Details

<p>Acknowledgments xi</p> <p>Foreword xiii</p> <p><b>Chapter 1 Overview of Fundraising Analytics 1</b></p> <p>Defining Analytics 3</p> <p>The Mind of an Analyst 6</p> <p>What to Expect 11</p> <p>Enjoy the Journey 14</p> <p><b>Chapter 2 Understanding Your Constituents 17</b></p> <p>Natural Segments 17</p> <p>Portfolio Assignment 18</p> <p>Derived Segments 19</p> <p>Cluster Analysis Case Study 25</p> <p>Final Thoughts on Understanding Your Constituents 30</p> <p><b>Chapter 3 Analytics and Prospecting 31</b></p> <p>Development Business Process 31</p> <p>Integrated Prospecting System 38</p> <p>Analytics as Part of the Prospecting System 42</p> <p>Final Thoughts on Analytics and Prospecting 50</p> <p><b>Chapter 4 Analytics and Campaign Planning 51</b></p> <p>Assessing Campaign Factors 52</p> <p>Incorporating Campaign Factors 62</p> <p>Campaign Pyramid 68</p> <p>Final Thoughts on Campaign Analytics 70</p> <p><b>Chapter 5 Data-Driven Prospect Management 71</b></p> <p>Elements of Successful Fundraising Organizations 72</p> <p>Prospect Management 75</p> <p>Final Thoughts 113</p> <p><b>Chapter 6 Annual Giving Analytics 115</b></p> <p>Constituent Life Cycles 117</p> <p>Traditional Donor Segments 127</p> <p>Predictive Modeling for Annual Giving and Membership 128</p> <p>Metrics for Annual Giving 133</p> <p>Final Thoughts on Annual Giving Analytics 135</p> <p><b>Chapter 7 Selecting Data for Mining 137</b></p> <p>Selection Criteria 138</p> <p>Variables to Include in Your File 138</p> <p>Format for Your Data File 152</p> <p><b>Chapter 8 Descriptive Analysis: Basic Statistics and Scoring Models 153</b></p> <p>Descriptives 154</p> <p>Frequency Distribution 159</p> <p>Cross Tabulation 162</p> <p>Recoding Variables 164</p> <p>Correlation 170</p> <p>Correlation Ranking 173</p> <p>Calculating Database Capacity 175</p> <p>RFM Analysis 184</p> <p>Attachment Score 186</p> <p><b>Chapter 9 Regression Analysis 189</b></p> <p>Define Business Need or Goal 189</p> <p>Determine Required Data Elements 190</p> <p>Model Selection 192</p> <p>Prepare the Data for Modeling 193</p> <p>Modeling 197</p> <p>Model Evaluation 207</p> <p>Final Thoughts on Predictive Modeling 210</p> <p>Final Thoughts on Fundraising Analytics 211</p> <p>Glossary of Common Analytics Terminology 213</p> <p>AFP Code of Ethical Principles and Standards of Professional Practice 217</p> <p>A Donor Bill of Rights 218</p> <p>Index 219</p>

"….is a gift to the massess..a lens into the world of the sophisticated fundraising operations that pump the big bucks into major institutions. Written by Joshua Birkholz, the book's subtitle is 'Using Data to Guide Strategy" and that's what the book delivers." (<i>CharityChannel.com</i>, June 6, 2008)

<p><b>Joshua M. Birkholz</b> 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.</p>

<p><b>Praise for <i>Fundraising Analytics Using Data to Guide Strategy</i></b></p> <p>"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!"<br />—<b>Robert D. Scott</b>, Executive Director of Development Services, Massachusetts Institute of Technology</p> <p>"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."<br />—<b>Richard K. Naum</b>, Vice President of Development, Memorial Sloan-Kettering Cancer Center</p> <p>"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."<br />—<b>Jack Noonan</b>, CEO, SPSS Inc., a global leader in predictive analytics software</p> <p>"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."<br />—<b>Arthur J. Ochoa</b>, Esquire, Senior Vice President of Community Relations, Cedars-Sinai Medical Center</p>

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