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"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
"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
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.
Acknowledgments xi
Foreword xiii
Chapter 1 Overview of Fundraising Analytics 1
Defining Analytics 3
The Mind of an Analyst 6
What to Expect 11
Enjoy the Journey 14
Chapter 2 Understanding Your Constituents 17
Natural Segments 17
Portfolio Assignment 18
Derived Segments 19
Cluster Analysis Case Study 25
Final Thoughts on Understanding Your Constituents 30
Chapter 3 Analytics and Prospecting 31
Development Business Process 31
Integrated Prospecting System 38
Analytics as Part of the Prospecting System 42
Final Thoughts on Analytics and Prospecting 50
Chapter 4 Analytics and Campaign Planning 51
Assessing Campaign Factors 52
Incorporating Campaign Factors 62
Campaign Pyramid 68
Final Thoughts on Campaign Analytics 70
Chapter 5 Data-Driven Prospect Management 71
Elements of Successful Fundraising Organizations 72
Prospect Management 75
Final Thoughts 113
Chapter 6 Annual Giving Analytics 115
Constituent Life Cycles 117
Traditional Donor Segments 127
Predictive Modeling for Annual Giving and Membership 128
Metrics for Annual Giving 133
Final Thoughts on Annual Giving Analytics 135
Chapter 7 Selecting Data for Mining 137
Selection Criteria 138
Variables to Include in Your File 138
Format for Your Data File 152
Chapter 8 Descriptive Analysis: Basic Statistics and Scoring Models 153
Descriptives 154
Frequency Distribution 159
Cross Tabulation 162
Recoding Variables 164
Correlation 170
Correlation Ranking 173
Calculating Database Capacity 175
RFM Analysis 184
Attachment Score 186
Chapter 9 Regression Analysis 189
Define Business Need or Goal 189
Determine Required Data Elements 190
Model Selection 192
Prepare the Data for Modeling 193
Modeling 197
Model Evaluation 207
Final Thoughts on Predictive Modeling 210
Final Thoughts on Fundraising Analytics 211
Glossary of Common Analytics Terminology 213
AFP Code of Ethical Principles and Standards of Professional Practice 217
A Donor Bill of Rights 218
Index 219
| Erscheinungsjahr: | 2008 |
|---|---|
| Fachbereich: | Einzelne Wirtschaftszweige |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 240 S. |
| ISBN-13: | 9780470165577 |
| ISBN-10: | 047016557X |
| Sprache: | Englisch |
| Herstellernummer: | 14516557000 |
| Einband: | Gebunden |
| Autor: | Birkholz, Joshua M |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 235 x 157 x 19 mm |
| Von/Mit: | Joshua M Birkholz |
| Erscheinungsdatum: | 01.04.2008 |
| Gewicht: | 0,551 kg |
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.
Acknowledgments xi
Foreword xiii
Chapter 1 Overview of Fundraising Analytics 1
Defining Analytics 3
The Mind of an Analyst 6
What to Expect 11
Enjoy the Journey 14
Chapter 2 Understanding Your Constituents 17
Natural Segments 17
Portfolio Assignment 18
Derived Segments 19
Cluster Analysis Case Study 25
Final Thoughts on Understanding Your Constituents 30
Chapter 3 Analytics and Prospecting 31
Development Business Process 31
Integrated Prospecting System 38
Analytics as Part of the Prospecting System 42
Final Thoughts on Analytics and Prospecting 50
Chapter 4 Analytics and Campaign Planning 51
Assessing Campaign Factors 52
Incorporating Campaign Factors 62
Campaign Pyramid 68
Final Thoughts on Campaign Analytics 70
Chapter 5 Data-Driven Prospect Management 71
Elements of Successful Fundraising Organizations 72
Prospect Management 75
Final Thoughts 113
Chapter 6 Annual Giving Analytics 115
Constituent Life Cycles 117
Traditional Donor Segments 127
Predictive Modeling for Annual Giving and Membership 128
Metrics for Annual Giving 133
Final Thoughts on Annual Giving Analytics 135
Chapter 7 Selecting Data for Mining 137
Selection Criteria 138
Variables to Include in Your File 138
Format for Your Data File 152
Chapter 8 Descriptive Analysis: Basic Statistics and Scoring Models 153
Descriptives 154
Frequency Distribution 159
Cross Tabulation 162
Recoding Variables 164
Correlation 170
Correlation Ranking 173
Calculating Database Capacity 175
RFM Analysis 184
Attachment Score 186
Chapter 9 Regression Analysis 189
Define Business Need or Goal 189
Determine Required Data Elements 190
Model Selection 192
Prepare the Data for Modeling 193
Modeling 197
Model Evaluation 207
Final Thoughts on Predictive Modeling 210
Final Thoughts on Fundraising Analytics 211
Glossary of Common Analytics Terminology 213
AFP Code of Ethical Principles and Standards of Professional Practice 217
A Donor Bill of Rights 218
Index 219
| Erscheinungsjahr: | 2008 |
|---|---|
| Fachbereich: | Einzelne Wirtschaftszweige |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 240 S. |
| ISBN-13: | 9780470165577 |
| ISBN-10: | 047016557X |
| Sprache: | Englisch |
| Herstellernummer: | 14516557000 |
| Einband: | Gebunden |
| Autor: | Birkholz, Joshua M |
| Hersteller: |
Wiley
John Wiley & Sons |
| Maße: | 235 x 157 x 19 mm |
| Von/Mit: | Joshua M Birkholz |
| Erscheinungsdatum: | 01.04.2008 |
| Gewicht: | 0,551 kg |
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