Learn How to Make the Right Buying Decisions for Your Organization

1. Learn How to Make the Right Buying Decisions for Your
Organization
THE NONPROFIT BUYER
Andrew Urban on Twitter
@NPBuyer
#nonprofitbuyer
#returnonmission
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2. Andrew Urban
Professional experience in the nonprofit sector:
Convio
Kintera/Blackbaud
Serenic Software
FirstGiving
Pioneered using the following software:
Constituent relationship management solutions
Online fundraising and engagement tools
Grants management tools
Over 18 years business and
nonprofit experience. Active at one time as a volunteer, board member,
Author, ‘The Nonprofit Buyer:
Strategies for Success from a
and fundraiser for:
Nonprofit Technology Veteran’ , Austin Children’s Shelter
published in 2010. River City Youth Foundation
The book ‘In the Trenches: You Scottish Rite Dyslexia Center
and Your Nonprofit’ from Girl Scouts
CharityChannel Press includes his
chapter “Purchasing Technology:
Return on Mission” and was
published in Summer 2011 2

3. Pitfalls of the Current Buying Process
 Options are more broad
today; Don’t discount Reliance on
anything. Consultant
Request for
Technology Proposal
Infrastructure
 Pain you are trying to
solve vs. a laundry list
of the application
features.
Staff CBI vs.
Training Features
 Don’t forsake training.
 Organizational readiness.
Software Change  How the application affects
Implementation Management the way your team works.
Mapping
Business
Process
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4. The Model of Control
The high level reasons your organization needs
Critical to make a particular purchase (e.g. Grant funding
Business Issues requirements or Inefficient program tracking
process or Outdated, not user-friendly software)
Definition of how your employees will interact with
Organizational
the “to be purchased solution” to the betterment
Outline of the mission
An explanation for the vendor as to your
Doable timeframe, budget, and communication process
Logistics during the sale along with other relationship
expectation setting
Return on Explanations of how you expect your purchase to
impact the mission of the organization beyond a
Mission traditional ROI (Return on Investment)
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5. Calculating Return on Mission
What is Return on Mission?
TotalGain – TotalCost Impact on Mission
TotalCost
Properly measures the success for all
tug-of-war interests
Measures both the financial and
mission-based aspects of a decision
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6. Women Inspiring Women
 New Hampshire based
nonprofit organization
 Founded by Leslie Sturgeon
 Established May 2007
 160 Members
 3,300 people on their contact
list
 Events monthly with 35 to
100 attendees
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7. Standard ROI calculation
Women Inspiring Women using Event Marketing from Constant Contact
Previous Registration Process Registration with
Constant Contact
Software No monthly charges. $25/mo plus PayPal charges (2.9% + $0.30)
Cost Only PayPal merchant services Utilize Email, Survey, and Event Mktg.
charges (2.9% + $0.30)
Cost of PayPal fees of $1.03 for member PayPal fees of $1.03 for member and $1.17
Registration and $1.17 for guests for guests.
($25 & $30)
Employee 8-10hrs of time each month x 3-4 hours of time each month x $25/hr =
Time Cost $25/hr = $200-$250/mo $75-$100/mo
Total Annual ($55 x 12=$660) + $3,000 staff ($55 x 12=$660) + ($180 annual cost of
Cost time = $3,660 Constant Contact Event Marketing) + $1,200
staff time = $2,040
Standard ROI of 79%
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8. What about their Mission?
Women Inspiring Women’s Mission:
Be a catalyst for creative problem solving that fosters
ongoing success in life and in business.
Provide a forum for personal and professional growth
through networking and educational opportunities.
Encourage peer-to-peer support for women business
owners and professionals in a diverse and positive
atmosphere.
Unite women to share resources, provide inspiration,
receive invaluable advice from women who have "been
there" and celebrate triumphs.
Encourage mentoring opportunities for women to
share strengths, talents and experiences.
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9. Return On Mission Calculation
What is Return on Mission for Women Inspiring Women?
TotalGain – TotalCost Impact on Mission
TotalCost
Offer Scholarships Being a Catalyst
More Facebook Ads Unite Women
Bring in more speakers Provide a forum
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10. Things to remember
The Model of Control
 Helps guide your organization through the purchasing process
 Communicate the issues your organization needs to resolve
Return on Mission
 Understand how the purchase affects your mission
 Have the solution provider take your mission into account
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11. Andrew Urban on Twitter:
@NPBuyer
Event Marketing on Twitter:
@ctctevent
#nonprofitbuyer
#returnonmission
THANK YOU FOR ATTENDING!
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