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BALANCING FUNDRAISING AND THE BOTTOM LINEHow a shift toward efficiency in fundraising operations can bring more money to your mission.

Mary Hunter, JDRF & John Goering, CDS Global

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Speaker BackgroundsINTRODUCTION

• Executive Director, JDRF Central Iowa

• Budget and Forecasting, JDRF

• Director of Centralized Processing, JDRF

JOHN GOERINGVice President of Business Development, CDS Global

www.cds-global.com/nonprofits

• Numerous positions at CDS Global• Worked with many nonprofit clients • Experience in improving operational

efficiency

MARY HUNTERDirector of Centralized Processing, JDRF

www.jdrf.org

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What Matters MostWHAT IS IT ABOUT JDRF?

WHAT DRIVES USJDRF exists for the millions of children, adults, and families affected by T1D every day. Their determination to live with this disease inspires us, and strengthens our resolve to create a world without T1D.

WHAT SEPARATES USJDRF is the only T1D research organization that allocates resources throughout the development pipeline, from discovery in the laboratory to delivery of new technology and treatments for people with T1D.

WHAT PROPELS USJDRF combines aggressive fundraising and hands-on collaboration with a broad range of scientific, regulatory and corporate partners, toward improving the lives of those living with T1D and, ultimately, finding a cure.

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WHAT’S KEEPING US FROM FUNDRAISING EFFICIENTLY?

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WHAT’S KEEPING US FROM FUNDRAISING EFFICIENTLY?

Don’t just focus on dollars raised. Focus on P&L.

Shift your organization’s thinking: it’s about the bottom line.

Decreasing costs means more money going to the mission.

Know when to spend money to make (or save) money.

INSTILL A MINDSET CHANGE

Though it might seem like fundraising 101, expenses are often overlooked in nonprofit orgs.

Communicate and coach everyone to focus on the bottom line: board, staff, and volunteers.

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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?

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Understand your P&L and budget for campaigns.HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?

Study data from previous years – use to set and manage your budget.

Start tracking if you aren’t already.

First time campaigns – ask your peers.

Established campaigns – don’t rely on “business as usual.”

Stick to your budget once you set it.

Evaluate your campaigns honestly.

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Staff, board of directors, vendors, volunteers, corporate sponsors

Single point of contact – consistency of communication

Track and give credit where it is due!

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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?

Maximize your relationships.

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Get everything donated.

Work your way down your P&L report for a campaign, starting with the biggest expenses.

Start dwindling down those expenses with in-kind donations – relationships are key!

IN-KIND DONATION

EXAMPLES:

Office space – stop paying rent

Piggyback off corporate operations

Printing

Postage and mailings

Board members take turns hosting board meetings

Video and design work

Food

Remember to barter!

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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?

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Sponsorships for campaigns – what can you offer?

Marketing benefits

Community goodwill

Benefits for sponsors, at little or no cost to you

Know your sponsors – what do they value?

Formalize your offer, but keep the following in mind:

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HOW CAN FUNDRAISERS REDUCE THEIR CAMPAIGN EXPENSES?

Remember: You have something to offer!

Sustainability Ability to Fulfill FlexibilityCan you sustain your sponsorship levels?

Keep your promises to your sponsors!

Let sponsors support in a way that suits them.

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WHAT DOES A WELL-RUN FUNDRAISING OPERATION LOOK LIKE?

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When you don’t notice it!WHAT DOES A WELL-RUN FUNDRAISING OPERATION LOOK LIKE?

Fundraisers don’t spend large amount of time on administrative tasks.

Relationships are well-managed with little friction (donors, staff, volunteers, vendors, BOD, etc.).

Fundraisers and operations have insight into each other’s processes, without one team frequently asking the other for information.

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WHAT ARE SOME COMMON AREAS OF OPERATIONAL INEFFICIENCIES?

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WHAT ARE SOME COMMON AREAS OF OPERATIONAL INEFFICIENCIES?

Spotting the problems that slow you down.

UNNECESSARY OR REDUNDANT WORK

MISSED OPPORTUNITIES WITH PARTNERS

SILOS AND LACK OF TRANSPARENCY

UNPRODUCTIVE USE OF STAFF, VOLUNTEERS, AND BOARD MEMBERS

HUMAN ERROR

LACK OF ACCOUNTABILITY

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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?

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Four MethodsHOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?

Centralize and consolidate

Use your personnel wisely

Strive for cross-departmental transparency and communication

Standardize and automate to ensure consistency, accuracy, and accountability

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Use a CRM as a central repository for information

Establish a central point of contact for cross-departmental or chapter questions

Consolidate and share staff members

Consolidate administrative tasks to a single person

Centralize and consolidate outsourced functions with a single vendor

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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?

Centralize and consolidate.

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Staff assignments should be based on proficiency, not campaign or project

Staff, volunteers and board should have tasks matched to skill

Shift fundraisers out of administrative duties (use volunteers, software)

Know your personnel

Board skills assessments, volunteer interviews, job descriptions for committee chairs

Empower and value

Give volunteers and staff freedom, but empower them to act and show your appreciation!

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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?

Use your personnel wisely.

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Someone should always be available whoknows how to interact with the donor – a consistent message is extremely important

Cross-training – establish a formal program

Volunteer/Staff partners

All-inclusive meetings

Know your partners and your vendors

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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?

Communication and transparency.

Different image…

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Consistency, accuracy, and accountability

Moves management and donor ownership/accountability

Share designs, processes, forms, etc. across chapters or departments to improve consistency

Automate to reduce human error

Evaluate your technology – could it standardize your processes?

Upgrades or using what you have more efficiently

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HOW CAN WE FIX THESE FUNDRAISING INEFFICIENCIES?

Standardize and automate.

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Start communicating: think about the bottom line!

Get to know your P&L reports.

Start asking yourself: Where can you cut back expenses with in-kind donations?

Take stock of your third-party vendors, partners, technology, and services – are they being used to their full potential?

Assess your board, staff, and volunteers – take steps to better understand their skill sets, and evaluate possibilities for reorganization.

Locate gaps where standard processes don’t exist, and think about ways to standardize or automate those areas.

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CONCLUSION

What should you do now?

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KEEP IN TOUCH

Mary Hunter @MaryHunterJDRFJohn Goering @JTGoering

CDS Global @CDSGlobalNP

cds-global.com/nonprofits

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