AFP/Villanova - Fundamentals of Fund-Raising
Technology for Non-Profit
Organizations
Presented by
Charlie Hunsaker
November 12, 2001
AGENDA
 Introduction to Systems Concepts
 Background - Technologies & Skills
 Package Choices & Costs
 Using the Internet in Fund-Raising
 Future Directions of Technology
 Opportunities for your Questions
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Technology for Non-Profit
Organizations
Introduction to System Concepts
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Technology Environment
Speed of Hardware Improvement
1/18/00 PC Magazine - “Athlon/750 & Pentium
III/733 Compete for Fasted PC Title”
3/6/00 YahooNews - “AMD Unveils First 1 GHz
Chip before Rival Intel” & Gateway has ad in
WSJ for Computer using it that day!
2001 - Dual & Quad processor at 2GHz now
Software, Services & Companies changing
in “Internet Time”
Communication Technology changing daily
56KB, ISDN, DSL, Cable for faster speed
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New Demands for Skills
 It’s not just a learning curve you face, it’s a
“Learning Pyramid”
 New business functions supported by computers and
demanded by more competitive fund-raising
 New hardware & systems technologies
 “Experience is directly proportional to computer
time wasted.” - Hunsaker
 Get/Provide training
 Spend time with the system to understand how to use it.
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Learning Pyramid
- Technical Skills
EIS
Design
Custom Programming;
DB & Systems Management
PC & Network management; DBA;
Interfaces; Reporting using system tools
PC & Network and work group
communications (e-mail, scheduling, etc.)
PC Applications (word processing, spreadsheet,
databases, etc.); Mail merge; Production reporting
DP Basics (key boarding, mouse usage, file management);
Logging-on;Printing; Security; Data Control
Technical Skills & Expertise
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Learning Pyramid
- Development Skills
EIS
Use
Campaign &
Solicitor Management
Planned Giving;
Corporations & Foundations
Major Prospect Management;
Strategies, Cultivation, Moves Management
Annual Fund; Membership & Member Relations;
Direct Mail & Telemarketing; Stewardship; Events
Gift Processing & Receipting;
Research & Biographic Updating
Development Skills & Expertise
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Learning Pyramid
- Software Skills
EIS
Access
Key Processes:
Prospect Management;
Proposals; Events Management
Management Reporting:
Moves Management, Campaign & Volunteers
System Data Elements,
Data Structures and Codes
Mail Merge, Acknowledgments, Simple Reporting; Direct Mail
Data Entry:
Staff (Bio/Gift/Research);
DO (Ticklers, Calls, Moves)
System Navigation via Menus and Function Keys;
Constituent Look-up; Bio/Gift/History Inquiry
Development Software Familiarity
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Choices in Development* SW
 Under $5,000







ebase
Lifeline
GiftMaker
EDS Donor Records
JSI Paradigm
Donor Perfect
TRAC-Exceed
 $5,000 to $50,000




GiftMaker Pro
Results/PLUS
Raiser’s Edge
Millennium
 Over $50,000 (Mini &
Mainframe
 BSR Advance
 Ascend
 Viking
 Target Team Approach
 UST Summit
 Integrated with
Institution-Wide System
 Higher Education
 Association Management
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* often includes membership
Why the Difference in Costs?
Depth & breadth of functionality
Quality of the product
Services bundled with the software
Philosophy of the vendor
Size of the installed user base
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Choices in Other NP Software
(PC-based systems)
 Major Prospect
 Gifted Memory
 F-R Proprietary
 Event Management
 EventMaker Pro
 Events/PLUS
 Summit Events Mgr
 NEW Internet-based
Development Package
 General Accounting
 Blackbaud
 MIP
 Exec Data Systems
 Cougar Mountain
 Great Plains
 Echo Mgmt Group
 many others...
 eTapestry
 Millennium
 DonorPerfect, others??
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Key Cost & Budget Issues
IT never has been a one-time cost; budget
beyond acquisition (3-4 year replacement)
Hardware that cost $7,000 in 1988 now is
under $500. You pay $1,500 to get 30x the
capabilities (RAM is cheaper than TP.)
Software cost also dropping, but often
require upgrades for new capabilities
Computers won’t eliminate positions.
Budget for training and support!!!
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Other Things to Remember
Learn the database
Play with the system to find out which reports
work & where data is located on screens
Focus on consistent coding & entry of data
Document policies & procedures.
Get Management into the System
Employ project management protocols
(“Quick, cheap, good; Pick Two!”)
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Technology for Non-Profit
Organizations
Using the Internet in Fund-Raising
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Using the Internet
in Fund-Raising
 Internet Basics
 Presentation at www.riarlington.com
 Finding the Donors (or the information)
 Helping the Donors Find You
 “Show Me the Money!”
 Recognition & Stewardship
 Other Useful Links
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Internet Basics
65M Internet users in US in 1999; average
user spent $1,900 on the Net
Users should double & spend $4k by 2002
Over a billion pages; millions out of date
Not just the WWW - includes FTP, E-mail,
USENET, ListServ’s, Telnet
Quick discussion of terms: Domain, URL,
http, HTML, XML, ISP, others?
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“Facts of Life”
The Internet is vast and anarchic
Organize before you look
You WILL waste valuable time!
Research Axioms
Always know & record the source of your data
Check multiple sources (3+) for verification
“When in doubt, leave it out.”
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Finding the Donors (& Data)
Finding Information
Search Engines & Search Sites
Name, address, & phone directories
Business and stock data
Non-profit links
Researching Donors
Using the tools above
Accessing key sites
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Finding Information
 Search Sites
 Top Five Sites (by visits)
•
•
•
•
•
www.yahoo.com 36M
www.go.com
19M
www.lycos.com 18M
www.excite.com 13M
www.altavista.com 10M
 Techniques
• use multiple engines
• organize bookmarks
• “” + and or
 Newer Search Engines
 “Meta Search tools”
•
•
•
•
www.northernlight.com
www.google.com
www.infozoid.com
www.dogpile.com
 New Search Organizers
• www.vivisimo.com
• www.wisenut.com
• www.teoma.com
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Finding People
Directory Searching
Name & Address
•
•
•
•
www.switchboard.com
www.anywho.com RPS
www.555-1212.com RPS; Subscription
www.whowhere.com
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Finding Information on
Prospects & Donors
 Individuals
 David Lamb’s Site
• www.lambresearch.com
 Knowx Public Records
• www.knowx.com
 Northwestern’s Tax DB
• http://pubweb.nwu.edu/
~cap440/assess.html
 APRA Home Page
 Corp & Foundation Data
 General Research
• www.hoovers.com
• www.edgar-online.com
• www.foundationcenter.org
 Insider Trading
• CBS Market Watch Insiders
 Stock Quotes & Charts
• finance.yahoo.com
• www.aprahome.org
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Elements of Web Site Success
 Get traffic to site
 Look professional
 Keep people at your
site - “stickiness”
 Differentiate yourself
from competition
 Know & Focus on
your objective
 Get people to take action
 Get them to complete the
transaction
 Do something with nonbuyers/non-donors
 Get them to come back
 Develop Referrals
 Systematize
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Helping the Donor’s Find You
Promoting Your Presence
Individual Engine (example)
• www.lycos.com/addasite.html
Multiple Engines
• register-it.netscape.com/
Web Presence
Stickiness (interesting, useful, current)
Audience Driven (www.udel.edu )
A Good Example www.redcross.org
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“Show Me the Money!”
Different ways of giving
Pledge, Credit Card, Phone
• www.redcross.org See their choices and forms
More than just money
• www.redcross.org Time, blood, tissue, etc.
Planned Gifts
Information
• www.temple.edu/alumni_friends/giving/how.html
Merchandise Sales shop.pbs.org
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Resources for Getting Donations
Sites that process donations for you - very
new and in development
Helping.Org with numerous resources
• www.helping.org
GivingCapital - a new organization to process
on-line gifts
• www.givingcapital.com
• FRS Vendors also provide service (e.g., Blackbaud,
DonorPerfect, others)
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Recognition & Stewardship
Recognizing Donors on the Web
Example Sites
• Penn Library
• American Diabetes Association - E. Knight Fund
Staying In Touch
E-mail communications
• Offer E-mail address forwarding
• Broadcast e-mail like mail merge
Keeping your site up-to-date to attract revisits
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Other Development Uses
 Vendor’s Using the Web




eTapestry
Blackbaud
JSI Millinneum
many others
 Links of Interest
 NSFRE/AFP
• www.nsfre.org
 Non-profit Organizations
 Other Uses
 Job Boards
• jobs.pj.org
 Training
• www.blackboard.net
 Procedures
• www.riarlington.com/
proclinks.html
• www.pj.org/links_metaindex.cfm
• www.guidestar.org
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Future Directions
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Quotes about the Future
 1949 - "Computers of the future may weigh less than 1.5
tons" - Popular Mechanics, forecasting the relentless march
of science
 1957 - "I have traveled the length & breadth of this country
and talked with the best people, and I can assure you that
data processing is a fad that won't last out the year." - editor
in charge of business books for Prentice-Hall
 1977 - "There is no reason anyone would want a computer
in their home" - Ken Olsen, president & founder of DEC
 1981 - "640K ought to be enough for anybody." - Bill Gates
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The Future after 2001
Internet will continue to expand as a force
world-wide: B2B, global connections, etc.
Cell phones will add functionality
PDA’s, Internet “appliances”, will grow.
Note Steve Jobs questioning of convergence
Everything wired
Multi-media, Video Conferencing, etc.
What’s on your “radar screen?”
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Thanks
This presentation was prepared on a Dell XPS400 and a
Sony VAIO laptop using PowerPoint, MS-Internet Explorer,
iHarvest (for screen capture), Micrografx SnapGraphics, and
bunch of other tools. It was printed on an HP6P. All of the
equipment is horribly out of date as it is over 2 weeks old.
If you have any questions or comments about the format
or content of the presentation, please contact me at:
Charlie Hunsaker
R I Arlington
806 W. King Road, P.O. 1414
Malvern, PA 19355
(610) 647-2648
hunsaker@riarlington.com
Web Site: www.riarlington.com
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