“The Challenger Sale” Teaching Prospective Clients Why They Want to Buy From Us Fundraising Version.

“The Challenger Sale”

Teaching Prospective Clients Why They Want to

Buy From UsFundraising Version

Our Goals For This Week

• How and when to perform “Commercial Teaching” the ASI Way!

• Why Should Prospective Clients Buy From ASI?

• Learn to Teach, Tailor and Take Control

• Adjust for different audiences• Discuss how to fit into the SPP

process

Commercial Teaching Why Should You Buy From ASI?

1. The Warmer

2. The Reframe

3. Rational Drowning

4. Emotional Impact

5. A New Way

6. Our Solution

Any Charity

• Tailored for Prospect– Prospect Name– State Objective of this Meeting– You need to research the prospect so you can

tie their pain points into the main reasons why they should buy our solution which is in this presentation

What We Want to Share With You

• Business Challenges Faced Today• Adopt System Correctly; Positive Future

Impact• Best Practices for Selection and

Implementation of a Continuous Performance Improvement System!

• Our Approach

Sources for Industry Data

• Primary1500 Charities we serve

Stories from the Field About Our Clients Like You

• Secondary– Marketing General Inc. – Neilson / Norman Group– Charity Dynamics– Other Sources

1. The Warmer

Research Shows Challenges Facing Clients

• Improving Engagement– Donor Retention and Acquisition– Constituent Satisfaction– Deepening Loyalty– Data Integrity– Brand Enhancement

• Improving Performance– Reaching Your Goals– Effective Staff Time Management– Managing Risk– Operating Cost Controls– Keeping up with Changing Technology

2. The Reframe

Today’s Traditional Systems Fail

• Not the Best Way Meet Challenges of Tomorrow!– Fail at Continuous Performance Improvement– High Opportunity Costs

• Ineffective for Driving Engagement

– High Real Costs• Multiple Systems• Multiple Vendors• Internal Staff Costs

• Kill Opportunities for Continuous Performance Improvement– Disparate Data– Roadblocks to Disciplined Data Management– Goals Get Disconnected– Unreliable Management Reporting

• Estimates - Average Client Loses a Minimum of 10% - 15% Per year from Failure to Take Advantage of Opportunities;– Management Decisions Not Based on Valid Data– Poor Decision Making– No Decisions

Today’s Traditional Systems Fail

Continuous Performance ImprovementLeads to Growth

A recent analysis by consulting firm TCC Group of nearly 2,500 nonprofits has found that those exhibiting multiple ‘R&D behaviors’, such as gathering data directly from program recipients to determine how to improve programs and evaluating programs to figure out what works rather than deciding if it works, grow revenues twice as fast as those nonprofits exhibiting few such behaviors, even after controlling for other factors 

System Effectiveness is Low

• Do Not Expand Donor Engagement– Not Suited Today’s World– Donors Want to Use the Web– How, When & Where They Want It

• Estimates - Average Client Loses a Minimum of 10% - 15% Per Year and Growing from:– Lost Fundraising Revenue– Lower Donor Engagement and Retention

Today’s Traditional SystemsWeak Net Revenue Contribution From System Investment

1 2 3 4 5 6 70

200

400

600

800

1000

1200

RevenueCosts

Adopt a Modern, Effective SystemThis is What You Want to Achieve

1 2 3 4 5 6 70

500

1000

1500

2000

2500

3000

3500

4000

RevenueCosts

Research Shows … Systems Too Costly and Complex

• Applications– Web Site– Donation Management– Marketing / Campaigns– Moves Management– Personal Self Service– Social Networking– Private Communities– Commerce (Financial)– Mobility

• Services for Each Application– Training

• Retraining– Customizations

• Tailoring the Application• Source code changes

– Integrations– Maintenance– Upgrades

• Re-Customize?• Repair Integration Points?

Estimated services are more than 60% of the costs… the majority go toward integration, customization, difficult upgrades and repair over time.

Complex Integrations Disparate Products &  Vendors High Cost of Ownership

PrivateCommunity

Website

OnlineGivingPage

Mobile

+ =

Online Events& Store

Donor Databaseaka CRM

Staff

SocialNetworks

Our Research Shows … Systems Too Costly and Complex

$650,000

1 2 3AMS

 $-   

 $100,000 

 $200,000 

 $300,000 

 $400,000 

 $500,000 

 $600,000 

 $700,000 

UpgradesIntegrationsCustomizationsMobilityCommercePrivate CommunitiesSocial NetworksPersonal Self ServiceRelationship ManagementWebsite

$650,000

$ 677,500

Typical Hard Cost of Traditional Approach Over 3 years

3. Rational Drowning

Our Research Shows … Systems Too Costly and Complex

• Hidden Costs?– Extra Management/Staff Time (Cost)

• Manage Silos• Vendor Relationships• Integration Points• Customization• Training

Our Research Shows … Extra Mgt/Staff Costs

$350,000

1 2 30

50000

100000

150000

200000

250000

300000

350000

400000

Management Staff

Management Staff

$350,000

4. Emotional Impact

Greatest Gains made with a New System

• Use Best Practices • Focus on Donor Engagement• Consolidate Applications and Websites• Minimize Customization • Maintain Upgrade Path

Inhibitors to Growth

• Lack of strategy & planning• Inconsistent performance measurements• Management systems are not agile• Processes that hinder growth • Overly complex systems• Inadequate staff training  • Inaccurate Data

Fraternity / Sorority Growth

• Select Fraternity / Sorority Membership Organizations Grew Four Times Faster Than Peers We Observed

–24 % Growth versus 6% Growth

Salesian Missions

• Salesian Missions process 10’s of millions of donations a year.

• Increased processing time• donations acknowleged in one

week – down from 3 to 4• Improved donor retention

Girl Guides of Canada

"iMIS provided the functionality we needed to streamline

our operations right out of the box but also gave us the

room to grow," said Nigel Carpenter, Manager of

Information Management Services."

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"We have a large number of orders coming through iMIS

every year. Our main difficulty was being able to respond

to those quickly." said Chris Cranie, Head of IT at Fairtrade

Foundation. "The order being processed through iMIS has

allowed us to do that a lot more efficiently, and our

response time for an order for Fairtrade merchandise has

gone down from about 3 weeks to 1 week."

<< Back to Table of Contents

32

Fairtrade Foundation

Traditional Costs a Lot More Than Modern Approaches

$278,000

$90,000

$1,000,000

$225,000

1 2 3 1 2 3Years YearsAMS EMS

 $-   

 $200,000 

 $400,000 

 $600,000 

 $800,000 

 $1,000,000 

 $1,200,000 

Management CostsUpgradesIntegrationsCustomizationsMobilityCommercePrivate CommunitiesSocial NetworksPersonal Self ServiceRelationship ManagementWebsite

$200,000

$1,200,000

5. A New Way

A Full Cycle, Web Based Engagement Management System (EMS)

What If?

• Better Management Tool Enable Continuous Performance Improvement

• Better Engagement PlatformBuild Donor Engagement especially on the Web

• Better ValueDrive down the Cost and Complexity

What If You Could Increase Revenues and Decrease Costs From an Engagement Mgt System Investment?

1 2 3 4 5 6 70

500

1000

1500

2000

2500

3000

3500

4000

RevenueCosts

6. Our Solution

Empowers Continuous Performance Improvement

Full-Cycle Engagement Management

iMIS is Rated #1 (again)…

#1 in customer satisfaction

6 years in a row

* Organisations w/ $2M budget and above* Data on charts from 2012

Time to Implement

Cost to Implement

Ease ofImplementation

PerformanceAfter Implementation

Engagement Management Software

Complex IntegrationsDisparate Products & Vendors

Higher Cost of Ownership

Holistic System, One Database

One Product PlatformLower Cost of Ownership

Half-Cycle Approach Full-Cycle Approach

Benefits

• Increasing Revenues– Increasing Donor Participation– Adding Value to donors– Attract younger donors

• Reducing Costs– Reduces number of vendors– Reduces cost of support resources– Easy maintenance of websites and

content

• Reducing Risks– On-time on budget implementations – Upgradability– Continuous Performance

Improvement

Unique Advantages

Continuous Performance Improvement

Engagement Management

Web Management Platform

EMS