Using data available to Pareto Fundraising, the retaining donors through tough economic times workshop looked at the ways in which charities could maintain and strengthen their relationships with their donors.

1. RETAINING DONORS THROUGH TOUGH ECONOMIC TIMES Presented by Sean Triner © Pareto Fundraising 2009

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4. What’s happening right now? © Pareto Fundraising 2009

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7. Individual/Organisational giving trends Base: Total gross income, excluding Bequest and Events to give underlying trend Growth from Individual giving is much more stable than from Organisational giving. © Pareto Fundraising 2009

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9. Gross Income trend – Ind. Vs Org. Base: All donors © Pareto Fundraising 2009

10. Sources of individual giving Base: All individual giving © Pareto Fundraising 2009

11. Gross income by channel - cash Base: All individual cash giving © Pareto Fundraising 2009

12. Tax Appeal change +ve -ve © Pareto Fundraising 2009

13. Major Donors – Gifts $1,000+ Base: All cash gifts $1,000+ in 2008 from individuals © Pareto Fundraising 2009

14. New donors since 2000 Base: All individuals © Pareto Fundraising 2009

15. Cash gift acquisition volume trend © Pareto Fundraising 2009

16. Regular gift acquisition volume trend © Pareto Fundraising 2009

17. Gross income trend Base: All donors © Pareto Fundraising 2009

18. Changes in Cash and RG income Base: All individuals © Pareto Fundraising 2009

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22. © Pareto Fundraising 2009 Trusts 10% Posh ball 40% Appeals 45% Corporate 15%

23. Vulnerability Index © Pareto Fundraising 2009 Very Important Insignificant Very vulnerable Relatively safe

24. SWOT © Pareto Fundraising 2009

26. Internal v External © Pareto Fundraising 2009

28. Crisis or Opportunity? © Pareto Fundraising 2009

29. Crisis or opportunity? © Pareto Fundraising 2009

30. © Pareto Fundraising 2009 Avoiding Recession Suicide

31. © Pareto Fundraising 2009 Practice good relationship management with donors and please don’t ignore them.

32. What do our donors want? M eet me U nderstand me V alue me R emember me © Pareto Fundraising 2009

33. Donors being ignored © Pareto Fundraising 2009

34. Good relationship management © Pareto Fundraising 2009

35. Find out who they are © Pareto Fundraising 2009

36. Make it personal © Pareto Fundraising 2009

37. Make it personal © Pareto Fundraising 2009

38. Give feedback © Pareto Fundraising 2009

39. Thank properly © Pareto Fundraising 2009

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41. It’s worth the effort – long term © Pareto Fundraising 2009

42. © Pareto Fundraising 2009 Don’t sacrifice long term gain for short term savings.

43. It’s now or never © Pareto Fundraising 2009

44. Smarter , rather than less acquisition © Pareto Fundraising 2009

47. Don’t sacrifice long term for short term Now have over 1,500 confirmed bequestors © Pareto Fundraising 2009

48. Don’t sacrifice long term for short term BUT, only now reaping the rewards © Pareto Fundraising 2009

49. © Pareto Fundraising 2009 Focus on the things that will have the biggest impact .

50. It’s all about the 80/20 rule © Pareto Fundraising 2009

51. Growth: Regular giving and bequests © Pareto Fundraising 2009 443M 394M 345M 295M 246M 197M 147M 98M 49M

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53. Pareto Principle © Pareto Fundraising 2009 Decile Cumulative Gross Income Count Cumulative Count % of Donors Cumulative % of Donors 1 $ 6,854,383 45 45 0.0% 0.0% 2 $ 13,708,765 292 337 0.2% 0.3% 3 $ 20,563,148 716 1,053 0.6% 0.9% 4 $ 27,417,531 1,291 2,344 1.1% 1.9% 5 $ 34,271,913 2,171 4,515 1.8% 3.7% 6 $ 41,126,296 3,557 8,072 2.9% 6.6% 7 $ 47,980,679 5,712 13,784 4.7% 11.2% 8 $ 54,835,061 10,018 23,802 8.2% 19.4% 9 $ 61,689,444 19,807 43,609 16.1% 35.5% 10 $ 68,543,827 79,193 122,802 64.5% 100.0% 122,802 122,802 100.0% 100.0% 80%

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55. Spend time where it makes a difference © Pareto Fundraising 2009

56. Spend time where it makes a difference © Pareto Fundraising 2009 Impact of spending time and effort on a small group – 463 donors

57. © Pareto Fundraising 2009 Getting the balance right. Cost v value.

58. Cost of fundraising incl bequests © Pareto Fundraising 2009

59. Cost v value: the balance © Pareto Fundraising 2009

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63. My favourite Charity: The Sumba Foundation How you support: Regular gift from credit card & occasional donation Why? Their cost of fundraising is really low and I am impressed by their effective admin systems... © Pareto Fundraising 2009

64. My favourite Charity: The Sumba Foundation How you support: Regular gift from credit card & occasional donation Why? I went to see them at Christmas last year and met loads of the kids. It was fantastic, we met .... © Pareto Fundraising 2009

65. © Pareto Fundraising 2009 Use data to make informed and strategic decisions.

67. © Pareto Fundraising 2009 Look around and see what others are doing.

68. How do we measure up? © Pareto Fundraising 2009

69. Pareto Benchmarking © Pareto Fundraising 2009

70. Become a voyeur: mystery shop © Pareto Fundraising 2009

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72. © Pareto Fundraising 2009 Remember that donors give to organisations that MEET needs.

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76. Messages that stick S U C C S E imple nexpected oncrete redible motional tories © Pareto Fundraising 2009

77. Case for support – its got to have heart © Pareto Fundraising 2009

79. © Pareto Fundraising 2009 Summary. © Pareto Fundraising 2009

82. Board and management © Pareto Fundraising 2009

83. The Pareto Principle © Pareto Fundraising 2009

84. Look after your donors © Pareto Fundraising 2009

85. Get more donors © Pareto Fundraising 2009

86. … people are good; they care © Pareto Fundraising 2009

87. Karen Miller, Benevolent Society © Pareto Fundraising 2009

88. Last year The Benevolent Society received a copy of a receipt sent from our organisation to a donor – what’s so great about that you ask? © Pareto Fundraising 2009

89. Well…the letter was dated Christmas Eve 1920 and it was sent to a little girl aged 5 called Gwen. © Pareto Fundraising 2009

90. Gwen had kept her receipt all these years, in her little box of treasures and her daughter found it recently. © Pareto Fundraising 2009 Gwen had done some fundraising for us, and raised 10 shillings.

91. Gwen is now 93 years old and would have accumulated much in her time, imagine keeping a donation receipt from when you were 5!! © Pareto Fundraising 2009

92. © Pareto Fundraising 2009 The thank you letter reads: ‘ I have just heard that your daddie has been reading you the stories in our Christmas book, and that you then started off to get money to send us, so that we could buy things for poor children to eat at Christmas time.

93. © Pareto Fundraising 2009 Do you know what was done with the ten shillings? They brought bread, wheat, milk, porridge, jam, golden syrup, tinned fruit, and a plum pudding, for some children whose mother had no money to go to the shops.

94. © Pareto Fundraising 2009 You did not know that when you were making pin-holes in those flowers you were going to make some poor mother glad because she could make Christmas day a happy one, for her little children. But you have done so”

95. Isn’t that gorgeous? I know the language is old fashioned, but what a lovely receipt – it acknowledges how she came to make her gift and lets her know just what a difference it’s made. © Pareto Fundraising 2009

96. Just today I met Gwen’s daughter and got to see the original letter – she also brought a photo of her mum aged about 5, in what looks like her Sunday best complete with ringlets. © Pareto Fundraising 2009

97. © Pareto Fundraising 2009 She’s happy for me to share the story which is why I’m telling you now. Her daughter made a donation to us too!

98. © Pareto Fundraising 2009 It is all about a relationship between a donor and the beneficiary

99. The Pareto Group exists to make the world a better place, by expanding the not-for-profit sector's capacity worldwide to ensure as many beneficiaries are helped as possible. sean.triner@paretofundraising.com www.paretofundraising.com