There’s an always-present grind to annual giving. Each year, programs are expected to generate as many – if not more – donors than they did the year before. This is an especially big challenge for educational institutions who are faced with increasing competition from other non-profits and changing attitudes among alumni regarding giving back to their alma mater.

When it comes to increasing donor counts, it can often help to break things down into a few smaller parts. Calculating and analyzing donor coverage ratios is a great way to do this. Simply put, this means calculating and scrutinizing the number of new and reactivated donors you’ve secured compared to those lost through attrition. Here’s an example:

Assume that two years ago your program generated a total of 1,000 donors. Then assume that 600 of those donors renewed last year. In other words, you lost 400 donors. At the same time, you had to replace those lost donors. There are only two ways to do this. The first is to acquire new donors. The second is to reactivate lapsed donors. Figure that last year you acquired 200 new donors and reactivated 200 lapsed donors.

In this case, the donor coverage ratio for last year is 100%, meaning that your program secured exactly the right amount of new and reactivated donors to cover what you lost in attrition. It also means that there was no change in overall donor counts from one year to the next. Had the ratio been less than 100%, it would have meant that the year resulted in an overall decrease in donors. Had it been higher than 100%, it would have meant that there was growth in donors counts from the previous year.

The donor coverage ratio can also help you assess the efficiency of your efforts. Typically, acquiring new donors and reactivating lapsed donors is less efficient and requires more resources than retaining current or recent donors. By increasing your retention rates through targeted outreach and ongoing stewardship, you can also drive up your donor coverage ratio, even if your acquisition and reactivation results remain flat. High donor coverage ratios can be an indicator of higher efficiency.

The grind of increasing donor counts year after year is never easy, but setting a clear goal and determining a path for achieving that goal can be a big help. Get to know how your program has performed in the past. Then use that information to make sure it’s productive and efficient going forward.