dan Fallon, firstname.lastname@example.org
Sinclair Crockett, email@example.com
Lisa Ondak, firstname.lastname@example.org
Robert Stein, email@example.com
Setting goals (revenue and contact)
Identifying your team
Behind-the-scenes work leads to the art of fundraising and your
Another Way of Measuring Success
Are they measuring impact?
20+ Special Events
Use your database
Track ALL activity