Beyond Donors and Dollars: Analyzing Past Events to Boost Returns 2010 Cathexis Partners. Confidential. Do not distribute. Mark Becker Founding Partner Cathexis Partners [email protected]
Jan 27, 2015
Beyond Donors and Dollars:
Analyzing Past Events to Boost Returns
2010 Cathexis Partners. Confidential. Do not distribute.
Mark BeckerFounding PartnerCathexis Partners
• Goal Setting
• When and how often to pull data
• What data to review
• How to get the data
• What to do with it
2010 Cathexis Partners. Confidential. Do not distribute.
Define Goals & Objectives
Theevent should
amplify your
organization’s mission
2010 Cathexis Partners. Confidential. Do not distribute.
Define Goals & Objectives
2010 Cathexis Partners. Confidential. Do not distribute.
Advocacy • # of new contacts -% of list growth
• # of emails opened - action taken - link clicked- forwarded
• # of forward to a friends
Define Goals & Objectives
2010 Cathexis Partners. Confidential. Do not distribute.
Participation
• # of registrants
• # of participants
• % retention– Registration to participation
– Year to Year
Define Goals & Objectives
2010 Cathexis Partners. Confidential. Do not distribute.
Fundraising• $ raised
• # of donations / donors
• Average donation size
Define Goals & Objectives
2010 Cathexis Partners. Confidential. Do not distribute.
Get agreement on goals each event season
Define Goals & Objectives
2010 Cathexis Partners. Confidential. Do not distribute.
Track to actual
- As the season progresses
- Tweak messaging to address trends
Data Analysis
• Goal Setting
• When and how often to pull data
• What data to review
• How to get the data
• What to do with it
2010 Cathexis Partners. Confidential. Do not distribute.
Data Analysis
• Build analysis into your annual event cycle– Before:
• Creating the communication calendar • Speaking to potential sponsors
2010 Cathexis Partners. Confidential. Do not distribute.
Which version would you rather be able to say to a local athletic store or rehabilitation center?
Which version would they rather hear?
2010 Cathexis Partners. Confidential. Do not distribute.
A:“250 participated in our event last year and raised over $100,000”.
B:“250 participated in our event last year and raised over $100,000.
Our participants:-Were 60% female / 40 % male - 60% between the age of 35 – 45- 80% Lived within 20 miles of the event- 40% Ran at least 3 races a year”
Data Analysis
• Build analysis into your annual event cycle– Before:
• Creating the communication calendar • Speaking to potential sponsors
– During Event season
– Post event
2010 Cathexis Partners. Confidential. Do not distribute.
Data Analysis
• Goal Setting
• When and how often to pull data
• What data to review
• How to get the data
• What to do with it
2010 Cathexis Partners. Confidential. Do not distribute.
Registration
• Total numbers per event compared to past years
2010 Cathexis Partners. Confidential. Do not distribute.
Registration
• # of days registered prior to event
2010 Cathexis Partners. Confidential. Do not distribute.
Sidebar:
BoxPlots Explained
2010 Cathexis Partners. Confidential. Do not distribute.
25% of participants registered within 5 days of event
50% registered within 18 days of event
75% registered within 42 days of event
Event Day ( 0 point) Outliers: Less than 4% registered more than 97 days prior to the event50% registered between 5 – 42 days prior
Registration
• Teams
2010 Cathexis Partners. Confidential. Do not distribute.
Fundraising results Team members vs individual participants Team member to Ind. Ratio# of participants that raised $0 2,206 1656 team members / 550 individuals 3 to 1 # of participants that raised $1 - 25 335 262 / 73 4 to 1# of participants that raised $26 - 50 206 172 / 34 5 to 1# of participants that raised $51 - 100 224 190 / 34 5.5 to 1# of participants that raised $101 - 250 230 204 / 26 8 to 1# of participants that raised $251 - 500 185 169 / 16 10.5 to 1# of participants that raised $501 - 1,000 77 61 / 16 4 to 1# of participants that raised > $1,000 76 67 / 9 7.5 to 1
Registration
• Miscellaneous
2010 Cathexis Partners. Confidential. Do not distribute.
Total Participants in sample data 3,539
Multiple event /multiyear reg 245 (7%)
male participants vs. female1,096 (31%) male 2,370 (67%) female 73 (2%) no response
# of individuals vs. Team members758 (21.4%) individual 2,781 (78.6%) member of teams
average age 38 years old
made an additional gift at time of registration 649 (18.3%)
# that entered "How did you hear…" 55 (1.6%)
Fundraising
• Goals vs. Actual
2010 Cathexis Partners. Confidential. Do not distribute.
Fundraising• Medians, Modes, and Quartiles
2010 Cathexis Partners. Confidential. Do not distribute.
Fundraising
• Donors per Participant
2010 Cathexis Partners. Confidential. Do not distribute.
Email• # of emails sent per participant
2010 Cathexis Partners. Confidential. Do not distribute.
Social Media• Source codes
• # of fans / members
• What are they saying?
Data Analysis
• Goal Setting
• When and how often to pull data
• What data to review
• How to get the data
• What to do with it
2010 Cathexis Partners. Confidential. Do not distribute.
Available Tools
1. Convio TeamRaiser – www.convio.com
2. Blackbaud Sphere FAF – www.kintera.com
3. GlobalCloud DonorDrive – www.globalcloud.com
4. Artez Major Event Module – www.artez.com
5. Blackbaud NetCommunity – www.blackbaud.com
*IMHO / one guy’s ranking. Debate anyone?!
2010 Cathexis Partners. Confidential. Do not distribute.
Best in Bread*
Data Captured…Now what?
• Get it OUT!• Create the Reports you need to:
– Do regular trending for operational purposes
– Share summary info with potential sponsors
– Turn into graphs and summary documents for executive team and board
2010 Cathexis Partners. Confidential. Do not distribute.
Your Friend, Excel
• Use Pivot Tables and Pivot CHarts to create summary tables and graphs
• Easy as 1 – 2 – 3*:
1.Select the upper-left corner of the worksheet to highlight all fields > Select “Insert” > PivotTable
2010 Cathexis Partners. Confidential. Do not distribute.
*Assumes Office 2007
Your Friend, Excel
2. Select the fields to add to the report. First the Rows and then the columns (Values)
- Make sure the values are tallying properly (ie. sum vs. count)
2010 Cathexis Partners. Confidential. Do not distribute.
*Assumes Office 2007
Your Friend, Excel
3. Use the results!- Think about- Talk about- Share - Debate the cause
2010 Cathexis Partners. Confidential. Do not distribute.
*Assumes Office 2007
Data Analysis
• Goal Setting
• When and how often to pull data
• What data to review
• How to get the data
• What to do with it
2010 Cathexis Partners. Confidential. Do not distribute.
Topic Frequency / timing Targeted Audience contentEvent announcement Once TR is built Past participants &
donors / constituents in local area
Event info and $x off discount code that expires in 30 days
Registration thank you Instant Auto-responder Each registrant confirmation1st follow up 3 days after reg Each registrant
Conditionalized based on:- personal page customized
- # of emails sent- amount raised
2nd follow up 7 days after reg Each registrant
3rd follow up 14 days after reg Each registrant
4th follow up 28 days after reg Each registrant
Monthly team captain emails Monthly Team captains ‘insider’ info to captains
Monthly emails Monthly (1 week after tc’s)
All participants General event info w/ top fundraisers
Pre-event info 1 week prior to event All participants Event logistics, etcPost event follow-up and
survey1 -2 weeks after event All participants Thank you and survey link
Communications Calendar
2010 Cathexis Partners. Confidential. Do not distribute.
Action
• Adjust messaging during the event season based on report trends
• Analyze the event(s) against success matrix– What goals were met?– What goals were not?– Why?
• Make adjustments based on findings for next event / season
2010 Cathexis Partners. Confidential. Do not distribute.
Beyond Donors and Dollars:
Analyzing Past Events to Boost ReturnsApril 10, 2010
2010 Cathexis Partners. Confidential. Do not distribute.
Mark BeckerFounding PartnerCathexis Partners
Thank you!