Monthly Archives: August 2010

Taking a New Approach to Donor Stewardship

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This week’s installment of the Blackbaud webinar series Cultivating Lifelong Donors:  Stewarship and the Fundraising Pyramid presented by Lawrence Henze focused on how nonprofits have traditionally focused on entry level giving and major donors, but have not paid attention to mid-level donors.  Interestingly, I had lunch with a friend who is a director of corporate giving for a NYC nonprofit, and he mentioned the same issue.  A few takeaways from this session:

  1. Identify what giving levels are ‘mid-level’ for your organization – will vary depending on your constituent base
  2. Focus on patterns such as how long these donors have been supporting you, at what time of year, and what age or life stage they are at (there are ways to append this information from other sources if you don’t usually collect it)
  3. Develop stewardship strategies to develop closer relationships with these supporters, e.g. personalized thank yous or opportunities to interact directly with organization staff.

To do this effectively, you must have a central database which everyone uses, and where you enter each ‘touch point’ you have with a constituent.  The product you select doesn’t have to be expensive, but you need to develop an organization mindset where staff are accustomed to tracking and sharing information.  This can sometimes be a greater challenge than finding the right product.

I asked these questions during the Q&A session:

  • Who in development should be assigned to mid-level donors?  The first response was ‘whoever is willing to take it,’ but generally it should be given to those who work with major donors.  After all, the hope is that many of these mid-level contributors will eventually advance to the major donor level.
  • What about having the same person work with a donor as she/he rises through the fundraising pyramid, providing continuity and allowing a solid relationship to be built?  Lawrence said that he hasn’t often seen this in over 30 years of working with nonprofits, and that it might be difficult due to the high turnover of development staff.  But he added that if it could be done, it would most likely be successful.

Think of how you feel when you get to know a salesperson when preparing to buy a software product, then as soon as you make the purchase, you have to deal with the normal support staff, who then have to learn all over about your organization’s needs.  Wouldn’t you feel more comfortable if you could continue to work with the person you started with?  Try this with your constituents and see if it encourages them to move further along the fundraising pyramid.

Tips for Effective Website Redesign

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As other forms of online communication have become available, the main website is no longer the only place where constituents can get information about a nonprofit.   However, it is still important to make sure that the website provides a current and accurate picture of your organization.  Considering a redesign?  If so:

  1. Examine your motivation.  If your prime purpose is to utilize a new technology or to mimic what other nonprofits are doing, that’s not enough of a reason.  If you want to make it easier for supporters to find what they need and to feel more connected with your organization’s mission, then you’re on the right track.
  2. Plan what content management system (CMS) will best suit your needs.  As has always been the case with technology, you need to find the right balance between functionality and ease of use.  Your staff must feel comfortable with whatever tool you select so they will keep the website up to date.
  3. Before hiring a consultant or agency to help manage the process, make sure you speak with references.  Beware those who are overly committed to one product or platform, especially if they haven’t yet taken the time to understand your needs.
  4. Check for consistency with other communication channels: images, messaging, design.  If you’re planning a new look for your website, your other materials will need to change too.
  5. Make sure your new design provides multiple ways for constituents to give feedback and to be engaged.  Provide links or active feeds from your Facebook and Twitter streams.
  6. Identify all stakeholders in your organization and set up a process by which departments work together throughout site development – website redesign must be a collaborative process.
  7. Get feedback from constituents before, during and after the new site is launched.  Don’t fall into the trap of getting opinions mostly from co-workers or from the consultant / vendor that’s assisting you.
  8. Consider using agile project management processes to split the project into small chunks.  This will allow you to celebrate small successes and make changes along the way.
  9. Don’t forget to include staff training in your project plan, especially if you’re implementing a new CMS.  Provide training in many formats: printed documentation, on screen FAQs, webinars, live classes etc.
  10. Using tools such as Google Analytics, take the time to analyze what your constituents are most frequently seeking, and make sure your new design reflects those needs.

Website design doesn’t end when you launch the new site.  As you continue to get supporter feedback, continue to tweak as needed.  A website should be constantly evolving as you discover new ways to inform and engage your audience.

Getting the Most from Social Media

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Attended two events this week on social media, one live and one over the web.  Bonnie McEwan of Make Waves presented ‘U R What U Tweet: Social Media for Career Enhancement‘ at the NYC Foundation Center.  Blackbaud‘s Frank Barry presented ‘Donor Engagement through Social Media.’

At Bonnie’s presentation, I replied to an audience question about how does someone show that they are  ’social media savvy’?  For an individual who wants to establish their professional brand, start with LinkedIn and then a blog – if you can maintain it regularly.  For an organization, Frank suggested selecting a few social networks to start with, preferably those where your constituents are already speaking about your organization and/or cause.  Don’t try to be ‘everywhere’ or by simply using the same messaging.

Should one try to maintain separate professional and personal profiles on sites such as Twitter?  Bonnie said no, that it’s better to ‘be who you are.’   I agree – but make sure that at least 75-80% of your posts are related to your brand.  Bonnie added that every nonprofit should have a social media policy – see this example.

How do you find out what others are saying about your organization.  Frank summarized these tools, only one which is paid:

If you are on social media, you need to engage your audience in conversation, not just send out information.  Frank suggested several ways to enhance your Facebook presence:

  1. use custom tabs
  2. create calls to action (e.g. sign up for our enewsletter)
  3. provide direct links to other social networking sites
  4. customize your logo
  5. take advantage of Facebook’s built in photo sharing tool (or use Flickr)
  6. post updates on your events
  7. use third party fundraising tools
  8. allow others to post on your wall
  9. use video to connect with supporters
  10. include content from your blog

Here’s another perspective on designing social media engagement from Debra Askanase.

Don’t forget to learn from those nonprofits that are actively using social media to build their supporter base;  Patrick Kwan and Carie Lewis at the Humane Society;  Wendy Harman of the American Red Cross, and the National Wildlife Federation‘s Danielle Brigida.  (As Frank pointed out, it’s best to put someone in your organization in charge of your social media efforts.)

Is social media worthwhile?  In my view, it’s important to measure your success not only by the financial contributions your organization receives, but by the level of commitment supporters demonstrate to your mission.  By maintaining an ongoing conversation with constituents in social media, you will ultimately benefit by both measures.