Managing your Donors and the need for a Stewardship Programme Cardiff 2018

What would you do with my £20 donation? Group discussion Having read about you in the my local newspaper, I have decided to give you a £20 donation. How would you currently manage that donation? Is there something different you could or should be doing? .

Recruiting new supporters How many supporters / members do you have? How did they hear about your organisation? Why did they contact you? How did they contact you? How is this information recorded?

Fundraising from your supporters Activities include: Leafleting Appeals Direct Mail SMS / Texting Social media Email / online Events

Understanding donor relationship Supporter Frequency – how often have they given? Recency – when was last gift? Value – how much was last gift?

Attended event / exhibition Visitor / shop customer / one off donors Legacies Major Donors Regular Gifts Appeals Attended event / exhibition Visitor / shop customer / one off donors The Pareto Principle 80/20 rule The Supporter Journey Pareto Principle – 80% of income from 20% donors.

Consider a regular gift The supporter Journey First Gift Appeals Consider a regular gift Raffle Events Legacy

Recording of data What to record Address information Gift history How they heard about you Method of contact What method of communication to they prefer? Where to record this data Personal information Giving history Reason and method for support Preferred Communication Legal information like data opt ins and gift aid

Building contact with supporters Successful fundraising relies on building relationship with your supporters Social media (Facebook and Twitter) Newsletters (printed and online) Events (any special dates linked to your organisation?) Exhibitions or events AGM Anniversary celebrations Building contact with supporters

Online Giving opportunities Matched funding Recruit new donors Reactivate lapsed supporters Raise awareness Opportunity to engage with major donors

Amount given direct to charity Site Amount given direct to charity Transaction fees Additional fees Charities signed up Wonderful £12.50 None £0 130 BTMyDonate £12.35 £0.15 flat debit card fee 12,800 Charity Choice £12.50 is 25p fee on top £0.25p debit card charge 4,000 Global Giving £12.22 2-3% donation charge 1500 Virgin Money Giving £12.15 2% transaction fee +1.5% card processing fee One off £150 plus VAT charge 13,500 Everyclick £11.94 4.8% fee on donation + 3% on Gift Aid 200,000 Everydayhero £12.03 4.25% transaction fee +1.6% card processing fee 5,600+ JustGiving £11.74 1.25% card processing fee + 5% on donation + Gift Aid £15 or £39 a month fee 25,000+ The Big Give £12.00 4% processing fee 9,000+ £11.25 5-7% service fee +3% processing fee 2,700+ Payroll Giving Fund

Interesting online giving stats Online giving increased by 18.5% in 2017 Just under 8% of overall fundraising income (excluding grants) was given online 2017 21% of all online giving made through mobile phone Donations made via websites, social media and apps account for over 1 in 4 gifts in 2017

General Data Protection Regulations 25th May 2018 What is GDPR? Designed to enable individuals to better control their personal data. Provides same cover and rights across all EU member states Clarifies definition of “personal data” and rights of the public to know what information has been recorded, why and in what format. Clarifies importance of consent and need for evidence to show this has been given Clarifies roles and responsibilities of data processors and data controllers Importance of need for Data Protection Officer Risk of substantial fines if seen to be breaking the rules General Data Protection Regulations 25th May 2018

GDPR – Data Protection Principles Process personal data fairly, lawfully and in a transparent manner. Obtain personal data only for one or more specified and lawful purposes and to ensure that such data is not processed in a manner that is incompatible with the purpose or purposes for which it was obtained. Ensure that personal data is adequate, relevant and not excessive for the purpose or purposes for which it is held. Ensure that personal data is accurate and, where necessary, kept up-to-date. Ensure that personal data is not kept for any longer than is necessary for the purpose for which it was obtained. Ensure that personal data is kept secure. Ensure if data is transferred to a country outside the European Economic Area, ensure an adequate level of protection for the rights (in relation to the information) of the individuals to whom the personal data relates.

Approaching Major Donors Where are you as a charity and where do you want to go? Who are you as charity (what is your unique selling point) What resources do you have – very labour intensive type of fundraising (research key). Who will lead? Networks – trustees / supporters / beneficiaries Who is on your database? How much do you know. Research – internet, directories, newspapers, magazines Ability, affinity, relationship Cultivation, making the ask Stewardship – thank within 48 hrs. What next? New campaign, visit your project, be part of committee, naming rights. Approaching Major Donors

Legacies Ultimate gift for your charity Residuary legacy - is the gift (or a percentage of the remainder) after all other gifts to friends and family have been distributed and all outgoings have been dealt with. Pecuniary legacy is a fixed sum of money. Start with current supporters / donors / vols Articulate case for support – How will it make a difference Identify possible legator on your database – mailings, newsletters, communication with supporters Building relationship with these people is important Profile legators to identify similar people on your database. Be proactive in asking to be considered in a Will. How will you recognize these people? How will legators be remembered – Wall of remembrance What resources do you have to promote legacies? Leaflet, case studies