Is that Jed Clampett or James Bond Hiding in Your Database?

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Is that Jed Clampett or James Bond Hiding in Your Database?

Daniel Neel & Vicki Claussen

March 13, 2012


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Daniel NeelPresident,

The Fundraising Resource Group

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Vicki ClaussenDirector of Partner Relations,

The WealthEngine

Is Jed Clampett Hiding in

Your Database?

© Copyright 2011. The Fundraising Resource Group, LLC. All rights reserved.

&

Know Your Donors

“Don’t drown in a sea of

opportunity.”

Doug Sherman

Founder and President

Immaculate Heart Radio

www.thefundraisingresource.com

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THIS?

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or THIS?

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THIS?

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or THIS?

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THIS? or THIS?

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Capacity

Access

Relevance

Characteristics of a True Prospect

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Capacity

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CapacityWhat Would be Helpful to Know

Source of wealthReal estate holdings

Pension Funds

Public investments

Liquidity events

Philanthropic history

LifestyleWho’s Who

Airplane/YachtThe Clampett

Mansion

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Comprehensive Data from 30+ Sources

Acxiom Household

Profiles

Dun & Bradstreet

Hoovers Business

Information

Marquis Who’s Who

Reuter’s Market Guide

Airmen Certificate –

Pilot license

Physicians Profiles –

AMA

SSA Master Death

Index

Do Not Mail Registry

Personal

Demographics

Business &

OrganizationsAsset & Income

Philanthropic /

Giving

D&B – Business

Profiles

D&B – State Business

Registrations

GuideStar Directors

GuideStar Foundations

Section 527 Political

Organizations

Foundation Trustees

Acxiom Household

Profiles

DataQuick Real Estate

LexisNexis Real Estate

Aircraft Registration –

FAA

Boat Owners – Coast

Guard & State Reg’s

IRS Pension Holders

Reuter’s Market Guide

SEC – Insider Stock

(WealthID)

Federal Election

Contributions

State Political

Donations

Section 527

Organization

Donations

Donations to tax

exempt

organizations(IRS

Section 501 (C)(3))

CapacityWhere Can You Find That Info

CapacityResults and Sources of Wealth

Ratings

P2G score 1-0

ECG $23,467,890

Annual Gift Range $50K-100K

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CapacityWhat You Need to Know

An Estimate of what

they could give if

properly inspired.

Next step determine

who can help you

answer “could they be

properly inspired”.

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Access

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AccessWhat Would be Helpful to Know

Relationship to your

organization’s inner

circle

Personal

connections

Business/Foundation

connections

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AccessWhere You Can Get the Information

Guidestar Reports

Business Data Bases

Hoover’s

D&B

Market Guide

Personal connections

Links to your Inner Circle

Social Activity

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Identify connections

Link to your Inner Circle

Easily track who knows who

Create an invitation list to a

block party or who should

sit at the table for 8

Find Access:

Circle of Friends

Who can open the

door…

Bosley

Corporate BoardJoe Smith

Jane Brown

Jennifer Davis

Hospital BoardSarah Manson

Charlie

Nate Turner

Leslie Marsden

Sam Marsden

Jean Harding

Wes Marsden

Marsden Family Foundation

Find Access:

Circle of Friends Who can open the

door… Circle of FriendsDun & Bradstreet

Company Name Title

Oracle Cable Inc. Coulson, Charles Principal

Oracle Corporation Catz, Safra A President

Daley, Dorian Sr. Vice President-Gen Counsel-Secretary

Epstein, Jeff Chief Financial Officer

Henley, Jeffrey O Chairman Of The Board

Hurd, Mark V Co-President

Phillips, Charles E Chief Financial Officer

Quinlivan, Mark Chief Operating Officer

Wagner, Jan President

Oracle Systems Corporation Catz, Safra A Chief Financial Officer

Phillips, Charles President

Oracle USA Inc. Catz, Safra A Chief Financial Officer

Conway, Craig Principal

Jordan, Ann

Philliips, Charles Co-President

AccessWhat You Need to Know

Who can open the

door?

How do they want

to be approached?

What would most

appeal to them? Charlie

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Relevance

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RelevanceWhat Would be Helpful to Know

Reasons for giving

Propensity to give

Frequency of giving

Similar organizations

supported

Connection to your

organization

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RelevanceHow You Can Get that Information

Other Charitable Giving

Crowd-sourcing

Perusing Annual Reports/

Website

Political giving

Model Likelihood to Give

RFM

Recency

Frequency

Amount of largest or total gifts

Ask

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Relevance

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Putting Capacity and Relevance Together

RelevanceWhat You Need to Know

What is their

passion?

Why you?

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The Value of

Research30

Finding Capacity, Access and

Relevance Details

Fully integrated. Scalable. Best in class. Your results

are ready.

Who are the best donors and prospects? Analytics allows you to draw conclusions and make informed decisions.

What can be learned about these people? In-depth, contextual information to better understand each prospects.

How to find more prospects just like them? Leading tools to build a prospect pipeline and thoughtfully expand organizations

reach.

What strategies should be use to reach them? Customized insight and advice to develop and execute your fundraising strategy

with precision, monitor it’s progress and measure it’s success.

Analytics: Provides Capacity,

Relevance Access

Identify donors

with the best

ability &

propensity to

give

Transformational insight on donors and prospects so you can

build effective fundraising programs

Segment and

prioritize clients

database and/or

prospect lists

Use Data to

drive cultivation

strategy for

each of your

donor/prospect

pools

Custom models

to predict giving

and determine

the right ask

Wealth Appends

to Identify the Right Targets Segment and target donors for every fundraising campaign…

Capacity Wealth Insight Scores

Propensity to Give (P2G™)

Total Assets

Net Worth

Liquidity

Annual Donations Estimate

Wealth Attribute Scores

Estimated Giving Capacity

RFM

Planned Giving—Bequest,

Annuity, Trust

Influence

Inclination: Giving

Inclination: Affiliation

Estimated Income

Available with FindWealth 8

Extract More Value

Analyze Data Faster

Fundraise More Cost

Effectively

Enjoy Greater Flexibility

Make More Informed

Decisions

So You Can…

Propensity to Give (P2G) Score

Quickly Defines Capacity and Relevance

30% - 35%

45% - 50%

10% - 15%

< 5%

5% - 10%

15% - 25%

25% - 35%

40% - 45%

25% - 30%

< 1%

P2G successfully predicts 80% of major donors so

you can spend less time validating data

P2G looks at: the predictive value of data sources

the quality of match to those sources

the estimated giving capacity

75% - 85% of your

total giving typically

comes from donors

in the P2G-1 & P2G-2

scoring categories

Custom Analytics to find out who

looks most like the Your Clampetts

Segment and rank order constituent base

Find new prospects that mirror the best donors

Identify new prospects with connections to the donor base

Develop strategies across the fundraising lifecycle

Apply data-driven strategy to all of your fundraising efforts

Major Gift Model

Next Gift

Amount

Planned Giving

Model

Annual Fund

Model

Likelihood to

Give Model

Gift Pyramid Donor 360⁰Prospecting

Lookalikes

Access, Relevance, Actual

Capacity Values

Picture of Who’s Who, Business Reports

And Your Very Own

Ellie Mae

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Buffett

Corporate BoardJoe Smith

Jane Brown

Jennifer Davis

Bill and Melinda

Gates

FoundationHoward Buffett

Warren Buffett

Charlie

Nate Turner

Leslie Marsden

Sam Marsden

Warren Buffett

Wes Marsdte

Bill Gates

Berkshire Hathaway

Anecdotal

Prospect Review

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Prospect ReviewWhat It Is

Confidential conversations with

knowledgeable constituents

Discussion to discover the passions

and interests of prospective donors

Information gathering to prioritize

activities

Summary of all information to

develop donor plans

Validation of donor research

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Prospect ReviewWhat It Is Not

Not a rating

system

Not intrusive

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Prospect ReviewWhat It Does

Identifies prospects

versus “suspects”

Validates the

financial roadmap

Determines

priorities and

actions

Provides direction

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Prospect Review

Validating the Goal

At least one good

prospect for each gift

Preferably a 3:1

Ratio for the Top 10

gifts

Cumulative value of 2

to 3 times the goal

$12 Million Objective

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Planning & Approach

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Planning & ApproachUsing Research and Review

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Segment the donor

base

Create portfolios

Develop donor

plans

Measure Results

Planning & ApproachSegment the Donor Base

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Top 10

Next 20

Upper 70

Remaining

100

All the rest

Planning & ApproachSegment the Donor Base

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Planning & ApproachCreate Portfolios - The Formula

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Planning & ApproachCreate Portfolios – Who and How Many

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Position % of Time Portfolio #

Director of

Development

60% 50 - 60

Major Gift Officer 100% 75 - 100

CEO 30% 20 - 30

Board Chair 10% 10 - 15

Others as appropriate

Total 155 - 205

Planning & ApproachDevelop Donor Plans: a Donor-Centric Approach

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Based on research and review

Match donor passion and

interest

Plan activities

Plan approach

Determine “ask” amount

Document the plan

Ask for the gift

Planning & ApproachPlan Activities

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Qualify

Connect

Invite

Fulfill

Alerts for Money in Motion

Significant Happenings

Assets

Donations

Activities

Income

Notification of a change in liquidity

or financial position

Monitoring of news for a change in

a prospect’s business

NEW Technology

• Alerts on executive management

changes (hiring, firing, promotions,

transfers)

• Alerts on changes in philanthropic

activities (large donations, new

foundation, etc.)

Be more proactive and respond faster with Alerts…

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Document the Plan

Retain

Upgrade

New

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Planning & ApproachMeasure Results

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Planning & ApproachNew Donors/Prospects

Creative, targeted list services that get to the heart

of your ideal prospect. Search for your best

donors/clients and generate a list worthy of

attention.

Expand your reach

with Circle of Friends

Networking

Build your pipeline

with Prospect

Generator

Create targeted lists

with Demographic

Appends

Identify Look-Alikes:

Prospect GeneratorExpand your reach and build your pipeline of prospects…

Find new prospects that meet

the profile of your best donors

• Generate a list of qualified prospects

• Identify key attributes of your best

prospects

• Instantly drill down to get a clearer

picture of their wealth, affinity and

giving

Your Best Donors

• Looking at the test file

• 88% matched in Political

Donations

• 92% have property

• 85% connected to Foundation

• 95% business connections

Planning & ApproachUpgrades from the Donor Base

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Planning & ApproachMeasure Results

This Only a Test

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Know Your Donors

I know the characteristics of a prospect

I understand the value of donor research

I can interpret information returned from donor screening

I know what anecdotal prospect review is

I know what anecdotal prospect review is not

I can use prospect research and review to validate financial

goals

I can use donor research and review to develop donor-

centric plans

I know what results to measure

I will not drown in a sea of opportunity

Take the Test

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Is Jed Clampett Hiding in

Your Database?

© Copyright 2011. The Fundraising Resource Group, LLC. All rights reserved.

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