Barrett, The Honors College Thesis/Creative Project Collection

This paper analyzes the differences between for-profit marketing and nonprofit marketing and the nuances around nonprofit marketing. There are currently almost 1.8 million nonprofits registered with the Internal Revenue Service (IRS). This sector contributed approximately $1.047.2 trillion to the US economy in 2016 alone (National Center for Charitable Statistics, 2020). Prior research on nonprofit marketing indicates that nonprofit marketing is more complex and nonprofit organizations face many challenges in developing marketing strategies. Many studies have shown a trend in emerging technologies impacting the way nonprofits can market, including demographic changes, social media, targeting strategies, and improved customer relationships (Andreasen, 2012; Switzer, 2021; Crawford and Jackson, 2019; George and Shah 2021; Graca and Zwick, 2020). To further explore nonprofit marketing and trends in the industry, I interviewed marketing specialists working in nonprofit organizations in Arizona to gain their perspective on marketing in the nonprofit sector. I found a lot of similarities between the results from prior studies on nonprofit marketing and the findings from my interviews such as personalized targeting strategies, the importance of relationships, technological advancements, lack of resources, and digital marketing strategies. However, it was interesting that respondents did not highlight issues related to demographic trends and social media as being central to their marketing strategies.

Make-A-Wish America has a world-renowned reputation as one of the best nonprofits in the world, and is widely known amongst many individuals looking to support or donate to nonprofits. Their work is not only a fundamental part of human services care within the nonprofit world, but their unique online platform and social media presence is a differentiating factor among many other nonprofits and for-profit businesses alike. The purpose of this study is to research Make-A-Wish America’s brand management and marketing strategies as a nonprofit, including secondary research on the brand itself, analyze all environmental factors that affect its marketing strategy, assess their market segmentation, targeting, and positioning, and evaluate their integrated marketing communications strategy. Additionally, I conducted interviews with Make-A-Wish America professionals working within the brand management department at the national office. The individuals were interviewed with various marketing backgrounds within the brand department to gain a deeper insight into their individual experiences and assessments of Make-A-Wish America’s brand management and marketing strategy. My specific thesis goals include utilizing my marketing recommendations to grow Make-A-Wish America’s profits, specifically in actions to increase fundraising. Also, my thesis goal is to find recommendations to outperform competition in gaining supporters and donors as well as, more recently, analyzing the effects of the COVID-19 pandemic and making recommendations on how they can grow despite this economic tragedy. The results suggest that there are common themes amongst my secondary research and primary research, resulting in marketing recommendations that Make-A-Wish America can utilize to better market to donors and supporters in the future, giving them competitive advantage over other nonprofits and combatting the effects of COVID-19. Recommendations for Make-A-Wish America include investing in their own research and development in terms of customer relationship management tools, online fundraising campaigns, and technology to better inform donors of their mission, vision, and values, diversifying their donor profile and targeted communities, and taking advantage of their point of parity within their social media online platform.

The nonprofit sector exists as one of three working groups which contribute to the flow of the economy and society. Unlike the government and for-profit sectors, the nonprofit world has faced a growing responsibility alongside a lack of emphasis on the sector’s importance. Nonprofits have often faced a lack of resources needed to combat these gaps. However, since Covid-19, resources have been diminishing even further. These resources can be identified as a variety of elements, from volunteers and paid staff to funds and access to overseas goods and services. A case study of the world-renowned Make-A-Wish Foundation and its Arizona Chapter perfectly illustrates the journey back to full mission-accomplishment in present times through their actions taken to combat common sector struggles. This case study proves importance of the nonprofit sector, accompanied by a call for education and re-emphasis of the nonprofit sector.

My thesis was conducted in two parts, one with the creative aspect, which was competing in Venture Devils competition with my NGO pitch-deck. The second aspect was a written portion to explain the research I have done through my creative project, and competing in Venture Devils. I began this project in my ENT 360 class in 2020, with Professor Sebold, so I began gathering research then. I worked with Hope Women's Center, a local non-profit, to understand what needs underprivileged women have and how my venture can support those needs. I came up with a venture pitch that provides peer mentoring, networking, and financial literacy to women.