UnlockingthePoten.alfor

MajorGi5sFundraising

YourPresenterJayB.Love•33YearsofTechnologyLeadership•Over20,000DatabaseInstalla.ons•FormerFounder&CEOofeTapestry•FormerCEOofMasterSo5ware/Fund-Master*FormerSeniorVPofBlackbaud•ConnerPrarieMuseumBoardMember•AFPEthicsCommiUeeChairman•UnitedMethodistFounda.on•Innova.onFundatButlerUniversity•Co-ChairofIndianapolisYMCACapitalCampaign

3

Cansmallandmid-sizednonprofitsreallyraise

majorgi5s?

ThreeExpertsWantedAnAnswer»

MasteringMajorGifts.com/Report

TheResult»

LeadSponsors»

StudyPar.cipants»

662nonprofitsw/opera.ng

budgetsof$10Morless

StudyMethodology»

•  Literaturereview•  Interviews• Survey

RespondentsByBudgetSize»

RespondentsByCategory»

Findings

MeanContribu.onByChannel»

NumberOfFTEsDoingFundraising»

“MajorGi5”Defined»

Mean:$24,555Median:$5,000Mode:$1,000

NumberOfFundraisersEngagedToWorkOnMajorGi5s»

Mean MeanTotalFTEs

$5m-$10m 3.2 0.9

$1m-$4.9m 2.5 0.5

Under$1m 2.1 0.3

NumberOfVolunteersEngagedToWorkOnMajorGi5s»

MajorGi5FundraisingPerformance»

MajorGi5Pipeline»

Correla.ons»

• Focusingonfirst-.megi5snega.velyimpactsperformance

Correla.ons»

• Focusingonfirst-.megi5snega.velyimpactsperformance

• Sugges.ons:• 5+yearsofgiving• 12-18touchestobuildrela.onship

Correla.ons»• Feworganiza.onstrackdriversoflong-termvaluesuchasdonorsa.sfac.onorcommitment

Correla.ons»• Feworganiza.onstrackdriversoflong-termvaluesuchasdonorsa.sfac.onorcommitment

• Sugges.ons:• newdonorsurveywithin3months• donorsurveya5er2-3years•  telephonesurveya5er3-5years•  “wouldyourecommendthischarity?”

Correla.ons»

• Strongcorrela.onbetweentrainingandfundraisingperformance(eachaddi.onalformoftrainingisassociatedwitha$37kincreaseinrevenue)

Correla.ons»

• Strongcorrela.onbetweentrainingandfundraisingperformance(eachaddi.onalformoftrainingisassociatedwitha$37kincreaseinrevenue)

• Sugges.on:– Findtrulygoodeduca.onsources…

Correla.ons»

• ThequalityofITsystemsinplaceiskeytodrivingthenumberofmajorgi5sreceived

Correla.ons»

• ThequalityofITsystemsinplaceiskeytodrivingthenumberofmajorgi5sreceived

• Sugges.ons:– Findasystemeveryonewillusedaily– TrackALLcommunica.ons– Measureengagementinsomemanner

Correla.ons»

• Organiza.onswhoseboardsandvolunteersplayanac.verolearemoresuccessfulinmajorgi5fundraising

Correla.ons»

• Organiza.onswhoseboardsandvolunteersplayanac.verolearemoresuccessfulinmajorgi5fundraising

• Sugges.ons:– Groomthemslowly– Allowthemtosee&feelsuccess

Correla.ons»

•  Individualswithlongertenuretendtobemoresuccessfulinmajorgi5fundraising

Correla.ons»

•  Individualswithlongertenuretendtobemoresuccessfulinmajorgi5fundraising

• Sugges.ons:– SharethisreportwithCEO/Board– Findtherightposi.on(morelater)

10Recommenda.ons

1.DonorReten.on»

hUps://bloomerang.co/reten.on

hUps://bloomerang.co/reten.on

Acknowledgementsegmen.ng»

2.ProspectResearch»

5bestindicators»

5bestindicators»

1. PreviousGivingToYourNonprofit

hUps://bloomerang.co/blog/5-indicators-for-iden.fying-the-best-poten.al-donors

5bestindicators»

1. PreviousGivingToYourNonprofit

2. GivingtoOtherNonprofits

hUps://bloomerang.co/blog/5-indicators-for-iden.fying-the-best-poten.al-donors

5bestindicators»

1. PreviousGivingToYourNonprofit

2. GivingtoOtherNonprofits3. Par.cipa.onasa

Founda.onTrustee

hUps://bloomerang.co/blog/5-indicators-for-iden.fying-the-best-poten.al-donors

5bestindicators»

1. PreviousGivingToYourNonprofit

2. GivingtoOtherNonprofits3. Par.cipa.onasa

Founda.onTrustee4.  FederalPoli.calGiving

hUps://bloomerang.co/blog/5-indicators-for-iden.fying-the-best-poten.al-donors

5bestindicators»

1. PreviousGivingToYourNonprofit

2. GivingtoOtherNonprofits3. Par.cipa.onasa

Founda.onTrustee4.  FederalPoli.calGiving5. RealEstateOwnership

hUps://bloomerang.co/blog/5-indicators-for-iden.fying-the-best-poten.al-donors

3.Tenure»

https://www.compasspoint.org/underdeveloped

https://www.compasspoint.org/underdeveloped

4.Training»

Development Activity Percent

Online training tools/webinars 56.4 Ad hoc or occasional training 54.5 Mentoring by a member of your organization’s team 25.3 Mentoring by an external consultant or fundraiser 22.4

https://bloomerang.co/resources/webinars

What has your experience been?

5.Educa.on»

6.Donor-CenteredCulture»

https://bloomerang.co/blog/5-ways-organizational-culture-impacts-fundraising

https://www.compasspoint.org/underdeveloped

DevelopmentalTeamMee.ngs»

• Whatdidwedothisweektoraisemoremajorgi5s?

• Whatwillwedonextweektoraisemoremajorgi5s?

•  Involveotherdepartments

7.ITSystems»

https://www.compasspoint.org/underdeveloped

8.VolunteerEngagement»

https://bloomerang.co/blog/category/volunteerism

How does your organization engage volunteers?

9.BoardEngagement»

https://bloomerang.co/blog/infographic-the-2014-nonprofit-board-survey/

Doyourboardmembersac.velyfundraiseforyourorganiza.on?• Yes(all)4%• Yes(most)26%• Yes(afew)52%• No:18%

https://bloomerang.co/blog/category/nonprofit-boards/

1. Properboardrecruitment2. Properboardorienta.on3.  Strategicdiscussionineverymee.ng4. U.lizeformerboardmembers

4StepstoBoardEngagement»

10.Metrics»

• Dollarsraised• Mee.ngsaUendedw/prospects• Newgi5dollars• Solicita.onsmade• Successrateinsolicita.ons• Donorsa.sfac.on• Personalizedgi5proposalsmade

Cansmallandmid-sizednonprofitsreallyraise

majorgi5s?

Cansmallandmid-sizednonprofitsreallyraise

majorgi5s?

YES!

MasteringMajorGifts.com/Report

Execu.veSummaryAndFullReport»

FreeeBook»

@StevenShaUuck

hUps://bloomerang.co/resources/downloadables/maximize-the-life.me-value-of-your-donor-database/

FreeEduca.onalResources»

hUps://bloomerang.co/resources

• Dailyblogpost• Weeklywebinar• Downloadables• NonprofitWrap-Up• BloomerangTV• Bloomies

Ques.ons?JayB.Love

jay.love@bloomerang.co@JayBarclayLove