How a CGC Donor File Analysis can help camps improve their fund raising performance.

1. Brief Overview:
When it comes to fundraising, large camps are similar in many ways to
educational institutions and other non-profit organizations. Lots of “alumni,”
barriers to giving (“we already gave to you....”), and a need to raise unrestricted
giving for operations along with capital projects.
But many camps are not using some of the tools that are central to the success of their peers in
other markets. In particular, sophisticated data analysis and mining--along with reliable camp-
specific comparative metrics--are tools that can have a dramatic impact on fundraising strategy and
success.
We’re out to change that.
Because we have extensive experience with donor file analysis in other markets and also know
camps, we can effectively and efficiently generate both the reports and the recommendations that
will provide new insight into how your camp can improve its fundraising program.
Our Donor File Checkup provides you with the tools that drive major campaigns in higher education,
missions, and other non-profits.

2. Improving Camp Fundraising Success through Donor File Analysis
What will a Donor File Checkup Do?
We create a comprehensive analysis of the
“health” of your donor file. The following are
the general reports you will receive:
1) Segmentation Analysis Report – This
report breaks your donor file into
various groups (segments) based on
donors’ giving habits. Segments can
include newly acquired donors, 2nd
year donors, multi-year donors and
lapsed donors. In addition, donors
can be grouped based on their implied
giving preferences such as seasonal
(“fall only” donors) or by interest
(building campaigns, scholarships,
etc.) if the data supports doing this.
Finally, donors can be placed into
“special giving groups” based on their
relative importance to the ministry (i.e.,
infrequent major donors, frequent
monthly donors, etc.)
2) Donation Summary Report – This
report shows the essential statistical
indicators for fundraising success for
the past 3 to 5 years. Breaking your
donors down into the various life-cycle
giving stages (see segmentation
analysis report above) the report will
show trends in such critical
performance variables such as
number of gifts per year, average gift
size, and annual giving totals per
donor.
3) Donor Attrition Report – This report
provides tremendous insight into
how donors upgrade, downgrade or
remain the same over time. Using
donor life-cycle stages, trends are
shown in the growth (or decrease) in
the size of these segments going

3. Improving Camp Fundraising Success through Donor File Analysis
back for as many years as there is data available. In What kinds of recommendations
come out of these reports?
addition, critical performance statistics (such as new
donor 2nd gift conversion, lapse rates, and re-activation
percentages) are also compared for the past 3 to 5 years • Special giving groups and
in order to determine trends. segment-specific
messaging
4) Donor Mapping Report (optional) – If we can receive
names and addresses of your donors, we will map them • Timing and frequency of
geographically based on their life-cycle stages. This cultivation efforts
information can be extremely helpful in determining • Develop an acquisition
potential locations for special events, staff recruitment,
plan that meets ministry
and directing various marketing efforts.
objectives
What Data in Needed? • Identify best sources for
In order to perform our analysis, we need to receive as much acquisition (rank original
historical giving data as you have available and are willing to send sources)
us. By “historical giving,” we mean the actual gift transactions • Package and offer
contained in your database (i.e., donor id. gift date, amount, and construction
any coding you might have available that can tell us what
• Best segmenting strategy
“motivated” the donor to give or where their gift was designated).
for cultivation
In addition, to create an accurate segmentation analysis, we need • Identify major donor
some data about the individual donors you have on your file (i.e.
strategies
mailing or other exclusion flags, existing special giving group
flags). Finally, if you want us to map your donors we need to • Improvements in
know their names and addresses. Our data analytics specialists receipting practices
will be glad to help you in extracting this data from your database. • Overall communication
We will also sign a non-disclosure agreement if necessary.
and messaging
Then What? recommendations
• Special event planning
The insights gleaned from this rigorous analysis will be useful in
• Additional integrated
both major gift cultivation and in creating or initiating successful
direct mail, telephone, or other promotional efforts. If you’d like, marketing opportunities
C. Grant & Company can go the next step with you and create • New program
print or electronic direct mail campaigns, collateral materials, introductions
scripts and messaging platforms, and anything else you need to
effectively tell your story.

4. Improving Camp Fundraising Success through Donor File Analysis
Principal Team
Christopher Grant is founder of C. Grant & Company, a full-service research, marketing,
and communications firm located in Wheaton, IL. He is a graduate of Wheaton College
and earned a Masters Degree from the Medill School of Journalism at Northwestern
University. He served for more than 20 years in the corporate world as Senior Vice
President, Marketing and Communications and corporate officer at The
ServiceMaster Company, Vice President of Marketing at Harper
Why
Collins/ Zondervan, and Vice President at CTi. During his career, us?
he has directed more than 100 formal consumer and trade Our team has
surveys and hundreds of promotional, media, and electronic analyzed the donor files
of literally hundreds of non-
campaigns. He has received numerous professional awards
profits.
during his career, including American Marketing Association
(W. Michigan) “Trailblazer Award” for Marketing Organization Yes, hundreds with an “s.”
of the Year and American Marketing Association (Chicago)
Weʼve done research, reporting,
Gold Award for Market Research.
recommendations, and
executed campaigns for
Jonathan Van Oss has more than 23 years working for non- many of these known
profit organizations, bringing a wealth of experience in organizations in the
non-profit world.
fundraising database analytics. He has analyzed hundreds of
non-profits across all of the market sectors. Jonathan began his
career in the marketing department of World Vision where he managed
their massive telemarketing services and became the Director of the Market
Research Department. He also worked for the American Medical Association for eight
years, where he was Director of Database Marketing and for Douglas Shaw & Associates,
a fundraising and communication consulting agency, for six years. Jonathan has
presented at numerous conferences and seminars such as National Religious
Broadcasters, Christian Stewardship Association, and the Association of Gospel Rescue
Missions. Jonathan has a B.A. in Computer Science and Business Administration from
Hope College in Holland, MI.
Contact
Chris@CGrantandCompany.com
www.cgrantandcompany.com