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Digital Development Officers:
How Kansas State is connecting with more
donors and passing more prospects to major
gift officers
Eric Holderness
AVP of Development
Kansas State University
Foundation
erich@ksufoundation.org
Mike Nagel
Manager of Custom...
How is your institution thinking
about a Digital Gift Officer program?
Poll Time
And if you are… how’s that Digital
Gift Officer program going?
Poll Time
SN
Dear Eric,
I loved my time so much as a
Journalism student in Kedzie
Hall that I named our dog,
“Kedzie.”
By the way, m...
Winning companies treat
you like they know you.
Top 5%
Bottom 95%
Me
Mike Nagel
Donor counts have
dropped by 33% in
the last 15 years
YOY donor
retention is
~65%
Old-school tactics
miss the mark
The Pro...
Bottom 95%
5%
Old Way
SN
Dear Eric,
I loved my time so much as a
Journalism student in Kedzie
Hall that I named our dog,
“Kedzie.”
By the way, m...
Remember that letter?
Remember that letter?
Kevin N.
Lenexa, KS
Class of 1992, Kansas State
President
Energy Group
5%
Middle
Bottom
New Way
Personal, Digital Outreach
- Renew sub-$10k Donors
- Reactivate Lapsed Donors
- Acquire Engaged N...
Engage
Qualify
Assign
Solicit
Retain
New Way
#FLIPTHEPYRAMID
Download:
Digital Gift Officer
Playbook
Just open your camera, point
it here, and tap the link
Bridging a Gap
Program Goals
Contacts a Day # of Delivered
Solicitations
# of Major Gift
Referrals
K-State
Problem We’re Solving Major Gift Pipeline
Primary Goal Major Gift Leads
Secondary Goal Delivered Solicitations
Key...
A Day in the Life
of a DGO
“Donor Concierge”
● Simplify the donor experience
● First response when someone
calls to give or gives online
● Answer mai...
Gift Story
“Donor Concierge”
● Read all call notes from student
callers
● Who’s raised their hand and is
ready for the next conversat...
Warm Up & Follow-Up (with the
Right People)
● Work in lockstep with Strategic
Solicitation
● 15k mailing… Who are the righ...
Finding Impact Stories
● What are the best stories from
campus?
● Passion + Purple
● K-State Today
● Social Media
● Magazi...
Delivering the Message
● Who’s Facebook
engagement, giving
history, or contact report
reveals interest in the
topic?
● Lev...
Campaigns and Projects
Hale Library
Bosco Scholarship
Early Wins
Lessons Learned
(so far)
Move Fast, Break Things (What We’ve Learned)
● Mistakes happen — how do we make
it right? (ThruText, social ambassador
pro...
What’s Next?
What’s Next?
What’s Next?
● How to activate never-donors?
● Allowing people to give back no matter how they want
to give.
● Expanding t...
How to Take a Giving
Funnel Approach
Download:
Digital Gift Officer
Playbook
Just open your camera, point
it here, and tap the link
Admit Something Needs to ChangeStep 1:
Since 2005, alumni participation rates have
dropped by 33%
Since 1990, they have be...
Start with a TestStep 2:
Build Your FunnelStep 3:
ENGAGE
QUALIFY
ASSIGN
SOLICIT
Make it PersonalStep 4:
Connect interests
and engagement
to opportunities to
give
Measure ImpactStep 5:
1. What did you learn?
2. Did you hit your goals?
3. What difference did your team make?
Q&A
Eric Holderness
AVP of Development
Kansas State University
Foundation
erich@ksufoundation.org
Mike Nagel
Manager of Custom...
Digital Development Officers at K-State: How Kansas State is connecting with more donors and passing more prospects to maj...
Digital Development Officers at K-State: How Kansas State is connecting with more donors and passing more prospects to maj...
Digital Development Officers at K-State: How Kansas State is connecting with more donors and passing more prospects to maj...
Digital Development Officers at K-State: How Kansas State is connecting with more donors and passing more prospects to maj...
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Digital Development Officers at K-State: How Kansas State is connecting with more donors and passing more prospects to major gift officers

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EverTrue's presentation with K-State for the CASE District VI Conference 2020.

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Digital Development Officers at K-State: How Kansas State is connecting with more donors and passing more prospects to major gift officers

  1. 1. Digital Development Officers: How Kansas State is connecting with more donors and passing more prospects to major gift officers
  2. 2. Eric Holderness AVP of Development Kansas State University Foundation erich@ksufoundation.org Mike Nagel Manager of Customer & Product Marketing EverTrue mike.nagel@evertrue.com Quinlan Stein Digital Development Officer Kansas State University Foundation quinlans@ksufoundation.org Georgina Clemens Digital Development Officer Kansas State University Foundation georginac@ksufoundation.org
  3. 3. How is your institution thinking about a Digital Gift Officer program? Poll Time
  4. 4. And if you are… how’s that Digital Gift Officer program going? Poll Time
  5. 5. SN Dear Eric, I loved my time so much as a Journalism student in Kedzie Hall that I named our dog, “Kedzie.” By the way, my husband needs one of those lovely purple ties. Where can I get one? Sincerely, Stacie N. ‘92
  6. 6. Winning companies treat you like they know you.
  7. 7. Top 5% Bottom 95% Me
  8. 8. Mike Nagel
  9. 9. Donor counts have dropped by 33% in the last 15 years YOY donor retention is ~65% Old-school tactics miss the mark The Problem Other tactics create short-term spikes, not long-term loyalty
  10. 10. Bottom 95% 5% Old Way
  11. 11. SN Dear Eric, I loved my time so much as a Journalism student in Kedzie Hall that I named our dog, “Kedzie.” By the way, my husband needs one of those lovely purple ties. Where can I get one? Sincerely, Stacie N. ‘92
  12. 12. Remember that letter?
  13. 13. Remember that letter? Kevin N. Lenexa, KS Class of 1992, Kansas State President Energy Group
  14. 14. 5% Middle Bottom New Way Personal, Digital Outreach - Renew sub-$10k Donors - Reactivate Lapsed Donors - Acquire Engaged Non-Donors
  15. 15. Engage Qualify Assign Solicit Retain New Way #FLIPTHEPYRAMID
  16. 16. Download: Digital Gift Officer Playbook Just open your camera, point it here, and tap the link
  17. 17. Bridging a Gap
  18. 18. Program Goals Contacts a Day # of Delivered Solicitations # of Major Gift Referrals
  19. 19. K-State Problem We’re Solving Major Gift Pipeline Primary Goal Major Gift Leads Secondary Goal Delivered Solicitations Key Metrics Departmental Dollars Raised, Total Donor Count # of DGOs/DXOs 3 How is Prospect Pool Defined? 40,000 prospects whose wealth capacity indicates Major Gift capable # of Assignments Open cultivation; no official management Daily Activity Goal 100 contacts per day Incentive Compensation No Technology You’re Leveraging EverTrue, ThankView, ThruText, Emma, Skype, Video, KeyHole, Yesware
  20. 20. A Day in the Life of a DGO
  21. 21. “Donor Concierge” ● Simplify the donor experience ● First response when someone calls to give or gives online ● Answer mail, notes, etc. ● Respond to social posts ● Accept… and ask “Why?”
  22. 22. Gift Story
  23. 23. “Donor Concierge” ● Read all call notes from student callers ● Who’s raised their hand and is ready for the next conversation?
  24. 24. Warm Up & Follow-Up (with the Right People) ● Work in lockstep with Strategic Solicitation ● 15k mailing… Who are the right 150 people to get personal outreach before and after?
  25. 25. Finding Impact Stories ● What are the best stories from campus? ● Passion + Purple ● K-State Today ● Social Media ● Magazine
  26. 26. Delivering the Message ● Who’s Facebook engagement, giving history, or contact report reveals interest in the topic? ● Leverage technology (Yesware, ThruText) to send personal communications at scale
  27. 27. Campaigns and Projects
  28. 28. Hale Library
  29. 29. Bosco Scholarship
  30. 30. Early Wins
  31. 31. Lessons Learned (so far)
  32. 32. Move Fast, Break Things (What We’ve Learned) ● Mistakes happen — how do we make it right? (ThruText, social ambassador program) ● What works? What doesn’t? ● Strategy has to be the focus. We’re not selling a product — we’re asking for money for nothing. Thank you very much! This message is exactly why I love the K-State family. Thanks for fixing it and, don’t sweat it. Have a great night. Go ‘Cats and happy holidays!!
  33. 33. What’s Next? What’s Next?
  34. 34. What’s Next? ● How to activate never-donors? ● Allowing people to give back no matter how they want to give. ● Expanding the program ● Building a talent pipeline
  35. 35. How to Take a Giving Funnel Approach
  36. 36. Download: Digital Gift Officer Playbook Just open your camera, point it here, and tap the link
  37. 37. Admit Something Needs to ChangeStep 1: Since 2005, alumni participation rates have dropped by 33% Since 1990, they have been cut in half
  38. 38. Start with a TestStep 2:
  39. 39. Build Your FunnelStep 3: ENGAGE QUALIFY ASSIGN SOLICIT
  40. 40. Make it PersonalStep 4: Connect interests and engagement to opportunities to give
  41. 41. Measure ImpactStep 5: 1. What did you learn? 2. Did you hit your goals? 3. What difference did your team make?
  42. 42. Q&A
  43. 43. Eric Holderness AVP of Development Kansas State University Foundation erich@ksufoundation.org Mike Nagel Manager of Customer & Product Marketing EverTrue mike.nagel@evertrue.com Quinlan Stein Digital Development Officer Kansas State University Foundation quinlans@ksufoundation.org Georgina Clemens Digital Development Officer Kansas State University Foundation georginac@ksufoundation.org

EverTrue's presentation with K-State for the CASE District VI Conference 2020.

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