1. Keeping and Growing Donors for Life Philip Tomé, Account Director Heather Rocheleau, Account Supervisor February 4, 2011

3. The donor lifecycle

4. Understanding the donor lifecycle

5. New donor conversion

12. Keep in mind that donors are real people who have voluntarily given to your Mission and will give again if someone listens to them and they feel they have been heard

14. Donor cultivation & retention

16. Cultivation (0-12 months since last donation) To solidify relationship with supporter within the first year – convert acquaintances into advocates

17. Retention (13-24 months since last donation) Intentional efforts to secure gift and bring donor to current status thereby continually refreshing the 0-12 segment of file

18. Cultivation & retention best practices

24. A good retention program looks at the entire relationship the donor has with the non-profit and acknowledges all the ways the individual interacts with the organization

25. Upgrading donors

27. The Donor Pyramid: Delivering value over time Planned Gift 20% of Donors 80% of Funds 80% of Donors 20% of Funds Major/Capital Gift $1,000+ Renewed/Upgraded Gift $100 - $999.99 First Time Gift $0.01 - $99.99

28. Reactivation

29. Reactivation (25+ months since last donation) Intentional efforts and strategies to re-engage lapsed and inactive donors

31. Reactivation best practices

37. Thank You Philip Tomé Heather Rocheleau Account Director Account Supervisor [email_address] [email_address] (626) 463-9354 (626) 463-9306