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August 1, 2019 By Helen Brown Leave a Comment

Quantifying Crowdfunding: Don’t let perfection be the enemy of progress

A few weeks ago, I received a request from a blog reader:

“I would be interested in an article on the topic of social media fundraising and prospect research. For example, a prospect giving to a Facebook birthday fundraiser for Save the Whales. My understanding is that donations to something like that won’t appear on iWave under the donor’s name because the donations are grouped together. Any ideas on how to quantify donations you may see on someone’s social media account?”

I know that this is a topic that has interested Brent Grinna of EverTrue for a long time, so I asked Brent if he’d be willing to tackle this question. I’m delighted that he said yes! Thanks, Brent, for sharing your thoughts here! ~Helen


$24,000 to monitor the health of honeybees. $10,000 to bring water filters to a girls’ school in Bangladesh. $250,000 to build an educational therapy center for special needs children in a remote area of India.

Each crowdfunding success story is completely unique. What they all have in common is their reliance on a large number of donors giving small amounts…and spreading the word organically.

Crowdfunding has changed the face of philanthropy in recent years and left many traditional fundraising institutions wondering how best to harness its power and mitigate its risks. Nonprofits around the world have successfully launched crowdfunding campaigns to send student groups on mission-driven trips abroad, support a specific research project, or cover a unique, one-off initiative. Many institutions have embraced this uncertain fundraising approach and reaped significant benefits, both for donor engagement and for major gift pipeline.

The authentic, actionable, impactful nature of crowdfunding campaigns is what makes them so compelling. Friends, coworkers, and family are the donor base, and we are intrinsically driven by a sense of community and a desire to join the crowd. Especially if the crowd shares a common commitment to make the world a better place.

At EverTrue, we’ve been especially proud of many of our advancement friends for holding their noses and jumping into the crowdfunding game. In some ways, it has been a counter-cultural move, but so many organizations now have a myriad of success stories on smaller projects and programs that would not have been possible without crowdfunding, with donors that would have otherwise been disengaged (take the University of Oregon, for example).

Now that many nonprofits have embraced crowdfunding and are currently coordinating and managing a number of campaigns, we’re collectively faced with the question of how to identify, quantify, and steward donors to crowdfunding campaigns?

We struggle right alongside our fundraising partners to answer this question. Part of the struggle is due to the fact that many crowdfunding donors choose to be anonymous or donate under a pseudonym. And if the campaign is not managed by an advancement employee who has established a direct link between the crowdfunding software and the school’s CRM, identifying donors is even more elusive.

We may never arrive at the moment where we can identify every person who has donated to a crowdfunding campaign. But, think about this: perhaps we don’t actually need or even want to.

Donors who give to crowdfunding campaigns are exploring a new means of supporting their favorite nonprofit or cause. If they’ve chosen to give anonymously to a small-scale cause they care about, it wouldn’t be donor-centric to move that individual through the traditional donor pipeline by mailing them letters of thanks, adding them to telefund lists, and listing them on the printed donor roster.

Rather than give in to the “Quick! Quantify!” urge, remember first and foremost that these donors are engaging authentically and organically with a cause that resonates with them.

Before jumping to examine crowdfunding campaigns through traditional fundraising lens, fight that impulse. And instead, remain curious. What about these crowdfunding campaigns is working, and what isn’t? How are previously disengaged donors reacting? How many anonymous donors are there? Does the crowdfunding campaign have a defined purpose and impact statement? And, how can these insights inform the more traditional fundraising approaches of our development offices?

The suggestion to remain curious isn’t a decree to sit back and let it all unfold. There are ways to identify engaged donors and begin understanding the crowdfunding donor profile. Start by taking lessons from these campaigns and replicating them in the more familiar and comfortable annual/regular giving space (all with the vision to build your major gift pipeline). Here are some suggestions for that:

  • Ensure that crowdfunding campaigns are shared on your school’s professionally managed social media sites. Track likes, reactions, shares and comments on campaign posts. Use this valuable data to build insights on crowdfunding donors, and route them to annual fund or major gift portfolios, as appropriate.
  • Take note of the powerful effect of peer-to-peer fundraising, especially on social media. Who are your social media champions? Which of your alumni, members, friends, patients, etc. are highly engaged on your nonprofit’s social media accounts? How can you earn the respect and trust of these champions so that they can help to spread the word about your nonprofit’s longer-term fundraising priorities by sharing relevant content across their social networks? (Look to Oklahoma State for insights on how they increased donations to the marching band by 40%.)
  • Do not miss the opportunity to learn about the programs that are being supported by successful crowdfunding campaigns. These are causes, however small, that your constituents genuinely care about. Do your research; meet with campus partners; discover whether there is a program or project that needs longer-term, more sustainable support.
  • Bring the crowdfunding model to a larger scale. Work with your Development Communications team to create inspiring, relevant content on that program area. Share it across your organization’s social media platforms. Track results. And take action on every engaged constituent. (Does this sound like a larger scale crowdfunding campaign? It should!)

We understand that the fact that we can’t pin down and call every donor to a crowdfunding campaign feels inherently like a missed opportunity. But rather than try to make crowdfunding fit into the traditional fundraising model at your organization, think of it as an incredibly useful pilot program that you can learn so much from. Remember: change is the only constant in life!

We are EverTrue are working closely with Facebook to explore the back-end capabilities of Facebook Fundraiser for gathering useful donor data and insights. There is more to come, but suffice it to say that we look forward to sharing what we learn with all of you!

In the meantime, don’t miss the opportunity to track engagement with crowdfunding campaigns on your nonprofit’s social media pages. But by the same token, don’t spend frustrated hours trying to identify and quantify every donor that made it possible for your school’s a cappella group to travel overseas for a competition. Instead, learn what made this mini-campaign so successful, and replicate it on a larger scale using the well-established resources of an advancement shop. (UVA took this approach and funded two $3M professorships.)

All the while, keep in mind that tapping in donor interests and acquiring donors via targeted campaigns is the first step towards building long-term philanthropic relationship.

Curiosity will build a bridge between the old and the new. Good luck (to all of us)!


Brent Grinna founded EverTrue in 2010. He is CEO of the company, which has 50 employees and is based in the beautiful seaport area of Boston, MA. Brent is on Twitter at @BrentGrinna.

Filed Under: Campaign Success, Researching Individuals, Social Media Tagged With: Brent Grinna, crowdfunding, EverTrue, prospect research

April 25, 2019 By Helen Brown Leave a Comment

Alert and Prepared

Not long ago, a client confided to me that she was worried that her major gifts team was missing information about their top prospects. She fretted about a recent instance where information had come to light – six months too late – about a dear donor/volunteer that had sold their company to another for a significant amount of money.

Which, from a fundraising standpoint, we all know isn’t great. You’d rather know about these things in real time, or at the very least within the month.

What was worse was that the client felt like they’d missed the opportunity to celebrate with the donor. Selling their company was an event that the donor had mentioned with delight and anticipation – a new chapter was opening in their life. My client felt like the fundraising team had unwittingly blown it. Congratulating the donor half a year later felt lame and tainted with opportunism, which wasn’t the message they wanted to give. [Read more…]

Filed Under: Effective searching, Prospect Development 101, Researching Individuals, Social Media Tagged With: alerts, effective searching, iWave, Lexis Nexis, mention, prospect research, search tips

December 21, 2017 By Helen Brown Leave a Comment

What’s up for 2018

Here on The Intelligent Edge blog we usually concentrate on news, trends, and articles to help you get the most out of fundraising intelligence (or to help you be a better fundraising intelligence practitioner), and we don’t talk much about what’s going on behind the scenes here at the Helen Brown Group.

But we’ve got some exciting developments coming up in 2018 at HBG and I wanted to share them with you today because they’re pretty cool and they were all created with you in mind. [Read more…]

Filed Under: News, Social Media Tagged With: HBG Book Club, prospect research

August 11, 2016 By Helen Brown 1 Comment

How Twitter Helps Me Be a Better Writer

I love Twitter. I can’t tell you the number of times I’ve been alerted to a key article or wealth list or study that, because of Twitter, I heard about the moment it was published. Not only does Twitter give me an edge on the news but it allows me to communicate and share information instantly with a group of people I’ve grown to admire and rely on for information about the philanthropic sector and the world in general. In today’s guest post, my colleague, Angie Herrington, shares what she loves best about Twitter, and how it helped her to be her best in her career. You can follow Angie on Twitter at @HerringtonEnotA ~Helen

twitter stamp

You can’t miss the negative red number taunting you over the allotted characters. So I combine words into contractions and remove a hashtag. Ok, that took care of 5 characters, but I still need to get from -43 to 0. [Read more…]

Filed Under: Career development, Non-profit trends, Research Department Success, Social Media Tagged With: Angie Herrington, prospect research, Twitter, writing

July 7, 2016 By Helen Brown Leave a Comment

Navigating the Changing Landscapes of Wealth & Philanthropy

This week we’re delighted to welcome HBG Research Associate Rachel Dakarian to the Intelligent Edge. Rachel and Elizabeth Roma will be presenting on July 28th at the APRA International Conference in Nashville, TN. I asked Rachel to give us a glimpse into their topic, and now I can’t wait to see the presentation! Follow Rachel on Twitter at @Rachel_Dakarian.
Bette Davis

Bette Davis as Margo Channing in “All About Eve.” Her famous line, “Fasten your seat belts. It’s going to be a bumpy night.” Painting by Trevor Heath. Source

Just when, exactly, did the “fasten seatbelt” sign turn on? 2016 has been an unexpectedly bumpy ride so far and we should prepare for ongoing turbulence. You might think we data junkies would be harder to spook after acclimating to the never-ending squawk of the 24-hour news cycle, but the constant stream of real-time information provided by social media continues to simultaneously help and hinder our ability to decipher signal from noise. [Read more…]

Filed Under: News, Non-profit trends, Research Department Success, Social Media Tagged With: Brexit, HNWI, Panama Papers, philanthropy, prospect research, Rachel Dakarian, UHNWI

March 1, 2016 By Helen Brown 6 Comments

Proud Voices in Harmony

We Can Blog ItToday is a very special day indeed.

Not only is it the first day of Prospect Development Pride Month 2016, but I’ve got a special treat for you.

What’s #ResearchPride? Well, it’s a movement started two years ago on this very blog with my article, Coming Out. It was the result of a meeting of chapter leaders at APRA headquarters where we discussed the importance of advocating for our profession, and discussed strategy for ways to do that.

For me, the discussion became a personal call to action. Last year’s post, Coming Out (Again) continued the theme. I was re-energized by a TED Talk and NEDRA conference keynote by charity defender Dan Pallotta, who champions the importance of the work done by those of us considered “overhead.” [Read more…]

Filed Under: Career development, Most popular, Social Media Tagged With: APRA, pride, prospect development, prospect research

February 25, 2016 By Helen Brown 6 Comments

The hidden river

Magic DoorYou know what it’s like when you stumble upon something that makes you realize there is a whole other world out there that you had no idea about, right?

The most memorable time this happened for me was when I discovered an online forum where people gathered to discuss my – and their! – favorite author’s book series. Even better, reading back through the archives I discovered that the author posts to the forum as well, answering questions and debating plot possibilities with as much intensity as her readers.

It was like I’d found the magic door with a hidden world behind it! [Read more…]

Filed Under: Podcast, Social Media Tagged With: getting the most out of Twitter, prospect research, Rachel Dakarian, Twitter, Twitter 101

January 21, 2016 By Helen Brown 1 Comment

I have no idea what you’re talking about

pinball

When I write articles on this blog about topics like last week’s post on the Internet of Things (IoT), I find that, within a couple of days, I start getting Twitter followers by the handful who have the key word or hashtag in their Twitter bio of whatever the topic was.

Some of them I follow back because, well, obviously I’m interested in the topic and they seem to be interested in a lot of things including (in this case) IoT. They might find my mainly fundraising, prospect development, and HNW topics interesting and relevant to their life/work, too. (Or possibly they just like the eye candy photos of my weekend baking adventures). [Read more…]

Filed Under: Career development, Non-profit trends, Research Department Success, Social Media Tagged With: Big Data, fundraising, MDM, multi-domain master data management, prospect research, Twitter

February 26, 2015 By Helen Brown 1 Comment

Coming Out (Again)

ResearchPride2

As you may recall, March is Prospect Research Pride Month.

It’s also Development Services Pride, Operations Pride, Relationship Management Pride, and Analytics Pride Month. It’s a time to celebrate each of us who work behind the scenes every day as part of Team Overhead to ensure our nonprofits’ fundraising successes.

Why?

Because there are still misguided folks out there who actually believe that the business of creating a better world can be done with donated chewing gum, dental floss and duct tape. MacGyver may have used that amalgam to fashion an escape from a sticky situation, but you never saw him pulling a million refugees over a border with them. [Read more…]

Filed Under: Campaign Success, Career development, Non-profit trends, Research Department Success, Social Media, Strategic planning Tagged With: #IamAPRA, APRA, Association of Professional Researchers for Advancement, Charity Defense Council, Dan Pallotta, Jon Stahl, NEDRA, prospect research, Prospect Research Pride Month, Stanford Social Innovation Review

December 18, 2014 By Helen Brown 6 Comments

Social media and high net worth individuals

Dark Eyed JuncoAlthough more people are piling into an ever-growing array of social media outlets every day, it’s still fairly rare to see a Klout score or Twitter summary on a prospect research profile. Maybe it’s because we major gifts specialists assume that it’s only Xers and Millennials using these platforms, and they’re not yet ready to make large gifts.

But according to Ledbury Research, which studies the habits and demographics of high net wealth individuals (HNWI) in the United Kingdom, at least 75% of HNWI use social media regularly.

The largest group actively uses LinkedIn (47%), which makes sense since so many are businesspeople, but Facebook (42%), Google+ (17%) and Twitter (13%) are also used regularly. [Read more…]

Filed Under: Effective searching, Most popular, Social Media Tagged With: Facebook, Forrester Research, Google Plus, Google+, high net wealth individuals, high net worth individuals, HNWI, Klout, Ledbury Research, LinkedIn, prospect research, sm, Social Media, Twitter

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Josh began his career in development as the Phonathon Coordinator at Keene State College. He then worked at non-profit consulting firm Schultz & Williams in Philadelphia.

He started his research career at the University of Pennsylvania as a Research Assistant in 2005. He then moved over to the Wharton School of Business, where he became the Associate Director, Research and Prospect Management. Josh joined the Helen Brown Group in 2016.

Josh is also a Colorado licensed Realtor and graduate of Lehigh University.

In March 2017, Kristina joined the Helen Brown Group as a Research Associate. Before joining HBG, she was the Research Manager at Pratt Institute in Brooklyn and an Associate Manager of Prospect Research at City Harvest, a food rescue organization. Kristina started her non-profit career as a legal assistant at the Metropolitan Museum of Art in 2004.  She is a member of Apra and Apra Greater New York. She was Apra Greater New York’s Director of Programming from June 2014 to May 2016. Kristina graduated from The University of Chicago and the Bard Graduate Center.

Grace began her career in development in 2001 as Executive Assistant to the Chief Development Officer with Brigham and Women’s Hospital (BWH), a Harvard Medical School-affiliated academic medical center.

In 2003, she became a prospect researcher for the BWH principal and major gifts team and spent the next 11 years in various research positions with BWH, culminating as Assistant Director of Prospect Research. She has been affiliated with The Helen Brown Group since January 2014.

Heather began her career in 2002 as a prospect research coordinator for the Rocky Mountain Elk Foundation and then moved to Carroll College in 2004.

In 2005, Heather began working on her own as a freelancer and eventually started her own consulting firm, Willis Research Services, in 2007. She joined The Helen Brown Group in 2012.

Heather is a member of the Association of Professional Researchers for Advancement and the Montana Nonprofit Association.

Jennifer began her career in development at her alma mater, Wheaton College, where she was an administrative assistant for the major gifts department.

She joined The Helen Brown Group in March 2008. She earned a master’s degree in library science from the Southern Connecticut State University in May 2009. Jennifer is a member of APRA and NEDRA.

Rick has been a member of the Helen Brown Group team since 2005. Prior to joining HBG, Rick was director of research at St. Paul’s School in Concord, New Hampshire. Rick has worked in development since 1996, both in prospect research and major gifts fund raising. His experience includes the University of Vermont, Phillips Exeter Academy and St. Paul’s School.

Rick is past president of NEDRA and is a member of and frequent volunteer for APRA.

Josh began his career in development as the Phonathon Coordinator at Keene State College. He then worked at non-profit consulting firm Schultz & Williams in Philadelphia.

He started his research career at the University of Pennsylvania as a Research Assistant in 2005. He then moved over to the Wharton School of Business, where he became the Associate Director, Research and Prospect Management. Josh joined the Helen Brown Group in 2016.

Josh is also a Colorado licensed Realtor and graduate of Lehigh University.

Mandi has worked in prospect research and management since 2006. She began her development career as a research analyst in development research at City of Hope, an NCI-designated comprehensive cancer center in Los Angeles. From there, she became the manager of prospect development at Huntington Memorial Hospital, a community hospital in Pasadena, CA. Most recently, she was the associate director of prospect research and management at Occidental College, a private liberal arts college in LA.

Mandi has a BA degree in print journalism from Southern Methodist University and a master’s degree of library and information science from UCLA.

She joined the Helen Brown Group in May 2019.

Kelly began her career in development in 2008 as an administrative assistant in Major Gifts at Wheaton College.

In 2010, she became a research analyst at Dana-Farber Cancer Institute in the Division of Development & Jimmy Fund as part of the prospect identification team. Kelly joined The Helen Brown Group in 2013.

She is a member of APRA and NEDRA.

Jayme began her career in development in 2008 at the Rutgers University Foundation, where she spent the next seven years, first in prospect management and then prospect research. She spent several years at Monmouth University as their senior prospect research analyst, working with the fundraising staff, university president, and top leadership. She has worked as both a volunteer and consultant for non-profits in the areas of research and writing.

She earned a bachelor of arts degree from Drew University and a master of communication and information sciences from Rutgers University. She is a member of APRA.

Jayme joined The Helen Brown Group in April 2019.

Julie has managed finances for The Helen Brown Group since its founding.

In her spare time, she is an editor for the PBS series Masterpiece at WGBH. Julie was nominated twice for an Emmy award for her work on the PBS show Zoom.

Heather began her career in development in 2001 as a prospect researcher for National Wildlife Federation (NWF). She was with NWF for more than thirteen years, including nearly five years as director of research and analytics. Heather is a former secretary of the board of directors of APRA-Metro DC.

She joined The Helen Brown Group in October 2014.

David began his career in development at The Gunnery school in northwest Connecticut in 2011, where he worked in database management and prospect research. Subsequently, he joined the College of Saint Rose as a development research analyst before leading Albany Medical Center Foundation’s prospect research efforts as Associate Director of Prospect Research. He has a Bachelor’s Degree in Sociology from Siena College and is a member of APRA and CASE.

Michele began her career in development in 2012 when she joined the UC Berkeley corporate and foundation relations team as a development analyst. She spent a year and a half at Cal before returning to UC Davis as a prospect analyst. She was with the prospect management and relations team at UC Davis for almost three years prior to joining the research and relationship management team at George Washington University as a Senior Prospect Analyst in 2016.

Michele received her BA in creative writing from Florida State University and her MA in higher education leadership from CSU Sacramento. She currently resides in Northern Virginia, is a member of Apra International, and serves as the social media chair for Apra Metro DC. Michele joined The Helen Brown Group in July 2018.

Kenny has worked in development since 1999 and has been involved in prospect research since 2002. Prior to joining The Helen Brown Group, he was the director of

Prior to joining The Helen Brown Group, he was the director of donor and prospect research at the United Way of Massachusetts Bay. Kenny is a member of APRA and NEDRA.

Angie has worked in development since 2002, partnering with a wide range of nonprofit institutions. She began her professional career at Vanderbilt University in research and prospect development.

She has also worked with a number of community nonprofits in front-line fundraising, grant-writing, and event management. Angie holds an MPA in Nonprofit Management from the Indiana University Lilly Family School of Philanthropy and a BS in Journalism from Middle Tennessee State University. She resides in Nashville, Tennessee, and is a member of AFP Nashville and APRA MidSouth, where she has been active on the executive team.

She joined The Helen Brown Group in October 2015.

Tara began her career in development in 2002 on the major gifts team at Simmons College, where she ultimately served as assistant director of prospect research.

Since that time, she has worked as a senior research analyst at MIT, as associate director of prospect management and research at the Harvard Graduate School of Education, and most recently as director of development research at Combined Jewish Philanthropies (CJP). Tara originally joined the Helen Brown Group team in 2007 and served as a research associate and ShareTraining coordinator until 2008 – she rejoined the company as a senior researcher in 2013.

Tara currently serves as vice president of the New England Development Research Association (NEDRA), where she chairs the Website and Technology Committee and formerly served as editor of NEDRA News. Tara has also been involved with the Membership Committee, Chapters Committee, and Bylaws Task Force of the Association of Professional Researchers for Advancement (APRA).

Maureen has been a part of the non-profit world since 1991. She started out in annual giving at Harvard Law School and continued her career as director of annual/special gifts at UC Santa Cruz.

In 1999 she made the switch from front-line fundraising to serve as director of prospect research/management at Bentley University and in 2001 began her role as administrator for the North American Foundation for the University of Manchester. She became part of the HBG team in September of 2011.

Helen has been a development professional since 1987. Her previous experience includes The University of North Carolina at Chapel Hill, the Albert Einstein Institution, Boston College, the Harvard School of Public Health and Northeastern University.

Currently she works with a variety of clients to establish, benchmark and re-align research departments; identify major gift prospects; and train researchers and other fundraisers through on-site and web-based training services.Helen is a former member of the board of the Association of Professional Researchers for Advancement (APRA) and is past president of the New England Development Research Association (NEDRA). In 2006 she received the NEDRA Ann Castle Award for service to the prospect research community.

Helen is Special Advisor on Fundraising to the North American Foundation for the University of Manchester and is a member of the board of directors of Factary Ltd. (Bristol, UK). She is a member of NEDRA, APRA, the Association of Independent Information Professionals (AIIP), Women In Development, the Association of Fundraising Professionals (AFP) and Researchers in Fundraising (UK).

Helen is a frequent speaker and has led seminars for a number of professional associations, including Action Planning, AFP, APRA, the Council for Advancement and Support of Education (CASE), NEDRA, RIF, the Planned Giving Council of Central Massachusetts, the Georgia Center on Nonprofits, the International Fundraising Congress and Resource Alliance.

Helen is also co-author (with Jen Filla) of the book, Prospect Research for Fundraisers (Wiley & Sons, 2013).

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