Raise More Money with Data Annual Conference September 24, 2014 Kristine RamseyAmy Rome Covenant House Missouri The Rome Group

Session Outcomes Increased knowledge of why the use of data is important. Understanding of how to use data to drive expectations and results for staff, board members and other volunteers. Identification and use of tools that help drive performance. Agenda IParticipant Exercise IIThe Value of Development Data IIIUsing Data to Drive Results IVCreating a “Data Culture”

Participant Exercise 1. How important is fundraising data to your organization? 2. What fundraising data do you collect? 3.How do you use fundraising data? 4. What challenges do you have in fundraising data collection and use?

Why Use Data? “Like the emergence of volunteer-driven fundraising and the creation of voluntary associations, data…is the next great breakthrough in the fundraising industry. It’s impact on development programs will be as great as any change in the past 50 years. …open(s) up new possibilities to build current practices of fundraising and to further the important work of philanthropy.” Birkholz, Joshua (2008) Fundraising Analytics: Using Data to Guide Strategy, Hoboken, N.J., John Wiley & Sons, Inc.

Why Use Data? Fundraising is not getting easier. Demographics are changing. You can’t afford to waste money. Efficiency and effectiveness of staff is critical. You will raise more money.

Key Ways to Use Fundraising Data 1.Goal setting 2.Progress toward goals 3.Planning fundraising strategies 4.Assessing donor potential 5.Staff evaluations tied to performance 6.Board/volunteer performance and accountability 7. Donor/stakeholder communications

Using Data to Drive Results Must understand where you are to know where you want to go! Determine what’s important for YOUR to measure Establish baselines Set targets Develop tools

Gift Reports & Cashflow Frequency: Weekly Purpose: Donor Stewardship Year To-Date Progress Year End Projections Pipeline

Cashflow 2014 GOALYTDDELTA YTD + ProjectedDELTA YTD + AsksDELTA Annual220,00052, ,317198,066-21,934170,146-49,854 Board Campaign120,00059,470-60,530127,2507,25098,274-21,726 Gala ,20081, ,700187, ,750-99,450 Gala ,3007,500-97,80078,650-26,65087,300-18,000 Golf ,000155,725-47,275205,0002,000159,725-43,275 Derby ,50022,096-3,40422,096-3,40422,096-3,404 Foundation Grants319,580128, ,705330,27510,695595,296275,716 Corporate Grants60,000137,50077,500125,62565,625199,000139,000 Grants for Subsequent Yrs240,000232,075-7,925232,075-7,925232,075-7,925 Grant Releases ,4208,625-18,79527, ,508,000886, ,9511,534,20726,2071,679,082171,082

Action Reports: Gift Officers Frequency: Weekly or Monthly Purpose: Individual Progress, Donor Moves Management DonorActionDatePurposeNOTES Jane Doe Mission Moment9/18/2014 Stewardsship Tom SmithPhone Call9/16/2014 Cultivation Invited him to lunch w teens Susie DonorMeeting9/20/2014 Solicitation: Renewal Sammie ProspectLetter9/18/2014 Solicitation: Follow-Up Requested information re: YOP

Donor Metrics: Monthly Renewals Annual & EventsAnnual Only Source2013 Pool GoalActual 8/15/13 YTD 2013 Pool GoalActual 8/15/13 YTD Donors% RetainedDonors% RetainedDonors % RetainedDonors% RetainedDonors Individuals %13828% %5822%66 $1, $500-$ $0-$ Corporations %5349% %1831%17 Foundations251976%832% %729%7 Total %19932% %8324%90 Upgrades Annual & EventsAnnual Only Source2013 Pool GoalActual 8/15/13 YTD 2013 Pool GoalActual 8/15/13 YTD Donors % UpgradedDonors % UpgradedDonors % UpgradedDonors % UpgradedDonors Individuals %469.4% %218.0%23 $1, $500-$ $0-$ Corporations %1614.8% %35.1%7 Foundations25832%28.0%324729%28.3%3 Total %6410.3% %267.6%33

Work Plan: Monthly StrategyDeadlineTeam Member(s)Progress Notes (celebrate, monitor, or act now) Secure $167,600 in pre-event sponsorship and ticket sales 2/28/14 $138,300 (-29,300) ($295,150 total gross) Secure $109,000 from fund-a-need auction3/8/14 $156,850 Maintain event expenses of $56,000 or less3/31/14 $49,864 Acquire 50 new donors3/8/14 49 Encourage sponsors to fill tables to increase attendance Done but not with great success Encourage returning sponsors to bring new guests or continue to bring guests that have given generously Done but not with great success Integrate brand awareness points (measure post- event?) 3/8/14 Succeeded (is measuring still a priority?) Announce 2015 Chairs at summer ‘14 Board meeting7/15/14 Done – can be announced April Bd. Mtg. Facilitate 2015 venue decision6/30/14 X/XX at ABC Venue Create 2015 Event Budget document & goal for ratification 7/31/14 July prospect review Build Committee8/31/14 July 7 leadership meeting Gala sponsorships8/31/14 All Packet Sent OBJECTIVE 2: Secure $275,000 in Gala gross revenue

Challenges to Using Data for Fundraising

Creating a Data Culture A belief that data is the foundation of successful fundraising CEO/ED buy-in Staff understanding and investment in its use Demonstrated effectiveness Communication using data

Raise More Money with Data Questions???

Raise More Money with Data THANK YOU! Kristine RamseyAmy Rome Covenant House Missouri The Rome Group