Artful Strategies

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Artful Strategies

• Stewardship, a philosophy, a way of fund raising

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Raising today is complex

• The way we did business in the past is
  accelerating donor attrition
• Solicit donors who just gave
• Donor directed / centered fund raising is much
  more work for the institution
• Those who do not change will be constantly
  looking for new donors to replace donor attrition
• Donor support is now focused on two or three
  primary choices.

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Knowledge Based Decisions

• Donor File Audit
• Benchmarking
• Modeling

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File Audit Data

• Giving Patterns
• Upgrade / Downgrade
• ROI
• Donor Retention
• Donor Penetration

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Benchmarking

• Nationally Giving USA
• Regionally
• Universal Trends
• Trends by Type of Institution

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Modeling

• Revenue distributions
• 90 of revenue 10 of gifts / donors
• What is the age of the 10 donors?
• Where are the new donors going to come from?
• Allows us to overlay a universe to find like
  prospects
• Donor / member / member donor

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The use of ROI

• Using ROI as the benchmark for donor segmentation
• Highest of donor file lt50 donors
• Examine everything that is being done with this
  group
• Shift dollar savings to the most productive
  segment

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Capacity and Inclination

• Where do you stand in your donors giving
  pattern?
• Stop wasting time on unproductive activities
  Milford, Ct client
• Use giving patterns to help determine the correct
  person to make the ask
• Always look for the unintended consequence MPM

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How do non-ask communications affect the ask?

• On time acknowledgments
• Welcome packages
• How are the funds being spent?
• Donor Surveys
• Meaningful results of the gifts at work

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The Knowledge base

• You are now ready to move donors from giving
  modest gifts to major and planned gifts

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Why Artful Strategies

• Began as a follow-up to wealth screening
• A way to manage second tier prospects
• Provides the necessary tools to implement a
  successful major gift program

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The Audience

• The audience should contain
• Known Prospects
• 250 and above donors
• MPP from wealth screening

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The Touch Points

• A different look
• Donor centered newsletters
• Note cards
• Planned giving information
• Bounce backs

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The Touch Points

• A case for philanthropic need where will the
  gifts be directed
• A report on what effect the gifts have had on the
  mission
• A case for increased support
• A complete giving society
• Build on self identified areas of interest view
  book
• One to One communication

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Finally

• If you cant measure performance you cant
  improve it