Once Upon a Time….There was a gathering of all the fundraising royalty in the kingdom…

The grand dames, the squires, the sainted consultants, the publishing scribes and one lowly peasant from the House of Agitator.

Snow White & the 7 Dwarfs

• Happy• Sleepy• Sneezy• Grumpy• Dopey• Bashful• Doc

Mindsets• Retention and LTV are King• Pay for Value and Results not Time and

Volume• Ignore/Avoid the Black Knights

– Cost of Fundraising/ Overhead

– Emphasis on the new, new thing– Improper testing – Silos– Meetings

• Focus on White Knights– consistency of donor communication– Donor Services– All Staff Sells. All The Time– Staff Training and continuity

• It’s the donor, stupid!

Metrics• Focus on Value Metrics• Retention rates by year• LTV by source• Annual Return on Acquisition

Investment• Beware of too heavy emphasis on

campaign by campaign measurement• Annual Return on Donor

Commitment Investment

• Annual Return on Donor Commitment Investment

• $ added for every 1 point addition to retention rate

• Donor Services– Thank you/recognition process– Time to donor response and

resolution– Donor feedback

Methods• Sources of Investment• True value of investment in acquisition and retention• Survey and pinpoint key drivers of retention and

value. • Fix pain points• Provide Donor Feedback Mechanisms• Focus on donor service. (It’s far more important than

you think.)

Thank you.

And Please live happily ever after!

Questions?

For top sorcery every day:www.TheAgitator.Net