Avectra Users & Developers Conference (AUDC) Presentation by Smita Vadakekalam from Heller Consulting on Fundraising and the Power of CRM

2. Fundraising and the Power of CRM
March 4, 2013

3. Today’s Speakers
Smita Vadakekalam
Director of Professional Services
Heller Consulting
Steve Werner
Manager, Sales Engineering
Avectra

4. About Heller Consulting
Experience
16 Years – 900 Clients – 2,000 Projects
Places
San Francisco, Chicago, New York, Boston
People
30+ People – Smart, Skilled, Committed
Focus
100% Nonprofit

5. Heller Consulting Service Areas
Strategy
Implement
Optimize
Grow
Needs Analysis and Software Evaluation
Conversion and Implementation
Cleaner Data, Better Business Practices
Leverage Data for Strategic Growth
Our Goal: Empower nonprofits to work efficiently and effectively

6. Poll

7. Objectives
• Understand
fundraising strategies
• Understand how CRM
can make that more
effective
• Understand how
Avectra’s products
support that strategy

8. Fundraising Yesterday and Today

9. Strategies
Direct Mail
Telemarketing
Major Gifts
Planned Giving
Corporate &
Foundation Grants
• Email
• Websites
• Facebook /
Twitter, private
networks
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•
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10. Direct Mail Fundamentals
• Direct appeal for money
via the mail
• Targeted Segmentation
• Seeds other Strategies

11. Direct Mail – How CRM Supports
• Target based on a wide
variety of interactions
• Better reporting

12. Telemarketing Fundamentals
• Most commonly used
with universities
• Very expensive
• Seeds other strategies

13. Telemarketing– How CRM Supports
• Better demographic data
• CRM can show us the
critical pieces of
information about a
donor or prospect during
the call

14. High Touch Fundamentals
• Major Gifts
• Foundation &
Corporation Grants
• Planned Giving

15. High Touch– How CRM Supports
• Understand how engaged
an individual is with you
• Understand company’s
involvement
• Identify prospects

16. Online Fundamentals
• Email & Websites
• Mobile giving

17. Online– How CRM Supports
• Providing targeted
content increases
likelihood of giving
• Websites can dynamically
render based on
constituent data
• Email targeted based on
CRM knowledge

18. Social Fundamentals
• Facebook, Twitter, pri
vate networks
• Not as direct as
fundraising strategy

19. Social– How CRM Supports
• Makes people more
engaged
• Increases visibility of
your organization

20. Nonprofit Fundraising Survey 2011

21. Summary
Lots of strategies to try!
CRM supports those strategies
Implement Strategy
Analyze/Revise Strategy

22. Questions?

23. Resources
Fundraising
Chronicle of Philanthropy - http://philanthropy.com
Foundation Center - http://foundationcenter.org/
Association of Fundraising Professionals - http://www.afpnet.org
Fundraising & Technology
Heller Consulting – http://www.connectedcause.com
Fundraising & netFORUM
http://fundraising.avectra.com/solutions/donor-managementfundraising.php

24. www.teamheller.com • 800-794-0774
www.theConnectedCause.com

25. RFM Report

26. Messaging Campaign

27. Major Gift

28. Planned Giving

29. Corporations and Foundations

30. Moves Management

31. Website

32. Social