1. 1 ©2011 Convio, Inc. | Page Do More With Less: The Complete Toolbox for Small & Growing Nonprofits

2. 2 ©2011 Convio, Inc. | Page Younger Donors Wanted But it’s more likely him… Rather than her…

3. 3 ©2011 Convio, Inc. | Page % Giving Total Annual Giving b. 1965-1980 58% Give 35.9M donors $796 yr/avg 4.2 charities b. 1981-1991 56% Give 28.5M donors $341 yr/avg 3.6 charities b. 1946-1964 67% Give 52.2M donors $901 yr/avg 5.2 charities b. ≤1945 79% Give 30.8M donors $1066 yr/avg 6.3 charities Generational Giving Study Size of each pie is significant – represents total population of each

4. 4 ©2011 Convio, Inc. | Page Pace of Change

5. 5 ©2011 Convio, Inc. | Page ANNUAL GIVING DONATED BY CHECK BY MAIL PRIMARY CHANNELS REGULARLY ON FACEBOOK Changing Constituent Landscape Matures 39M POPULATION Boomers Gen X 78M POPULATION 62M POPULATION

6. 6 ©2011 Convio, Inc. | Page Direct donation 42%Attended event19% Visited website 27%Promoted to others15% Donated goods23%Volunteered15% Direct donation51%Attended event 18% Donated good28%Volunteered 16% Visited website19% Direct donation61% Donated goods25% Attended an event13% Direct donation71% Donated goods26% Attended an event13% Gen Y Gen X Boomers Matures First Engagement

7. 7 ©2011 Convio, Inc. | Page Word of Mouth is Critical GEN YGEN XBOOMERMATURE 87%89% 82%76% “Peer to peer solicitation is the most acceptable form of solicitation”

8. 8 ©2011 Convio, Inc. | Page

9. 9 New Donor Challenge Source: Target Analytics donorCentrics™ Index of National Fundraising Performance | Fourth Quarter 2010

10. 10 ©2011 Convio, Inc. | Page Adding channels can dramatically improve your results.

11. 11 ©2011 Convio, Inc. | Page 34.4% 50.9% New Donor Renewal Rate Direct Mail Integrated Marketing Donor Value Over 12 Months $96 $187 Direct Mail Source: Company whitepaper entitled “Integrating Online Marketing (eCRM) with Direct Mail Fundraising” 1 Traditional defined as offline use. 2 Internet Enabled defined as both offline and eCRM use. Integrated Marketing Lifetime Donor Value $314 $694 Lifetime Donor Value Direct Mail Integrated Marketing Integrated Engagement Increases Loyalty

12. 12 ©2011 Convio, Inc. | Page Limited staff Limited budget Data everywhere Not enough emails Don’t have a strategy Insufficient website Roadblocks to Success

13. 13 ©2011 Convio, Inc. | Page Increase staff productivity −Get control of your data −Enhance fundraising and mission operations Begin major donor identification and cultivation Expand donor universe −With new donor prospecting programs −Grow email file −Leverage peer to peer, social media −Improve conversion/ retention But, you can…

14. 14 ©2011 Convio, Inc. | Page

15. 15 ©2011 Convio, Inc. | Page 50% of organizations use slips of paper, Excel spreadsheets, and personal contact managers (i.e. Outlook) to manage their data. 51% of organizations manage over 4 repositories of data. 8-10% is the average yearly turnover for an organization. Relationship data lives with the people working within your org—protect it. Institutional Memory

16. 16 ©2011 Convio, Inc. | Page 47 Spreadsheets

17. 17 ©2011 Convio, Inc. | Page Understand constituency as a whole

18. 18 ©2011 Convio, Inc. | Page Interact on an individual level and track relationships Donors Advocates Volunteers Event attendees Board members Corporations Media Academics Public officials

19. 19 ©2011 Convio, Inc. | Page Donors Prospects Events Programs Corporations Volunteers Media Academics Partners Practitioners Advocates Lapsed Common Ground = central nervous system

20. 20 ©2011 Convio, Inc. | Page Measuring List Overlap Source: Fidelity Charitable Gift Fund and VolunteerMatch http://www.charitablegift.org/learn-about-charity/news/12-03-2009.shtml http://www.charitablegift.org/learn-about-charity/news/12-03-2009.shtml VOLUNTEERS DONORS 67%

21. 21 ©2011 Convio, Inc. | Page Walker / Rider National DM Donors Activists Online Donors Auction/Gal a / Golf Attendees General Donors Walker / Rider National DM Donors 1.2% Activists 13.9% 5.8% Online Donors6.4%2.8%3.9% Auction/Gala/ Golf Attendees 8.9%0.8%7.0%0.6% General Donors1.9%22.6%6.1%0.6%0.3% Major Donors9.6%2.0% 28.3% 1.0%4.7%0.8% Measuring More List Overlap

22. 22 ©2011 Convio, Inc. | Page Overlap isn’t good…it’s GREAT!! Volunteers Annual Fund Donors Prospective Foundations & Corporations Prospective Major Donors Foundations & Corporations Journalists Advocates Nonprofit Leaders Program Recipients Practitioners Volunteers

23. 23 ©2011 Convio, Inc. | Page CG Action Plan Screen Shot Goes Here PROSPECTIVE MAJOR DONORS Who are they? Business Leaders Entrepreneurs Loyal Supporters Program Recipients Why are they important? Capacity to give gifts with great impact Likely to be well-connected Why do they deserve cultivation? Your org could suffer a major setback if you left without documenting moves Everyone will look bad if this prospect gets on the wrong list (e.g. asked for $10) Proper cultivation = big gifts later (e.g. planned giving as a legacy) Wants & Needs

24. 24 ©2011 Convio, Inc. | Page Common Ground™

25. 25 ©2011 Convio, Inc. | Page Major Donor Process Improvement

26. 26 ©2011 Convio, Inc. | Page What’s in Common Ground for you? All the donor database basics you’d expect Gift & donor accountability Householding Batch entry Direct mail & email Volunteers & events Online gift & sign-up forms Included training & support Cloud-hosted (no hardware or software to install & maintain) But more flexible Holistic CRM Custom fields, permissions, & reports Automated inbox delivery of reports & dashboards Moves plans for any constituent type, triggered notifications, & custom workflows Truly custom-fit to your organization’s needs And future-proof No unexpected fees No need to move data in/out Revenue forecasting Auto-logging of interactions for institutional memory Online forms “on-the-fly” Social insights & mobile access Open ecosystem of service partners & add-on features

27. 27 ©2011 Convio, Inc. | Page Expand Your Universe Reach new people Understand their preferences Welcome them Cultivate the relationship Ask for support (not limited to fundraising)

28. 28 ©2011 Convio, Inc. | Page Reach: Email File Expansion Cumulative Online Revenue # Email Records

29. 29 ©2011 Convio, Inc. | Page Engage Acquire Learn

30. 30 ©2011 Convio, Inc. | Page Engage Acquire Learn

31. 31 ©2011 Convio, Inc. | Page Small to mid-sized organizations are growing the fastest

32. 32 ©2011 Convio, Inc. | Page Can I have your email? No Maybe donaldduck@yahoo.com

33. 33 ©2011 Convio, Inc. | Page Average new emails gathered via list growth campaign

34. 34 ©2011 Convio, Inc. | Page Average annual online revenue per email address

35. 35 ©2011 Convio, Inc. | Page List Growth Go! Program Participant Fielded petition Doubled their list Boosted revenue 600%

36. 36 ©2011 Convio, Inc. | Page List Growth Ideas Basic Ask

37. 37 ©2011 Convio, Inc. | Page List Growth Ideas Pledges Basic Ask

38. 38 ©2011 Convio, Inc. | Page List Growth Ideas Pledges Give-Aways Basic Ask

39. 39 ©2011 Convio, Inc. | Page List Growth Ideas Pledges Give-Aways Downloads Basic Ask

40. 40 ©2011 Convio, Inc. | Page List Growth Ideas Pledges Give-Aways Downloads Sponsored Donations Basic Ask

41. 41 ©2011 Convio, Inc. | Page

42. 42 ©2011 Convio, Inc. | Page Engage Acquire Learn

43. 43 ©2011 Convio, Inc. | Page Understand Preferences Double the response

44. 44 ©2011 Convio, Inc. | Page Learn: Preferences

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47. 47 ©2011 Convio, Inc. | Page Who Are You? Total Recipients: 2,196 Opens: 947 (43.24%) Click-Throughs: 471 (21.51%) Recipient Actions: 386 (17.63%)

48. 48 ©2011 Convio, Inc. | Page

49. 49 ©2011 Convio, Inc. | Page Engage Acquire Learn

50. 50 ©2011 Convio, Inc. | Page

51. 51 ©2011 Convio, Inc. | Page Increased likelihood of message open, first month

52. 52 ©2011 Convio, Inc. | Page Lean on established best practices to get the most results from technology Welcome in a timely manner

53. 53 ©2011 Convio, Inc. | Page Automated Welcome Series

54. 54 ©2011 Convio, Inc. | Page Cultivation Content is king

55. 55 ©2011 Convio, Inc. | Page Deliver Distinctive, Compelling Content

56. 56 ©2011 Convio, Inc. | Page Percent typically opening regular eNewsletters

57. 57 ©2011 Convio, Inc. | Page

58. 58 ©2011 Convio, Inc. | Page Percent of marketers who agree that social media extends the reach of email content to new markets

59. 59 ©2011 Convio, Inc. | Page Percent of Facebook posts | Tweets containing links Supporters can’t share content you don’t publish and broadcast online

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62. 62 ©2011 Convio, Inc. | Page You Have to Ask Methodically © 2008 Convio, Inc. 4X the initial amount Message 1 First Ask Message 2 No action – ask again Message 3 Final attempt

63. 63 ©2011 Convio, Inc. | Page Multi-Part Campaigns 1 1 2 2 3 3

64. 64 ©2011 Convio, Inc. | Page Unlike Direct Mail, email has no per-piece mailing cost

65. 65 ©2011 Convio, Inc. | Page

66. 66 ©2011 Convio, Inc. | Page Thank you for attending! Next Steps: Download today’s presentation and additional free resources that will help your organization do more with less: www.convio.com/domorewithless www.convio.com/domorewithless Connect with us! Twitter: @convio Email: info@convio.com Blog: www.connectioncafe.cominfo@convio.comwww.connectioncafe.com