Speaker 1: And now, without further ado, I'd like to turn it over to Timmy Pacioretty. Timmy served as the Advancement Director at St. Paul's Catholic High School in Bristol, Connecticut for five years. And she became a Little Green Light customer there and a power user. And then in August of 2011, joined Little Green Light as an account manager. Timmy has a lot of experience in developing campaigns and appeals and segmentation, so we are very delighted to have her as part of Little Green Light.

Speaker 2: Take it away, Timmy. Well, thank you. Thank you all very much. This presentation really is based on my experience of the success that we were able to achieve by following these six steps to an appeal. So starting at the very basic level, from identifying prospects and acquiring data, to segmenting the data in a way in which allows you to personalize your approach to your constituents, ensuring proper gift accounting and acknowledgement process, and really developing a stewardship and cultivation plan that allowed us to, throughout the entire appeal, make sure that we were touching each constituent personally and properly along the way. And then ultimately, having the ability to evaluate the appeal throughout the process was also another valuable and important step in our success. Just a sense of what I'm talking about in terms of how these steps really made a difference or an impact in our revenue outcomes. This graph kind of gives you a sense of where St. Paul was or how they were doing, really, in their annual fund history in the five years leading up to the time when we started to implement some of these strategies. And as you can see, we were seeing steady but fairly flat increases in our annual fund revenues leading up to the time where we started to implement some of these strategies. And in the year that we did in 2009-10, we actually saw a 68% increase in our revenue. So I really do believe that the key to that success really lied in the fact that we started to really take our donor information seriously, and we really strategically thought about how to utilize that data to really drive some strategy and to be more personal in our approach. So again, that's really the basis of where this webinar comes from today. And it really does tie into John Kenyon's here discussion about, quote, about how people data is your most important resource. I'm sure that I don't have to convince all of you that, obviously, without people, our schools would not be successful. But certainly, we found that in addition to having relationships with people, the information that you maintain about those folks throughout your school really can help divide some strategies that will really make a difference for you.