Technology for Non-Profit Organizations

Presented by

Charlie Hunsaker

November 12, 2001

AFP/Villanova - Fundamentals of Fund-Raising

2

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

3

Technology for Non-Profit Organizations

Introduction to System Concepts

4

5

6

7

8

Technology EnvironmentSpeed 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 nowSoftware, Services & Companies changing

in “Internet Time”Communication Technology changing daily

56KB, ISDN, DSL, Cable for faster speed

9

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-raisingNew hardware & systems technologies

“Experience is directly proportional to computer time wasted.” - HunsakerGet/Provide trainingSpend time with the system to understand how to use it.

10

Learning Pyramid - Technical Skills

DP Basics (key boarding, mouse usage, file management);Logging-on;Printing; Security; Data Control

PC Applications (word processing, spreadsheet, databases, etc.); Mail merge; Production reporting

PC & Network and work group communications (e-mail, scheduling, etc.)

PC & Network management; DBA; Interfaces; Reporting using system tools

Custom Programming;DB & Systems Management

EISDesign

Technical Skills & Expertise

11

Learning Pyramid - Development Skills

Gift Processing & Receipting; Research & Biographic Updating

Annual Fund; Membership & Member Relations;Direct Mail & Telemarketing; Stewardship; Events

Major Prospect Management;Strategies, Cultivation, Moves Management

Planned Giving; Corporations & Foundations

Campaign &Solicitor Management

EISUse

Development Skills & Expertise

12

Learning Pyramid - Software Skills

Data Entry:Staff (Bio/Gift/Research);

DO (Ticklers, Calls, Moves)

Management Reporting:Moves Management, Campaign & Volunteers

Key Processes:Prospect Management;

Proposals; Events Management

EISAccess

Development Software Familiarity

System Navigation via Menus and Function Keys;Constituent Look-up; Bio/Gift/History Inquiry

System Data Elements, Data Structures and Codes

Mail Merge, Acknowledgments, Simple Reporting; Direct Mail

13

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 & MainframeBSR Advance AscendVikingTarget Team ApproachUST Summit

Integrated with Institution-Wide SystemHigher EducationAssociation Management

* often includes membership

14

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

15

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 eTapestry Millennium DonorPerfect, others??

General AccountingBlackbaudMIPExec Data SystemsCougar MountainGreat PlainsEcho Mgmt Groupmany others...

16

Key Cost & Budget IssuesIT 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!!!

17

Other Things to RememberLearn the database

Play with the system to find out which reports work & where data is located on screens

Focus on consistent coding & entry of dataDocument policies & procedures.Get Management into the SystemEmploy project management protocols

(“Quick, cheap, good; Pick Two!”)

18

19

Technology for Non-Profit Organizations

Using the Internet in Fund-Raising

20

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

21

Internet Basics65M Internet users in US in 1999; average

user spent $1,900 on the NetUsers should double & spend $4k by 2002Over a billion pages; millions out of date Not just the WWW - includes FTP, E-mail,

USENET, ListServ’s, TelnetQuick discussion of terms: Domain, URL,

http, HTML, XML, ISP, others?

22

“Facts of Life”

The Internet is vast and anarchicOrganize before you lookYou WILL waste valuable time!Research Axioms

Always know & record the source of your dataCheck multiple sources (3+) for verification“When in doubt, leave it out.”

23

Finding the Donors (& Data)Finding Information

Search Engines & Search SitesName, address, & phone directoriesBusiness and stock dataNon-profit links

Researching DonorsUsing the tools aboveAccessing key sites

24

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

25

Finding People

Directory SearchingName & Address

• www.switchboard.com

• www.anywho.com RPS

• www.555-1212.com RPS; Subscription

• www.whowhere.com

26

Finding Information onProspects & Donors

IndividualsDavid 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• www.aprahome.org

Corp & Foundation DataGeneral Research

• www.hoovers.com

• www.edgar-online.com

• www.foundationcenter.org

Insider Trading• CBS Market Watch

Insiders

Stock Quotes & Charts• finance.yahoo.com

27

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 non-

buyers/non-donors Get them to come back Develop Referrals Systematize

28

Helping the Donor’s Find YouPromoting Your Presence

Individual Engine (example)• www.lycos.com/addasite.html

Multiple Engines• register-it.netscape.com/

Web PresenceStickiness (interesting, useful, current)Audience Driven (www.udel.edu )

A Good Example www.redcross.org

29

“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

30

Resources for Getting DonationsSites that process donations for you - very

new and in developmentHelping.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)

31

Recognition & Stewardship

Recognizing Donors on the WebExample Sites

• Penn Library

• American Diabetes Association - E. Knight Fund

Staying In TouchE-mail communications

• Offer E-mail address forwarding

• Broadcast e-mail like mail merge

Keeping your site up-to-date to attract revisits

32

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• www.pj.org/links_metaindex.cfm

• www.guidestar.org

Other UsesJob Boards

• jobs.pj.org

Training• www.blackboard.net

Procedures• www.riarlington.com

/proclinks.html

33

Future Directions

34

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

35

The Future after 2001Internet will continue to expand as a force

world-wide: B2B, global connections, etc.Cell phones will add functionalityPDA’s, Internet “appliances”, will grow.

Note Steve Jobs questioning of convergenceEverything wired

Multi-media, Video Conferencing, etc.What’s on your “radar screen?”

36

ThanksThis presentation was prepared on a Dell XPS400 and a Sony VAIO laptop using PowerPoint, MS-Internet Explorer,iHarvest (for screen capture), Micrografx SnapGraphics, andbunch of other tools. It was printed on an HP6P. All of theequipment 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 HunsakerR I Arlington806 W. King Road, P.O. 1414Malvern, PA 19355(610) 647-2648hunsaker@riarlington.comWeb Site: www.riarlington.com