Carol Rhine Principal Fundraising Analyst, Target Analytics...Rev / Donor New Donors Retention First-Year Retention Multi-Year Retention Reactivation Fig. 1: Overall Index Medians
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11/04/2014 Footer 1
THE STATE OF NONPROFIT FUNDRAISING
Carol Rhine Principal Fundraising Analyst, Target Analytics
11/04/2014 Blackbaud Confidential 2
• To provide insight into - What’s happening in the fundraising market today,
- What the future holds,
- Where we go from here
- And, a lesson in macro-economics,
- And, the sustainer revolution.
SESSION GOALS
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Fundraising is collecting on a public good. Our organizations provide services and create good for our communities. It is our job as fundraisers to collect on that good.
11/04/2014 Blackbaud Confidential 4
Worldview.gallup.com 2013
The U.S. five year average rank is #1. Followed by Australia, New Zealand, Ireland, and Canada.
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T HE NUM BE R OF 5 0 1 ( C ) ( 3 ) ORGANIZ AT IONS , 2 0 0 3 -2 0 1 3
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TOTAL G IV ING AS A P E RCE NTAGE OF GROS S DOM E S T IC P RODUCT, 1 9 7 3 -2 0 1 3 )
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2 0 1 3 CONT RIBUT IONS : $ 3 3 5 .1 7 B IL L ION BY S OURCE OF CONT RIBUT IONS
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SOURCES OF CONTRIBUTIONS, 2013
Total giving = $335.17 billion. Increase of 4.4 percent (3% adjusted for inflation) Individuals remain the single most important source. Individuals + charitable bequests = 80 percent of total. Foundation grantmaking = 15 percent of the total.
About half of independent foundation giving is from family foundations.
Individual + Bequest + Family Foundations = 88 percent. Corporate giving is an estimated 5 percent of the total.
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2 0 1 3 CONT RIBUT IONS : $ 3 3 5 .1 7 B IL L ION BY T Y P E OF RE CIP IE NT ORGANIZ AT ION
5% of the total
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TOTAL G IV ING, 1 9 7 3 -2 0 1 3 ( IN B IL L IONS OF DOL L ARS )
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TOTAL GIVING, 1973–2013
Giving grows more slowly—or declines adjusted for inflation— in recession years.
In 2008, total giving fell 9.5 percent adjusted for inflation.
This is the worst result on record; 2009 follows with a decline in total giving of 3.9 percent, adjusted for inflation.
The average rate of change in total giving in current dollars since 1973 is
6.7 percent. Total giving last reached that rate of change in 2012, when it rose 7.5 percent from 2011.
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GIV ING TO ART S , CULT URE , AND HUM ANIT IE S , 1 9 7 3 -2 0 1 3
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GIVING TO ARTS, CULTURE AND HUMANITIES
Arts, culture, and humanities = $16.66 billion in 2013 • Increase of 7.8 percent (6.3 percent, adjusted for inflation) • 5 percent of total estimated giving in 2013 Giving to arts, culture, and humanities organizations has realized strong growth since the end of the Great Recession in 2009. Giving to these organizations rose 21.9 percent in inflation-adjusted dollars between 2009 and 2013. This is compared with growth in overall giving of 12.3 percent in inflation-adjusted dollars over the same period.
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G I V I N G B Y T Y P E O F R E C I P I E N T: P E R C E N TA G E O F T H E TO TA L I N F I V E - Y E A R S PA N S , 1 9 7 4 - 2 0 1 3
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WHERE ARE WE IN 2014? – THE FUNDRAISING LANDSCAPE IN THE LAST 12 MONTHS
Target Analytics donorCentrics Index of National Fundraising Performance
77 national non-profit organizations
Organizations have 100,000+ active (0-12 month) donors
Direct marketing giving (mail, telemarketing, web, canvassing – not events)
High dollar gifts excluded – gift cap of $10,000
Robust data set
35 million donors and more than 77 million gifts totaling over $2.4 billion
in revenue
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• Revenue per donor increases continue to compensate for donor declines.
• Index donors declined a median 4.7%. • Revenue for the index remained essentially flat, declining 0.3%.
• Declining reactivation rates are contributing to overall donor
declines. • Following years of lower new donor acquisition reactivation
rates declined a median 5.7%. • Fewer donors were reactivated from a smaller overall available
population of lapsed donors to reactivate, furthering the decline in overall donor numbers.
Q2 2014 RESULTS
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• The societal benefit and health sectors had the steepest declines in both donors and overall revenue. They also, however, had the largest increases in revenue per donor.
• The environmental and human services sectors generally matched index medians.
• The arts and culture sector had the greatest overall revenue growth, but also had the second-largest decline in new donor acquisition.
• The animal welfare sector, always a strong performer, had the smallest donor declines and the greatest increases in new donor acquisition of any sector in the index
• International relief and religious organizations experienced essentially flat performance in overall revenue, overall donors, and new donor acquisition.
Q2 2014 RESULTS
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Q2 2014 NATIONAL INDEX
0.0%
-3.1%
3.0%
-6.4%
0.6%
0.1%
0.0%
-1.3%
-0.3%
-4.7%
3.7%
-3.4%
-0.5%
0.3%
-1.0%
-5.7%
Revenue
Donors
Rev / Donor
New Donors
Retention
First-Year Retention
Multi-Year Retention
Reactivation
Fig. 1: Overall Index Medians
Q2 YTD 2012 to Q2 YTD 2013
Q2 YTD 2013 to Q2 YTD 2014
Year-over-Year Changein Key Measures
50%
35%
78%
35%
55%
50%
51%
47%
49%
32%
80%
45%
47%
50%
39%
35%
% of Organizations with Positive Change
11/04/2014 Blackbaud Confidential 19
Q2 PERFORMANCE
Fig. 2: Median Single-Quarter Year-to-Year Change
Q1 2013 to Q1 2014
Q2 2013 to Q2 2014
Revenue 0.3% -2.3%Donors -2.4% -4.6%New Donors -8.4% -2.4%
% of Orgs With Positive Revenue Change 51% 46%% of Orgs With Positive Donor Change 35% 34%% of Orgs With Positive New Donor Change 43% 43%
The second quarter of 2014 was somewhat harder on organizations than the first quarter, with overall revenue moving from flat growth to a slight decline and overall donor numbers declining at double the rate in Q2 than they had in Q1.
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Q2 2014 RESULTS
Index Revenue14.1%
Index Donors-12.0%
-15%
-10%
-5%
0%
5%
10%
15%
20%
25%
Q2
2004
Q3
2004
Q4
2004
Q1
2005
Q2
2005
Q3
2005
Q4
2005
Q1
2006
Q2
2006
Q3
2006
Q4
2006
Q1
2007
Q2
2007
Q3
2007
Q4
2007
Q1
2008
Q2
2008
Q3
2008
Q4
2008
Q1
2009
Q2
2009
Q3
2009
Q4
2009
Q1
2010
Q2
2010
Q3
2010
Q4
2010
Q1
2011
Q2
2011
Q3
2011
Q4
2011
Q1
2012
Q2
2012
Q3
2012
Q4
2012
Q1
2013
Q2
2013
Q3
2013
Q4
2013
Q1
2014
Q2
2014
Fig. 7: Ten-Year Overall Index Revenue and Donor TrendsCumulative Rolling 12-Month Median Change from Q2 2004
HaitiEarthquake
End ofRecession
JapanEarthquake
Hurricane Sandy
Start ofRecession
Hurricane Katrina
IndianOcean
Tsunami
Burma Cyclone / China Earthquake
Government Shutdown &
Typhoon Haiyan
11/04/2014 Blackbaud Confidential 21
Q2 2014 RESULTS
New Donors-30.1%
All Donors-12.0%
-35%
-30%
-25%
-20%
-15%
-10%
-5%
0%
5%
10%
Q2
2004
Q3
2004
Q4
2004
Q1
2005
Q2
2005
Q3
2005
Q4
2005
Q1
2006
Q2
2006
Q3
2006
Q4
2006
Q1
2007
Q2
2007
Q3
2007
Q4
2007
Q1
2008
Q2
2008
Q3
2008
Q4
2008
Q1
2009
Q2
2009
Q3
2009
Q4
2009
Q1
2010
Q2
2010
Q3
2010
Q4
2010
Q1
2011
Q2
2011
Q3
2011
Q4
2011
Q1
2012
Q2
2012
Q3
2012
Q4
2012
Q1
2013
Q2
2013
Q3
2013
Q4
2013
Q1
2014
Q2
2014
Fig. 8: Ten-Year Overall Index Donor and New Donor TrendsCumulative Rolling 12-Month Median Change from Q2 2004
HaitiEarthquakeEnd of
Recession
JapanEarthquake
Hurricane Sandy
Start ofRecession
Hurricane Katrina
IndianOcean
Tsunami
Burma Cyclone / China Earthquake
Government Shutdown &
Typhoon Haiyan
11/04/2014 Blackbaud Confidential 22
Q2 2014 RESULTS
0.0%
5.3%
1.4%
1.1%
-2.9%
2.7%
4.3%
2.6%
-5.3%
-0.3%
2.0%
3.4%
0.7%
-3.0%
-0.8%
1.2%
0.8%
-3.6%
Overall Index
Animal Welfare
Arts & Culture
Environmental
Health
Human Svc
Relief
Religion
Soc Benefit
Fig. 9: Revenue Change by Sector
Q2 YTD 2012 to Q2 YTD 2013
Q2 YTD 2013 to Q2 YTD 2014
-3.1%
-3.0%
-0.9%
-1.8%
-4.4%
-3.4%
-1.2%
0.9%
-9.3%
-4.7%
-0.2%
-4.8%
-2.3%
-8.2%
-5.3%
-2.1%
-0.7%
-8.2%
Overall Index
Animal Welfare
Arts & Culture
Environmental
Health
Human Svc
Relief
Religion
Soc Benefit
Fig. 10: Donor Change by Sector
Q2 YTD 2012 to Q2 YTD 2013
Q2 YTD 2013 to Q2 YTD 2014
11/04/2014 Blackbaud Confidential 23
Q2 2014 RESULTS
-6.4%
-6.4%
-18.3%
-13.6%
-10.9%
-2.7%
-0.5%
0.9%
-23.5%
-3.4%
12.4%
-10.3%
5.1%
-5.8%
6.3%
-1.1%
-0.2%
-29.6%
Overall Index
Animal Welfare
Arts & Culture
Environmental
Health
Human Svc
Relief
Religion
Soc Benefit
Fig. 11: New Donor Change by Sector
Q2 YTD 2012 to Q2 YTD 2013
Q2 YTD 2013 to Q2 YTD 2014
4.8%
14.5%
6.0%
11.2%
4.8%
0.8%
7.9%
3.2%
-2.4%
4.1%
-2.5%
-2.3%
2.1%
4.6%
5.4%
10.5%
8.1%
7.4%
Overall Index
Animal Welfare
Arts & Culture
Environmental
Health
Human Svc
Relief
Religion
Soc Benefit
Fig. 12: Revenue per New Donor Chg by Sector
Q2 YTD 2012 to Q2 YTD 2013
Q2 YTD 2013 to Q2 YTD 2014
11/04/2014 Blackbaud Confidential 24
Q2 2014 RESULTS 5 organizations
1.4%
-0.9%
2.5%
-18.3%
0.1%
4.7%
0.0%
3.1%
3.4%
-4.8%
2.3%
-10.3%
-3.0%
-4.5%
-2.0%
-4.6%
Revenue
Donors
Rev / Donor
New Donors
Retention
First-Year Retention
Multi-Year Retention
Reactivation
Fig. 13: Arts & Culture Sector MediansYear-to-Date Change in Key Measures
Q2 YTD 2012 to Q2 YTD 2013
Q2 YTD 2013 to Q2 YTD 2014
Arts & Culture Sector7.1%
Entire Index-0.5%
-12%-10%-8%-6%-4%-2%0%2%4%6%8%
10%
Q2
'09
Q3
'09
Q4
'09
Q1
'10
Q2
'10
Q3
'10
Q4
'10
Q1
'11
Q2
'11
Q3
'11
Q4
'11
Q1
'12
Q2
'12
Q3
'12
Q4
'12
Q1
'13
Q2
'13
Q3
'13
Q4
'13
Q1
'14
Q2
'14
Fig. 14: Five-Year Arts & Culture Revenue Trends 12-Month Quarter-End Median Change from Q2 2009
Each data point is the median change in revenue for the 12 months ending in that quarter from the 12 months ending in Q2 2009.
Hurricane SandyEnd of
Recession
Arts & Culture Sector5.5%
Entire Index-9.8%
-12%-10%-8%-6%-4%-2%0%2%4%6%8%
10%
Q2
'09
Q3
'09
Q4
'09
Q1
'10
Q2
'10
Q3
'10
Q4
'10
Q1
'11
Q2
'11
Q3
'11
Q4
'11
Q1
'12
Q2
'12
Q3
'12
Q4
'12
Q1
'13
Q2
'13
Q3
'13
Q4
'13
Q1
'14
Q2
'14
Fig. 15: Five-Year Arts & Culture Donor Trends12-Month Quarter-End Median Change from Q2 2009
Each data point is the median change in donors for the 12 months ending in that quarter from the 12 months ending in Q2 2009.
Hurricane SandyEnd of
Recession
11/04/2014 Blackbaud Confidential 25
Since the end of the recession in 2009 • 3 Sectors are above 2007 levels adjusted for inflation
- Animal Welfare - International Relief - Societal Benefit
• 3 Sectors are back to 2007 adjusted for inflation - Arts & Culture - Environment - Human Services
• 2 Sectors are below 2007 adjusted for inflation - Health - Religion
Q2 2014 RESULTS
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MACROECONOMICS OF FUNDRAISING
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G I V I N G B Y I N D I V I D U A L S , 1 9 7 3 - 2 0 1 3 ( I N B I L L I O N S O F D O L L A R S )
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IND IV IDUAL G IV ING AS A P E RCE NTAGE OF D IS P OS ABL E P E RS ONAL INCOM E , 1 9 7 3 -2 0 1 3
11/04/2014 Blackbaud Confidential 29
0.0
1.0
2.0
3.0
4.0
5.0
6.0
Jan
2004
Jun
2004
Nov 2
004
Apr 2
005
Sep
2005
Feb 2
006
Jul 2
006
Dec 2
006
May
2007
Oct
2007
Mar
2008
Aug
2008
Jan
2009
Jun
2009
Nov 2
009
Apr 2
010
Sep
2010
Feb 2
011
Jul 2
011
Dec 2
011
May
2012
Oct
2012
Mar
2013
Aug
2013
Five-Year Treasury Rates
2007-2009Recession
Source: Monthly nominal market yield on U.S. Treasury securities at 5-year constant maturity, quoted on investment basis, http://www.federalreserve.gov/. Retrieved December 9, 2013.
Lower interest rates mean lower returns on savings vehicles such as treasury bills, certificates of deposit, and mutual funds. This disproportionately hurts older people, who are more likely to be retired and reliant on these more conservative, interest-bearing investments.
INTEREST INCOME
11/04/2014 Blackbaud Confidential 30
2.8%
2.0%
0.5%
-0.8%
-2.0%
-6.0%
< 35
35-44
45-54
55-64
65-74
≥ 75
Annual Net Interest Impact for Average HouseholdChange in Available Income 2007-2012
Source: US Federal Reserve Survey of Consumer Finances and Flow of Funds; Bankrate; Federal DepositInsurance Corporation; US Treasury Department; Bloomberg; McKinsey Global Institute analysis.Taken from QE and Ultra-Low Interest Rates: Distributional Effects and Risks, by Richard Dobbs, Susan Lund, Tim Koller, and Ari Shwayder, McKinsey Global Institute, November 2013, www.mckinsey.com/mgi.
$1,500
$1,700
$500
-$900
-$1,900
-$2,700
$ Change inAnnualIncome
Age ofHead of
Household
% Change inAnnualIncome
According to a McKinsey Global Initiative study published in November 2013, donor-aged adults in the United States lost $2,000 or more compared with their 2007 income. Anecdotally, in our donorCentrics benchmarking groups, we have already started to see high-value older donors giving smaller gifts; if this continues, it could have a large negative effect on charitable giving in the U.S.
DONOR INCOME
11/04/2014 Blackbaud Confidential 31
Start ofRecession
ParticipationRate
63.2%
IndexDonors
2%
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
61%
62%
63%
64%
65%
66%
67%
Q3
2003
Q4
2003
Q1
2004
Q2
2004
Q3
2004
Q4
2004
Q1
2005
Q2
2005
Q3
2005
Q4
2005
Q1
2006
Q2
2006
Q3
2006
Q4
2006
Q1
2007
Q2
2007
Q3
2007
Q4
2007
Q1
2008
Q2
2008
Q3
2008
Q4
2008
Q1
2009
Q2
2009
Q3
2009
Q4
2009
Q1
2010
Q2
2010
Q3
2010
Q4
2010
Q1
2011
Q2
2011
Q3
2011
Q4
2011
Q1
2012
Q2
2012
Q3
2012
Q4
2012
Q1
2013
Q2
2013
Q3
2013
Inde
x O
vera
ll Don
or G
rowt
h
Labo
r For
ce P
artic
ipat
ion
Rat
e
donorCentrics Index Overall Revenue Change vs. Labor Force Participation Rate(2003-2013)
HaitiEarthquake
End ofRecession
Source for Index Donors: Target Analytics donorCentrics Index of Direct Marketing Fundraising, 2013 Third Calendar Quarter Results, January 2014.Cumulative Rolling 12-Month Median Change in Total Donors from Q3 2003. Source for Participation Rate: Seasonally adjusted quarter end Labor Force Participation Rate,U.S. Department of Labor Bureau of Labor Statistics, http://www.bls.gov/. Retrieved December 18, 2013.
Hurricane Katrina
Indian Ocean
Tsunami
Hurricane SandyJapan
Earthquake
Horn of Africa
Famine
Gulf Oil Spill
The labor force participation rate has been steadily declining, along with index donor numbers, for the past five years. As of September 2013, it reached a 35-year low of 63.2%.
LABOR FORCE
11/04/2014 Blackbaud Confidential 32
In our donorCentrics Index, donor counts last peaked in 2005. Part of the reason for that peak was the extraordinary giving in response to the Gulf Hurricanes and the Indian Ocean Tsunami, but it also happened at the time when the population of US-born people turning 50 was at its peak.
1970
1972
1974
1976
1978
1980
1982
1984
1986
1988
1990
1992
1994
1996
1998
2000
2002
2004
2006
2008
2010
2012
2014
2016
2018
2020
2022
2024
2026
2028
2030
2032
2034
2036
2038
2040
2042
2044
2046
2048
2050
US-born population aged 50
leading boomers
POTENTIAL NEW DONORS
11/04/2014 Blackbaud Confidential 33
$19.
37
$20.
53
$21.
60
$23.
53
$26.
32
$29.
55
$32.
10
$36.
59
$40.
71
$45.
99
$47.
63
$52.
06
$56.
46
$57.
39
$67.
09
$64.
53
$69.
98
$79.
45
$79.
00
$81.
93
$87.
20
$91.
72
$92.
28
$94.
78
$107
.35
$123
.67
$137
.68
$154
.63
$174
.09
$173
.06
$173
.79
$181
.47
$201
.96
$220
.82
$224
.76
$233
.05
$213
.76
$200
.37
$213
.30
$220
.26
$228
.93
1972
1973
1974
1975
1976
1977
1978
1979
1980
1981
1982
1983
1984
1985
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
Giving by Individuals (1972-2012)
Giving is in billions of current dollars. Lighter bars identify years with at least one month of recession. Source: Giving USA Foundation, Giving USA 2013.
Tax Reform Actof 1986
Takes Effect
The Pease Limitation essentially limits the total amount of most otherwise allowable itemized deductions, including the charitable deduction, for many upper-income taxpayers. Limiting the deductibility of charitable gifts and thereby reducing the incentive for high-net-worth individuals to give, potentially puts a very large amount of charitable revenue in jeopardy.
TAX DEDUCTIBILITY
11/04/2014 Blackbaud Confidential 34
SUTAINERS
11/04/2014 Blackbaud Confidential 35
THE SUSTAINERS ADVANTAGE
• Sustainers are one of the most valuable segments in a fundraising program because of the compound effect of their giving
• Twelve gifts of $10 or $15 or $25 given in one year is more annual revenue than the majority of single gift donors (those who give individual, one-off gifts) will give in that same period
• Sustainers out-perform other donors on the two drivers of long-term value - Lifetime revenue per donor – due to their substantially higher
lifetime frequency of donations - Retention year after year and for many years they continue to
give
• They are consistently worth 2, 3, or 4 times as much as single gift donors over five years.
35 #bbcon
11/04/2014 Blackbaud Confidential 36
MEDIAN DISTRIBUTION OF SUSTAINERS BY AGE
The distribution of active donors by gift type and
age indicates a relatively younger donor profile is
giving recurring gifts. Single gift donors skew
older.
*NOTE: Data applies to a subset of the 25 organizations, and is for illustration only
11/04/2014 Blackbaud Confidential 37
DONOR VALUE IS SIGNIFICANTLY HIGHER FOR SUSTAINERS (25 ORGANIZATIONS IN BENCHMARKING)
Single Gift Only Donors in 2013 - Average gift median $54 - Median gifts per donor (includes new donors) is 1.5 - Revenue per donor median is $84
Sustainer Only Donors in 2013 - Average gift median is $21 - Median gifts per donor (includes new donors) is 9.5 - Revenue per donor median is $187
Donors Who Gave Both Sustainer and Single Gifts in 2013 - Average gift median is $24 - Median gifts per donor (includes new donors) is 9.6 - Revenue per donor median is $243
11/04/2014 Blackbaud Confidential 38 11/04/2014 38
REVENUE RETENTION
38 #bbcon
the Holy Grail of Fundraising?
11/04/2014 Blackbaud Confidential 39
+ High Donor Retention (Less Attrition) + Higher Retention of Most Valuable Donors + More Upgrades than Downgrades
= Higher Revenue Retention
FORMULA FOR HIGHER REVENUE RETENTION
39 #bbcon
11/04/2014 Blackbaud Confidential 40
REVENUE RETENTION
26% 27% 30%
43%
47% 48%
31% 31% 29%
Q2 YTD2012
Q2 YTD2013
Q2 YTD2014
Q2 YTD2012
Q2 YTD2013
Q2 YTD2014
Q2 YTD2012
Q2 YTD2013
Q2 YTD2014
First-Year Donors Multi-Year Donors All Donors
Median Donor Retention Rates
11/04/2014 Blackbaud Confidential 41
REVENUE RETENTION
22% 22% 22%
34% 34% 33% 32% 32% 31%
Q2 YTD2012
Q2 YTD2013
Q2 YTD2014
Q2 YTD2012
Q2 YTD2013
Q2 YTD2014
Q2 YTD2012
Q2 YTD2013
Q2 YTD2014
First-Year Donors Multi-Year Donors All Donors
Median Revenue Retention Rates
11/04/2014 Blackbaud Confidential 42
REVENUE RETENTION
Animal Welfare, 36% Arts & Culture, 36%
Environmental, 33%
Health, 29% Human Services, 30%
International Relief, 28% Religion, 27%
Societal Benefit, 34%
20%
22%
24%
26%
28%
30%
32%
34%
36%
38%
40%
Q2 YTD 2012 Q2 YTD 2013 Q2 YTD 2014
Revenue Retention Rate Trends Medians by Sector for All Donors
11/04/2014 Blackbaud Confidential 43
REVENUE RETENTION
34% 35% 36% 37% 36% 36%
34% 34% 33%
29% 29% 29%
32% 30% 30%
27%
31%
28% 29% 29%
27%
39%
34% 34%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Q2YTD2012
Q2YTD2013
Q2YTD2014
Animal Welfare Arts & Culture Environmental Health Human Services InternationalRelief
Religion Societal Benefit
Revenue Retention Rate Trends Medians by Sector
11/04/2014 Blackbaud Confidential 44
DONOR AND REVENUE RETENTION
• Museum Benchmarking Medians 5 organizations
- Membership Only • Donor Retention 47% • Revenue Retention 61%
- Appeals Only • Donor Retention 46% • Revenue Retention 83%
- Both Membership & Appeals • Donor Retention 76% • Revenue Retention 73%
11/04/2014 Blackbaud Confidential 45 11/04/2014 45
Is Sustainer Giving the Philosopher’s Stone of Fundraising?
11/04/2014 Blackbaud Confidential 46
REVENUE RETENTION: ACTUAL PERFORMANCE REVENUE RETENTION: ACTUAL PERFORMANCE
11/04/2014 Blackbaud Confidential 47
CAROL RHINE c a r o l . r h i n e @ b l a c k b a u d . c o m
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