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

2. 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? .

3. 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?

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

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

6. 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.

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

8. 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

9. 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

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

11. 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

12. 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

21. 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

22. 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.

23. 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

24. 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