Listening and Learning: Good Stewardship PracticesKathleen Driscoll, Secretary for AdvancementMary Doorley, Vice President of DevelopmentArchdiocese of Boston

SEPTEMBER 14, 2015

Today’s Session

•Where We Are Today• The Importance of Relationships • Tools for Your Organization• Breakouts

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Philanthropy in the US: Growing $358.58 Billion (2014)

• Total giving increased by 5.4% since 2013• Largest increases Culture (7.4%)

and Environment/Animals (5.3%)• Between 2000 and 2011,

public charities grew 25 % vs. .5% for-profit businesses

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Giving USA 2015: The Annual Report on Philanthropy for the Year 2014, Available online at http://www.givingusa.org

Philanthropy to Religion in the US:$114.90 Billion (2014)

• Over the past 10 years religion grew at ½ pace of entire category (.6% vs. 1.6%)• In 2014 donations grew

.9% vs. sector growth 5.1%• Market share shrinking 32%

(2014) vs. 53% (1987)

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Giving USA 2015: The Annual Report on Philanthropy for the Year 2014, Available online at http://www.givingusa.org

Our Challenge

• A persons impression of a brand that can impact purchase• Positive when leveraged, actively

managed to be relevant and stewarded• Negative when we “rest on our

laurels” become complacent

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“HALO Effect”

Need Stronger Attention to Retention

• All non-profits- 2013➖For every $100 gained in new, sustained, or increased

gifts it lost $92 in lapsed or lower gifts➖For every 100 donors gained in 102 were lost ➖New donor retention=22.9%➖Repeat donor retention=60.8%

• Religious organizations: 2013 ➖Retention is stronger vs. secular organizations 54% vs. 39%

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What is the Most Likely Reason An Organization Will Lose Donors?

• Too much spent on administration• Death/relocation• Unsatisfactory complaint-handling• Won by another nonprofit• Lack of interest from the organization

Adrian Sargeant: Donor Retention: What do We Know and What Can we Do About it?

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• Lack of interest from the organization

What Drives Donor Commitment?

• Premiums offered in exchange for donations• Elaborate marketing collaterals• Sense of shared belief with the organization• Tax deductions for donations• All of the above

Adrian Sargeant: Donor Retention: What do We Know and What Can we Do About it?

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• Sense of shared belief with the organization

Factors Driving Donor Commitment

• Shared beliefs• Learning• Trust• Personal link• Multiple engagements

Adrian Sargeant: Donor Retention: What do We Know and What Can we Do About it?

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Practical Tools: The Fundraising Effectiveness Project

• Improving donor retention by 10% will double the lifetime value of your donor base • A free tool to measure fundraising effectiveness• Easy to use

➖3 sets of data➖Can run “what if” scenarios

• Confidential• Go to http://afpfep.org.

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Stewardship is About Relationships

• Our ministry is first and foremost about relationships• It is about being of one heart and mind.

It is our relationship to God• To the mission of Jesus, and to all of our

brothers and sisters • It is an invitation to be and build

communities of faith, hope, and love

National Catholic Development Conference

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Power of Relationships in the Catholic Community

• Our advantage is that our volunteers and donors can be inspired on a spiritual and faith filled level that can help in the entire ministry of the Church

Unleashing Catholic Generosity, Explaining the Catholic Giving Gap in the United States

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Prioritizing Our Donors

Adapted from “Strategic Stewardship” by Alison Lewis Lodhi, CFRE

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Attendee Shopper

Steadfast Purposeful

HIGH Potential to Lose Relationship

LOW potential to lose relationship

HIG

H p

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Mike Griffin

Attendees occasionally participate in the religious community but are not actively involved

CHARACTERISTICS • High potential to lose relationship • Low philanthropic ability

PROFILE• A 31 yr. old young professional• Single living with friends in the city• Irregular Mass attendee• Involved in his Catholic college alumni group• Attends special events

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Shopper

Steadfast Purposeful

HIGH Potential to Lose Relationship

LOW potential to lose relationship

HIG

H p

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LOW

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Attendee

Steadfast Purposeful

HIGH Potential to Lose Relationship

LOW potential to lose relationship

Carol Anderson

Shoppers are active in limited aspects of the organization. Are very involved in community activities relating to personal priorities

CHARACTERISTICS • High potential lose relationship • High philanthropic ability

PROFILE• Married, 45 yr. old, mother of 3, and

businesswoman• 2 children in Catholic elementary school

and 1 in public school• Religious education parent• Weekly Mass attendee to family Mass• Regular offertory contributor• Large one-time annual donor to several charities

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HIG

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Walter Donovan

Purposeful donors are the most faithful, always there no matter what. They contribute regularly and generously.

CHARACTERISTICS• Low potential to lose relationship• High philanthropic ability

PROFILE• 51 yr. old executive at major company• Married with 2 children• Weekly Mass attendee • Board member on 4 non-profits• On parish restoration committee• Major donor to several charities

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Attendee Shopper

Steadfast

HIGH Potential to Lose Relationship

LOW potential to lose relationship

HIG

H p

hila

nthr

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abi

lity

LOW

phi

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Rose and Carlos Ortiz

Steadfast donors are active and faithful. They are generous with their time and with their limited finances.

CHARACTERISTICS• Low potential lose relationship • Low philanthropic ability

PROFILE• Married, 71 and 73 yr. old with 5 children

and 18 grandchildren• Rose is retired and Carlos still works

as an accountant • Daily Mass attendees• Regular offertory contributor

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Attendee Shopper

Purposeful

HIGH Potential to Lose Relationship

LOW potential to lose relationship

HIG

H p

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nthr

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LOW

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Breakouts

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Attendee

Mike

Shopper

Carol

Purposeful

Walter

Steadfast

Rose and Carlos

Thank you! Kathleen Driscoll, Secretary for AdvancementMary Doorley, Vice President of DevelopmentArchdiocese of Boston

September 14, 2015