Listening and Learning: Good Stewardship Practices Kathleen Driscoll, Secretary for Advancement Mary Doorley, Vice President of Development Archdiocese of Boston SEPTEMBER 14, 2015

Today’s Session Where We Are Today The Importance of Relationships Tools for Your Organization Breakouts 2

Philanthropy in the US: Growing $ 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 3 Giving USA 2015: The Annual Report on Philanthropy for the Year 2014, Available online at

Philanthropy to Religion in the US: $ 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) 4 Giving USA 2015: The Annual Report on Philanthropy for the Year 2014, Available online at

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 5

Need Stronger Attention to Retention All non-profits  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% 6

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? 7 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? 8 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? 9

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 10

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 11

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 12

Prioritizing Our Donors Adapted from “Strategic Stewardship” by Alison Lewis Lodhi, CFRE 13 AttendeeShopperSteadfastPurposeful HIGH Potential to Lose Relationship LOW potential to lose relationship HIGH philanthropic ability LOW philanthropic ability

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 14 ShopperSteadfastPurposeful HIGH Potential to Lose Relationship LOW potential to lose relationship HIGH philanthropic ability LOW philanthropic ability

AttendeeSteadfastPurposeful 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 15 HIGH philanthropic ability LOW philanthropic ability

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 16 AttendeeShopperSteadfast HIGH Potential to Lose Relationship LOW potential to lose relationship HIGH philanthropic ability LOW philanthropic ability

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 17 AttendeeShopperPurposeful HIGH Potential to Lose Relationship LOW potential to lose relationship HIGH philanthropic ability LOW philanthropic ability

Breakouts 18 Attendee Mike Shopper Carol Purposeful Walter Steadfast Rose and Carlos

Thank you! Kathleen Driscoll, Secretary for Advancement Mary Doorley, Vice President of Development Archdiocese of Boston September 14, 2015