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Measuring Success

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by

Robert Stein

on 18 June 2018

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Transcript of Measuring Success

Measuring Success
Make Friends with Your Database and Calendar
Reminders/alerts
Every donor touch goes in the database
90-day alert
Default alert for personal followup
(1 month after last renewal)
HARD WORK
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?
MEASUREMENT
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

Art
vs Science
Right
How do you get to this point?
Personal touch that relies on:
Measurement
Hard work
Organization
Working the List
Database
Calendar
Mailings
Template for event prep/invites
First hour of
every single day
for personal acknowledgments
Team Meetings
SAMPLE AGENDA

Q/A with Mike
(come prepared with questions!)
Talking points:
new hires (ATC host, Second Century Fellow); election/convention coverage; Centennial; others?
Funding Priorities Discussion:
Journalism Innovation Fund
Upcoming Events:
Ashland Planned Giving Event, Ten Chimneys Event, Brookfield Appreciation Event
Allegiance Tips/Updates:
portfolio updates/clean up
Walk ins

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

Metrics
Portfolio Management
Portfolio Makeup
(100 prospects)
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 reporters
More local productions
More producers
Community Impact
Whose Benchmarks Are We Using?
Transformational philanthropy
The public face of philanthropy
Urgency
Are we comparing ourselves to the right nonprofits?
Q&A
Shelley Kerley, skerley@umsl.edu
Dan Fallon, dan.fallon@wpr.org
Sinclair Crockett, scrockett@majorgiving.com
Lisa Ondak, londak@majorgiving.com
Robert Stein, rstein@majorgiving.com
http://prezi.com/-j_pbeejeymz/?utm_campaign=share&utm_medium=copy
Building Blocks
Systems
Setting goals (revenue and contact)
Identifying your team
Creating portfolios
Donor engagement
Tracking
Metrics
Ongoing communication
Stewardship
Community impact
Behind-the-scenes work leads to the art of fundraising and your
SUCCESS
Another Way of Measuring Success
SABS
Target
Greater Public
Others
Are they measuring impact?
20+ Special Events
Visits
Emails
Calls
Notes
2,871 actions
Use your database
Metrics
Track ALL activity
Cornerstone Society
600+
$1.28 million
Place
Time
Person
Amount
Written Procedures
Full transcript