What would happen if everyone only went on aFirst Date???

Donor Retention Out of 922 Give Choose Donors this year only 150 of them had also participated in

2014 or 2015.

16% Retention Rate

• 23.7% is the average retention rate for first time donors

• 58.4% is the retention rate of multi-year donors

• 65% is considered industry minimum

• 63% of donors want to know how their $$ will be used

Source: Blackbaud: 50 fascination nonprofit statistics

Donor Attrition is the rate at which an organization loses its active donors every year.

Today, they’re at an all-time low. According to studies by the Association of Fundraising Professionals, every $100 raised from new donors was offset by $100 in losses because of

attrition. All of this is despite the facts that organizations have:

– a 60-70 percent chance of obtaining additional gifts from an existing donor.

– a 20 to 40 percent chance of obtaining an additional gift from a recently lapsed donor.

– but less than a 2 percent chance of obtaining a gift from a prospective donor.

Source - Nonprofit Hub

Give Choose 2016 has a 84% Attrition Rate

Fundraising Effectiveness Project

Why Did They Leave????

• 53% said lack of communication• What are your policies around when to send a thank you?• When or at what level do you make a call?• How are you using their donation?• What is their impact?• How do they know?

A Stewardship Plan is integral to your Fundraising Plan

Donor Stewardship boils down to contacting donors at the right times and in the right ways.

In order to do so, you need to know your donors through and through. The tough part is remembering and organizing

the important details for a lot of donors.

7 Steps to Creating a Nonprofit Stewardship Program

1. Clean Your Database

A. Donor SegmentationOrganize donors into manageable groups - location, donation amount, age. This makes the information easily accessible to staff especially when creating targeted messaging.

B. Contacting DonorsMake sure you have the most updated contact information, giving history, other pertinent information maybe birthday, anniversary etc.

C. Engaging DonorsIt is important to keep track of how donors wish to be contacted, how often and with what information.

• Who has been giving? For how long?• Know your LYBUNT donors (Last Year But Unfortunately Not This Year) &

SYBUNTs (Some Years But Unfortunately Not This Year).• What do we define as a major gift?• What’s our retention rate?• What’s our acquisition rate?• Why did this person start giving?• What are the names and gift sizes of our largest donors?• How many personal (phone or in-person meeting) contacts do you have

annually?• Who are you meeting with vs. calling? Is their gift larger than those you don’t

meet with?• What actions are our board members taking to connect with our donors?

• Thank-you calls: to whom?• In-person meetings? With Whom?• Board member follow-up actions are?:• Names of donors board members have agreed to solicit:

Donor Data Checklist

7 Steps to Creating a Nonprofit Stewardship Program

2. Define Stewardship At Your Organization

A. Formal Donor AcknowledgmentB. Donor Welcome PacketC. Customized Thank You’sD. Phone Calls From Top Level Staff and/or BoardE. Annual ReportsF. NewslettersG. Social Media

Process of providing donors with excellent care and service in the hopes of retaining them as supporters. - But what is excellent care and service for you?

1) Prompt, accurate, sincere appreciation for their gift2) Confirmation that the agency will use the gift as donor intended3) Measurable results and reporting on how their gift was used

3 Things Every Donor Expects

3. Set (Realistic) GoalsA. Retaining a certain percentage of new donors from a specific campaignB. Receiving increased donations from a certain percentage of donorsC. Communicating to a higher number of donors through your stewardship program

7 Steps to Creating a Nonprofit Stewardship Program

4. Create A BudgetA. StaffB. Data attainment and organizationC. PlanningD. ExecutionE. TechnologyF. And more

How much can you afford to spend on donor stewardship? Stewardship should not bankrupt your nonprofit, but realize that it is a strategy geared toward raising more money. Whatever you invest into donor stewardship, you should expect to get back, and then some, through donations from the donors that your efforts help you to retain.

5. Assemble A Stewardship Team

7 Steps to Creating a Nonprofit Stewardship Program

6. Create A Communications PlanA. PhoneB. EmailC. Direct MailD. Social MediaE. 1 to 1

The how and when is important but so is what you say. If you only talk to donors about donations sets a precedent that the relationships do not matter beyond monetary gifts. You can also share:A. Upcoming EventsB. Volunteer OpportunitiesC. Program Information D. Relevant Stories

Sending too many communications that do not ask for money might cost your nonprofit too much, so plan ahead and decide on a ratio of fundraising to non-fundraising communications that work for you.

7 Steps to Creating a Nonprofit Stewardship Program

7. Put Your Plan Into Action

A. Remind them that they gaveB. Tell them they matterC. Tell them how their $ is usedD. Say thank youE. Provide excellent customer service

5 Ways To Keep Donors