DMANF Chicago 2018

1. Big Results from
Small Shops
Amy Sukol, CFRE
Executive Vice President
Lautman Maska
Neill & Company
Ted Traver
Manager of Direct Response
Development Department
Visiting Nurse Service
of New York
Audrey Stein
Chief Development Officer
DOROT

2. BIG Results from SMALL
SHOPS
Today’s Conversation
• Leveraging your MAIL
• Leveraging your DATA
• Leveraging your PEOPLE
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Amy Sukol, CFRE
ExecutiveVice President
Lautman Maska
Neill & Company
TedTraver
Manager of Direct Response
Development Department
Visiting Nurse Service
of NewYork
Audrey Stein
Chief Development Officer
DOROT

4. LEVERAGING THE MAIL
Direct Mail can be used for Upgrades, Lapsed Recapture
and Cultivation. You can also use it for Capital campaign
interactions as well as Planned Giving.
And it doesn’t need to cost a lot. For example:
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5. Upgrades
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6. Storytelling
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7. Increasing Urgency
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8. On the Phone: Proactive
calls to the “almost
lapsed” and “one-time a
year” givers
Lapsed prevention

9. Mail & Phone:
Special year-end LYBUNT mailing
combined with coordinated calls
Lapsed recapture
Jane Q Sample
123 Main Stree
Anytown USA

10. Cultivation
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11. Cultivation
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12. Thank you emails
to new donors
Segmentation

13. And more cultivation
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14. Capital
Campaign
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15. Planned
Giving
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17. What mailings are you already
doing that could be leveraged
for increased giving, lapsed
recapture or cultivation?

18. LEVERAGING DATA
Use Data to find hidden gems.
Don’t be afraid to take an honest look at your
program, let the data guide you, create a plan and
stick to it, measure the change … course correct
… move forward
For example:
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19. can make a difference in
the mail
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Wealth Screening

21. as a tool for
tracking large gifts
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Use Your Budget

22. can help you find
hidden gems in
your house file
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Data Modeling

24. E-appends as a way to increase
channel integration
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26. What data do you already have
(or could you get) to leverage for
a more personalized program?

27. LEVERAGING
PEOPLE
A small staff means people are one of your
greatest assets. They may be able to help you
more than you think.
For example:
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28. Year-end Phone-a-Thons
Leverage your board
and volunteers for:

29. “Thank you” calls to
new donors

30. Board-sponsored
Matching Gifts

31. Leverage your
consultants —
push them to
think outside
the mailbox

32. Leverage your
vendor/partners —
they may have tools
that can help

33. What people do you have in
your organization you could
leverage to improve
fundraising?

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Amy Sukol, CFRE
ExecutiveVice President
Lautman Maska
Neill & Company
TedTraver
Manager of Direct Response
Development Department
Visiting Nurse Service
of NewYork
QUESTIONS?
Thank you!
Audrey Stein
Chief Development Officer
DOROT