Fundraising Analytics : Using Data to Guide Strategy

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  • Format: Hardcover
  • Copyright: 2008-04-04
  • Publisher: Wiley
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Praise for Fundraising Analytics Using Data to Guide Strategy "Birkholz has shown in print why he's such a sought-after presenter: his ability to humanize descriptive analytics and provide real-world applications of modeling to fundraising challenges. At the same time, the book presents analysts and statisticians with a clear window into the theory and business practices of philanthropy. Fundraising Analytics belongs on every advancement professional's bookshelf!" -Robert D. Scott, Executive Director of Development Services Massachusetts Institute of Technology "Identifying and analyzing your best prospects is fundamental to successful fundraising. Particularly for institutions blessed with large databases, the knowledge developed through the use of analytic tools can transform the institution's ability to realize its fundraising potential. By applying science to the art of fundraising, organizations are able to bring hard evidence to management decision-making and better define the optimal size, scope, and makeup of the fundraising enterprise." -Richard K. Naum, Vice President of Development Memorial Sloan-Kettering Cancer Center "Companies and institutions in every industry are increasingly discov-ering the power of predictive analytics in gaining competitive advantage and driving success. In Fundraising Analytics, Josh Birkholz paints a clear picture of the application of predictive analytics in the world of nonprofit fundraising. The book establishes an easy-to-follow framework for creating a data-driven approach to decision-making and paves the way for nonprofits to transform their advancement strategies." -Jack Noonan, CEO SPSS Inc., a global leader in predictive analytics software "Josh Birkholz makes a complex topic totally accessible. Any organization that doesn't understand the use of analytics today risks not being around tomorrow. This book is a must-have for every development shop." -Arthur J. Ochoa, Esquire, Senior Vice President of Community Relations, Cedars-Sinai Medical Center

Author Biography

Joshua M. Birkholz is a principal at Bentz Whaley Flessner, a leading fundraising consulting firm, and director of its analytics division, DonorCast. He has built data mining solutions for leading universities, medical centers, and cultural nonprofits throughout the United States. His areas of specialty include metrics for nonprofit fundraising, constituency analysis, segmentation, and integrated prospect identification systems. He is a sought-after speaker and presenter in the field of analytics, prospecting, and constituent relationship management.

Table of Contents

Acknowledgmentsp. xi
Forewordp. xiii
Overview of Fundraising Analyticsp. 1
Defining Analyticsp. 3
The Mind of an Analystp. 6
What to Expectp. 11
Enjoy the Journeyp. 14
Understanding Your Constituentsp. 17
Natural Segmentsp. 17
Portfolio Assignmentp. 18
Derived Segmentsp. 19
Cluster Analysis Case Studyp. 25
Final Thoughts on Understanding Your Constituentsp. 30
Analytics and Prospectingp. 31
Development Business Processp. 31
Integrated Prospecting Systemp. 38
Analytics as Part of the Prospecting Systemp. 42
Final Thoughts on Analytics and Prospectingp. 50
Analytics and Campaign Planningp. 51
Assessing Campaign Factorsp. 52
Incorporating Campaign Factorsp. 62
Campaign Pyramidp. 68
Final Thoughts on Campaign Analyticsp. 70
Data-Driven Prospect Managementp. 71
Elements of Successful Fundraising Organizationsp. 72
Prospect Managementp. 75
Final Thoughtsp. 113
Annual Giving Analyticsp. 115
Constituent Life Cyclesp. 117
Traditional Donor Segmentsp. 127
Predictive Modeling for Annual Giving and Membershipp. 128
Metrics for Annual Givingp. 133
Final Thoughts on Annual Giving Analyticsp. 135
Selecting Data for Miningp. 137
Selection Criteriap. 138
Variables to Include in Your Filep. 138
Format for Your Data Filep. 152
Descriptive Analysis: Basic Statistics and Scoring Modelsp. 153
Descriptivesp. 154
Frequency Distributionp. 159
Cross Tabulationp. 162
Recoding Variablesp. 164
Correlationp. 170
Correlation Rankingp. 173
Calculating Database Capacityp. 175
RFM Analysisp. 184
Attachment Scorep. 186
Regression Analysisp. 189
Define Business Need or Goalp. 189
Determine Required Data Elementsp. 190
Model Selectionp. 192
Prepare the Data for Modelingp. 193
Modelingp. 197
Model Evaluationp. 207
Final Thoughts on Predictive Modelingp. 210
Final Thoughts on Fundraising Analyticsp. 211
Glossary of Common Analytics Terminologyp. 213
AFP Code of Ethical Principles and Standards of Professional Practicep. 217
A Donor Bill of Rightsp. 218
Indexp. 219
Table of Contents provided by Ingram. All Rights Reserved.

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