Are You Getting Worthwhile ROI from Your Events?

This article from The Chronicle of Philanthropy is quite good. Although I was not primarily an event fundraiser, staffing cuts eventually left me directly in charge of a major annual gala (whereas I had previously been one level removed, having a direct report who supervised the event.). Even before I assumed direct responsibility I was painfully aware of one of the unpleasant aspects of events: Usually you only hear complaints, and lots of participants have lots of strong opinions which they are very happy to share, often with rather less sensitivity than they might normally bring to a conversation. I found events to be rather like publishing annual reports of donors: The best you could hope to do was not to tick too many people off.

One of the things I like about the author’s suggestion is that this framework can be applied proactively rather than reactively, which, for me, softens the blow of “feedback.” It also serves to (try to) keep participants focused on improvements and solutions, rather than blame.

Beyond this, the article got me to thinking once again about something that never sat well with me – the typical assumptions made about the value and impact of events beyond their direct financial impact. Everyone knows that events are an extremely “expensive” form of fundraising. At my old independent school, the “real” net income from our annual gala auction, after expenses and salaries (that’s right, I always included the cost of staff, which sometimes gets excluded from the calculation) ended up being only about $25,000 per year.

When this fact was pointed out to leaders (Head of School, board members, influential parent volunteers), the typical responses included well-known “axioms” about the importance of friend raising, getting parents involved as volunteers, etc. Another frequent claim, which relates to the point I want to raise here, was that getting people to give via the auction was a “gateway” to additional giving, particularly to the Annual Fund (which is extremely important in the independent school world, since at most schools it fills a planned hole in the annual budget – the so-called “gap” between tuition and the actual cost of educating a student).

Even though the auction itself was not very lucrative, how could anybody argue with getting new donors?

As it turned out, this anecdotal connection between the auction and other forms of giving turned out to be purely anecdotal.

As in 100% anecdotal. As in 0% true.

I had relatively limited data, but when I looked at the three-year period for which I had complete information, I discovered something quite shocking: The top 20 auction donors (a subset of whom were the lead volunteers) had given, over the same three-year period, a grand total of $0 to the Annual Fund.

That’s right, zero.

I am not making any universal claims about the connection or non-connection between event giving and other forms of giving. I should think this case was at least somewhat unusual. What is more, your organization’s event may produce relatively excellent net fundraising results. A cost of 30 cents per dollar raised (assuming it counts salaries) is pretty easy to swallow when your event grosses $1,000,000. However, what I am suggesting is that it would be worth a bit of time and effort to try to analyze the larger ROI of your events, especially if you are not seeing significant direct financial returns.

When I build custom predictive models for clients, I always look closely to see if there is a statistically and practically significant correlation between event attendance and overall giving. Even if you can’t carry your investigation that far, consider simply looking at your large event donors and their event giving vs. direct (non-event) giving, and see where the information leads you. What would you do if you found that your events provided minimal direct and indirect ROI?

Brandon Ferris
Senior Director of Strategic Services and Fundraising Counsel
Zuri Group

Stop Tracking Events in Spreadsheets!

“Shadow databases” are a very common problem in the advancement industry. Whether data is stored in home-built MS Access databases, third-party CRM systems, or just Excel files, having some of your institution’s data stored anywhere other than the database of record poses a number of obvious challenges:

  1. Limited access to useful information
  2. Biographical data not being updated everywhere
  3. Incomplete picture of constituents.

It’s item #3 I’d like to address in particular, given my focus on data-driven fundraising. In order to use data most effectively to drive strategic advancement outcomes, the data must be accurate – that goes without saying! When data is spread out in multiple locations, it’s just about impossible to keep it up to date everywhere, and this compromises the overall quality.

When key data are not stored in the system of record, which reduces the “completeness of the picture,” your ability to do data-driven fundraising can be even further compromised. Consider one of the most rampant cases of “shadow data:” Events. A tremendous number of institutions fail to track some (or, sometimes, any whatsoever!) of their event data in the CRM system of record. There are various reasons. Some CRM systems offer limited capability, but in quite a few cases, it’s due to lack of training and/or a lack of commitment to ensuring that event data are properly captured. It takes some effort to get it all into the database, and instead it often languishes in spreadsheets.

From a data-driven fundraising perspective, event data are extremely useful. Event attendance almost always shows a strong statistical correlation with giving, so if you don’t have accurate, accessible event information, you cannot include that data in any efforts to predict giving.

So I say, stop tracking your events in spreadsheets, if you have the necessary tools to track them in your fundraising system. Get professional assistance, if necessary, to help you figure out how best to do it, to train your staff, and to develop consistent policies and business rules for managing event data.

Brandon Ferris, Senior Director of Strategic Services and Fundraising Counsel
Zuri Group