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The UK Fundraising Benchmark 2007
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UK Fundraising Benchmark 2007Joe Saxton, Lindsay Sutherland & Alev SenJanuary 2008
Telephone: (020) 7415 7155email: lindsay.sutherland@nfpsynergy.netWeb: www.nfpsynergy.net
Overview
Methodology and Respondents Part I• Expenditure & Income for all functions
• Income/Spending Ratios for all functions
• Income/Total Voluntary Income Ratios for all functions
• Number of Full Time Staff devoted to all functions
• Amount raised per staff member for all functions
• Opinions on Organisation Specific Statements for all respondents
Part II• Recruitment/Acquisition
• Retention/Development
• Supporter care/service (‘banking and thanking’)
• Fundraising on the Internet/Online
• Major donor and big gift fundraising, including capital appeals
Methodology and Respondents
Fieldwork dates August-October 2007
SampleA sample of 109 leading UK charities
MethodologyPaper and Online questionnaire
Fundraising Functions • Recruitment/Acquisition• Retention/Development• Supporter care/service (‘banking and thanking’)• Fundraising on the Internet/Online• Major donor and big gift fundraising, including capital appeals
Methodology
Sectors
Disability (14 [13%]) Social care/welfare (6 [6%]Animal welfare (5 [5%])Older people (3 [3%])Health/Medical (18 [17%])Christian relief and development (2)Cancer (3 [3%])Wildlife and conservation (3 [3%])Heritage (2 [2%])Umbrella organisation (2 [2%])Volunteering (1 [1%])
Overseas aid and development (20 [18%])Children and young people (11 [10%]Environment (3 [3%])Business support & training (4 [4%])Education (3 [3%])Emergency rescue (2 [2%])Arts (1 [1%])Church (1 [1%])Crime reduction (1 [1%])Drugs & alcohol (1 [1%])Homelessness (1 [1%])
Who Responded? Action Aid UKAction for Blind PeopleAction for M.E.AddactionAge Concern CheshireAge Concern EnglandAlcohol Focus ScotlandAssociation for InternationalCancer ResearchAsthma UKBarnardo'sBFHUBreakthrough Breast CancerBrookeBUAVBullying OnlineCancer Research UKCARE International UKCheadle Hulme SchoolCHICKS CharityChristian AidContact a FamilyDarlington Town MissionDiocese of Chichester (Church of England)Djimo FoundationENABLE ScotlandEnhance Herts
Family Welfare AssociationFISMFriends of the EarthFunding Our CommunityHampshire Deaf AssociationHelen & Douglas HouseHelp the AgedHerefordshire LifestylesHope and Homes for ChildrenHutt Street CentreImpACTInterAct Reading ServiceJewish CareJubilee Debt CampaignLink Community DevelopmentLLLIMacmillan Cancer SupportMarie Curie Cancer CareMaternity WorldwideMedactMS Society IrelandNacroNational Autistic SocietyNational Playbus AssociationNSPCCNorth Wiltshire CABNorthern Learning Trust
Open DoorsOrchidOxfam IrelandPDSAPeter MacCallum Cancer FoundationPlan UKPositive FuturesPractical ActionPractical HR SolutionsQuarriersRainerRNIB RNIDRNLIRSPBRSPCASamaritansSave the ChildrenSchool-Home SupportScopeSector Three SolutionsSenseSightsavers InternationalSOS Children's Village UKSpinal ResearchSt Catherine's Hospice
St Peter's Hospice BristolSuffolk Wildlife TrustTearfundThe Advocacy ProjectThe Blue CrossThe Camphill FamilyThe Disabilities TrustThe Guide Dogs for the Blind AssociationThe National TrustThe Salvation ArmyTimeBankTourette Syndrome (UK) AssociationTree AidTrees for CitiesVocalEyesVSOWaterAidWorld Emergency ReliefWorld Villages for ChildrenWRVSWWF UKYMCA England
Note: not all of the above charities responded to all of the questions in the survey.
7
Total voluntary income Approximate total voluntary income of all respondents
0
5
10
15
20
25
£0-500k £501k-1m
£1.1m-2.5m
£2.51m-5m
£5.1m-10m
£10.1m-15m
£15.1m-25m
£25.1m-£50m
£50m+ NotSure
Total voluntary income
No. o
f Org
anis
atio
ns
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average £22m
8
PART I
9
Expenditure & Income for all functions
10
Recruitment/Acquisition Expenditure (excluding staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £1.7mAverage Income £3.7m
11
Recruitment/Acquisition Expenditure (including staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £1.8mAverage Income £3.7m
12
Retention/Development Expenditure (excluding staff salaries) & Income
0
5
10
15
20
25
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £634kAverage Income £8.5m
13
Retention/Development Expenditure (including staff salaries) & Income
0
5
10
15
20
25
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £727kAverage Income £8.5m
14
Supporter care/service (‘banking and thanking’) Expenditure (excluding staff salaries) & Income
0
2
4
6
8
10
12
14
16
18
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £155kAverage Income £150k
15
Supporter care/service (‘banking and thanking’) Expenditure (including staff salaries) & Income
0
2
4
6
8
10
12
14
16
18
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £336kAverage Income £150k
16
Fundraising on the Internet/Online Expenditure (excluding staff salaries) & Income
0
2
4
6
8
10
12
14
16
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £114kAverage Income £1.2m
17
Fundraising on the Internet/Online Expenditure (including staff salaries) & Income
0
2
4
6
8
10
12
14
16
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £143kAverage Income £1.2m
18
Major donor and big gift fundraising, including capital appeals Expenditure (excluding staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£15
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £58kAverage Income £1.4m
19
Major donor and big gift fundraising, including capital appeals Expenditure (including staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£15
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £172kAverage Income £1.4m
20
Expenditure & Income Summary Table of Averages
Expenditure (excluding staff salaries)
Expenditure (including staff salaries)
Income
Recruitment/ Acquisition 1.7m 1.8m 3.7mRetention/Development 634k 727k 8.5mSupporter care/service 155k 336k 150kInternet/ Online 114k 143k 1.2mMajor donor & big gift 58k 172k 1.4m
21
Income/Spending Ratios for all functions
22
Recruitment/Acquisition Income /Spending (excluding staff salaries) Ratio
0
5
10
15
20
25
30
35
40
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.3 (30 %)Highest 30 (3000 %)
Base: 50 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 3.3 (330 %)
The 3 lowest and 3 highest results have been excluded.
23
Recruitment/Acquisition Income /Spending (including staff salaries) Ratio
0
1
2
3
4
5
6
7
8
9
10
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.2 (20%)Highest 9.2 (92%)
Base: 54 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 1.3 (130%)
The 3 lowest and 3 highest results have been excluded.
24
Retention/Development Income /Spending (excluding staff salaries) Ratio
0
10
20
30
40
50
60
70
80
90
100
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.19 (19 %)Highest 100 (10, 000 %)
Base: 51 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 13 (1, 300 %)
The 3 lowest and 3 highest results have been excluded.
25
Retention/Development Income /Spending (including staff salaries) Ratio
0
5
10
15
20
25
30
35
40
45
50
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.1 (10 %)Highest 42.2 (4, 220%)
Base: 54 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 8.4 (840 %)
The 3 lowest and 3 highest results have been excluded.
26
Supporter care/services (‘banking and thanking’) Income /Spending (excluding staff salaries) Ratio
0123456789
101112131415
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.5 (50%)Highest 13 (1, 300%)
Base: 39 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 4 (400%)
No results have been excluded.
27
Supporter care/services (‘banking and thanking’) Income /Spending (including staff salaries) Ratio
0
1
2
3
4
5
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.4 (40%)Highest 4 (400%)
Base: 45 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 1.6 (160%)
No results have been excluded.
28
Fundraising on the Internet/Online Income /Spending (excluding staff salaries) Ratio
0
10
20
30
40
50
60
70
80
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0 (0%)Highest 76 (7, 600%)
Base: 30 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 12.8 (1, 280%)
The 3 lowest and 3 highest results have been excluded.
29
Fundraising on the Internet/Online Income /Spending (including staff salaries) Ratio
0
10
20
30
40
50
60
70
80
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0 (0%)Highest 43.5 (4, 350%)
Base: 35 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 10.4 (1, 040%)
The 3 lowest and 3 highest results have been excluded.
30
Major donors and big gift fundraising, including capital appeals Income /Spending (excluding staff salaries) Ratio
0102030405060708090
100110120130140150
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 2.1 (210 %)Highest 150.4 (15, 040 %)
Base: 36 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 31.4 (3, 140 %)
The 3 lowest and 3 highest results have been excluded.
31
Major donors and big gift fundraising, including capital appeals Income /Spending (including staff salaries) Ratio
0102030405060708090
100110120130140150
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.65 (65 %)Highest 44.3 (4, 430 %)
Base: 38 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 8.7 (870 %)
The 3 lowest and 3 highest results have been excluded.
32
Income /Spending Ratios Summary Table of Averages
Average (excluding staff salaries)
Average (including staff salaries)
Recruitment/ Acquisition 3.3 (330%) 1.3 (130%)Retention/Development 13 (1, 300%) 8.4 (840%)Supporter care/ service 4 (400%) 1.6 (160%)Internet/Online 12.8 (1, 280%) 10.4 (1, 040%)Major donor & big gift 31.4 (3, 140%) 8.7 (870%)
33
Income/Total Voluntary Income Ratios for all functions
34
Recruitment / AcquisitionIncome /Total Voluntary Income Ratio
0.00
0.10
0.20
0.30
0.40
0.50
0.60
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.001 (0.1%)Highest 0.5 (50%)
Base: 35 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.06 (6%)
No results have been excluded.
35
Retention / DevelopmentIncome /Total Voluntary Income Ratio
0.00
0.25
0.50
0.75
1.00
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0007 (0.07%)Highest 0.97 (97%)
Base: 37 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.27 (27%)
The highest result has been excluded.
36
Supporter care/service (‘banking and thanking’)Income /Total Voluntary Income Ratio
0.00
0.01
0.02
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0031 (0.31%)Highest 0.013 (1.3%)
Base: 3 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.008 (0.8%)
No results have been excluded.
37
Fundraising on the Internet/OnlineIncome /Total Voluntary Income Ratio
0.00
0.02
0.04
0.06
0.08
0.10
0.12
0.14
0.16
0.18
0.20
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0005 (0.05%)Highest 0.13 (13%)
Base: 30 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.02 (2%)
No results have been excluded.
38
Major donors and big gift fundraising, including capital appeals Income /Total Voluntary Income Ratio
0.00
0.10
0.20
0.30
0.40
0.50
0.60
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0008 (0.08%)Highest 0.54 (54%)
Base: 33 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.07 (7%)
No results have been excluded.
39
Income /Total Voluntary Income RatiosSummary Table of Averages
Average
Recruitment/ Acquisition 0.06 (6%)Retention / Development 0.27 (27%)Supporter care/ service 0.008 (0.8%)Internet/ Online 0.02 (2%)Major donor & big gift 0.07 (7%)
40
Number of full time staff devoted to all functions
41
Recruitment/Acquisition Number of Full Time Staff
0
2
4
6
8
10
12
14
16
18
0>1 1>2 2>3 3>4 4>5 5>6 6>7 7>8 8>9No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 2.3
42
Retention/Development Number of Full Time Staff
0
2
4
6
8
10
12
14
16
0>1
1>2
2>3
3>4
4>5
5>6
6>7
7>8
8>9
9>10
10>11
11>12
12>13
13>14
14>15
15>16
16>17
17>18
18>19
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 3.1
43
Supporter care/service (‘banking and thanking’) Number of Full Time Staff
0
1
2
3
4
5
6
7
8
0>1
1>2
2>3
3>4
4>5
5>66>
77>
88>
99>
1010>
1111>
1212>
1313>
1414>
1515>
1616>
1717>
1818>
1919>
2020>
2121>
2222>
2323>
2424>
2525>
2626>
2727>
2828>
2929>
3030>
3131>
32
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 9.1
44
Fundraising on the Internet/Online Number of Full Time Staff
0
2
4
6
8
10
12
14
16
180>
11>
22>
33>
44>
55>
66>
77>
88>
99>
1010
>11
11>1
212
>13
13>1
414
>15
15>1
616
>17
17>1
818
>19
19>2
020
>21
21>2
222
>23
23>2
424
>25
25>2
6
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 1.8
45
Major donor and big gift fundraising, including capital appeals Number of Full Time Staff
0
2
4
6
8
10
12
0>11>
22>
33>
44>
55>
66>
77>
88>
99>
1010>
1111>
1212>
1313>
1414>
1515>
1616>
1717>
1818>
1919>
2020>
2121>
2222>
2323>
2424>
2525>
2626>
2727>
2828>
2929>
3030>
3131>
3232>
3333>
3434>
3535>
36
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 3.7
46
Number of Full Time Staff Summary Table of Averages
Average
Recruitment/ Acquisition 2.3Retention / Development 3.1Supporter care/ service 9.1Internet/ Online 1.8Major donor & big gift 3.7
47
Amount Raised per Staff member for all functions
48
Recruitment/Acquisition Amount raised per staff member
£0
£500,000
£1,000,000
£1,500,000
£2,000,000
£2,500,000
£3,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£3.3k per staff memberHighest £2.6m per staff member
Base: 52 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £450k per staff member
The 2 highest and the 2 lowest results have been excluded
49
Retention/Development Amount raised per staff member
£0£500,000
£1,000,000£1,500,000£2,000,000£2,500,000£3,000,000£3,500,000£4,000,000£4,500,000£5,000,000£5,500,000£6,000,000£6,500,000£7,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£5.5k per staff memberHighest £6.7m per staff member
Base: 50 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £1.6m per staff member
The 2 highest and the 2 lowest results have been excluded
50
Supporter care/service (‘banking and thanking’) Amount raised per staff member
£0
£25,000
£50,000
£75,000
£100,000
£125,000
£150,000
£175,000
£200,000
Voluntary Organisations
Inco
me
/ St
aff
Lowest £20k per staff memberHighest £181.4k per staff member
Base: 7 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £66.2k per staff member
51
Fundraising on the Internet/Online Amount raised per staff member
£0
£500,000
£1,000,000
£1,500,000
£2,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£20k per staff memberHighest £1.6m per staff member
Base: 23 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £506.1k per staff member
The 2 highest and the 2 lowest results have been excluded
52
Major donor & big gift fundraising, including capital appeals Amount raised per staff member
£0
£500,000
£1,000,000
£1,500,000
£2,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£10k per staff memberHighest £1.7m per staff member
Base: 40 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £376k per staff member
The 2 highest and the 2 lowest results have been excluded
53
Amount raised per staff member Summary Table of Averages
Average
Recruitment/ Acquisition £450kRetention / Development £1.6mSupporter care/ service £66.2kInternet/ Online £506.1kMajor donor & big gift £376k
54
PART II
55
Recruitment / Acquisition
56
Recruitment/Acquisition Expenditure (excluding staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £1.7mAverage Income £3.7m
57
Recruitment/Acquisition Expenditure (including staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £1.8mAverage Income £3.7m
58
Recruitment/Acquisition Income /Spending (excluding staff salaries) Ratio
0
5
10
15
20
25
30
35
40
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.3 (30 %)Highest 30 (3000 %)
Base: 50 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 3.3 (330 %)
The 3 lowest and 3 highest results have been excluded.
59
Recruitment/Acquisition Income /Spending (including staff salaries) Ratio
0
1
2
3
4
5
6
7
8
9
10
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.2 (20%)Highest 9.2 (92%)
Base: 54 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 1.3 (130%)
The 3 lowest and 3 highest results have been excluded.
60
Recruitment / AcquisitionIncome /Total Voluntary Income Ratio
0.00
0.10
0.20
0.30
0.40
0.50
0.60
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.001 (0.1%)Highest 0.5 (50%)
Base: 35 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.06 (6%)
No results have been excluded.
61
Recruitment/Acquisition Number of Full Time Staff
0
2
4
6
8
10
12
14
16
18
0>1 1>2 2>3 3>4 4>5 5>6 6>7 7>8 8>9No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 2.3
62
Recruitment/Acquisition Amount raised per staff member
£0
£500,000
£1,000,000
£1,500,000
£2,000,000
£2,500,000
£3,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£3.3k per staff memberHighest £2.6m per staff member
Base: 52 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £450k per staff member
The 2 highest and the 2 lowest results have been excluded
63
Retention / Development
64
Retention/Development Expenditure (excluding staff salaries) & Income
0
5
10
15
20
25
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £634kAverage Income £8.5m
65
Retention/Development Expenditure (including staff salaries) & Income
0
5
10
15
20
25
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£12
m
Expenditure & Income
No. o
f Org
anis
atio
ns ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £727kAverage Income £8.5m
66
Retention/Development Income /Spending (excluding staff salaries) Ratio
0
10
20
30
40
50
60
70
80
90
100
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.19 (19 %)Highest 100 (10, 000 %)
Base: 51 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 13 (1, 300 %)
The 3 lowest and 3 highest results have been excluded.
67
Retention/Development Income /Spending (including staff salaries) Ratio
0
5
10
15
20
25
30
35
40
45
50
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.1 (10 %)Highest 42.2 (4, 220%)
Base: 54 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 8.4 (840 %)
The 3 lowest and 3 highest results have been excluded.
68
Retention / DevelopmentIncome /Total Voluntary Income Ratio
0.00
0.25
0.50
0.75
1.00
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0007 (0.07%)Highest 0.97 (97%)
Base: 37 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.27 (27%)
The highest result has been excluded.
69
Retention/Development Number of Full Time Staff
0
2
4
6
8
10
12
14
16
0>1
1>2
2>3
3>4
4>5
5>6
6>7
7>8
8>9
9>10
10>11
11>12
12>13
13>14
14>15
15>16
16>17
17>18
18>19
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 3.1
70
Retention/Development Amount raised per staff member
£0£500,000
£1,000,000£1,500,000£2,000,000£2,500,000£3,000,000£3,500,000£4,000,000£4,500,000£5,000,000£5,500,000£6,000,000£6,500,000£7,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£5.5k per staff memberHighest £6.7m per staff member
Base: 50 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £1.6m per staff member
The 2 highest and the 2 lowest results have been excluded
71
Supporter care / service (‘banking and thanking’)
72
Supporter care/service (‘banking and thanking’) Expenditure (excluding staff salaries) & Income
0
2
4
6
8
10
12
14
16
18
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £155kAverage Income £150k
73
Supporter care/service (‘banking and thanking’) Expenditure (including staff salaries) & Income
0
2
4
6
8
10
12
14
16
18
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £336kAverage Income £150k
74
Supporter care/services (‘banking and thanking’) Income /Spending (excluding staff salaries) Ratio
0123456789
101112131415
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.5 (50%)Highest 13 (1, 300%)
Base: 39 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 4 (400%)
No results have been excluded.
75
Supporter care/services (‘banking and thanking’) Income /Spending (including staff salaries) Ratio
0
1
2
3
4
5
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.4 (40%)Highest 4 (400%)
Base: 45 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 1.6 (160%)
No results have been excluded.
76
Supporter care/service (‘banking and thanking’)Income /Total Voluntary Income Ratio
0.00
0.01
0.02
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0031 (0.31%)Highest 0.013 (1.3%)
Base: 3 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.008 (0.8%)
No results have been excluded.
77
Supporter care/service (‘banking and thanking’) Number of Full Time Staff
0
1
2
3
4
5
6
7
8
0>1
1>2
2>3
3>4
4>5
5>66>
77>
88>
99>
1010>
1111>
1212>
1313>
1414>
1515>
1616>
1717>
1818>
1919>
2020>
2121>
2222>
2323>
2424>
2525>
2626>
2727>
2828>
2929>
3030>
3131>
32
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 9.1
78
Supporter care/service (‘banking and thanking’) Amount raised per staff member
£0
£25,000
£50,000
£75,000
£100,000
£125,000
£150,000
£175,000
£200,000
Voluntary Organisations
Inco
me
/ St
aff
Lowest £20k per staff memberHighest £181.4k per staff member
Base: 7 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £66.2k per staff member
79
Fundraising on the Internet / Online
80
Fundraising on the Internet/Online Expenditure (excluding staff salaries) & Income
0
2
4
6
8
10
12
14
16
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £114kAverage Income £1.2m
81
Fundraising on the Internet/Online Expenditure (including staff salaries) & Income
0
2
4
6
8
10
12
14
16
£0>10k £10k>£50k £50k>£100k £100k>£500k £500k<£1m £1m<£5mExpenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £143kAverage Income £1.2m
82
Fundraising on the Internet/Online Income /Spending (excluding staff salaries) Ratio
0
10
20
30
40
50
60
70
80
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0 (0%)Highest 76 (7, 600%)
Base: 30 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 12.8 (1, 280%)
The 3 lowest and 3 highest results have been excluded.
83
Fundraising on the Internet/Online Income /Spending (including staff salaries) Ratio
0
10
20
30
40
50
60
70
80
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0 (0%)Highest 43.5 (4, 350%)
Base: 35 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 10.4 (1, 040%)
The 3 lowest and 3 highest results have been excluded.
84
Fundraising on the Internet/OnlineIncome /Total Voluntary Income Ratio
0.00
0.02
0.04
0.06
0.08
0.10
0.12
0.14
0.16
0.18
0.20
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0005 (0.05%)Highest 0.13 (13%)
Base: 30 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.02 (2%)
No results have been excluded.
85
Fundraising on the Internet/Online Number of Full Time Staff
0
2
4
6
8
10
12
14
16
180>
11>
22>
33>
44>
55>
66>
77>
88>
99>
1010
>11
11>1
212
>13
13>1
414
>15
15>1
616
>17
17>1
818
>19
19>2
020
>21
21>2
222
>23
23>2
424
>25
25>2
6
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 1.8
86
Fundraising on the Internet/Online Amount raised per staff member
£0
£500,000
£1,000,000
£1,500,000
£2,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£20k per staff memberHighest £1.6m per staff member
Base: 23 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £506.1k per staff member
The 2 highest and the 2 lowest results have been excluded
87
Major donor & big gift fundraising, including capital appeals
88
Major donor and big gift fundraising, including capital appeals Expenditure (excluding staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£15
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £58kAverage Income £1.4m
89
Major donor and big gift fundraising, including capital appeals Expenditure (including staff salaries) & Income
02468
101214161820
£0>25k
£25k>
£50k
£50k>
£100k
£100k>
£500k
£500k<
£1m
£1m<£5m
£5m<£15
m
Expenditure & Income
No. o
f Org
anis
atio
ns
ExpenditureIncome
Base: 58 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average Expenditure £172kAverage Income £1.4m
90
Major donors and big gift fundraising, including capital appeals Income /Spending (excluding staff salaries) Ratio
0102030405060708090
100110120130140150
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 2.1 (210 %)Highest 150.4 (15, 040 %)
Base: 36 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 31.4 (3, 140 %)
The 3 lowest and 3 highest results have been excluded.
91
Major donors and big gift fundraising, including capital appeals Income /Spending (including staff salaries) Ratio
0102030405060708090
100110120130140150
Voluntary Organisations
Inco
me
/ Sp
endi
ng
Lowest 0.65 (65 %)Highest 44.3 (4, 430 %)
Base: 38 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at 8.7 (870 %)
The 3 lowest and 3 highest results have been excluded.
92
Major donors and big gift fundraising, including capital appeals Income /Total Voluntary Income Ratio
0.00
0.10
0.20
0.30
0.40
0.50
0.60
Voluntary Organisations
Inco
me
/ To
tal V
olun
tary
In
com
e
Lowest 0.0008 (0.08%)Highest 0.54 (54%)
Base: 33 not for profit – Summer 2007Source nfpSynergy UK Fundraising Benchmark 2007
Average at 0.07 (7%)
No results have been excluded.
93
Major donor and big gift fundraising, including capital appeals Number of Full Time Staff
0
2
4
6
8
10
12
0>11>
22>
33>
44>
55>
66>
77>
88>
99>
1010>
1111>
1212>
1313>
1414>
1515>
1616>
1717>
1818>
1919>
2020>
2121>
2222>
2323>
2424>
2525>
2626>
2727>
2828>
2929>
3030>
3131>
3232>
3333>
3434>
3535>
36
No. of Staff
No. o
f Org
anis
atio
ns
Base: 108 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average 3.7
94
Major donor & big gift fundraising, including capital appeals Amount raised per staff member
£0
£500,000
£1,000,000
£1,500,000
£2,000,000
Voluntary Organisations
Inco
me
/ St
aff Lowest
£10k per staff memberHighest £1.7m per staff member
Base: 40 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Average at £376k per staff member
The 2 highest and the 2 lowest results have been excluded
95
Opinions on Organisation Specific Statements from all respondents
•Relationship between CEO and Fundraising and Communications departments•Relationship between trustees and fundraising•Organisational brand and fundraising•Future fundraising capabilities •Relationship with donors
96
My CEO values the work of our fundraising departmentOpinions
0
10
20
30
40
50
60
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree93 people (85%)
97
My CEO spends a lot of time on fundraising and its development Opinions
0
5
10
15
20
25
30
35
40
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree48 people (44%)
98
Relationship between CEO and Fundraising Department
• Majority of respondents (85%) agree or strongly agree that their CEO values their fundraising department’s work.
• Only about ½ think that their CEO spends a lot of time on fundraising and its development.
• Overall the relationship between CEOs and Fundraising departments is a positive one, but there is some variability in how much time CEOs are perceived to dedicate to fundraising.
99
My CEO values the work of our communications department Opinions
0
5
10
15
20
25
30
35
40
45
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree70 people (64%)
100
My CEO places a lot of emphasis on communications & PROpinions
0
10
20
30
40
50
60
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree79 people (72%)
101
Relationship between CEO and Communications Department
• Most people (64%) think that their CEO values the work of their communications department
• Majority of respondents (72%) think their CEO places a lot of emphasis on communications and PR.
• Overall positive relationship between CEOs and Communications departments.
102
Our trustees have wealth of fundraising expertise Opinions
0
10
20
30
40
50
60
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit - Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree12 people (11%)
103
Relationship between trustees and fundraising
• Majority of respondents do not think that trustees have a wealth of fundraising expertise (72% disagree or strongly disagree).
• Suggests that fundraising departments may like to explore new ways of getting trustees more interested & involved, and that fundraising is seen as quite a specialised area of knowledge.
104
We have the organisational brand that fundraising needs Opinions
0
5
10
15
20
25
30
35
40
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree 48 people (44%)
105
Organisational Brand and Fundraising
• Almost ½ of respondents agreed or strongly agreed with the statement that their organisation has the brand that fundraising needs.
• The variation in responses may be due to the diverse range of not-for-profits in the sample. E.g. some organisations may have better established brands than others.
106
I am confident that net incomes will increase significantly over the next 3-5 years Opinions
0
5
10
15
20
25
30
35
40
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree71 people (65%)
107
Future Fundraising Capabilities
• Majority of respondents (65%) agree or strongly agree that their net incomes will increase significantly over the next 3-5 years.
• Suggests most not-for-profits are positive about fundraising in the future.
108
I feel we are pretty good at treating our donors and supporters well and giving them great service
Opinions
0
10
20
30
40
50
60
70
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree76 people (70%)
109
I feel we are maximising the lifetime value of our donors Opinions
0
5
10
15
20
25
30
35
40
45
50
Strongly Agree Agree Not sure Disagree Stronglydisagree
No answer
No. o
f Res
pond
ents
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
Strongly Agree or Agree33 people (30%)
110
Relationship with Donors
• Most respondents (70%) think that they are good at treating donors and supporters well and giving them great service.
• However, most respondents did not agree so strongly that they are maximising the lifetime value of donors, with only 30% agreeing or strongly agreeing with this statement.
• Suggests that most fundraising departments feel positive about their relationship with donors but that they could be working harder on securing their relationship with donors in the long-term.
111
Opinions on Organisation Specific Statements Summary Chart
2
4
12
14
29
33
16
27
53
36
34
41
38
60
52
40
18
27
18
22
23
22
22
19
7
50
44
34
28
3
14
8
5
6
28
4
7
10
3
1
1
3
1
10
26
0 20 40 60 80 100 120
Our trustees have a wealth of fundraising expertise
I feel we are maximising the lifetime value of our donors
My CEO spends a lot of time on fundraising and its development
We have the organisational brand that fundraising needs
My CEO values the work of our communications department
I am confident that net incomes will increase significantly over the next 3-5years
I feel we are pretty good at treating our donors and supporters well and givingthem great service
My CEO places a lot of emphasis on communications & PR
My CEO values the work of our fundraising department
Strongly Agree Agree Not sure Disagree Strongly disagree
Base: 109 not for profit – Summer 2007Source: nfpSynergy UK Fundraising Benchmark 2007
112
Summary
• Chart shows the organisation specific statements ordered by how strongly respondents agreed to them, highest on top.
• Shows that most not-for-profits are very positive about their organisation’s fundraising activity.
• Main issues for not-for-profits appear to be getting CEOs to spend more time on fundraising, improving trustees’ understanding of fundraising processes, and developing better long-term relationships with donors.
113
40 Bowling Green Lane, London, EC1R 0NETelephone: (020) 7415 7155 Fax: (020) 7415 7050email: lindsay.sutherland@nfpsynergy.net
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