Digging Deep for Diamonds Finding Hidden Major Gift Prospects #wcfc2017

About Me Mary Saretski Associate Director, Advancement Faculty of Arts, University of Alberta 13 years experience University of Alberta (annual giving & major gifts), and Habitat for Humanity Edmonton. Lifelong learner and teacher Creative thinker and problem solver Relationship builder Influencer Data ninja #wcfc2017

About the presentation My top 11 ideas for digging into your ‘database’/prospect pool Quick Demonstration of what that can look like Questions/Conversation #wcfc2017

First things first WHAT TO KEEP IN MIND AT ALL TIMES Vision & Mission Capacity Interest Linkage #wcfc2017

Direct mail/Telefund/events Second things next Be Strategic (resources are limited) Visit Telephone (personal) Direct mail/Telefund/events #wcfc2017

1. Large Gifts in the PAST Chat with them face to face, find out why Will give you a chance to find out history Will give them a chance to feel heard Donors are giving more to less charities, find out why you fell off the donors radar (It’s probably not what you think) #wcfc2017

3 years or more is ‘magic’ number Or increase in monthly gift 2. Monthly donors Longer the better 3 years or more is ‘magic’ number Or increase in monthly gift They trust you, and feel connected #wcfc2017

3. Volunteers Long time volunteers Volunteers with many hours May have NO giving history Unique connection to your mission #wcfc2017

4. Long Time Donors Even small amounts Again, 3 or more years #wcfc2017

5. Event Attendance Magic #3 Again Regular at one event or many events Always keeping CIL in mind #wcfc2017

This may not be something you know Previous Contact This may not be something you know If you do it is a great indicator of interest Read notes and follow up #wcfc2017

7. Connection Do they have a connection to your org. through business, family etc. Suppliers & Vendors (you may have to pull this list separately) #wcfc2017

They have given you a way to contact them Trust 8. Email Address They have given you a way to contact them Trust They are receiving your information #wcfc2017

9. Recent Increase in Giving Get fancy – look for spikes in giving ($25/year to $500/ year is a 1900% increase) Not just crossed our ‘major gift threshold’ Keep relative wealth in mind If Bill Gates donates $1M what does a person with $1M in assets have to donate to make a proportionate gift? $11.81* #wcfc2017

Given already this year Do not exclude them from ANYTHING 10. Current Donors Given already this year Do not exclude them from ANYTHING #wcfc2017

Pull top donors (lifetime), and SCOUR records 11. Your Unique thing Pull top donors (lifetime), and SCOUR records Find what they have in common, find others like them Postal Code, ex-employees, board members, gala attendees, previous clients (?)… #wcfc2017

What’s it look like? Many ways to implement this from running simple reports doing your own analytics Donor ratings system as an example #wcfc2017

Make your own model (using one or all of these) 1. Large gifts in the past - -use lifetime giving regardless of date -1 point for each $100,000 2. Monthly donors -1 point for each month 3. Volunteers -1 point for each year 4. Long time donors -1 point for each year (in a row) 5. Previous contact -1 point for each contact (in person) #wcfc2017

Make your own model (using one or all of these) 6. Event attendance -1 point for each event 7. Connection -1 point for each X $ spent with them -10 points for family is connected 8. Email address -10 points if you have it -1 point per year (if available) 9. Recent increase in giving -1 point for every 10% increase (year on year) 10. Current Donors -1 point for each $100 donated this year 11. Your it Factor -eg. Board in 1996 (25 points) #wcfc2017

Let’s Test It! #wcfc2017 Name Lifetime Current Gift Volunteer hours Consecutive years Contact Event attendance Connection Email Giving increase Giving in 2017 Board year Mary Donor $1,000,000   1 4 Matt Donor $8,333 $125/Year 17600 22 43 Supplier  matt@matt.ca 50%  Y Jane Donor $35,000 $1200/year 29 12 Joe Donor $1,350 8.5 3 joe@mail.ca Alpha Donor $10,000,000 2M/Year 5 6 Margaret Donor $6,380 10/Month 104 15 Sister of regular volunteer marg@mail.ca 25% Y 1996 #wcfc2017

Let’s Test It! Name Lifetime Volunteer years Consecutive years Contact Event attendance Connection Email Giving increase Giving in 2017 Board year Score Mary Donor $1,000,000   1 4 28 Matt Donor $8,333 17 22 43 Supplier  matt@matt.ca 50%  Y 97 Jane Donor $35,000 29 12 41 Joe Donor $1,350 3 joe@mail.ca Alpha Donor $2,500,000 5 6 39 Margaret Donor $6,380 2 15 Sister of regular volunteer marg@mail.ca 25% Y 1996 100 #wcfc2017

So, what do I do now? Visit Direct Mail/Telefund Joe Donor Mary Donor Margaret Donor Matt Donor Telephone Jane Donor Alpha Donor Direct Mail/Telefund Joe Donor Mary Donor #wcfc2017

So, what do I do now? Run reports to keep it simple Run your own analytics for more complexity Reach out to donors that bubble to the surface #wcfc2017

Acknowledgements/Inspirations *Douglas Stewart, Marts & Lundy Gail Perry, www.gailperry.com Blackbaud Charitable Giving Institute 5th Annual Charitable Giving Report https://institute.blackbaud.com/asset/2016-charitable-giving-report/ Burke Donor Survey-2016 http://cygresearch.com/burk-donor-survey-2016-ca/ Hank Rosso, ‘Achieving Excellence in Fundraising’, 2011 #wcfc2017

Questions/Discussion #wcfc2017