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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
