1	Technology for Non-Profit Organizations Presented by Charlie Hunsaker November 8, 2004
2	AGENDA Introduction to Systems Concepts Background - Technologies & Skills Package Choices & Costs Data Analysis Services Using the Internet in Fund-Raising Opportunities for your Questions
3	Technology for Non-Profit Organizations
4	Why Automate? Capture “institutional memory” and make it readily available to everyone. Facilitate access and evaluation of the institutional memory. Provide tools for development & support personnel to increase their effectiveness & efficiency Provide tools and reports for management for planning and oversight Increase both the personalization and professionalism of communications with constituents Increase timeliness and reduce costs of customer service
5	Changes in Systems - 1950’s to Now
6	Three Legged Stool Analogy
7	Three Legged Stool Analogy
8	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” 2001 - Dual & Quad processor at 2GHz 2004 – Dual processor; 3.4GHz; 800MHz bus with gigabytes of memory & terabytes of storage Communication Technology changing daily 56KB, ISDN, DSL, Cable, T1 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-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.
10	Learning Pyramid - Technical Skills
11	Learning Pyramid - Development Skills
12	Learning Pyramid - Software Skills
13	Selection Process
14	System Functions – Which are Important to You?
15	Pareto’s Law in Fundraising
16	Functionality & Beyond…
17	Choices in Development* SW ASP Vendors (monthly) eTapestry Donor Perfect Online Under $10,000 ebase Lifeline GiftMaker EDS Donor Records Best Paradigm Telosa Exceed $10,000 to $50,000 Blackbaud Raiser’s Edge Donor Perfect GiftMaker Pro Results/PLUS Donor2 Over $50,000 (Mini & Mainframe SungardBSR Advance Best Millennium RuffaloCODY with Summit, Ascend & ONE Target Team Approach Integrated with Institution-Wide System Higher Education Association Management
18	Why the Difference in Costs? Depth & breadth of functionality Organizations of different sizes and sophistication have different needs Bundled/enterprise vs. “a la carte” pricing Quality of the product Services bundled with the software Philosophy of the vendor Size of the installed user base
19	Special Choices for Special Niches Arts Organizations – ticketing & subscriptions National/Regional Organizations – Wide area networks and multi-tier reporting Political Organizations – Political Action Committee & FEC reporting Radio Ministries – market penetration, publication subscriptions & product sales
20	Choices in Other NP Software (PC/Web-based systems) Major Prospect Gifted Memory F-R Proprietary Event Management EventMaker Pro Events/PLUS Summit Events Mgr NEW Internet-based (ASP) Specialty Packages Kintera Convio General Accounting Blackbaud Best/MIP Exec Data Systems Cougar Mountain Great Plains Echo Mgmt Group many others...
21	Critical Success Factors This is your project; use, but don’t depend on, consultants Your personnel must be significantly involved for buy-in There must be a committed Project Manager It will be your decision and you will have to live with it! There must be agreed upon “evaluation criteria” Confirm the vendor can meet ALL your needs – functional, technical, support, training, security, etc. There must be a commitment of your resources to selecting, implementing and operating the system People – Equipment/Technology – Time Selection is the easiest part
22	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 $1,000 to get 50+x the capabilities RAM is cheaper than TP (and reusable!) Software costs also dropping, but often require upgrades for new capabilities Computers won’t eliminate positions. Budget for training and support!!!
23	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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25	Data Analysis Systems & Services Beyond database management to data analysis and enhancement Prospect analysis and screening Statistical Analysis Mapping Data clean-up Screening Vendors Blackbaud Analytics Prospect Information Network (P!N) Target America WealthEngine.Com Wealth ID Fund-raising Firms B&R M&L GGA
26	Prospect Analysis & Screening Prospect Analysis – “Data Mining” Looking at your own (internal) data for patterns and behaviors Data/Statistical analysis to rate prospects Target top quartile/deciles for aggressive follow-up Target lower quartile/deciles for no follow-up Prospect Screening – “Finding hidden wealth” Comparing your data against external sources of data on wealth, ownership, income, etc. Append information to your records or manage on vendor developed prospect databases Services may give you periodic updates as data changes
27	Technology for Non-Profit Organizations
28	Using the Internet in Fund-Raising Internet & Web Fund-Raising Basics Presentation at www.riarlington.com Finding the Donors (or the information) Setting up a basic web site for Customer Service (Reducing support costs) Helping the Donors Find You “Show Me the Money!” Recognition & Stewardship Other Useful Links
29	Internet Basics 65M Internet users in US in 1999; 200+M users in 2004 or about 75% of US population (52% active) U.S. Consumer estimated spending of $31B in 2001 (1+% of overall) & $52B in 2003 (<2%) Spam “drops to about 50%” of e-mail in July 2003; up from 8% in 2001; now (2004) approaching 80-90% Billions of pages (Google searches over 4.3B); tens of millions out of date Net is not just the WWW - includes FTP, E-mail, USENET, ListServ’s, Telnet Quick discussion of terms: Domain, URL, http, HTML, XML, ISP, others?
30	How ‘bout them “TLA’s”? What’s a TLA? Talking to large accounts Terribly lousy attitude Three Letter Acronyms What does ISDN mean? It Still Doesn’t Network I Sure Do Need… Integrated Services Digital Network What does DSL mean? Don’t Stay Long Digital Subscriber Line What does URL refer to? Duke of URL Uncle Remus Lives Uniform Resource Locator What does ISP mean? International Silliness Patrol Initial stock publicity Internet Service Provider What is/are mHz/gHz? Big car company (mega Hertz) Mega hertz/Giga hertz – computer processor speeds
31	How ‘bout them “TLA’s”? What does HTML mean? High taxes on many luxuries Have too many links Hypertext Mark-up Language What is SGML? Some guy made-up a language Standard Generalized mark-up language What is XML? Xylophone music links Extended mark-up language What are HTTP/FTP? Hypertext transport protocol File transfer protocol Protocols are standards for data transfer What’s an ASP? Friend of Cleopatra Application Services Provider What is FUD? Elmer’s last name Found unclaimed dollars Fear, Uncertainty, and Doubt (this is what vendors share about competitors products)
32	Setting Expectations for the Web Some examples of what can be accomplished Preparing You and Your Organization Setting Expectations – Efforts vs. Benefits Showing a Progression Path for Internet Use Identifying Resources Needed & Available
33	How much Money is raised on the Net vs. other approaches?
34	Example Internet Uses
35	Internet Uses
36	Basic Requirement = An ISP + ISPs for under $10/mo www.access4less.com/ www.netzero.com www.juno.com ISPs for under $25/mo www.att.net www.earthlink.net www.msn.com www.aol.com Free E-mail www.hotmail.com www.yahoo.com www.netscape.com www.juno.com Webmail from your ISP Others… E-mail program Outlook Eudora
37	“Facts of Life” for ‘Net Research 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.” Techniques use multiple engines organize bookmarks “”, +, and or
38	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
39	Finding Information & People Search Sites Top Five “Parent Co.” & Search Sites (by visits – Feb 2004; weekly hits = monthly hits 2 years ago) www.msn.com 109.7M www.aol.com 97.6M www.yahoo.com 94.7M www.google.com 61.7M www.ebay.com 58.6M US Govt sites 53.2M Search Engine Guide http://www.searchengineguide.com/searchengines.html Newer Search Engines “Meta Search tools” www.google.com www.dogpile.com New Search Organizers www.A9.com www.clusty.com Adding Desktop Search Google, Hotbot, Blinkx Name & Address www.switchboard.com www.anywho.com RPS www.whowhere.com
40	Look-up with AnyWho
41	Look-up with AnyWho
42	Finding Information on Prospects & Donors Individuals David Lamb’s Site www.lambresearch.com Knowx Public Records www.knowx.com UVA’s Tax Assessor DB http://indorgs.virginia.edu/portico/personalproperty.html APRA Home Page www.aprahome.org 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
43	Lamb Research for Individuals
44	Hoovers for Organizations
45	Hoovers Data on Individual
46	Hoovers on a Corporation
47	The Next Major Step… Going beyond e-mail and a browser Setting up your own web site
48	Internet Uses
49	“Audience Driven”
50	Good Overall Example
51	Customer Service General Information Organization History Mission and Services Officers and Staff Answer questions (FAQ lists) Event registration Membership enrollment or renewal Offer downloadable material Newsletters Position Papers “Contact Us”
52	University of Maryland Example of Customer Service
53	UMD–Customer Service General Information Organization History Mission and Services Officers and Staff Campaigns Rankings Virtual Campus Tour
54	UMD–Customer Service Workshop registration Alumni Membership enrollment or renewal Offer downloadable material Newsletters Position Papers Merchandise purchase “Contact Us” Take advantage of web links for other services.
55	Helping the Donor’s Find You Promoting Your Presence Individual Engine (example) http://www.alltheweb.com/help/submit_site.html “Submitted sites will be scheduled for addition to AlltheWeb.com. We do not add all submitted URLs to our index, and we cannot make any predictions or guarantees about when or if they will appear.” Suggest a site for a Directory (Yahoo example) http://docs.yahoo.com/info/suggest/ See if your site already is listed Find the appropriate Category Suggest your site from the Category page Now that the “Bubble” has burst, some search engines/directories may require payment.
56	The Next Major Step… Beyond information and customer service Adding eCommerce and other transaction processing to your web site
57	Internet Uses
58	Increasing Web Effectiveness Promote your Web Site Point EVERYTHING to your web site. Put your E-mail address on EVERYTHING All printed materials Pages in your web site Link your donation page to your Home Page Accept queries & bio changes on-line Accept memberships & event registration on-line Get their e-mail address
59	Maximize Giving at Your Site Link ON your Home Page to Giving page Visually appealing Pages fast to display Show impact of giving Provide Gift Society definitions Provide giving choices Give on-line via credit card Pledge via phone or e-mail Explain stock, planned, GIK … giving Recognition on-line Request e-mail address as part of transaction Accept demographic changes
60	“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
61	Donate by Web, Phone, or…
62	Donate Blood, Tissue, Time…
63	Planned Gifts
64	Resources for Getting Donations Sites that process donations for you - very new and in flux Network for Good with numerous resources in addition to handling gifts for you NOW & Free http://www.networkforgood.org/ Organizations to process on-line gifts for a fee www.charityweb.com www.contribute.com FRS Vendors also provide service (e.g., Blackbaud, DonorPerfect, eTapestry, etc.)
65	Network For Good Resources
66	Making a Donation
67	Making a Donation #2
68	Recognition & Stewardship Recognizing Donors on the Web Example Site - Penn Library Temple Univ. includes Donor Examples in Planned Giving notes Univ. of Delaware used WebCam on building under construction with Major Donor contribution 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
69	Penn Library Recognition
70	Other Development Uses Vendors Using the Web eTapestry , DonorPerfect Online Kintera, Convio Blackbaud, Amergent FutureFocus for planned giving Links of Interest AFP National & Our Chapter www.afpnet.org & www.afpgpc.org Non-profit Organizations www.guidestar.org – Foundations Planned Giving Calculations http://www.pgcalc.com/software/giftcalcs/default.htm Other Uses Job Boards Philanthropy Journal Jobs Training www.blackboard.net Advocacy Getting Volunteers
71	Other Useful Links Technical Terms www.Techweb.com/encyclopedia Technology Information TechSoup – the “Technology Place for Nonprofits www.techsoup.org/ The Nonprofit Matrix – a guide to NP ASP and Portal providers www.nonprofitmatrix.com Groundspring – technology tools including the free eBase database! Now at www.groundspring.org Independent Sector’s Analysis of IT Adoption by nonprofits www.independentsector.org
72	Free Stuff CAVEAT: Free often goes away quickly! E-mail addresses & other web resources www.emailaddresses.com Free e-mail accounts may also be obtained from Yahoo, Hotmail, Juno, and others. Ebase database & Online Fundraising Handbook from Groundspring.Org eMarketing for Nonprofits Guide from Convio (you may have to give some data) Not Free, but Discounted Software for nonprofits at CCBNonProfits.com
73	Final Thoughts You don’t have to have a web site; don’t expect it to solve your fundraising problems If you do, commit to doing it right – provide resources & keep it current Use Good Design Principles Good design guidelines at www.useit.com Bad design warnings at www.webpagesthatsuck.com Make it friendly, quick, and easy to use Have and share your Privacy Policy; adhere to it
74	Thanks