Attracting and Retaining Donors using ROI The Challenges Long - PowerPoint PPT Presentation

Attracting and Retaining Donors using ROI

The Challenges • Long term relationship value • Alignment based on outcomes • Data-driven decision-making

The Business Giving Market

The Philanthropic Giving Market

The 9 keys to ROI-based Fundraising 1. Know Your Onions 2. Outputs Good, Outcomes Better 3. Align outcomes 4. Ready, Aim.. 5. Gather the Data 6. Analyse Rigorously 7. Focused reporting 8. Relationships Built on Evidence 9. Communicate Alignment

1. Know your Onions • Know your product (self assessment of outcomes) • Know your target (research their objectives) • Make direct contact on the phone and follow up in person • Build prospectus on aligned mutual outcomes

Type of Activity Weighted Average $3.43 Events $3.66 Direct Mail Appeals $11.15 Community Fundraising $19.11 General Donations $33.33 Major Gifts $56.83 Bequests Source: Jeff Buchanan http://www.askright.com/

2. Outputs Good, Outcomes Better

3. Perth Festival Strategic Goals 2018-22 Align Outcomes Sector Development - Local Bonding, Briding & Linking Indiviudal Econmic Benefit Participatory Experiences Mental & Physical Health Increased Reach - Market Community Belonging Employment Prospect Natural Connection Wesfarmers Values Safety & Security Events/Program Chevron Values Positive Future Sense of Place Collaboration UWA Values Appreciation Recognition Stimulation Enrichment Citizenship Awareness Belonging Equality Insight Places Cultural Social Civic Economic Place Quality Assessment Criteria As EXCELLENCE: Curate a diverse artistic program of the highest international x c c x x c x x x x quality 9 Indigenous Culture and Community x x x c x c 6 Diversity and Inclusion x x c c x c 5 IDENTITY: Be remarkable, with a clear x c x x c x x x c c c x x c x voice and character 14 Openness x x x c c c c c 7 Freedom x c c c x x c 6 Equity and merit x x c c 4 Integrity and Trust x x x c c c c c 7 Integrity x x c c c c c c 7 Openness x x c 2 Partnership x c x c c x c 6 SUSTAINABILITY: Secure the future x x c c x x c c c 8 ADVOCACY: Contribute to a strong x c c x x x x x x x cultural ecology 9 High Performance x c c 2 Entrepreneurial Spirit x c c c 3 Accountability x x c c 3 Sustainability x c c c c c x c x 8 Protect People and the Environment x x x x x 4 x c c x High Performance x 4 4 3 6 5 4 8 7 10 8 7 4 2 3 3 5 2 8 4 5 2 4 6 3 1 4 4 5 4

4. Ready, Aim…

5. Gather the Data

6. Analyse Rigorously

7. Focused Reporting

8. Relationships Built on Evidence

9. Communicate Alignment

2019

A World of Evaluation

@countsapp @culturecounts michael.chappell@culturecounts.cc