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Benchmarking Strategies for Effective Advancement
- 1. BENCHMARKING FOR EFFECTIVE ADVANCEMENT STRATEGIES Facilitated by: Brian Kish Sr. Vice President, University of Arizona Foundation & Consultant, Campbell & Company 04/30/2012 Footer 1
- 2. AGENDA • Insights from the Index of Higher Education Fundraising Performance - Overall Giving - Retention - Reactivation - Acquisition • Benchmarking for your own institution 04/30/2012 Footer 2
- 3. HIGHER EDUCATION INDEX METHODOLOGY • Index is published annually – reviews past three fiscal years • 60 public and 51 private institutions • Actual donor transactions, not survey responses • Cash payment basis, not pledges - (Gift of $1-49,999) • Does not include: - Soft credits - Matching gift payments 04/30/2012 Footer 3
- 4. PA R T I C I PAT I N G P U B L I C I N S T I T U T I O N S • Arizona State University • The Pennsylvania State • University of Michigan • Bowling Green State University University • University of New Orleans • Carleton University • Queen's University • University of North Carolina – • Clemson University • Richard Ivey School of Business, Chapel Hill • College of Charleston Western University • University of North Carolina - • The College of William and Mary • Rutgers University Foundation Greensboro • Colorado School of Mines • Ryerson University • University of North Carolina- • Colorado State University • SAIT Polytechnic Wilmington • Dalhousie University • St. Cloud State University • University of Oklahoma • Darden School of Business at • University of Arizona • University of Oregon UVA • University of California, Berkeley • University of Saskatchewan • Indiana University Foundation Haas School of Business • University of South Dakota • Iowa State University Foundation • UCLA Anderson School of • University of South Florida • James Madison University Management • University of Texas at Austin • Kent State University • University of California, Santa • University of Toronto • McMaster University Barbara • University of Virginia • Michigan State University • University of California, Santa • University of Waterloo • Morehead State University Cruz • University of Wisconsin • North Carolina State University • University of Delaware • Virginia Commonwealth • Northern Illinois University • University of Georgia University • Ohio University • University of Guelph • Western University • The Ohio State University • University of Houston • The Wharton School of the • Oklahoma State University • University of Kentucky University of Pennsylvania • Oregon State University • University of Maryland • York University 04/30/2012 Footer 4
- 5. PA R T I C I PAT I N G P R I VAT E I N S T I T U T I O N S • Allegheny College • Johns Hopkins University • Union College • Boston University • Loyola University Chicago • University of Chicago • Brandeis University • Loyola University New Orleans • University of Miami • Polytechnic Institute of NYU • Luther Seminary • University of Richmond • Carroll College • Marquette University • University of San Diego • Carnegie Mellon University - • Massachusetts Institute of • Wake Forest University Tepper School of Business Technology • Wofford College • College of Saint Benedict • Mount Saint Mary's College • Yale Law School • Columbia University • University of Notre Dame • Yale School of Management • Cornell University • Northwestern University • Creighton University • New York University • Dartmouth College • Rice University • Dartmouth Medical School • Rockhurst University • Emmanuel College • Rensselaer Polytechnic Institute • Emerson College • Salve Regina University • Emory University • Sarah Lawrence College • Gardner Webb University • St. Louis University • Gettysburg College • Smith College • Gustavus Adolphus College • Southern Methodist University • Hartwick College • St. Norbert College • Harvard Medical School • Syracuse University • Ithaca College • Texas Christian University 04/30/2012 Footer 5
- 6. MEDIAN DONOR PARTICIPATION RATES 2009 2010 2011 26% 25% 19% 11% 9% 11% 10% 8% 7% Private Public Overall 04/30/2012 Footer 6
- 7. OTHER PARTICIPATION TRENDS CAE Alumni Participation Reports: 11.7% in 2007 10% in 2009 9.85% in 2010 04/30/2012 Footer 7
- 8. NEW + REACTIVATED DIVIDED BY ATTRITION RATE = OVERALL PROGRAM HEALTH 15% 62% donor retention 38% attrition rate 04/30/2012 Footer 8
- 9. LIFETIME PARTICIPATION (PUBLIC SCHOOL GROUP) • Classes of 2000-2009 - FY11: 3% - Lifetime: 16% • Classes of 1990-1999 - FY11: 4% - Lifetime: 29% • Classes of 1980-1989 - FY11: 6% - Lifetime: 46% • Classes of 1970-1979 - FY11: 8% - Lifetime: 54% 04/30/2012 Footer 9
- 10. MEDIAN CHANGE IN DONOR COUNTS 2009 2010 2011 0.5% 0.1% -0.5% -1.0% -1.9% -2.6% -4.7% -6.0% -5.7% Private Public Overall 04/30/2012 Footer 10
- 11. MEDIAN CHANGE IN REVENUE 2009 2010 2011 6.9% 6.1% 4.4% 6.3% 4.7% 5.3% -13.0% -12.8% -12.8% Private Public Overall 04/30/2012 Footer 11
- 12. MEDIAN REVENUE PER DONOR 2009 2010 2011 $387 $359 $314 $295 $271 $269 $292 $246 $274 Private Public Overall 04/30/2012 Footer 12
- 13. CLOSER LOOK AT REVENUE (PUBLIC SCHOOLS GROUP) Median Revenue Gained from New Donors: $135,721 Median Revenue Gained from Reactivated Donors: $522,130 Median Revenue Lost from Attrition: $687,782 Median Revenue Gained from Upgrades of Retained Donors: $907,680 Median Revenue Lost from Downgrades of Retained Donors: $655,331 04/30/2012 Footer 13
- 14. RETENTION 04/30/2012 Footer 14
- 15. MEDIAN DONOR RETENTION RATES 2009 2010 2011 65% 66% 67% 59% 58% 61% 55% 58% 62% Private Public Overall 04/30/2012 Footer 15
- 16. MEDIAN CHANGE IN RETAINED DONOR REVENUE 2009 2010 2011 8.8% 6.8% 5.3% 4.5% 5.0% 4.9% -11.4% -11.5% -11.5% Private Public Overall 04/30/2012 Footer 16
- 17. MEDIAN MULTI-YEAR DONOR RETENTION RATES 2009 2010 2011 71% 66% 67% 70% 59% 64% 62% 66% 62% Private Public Overall 04/30/2012 Footer 17
- 18. MEDIAN NEW DONOR RETENTION RATE 2009 2010 2011 30% 30% 24% 27% 27% 25% 26% 27% 27% Private Public Overall 04/30/2012 Footer 18
- 19. FA C T O R S I M PA C T I N G R E T E N T I O N (PUBLIC SCHOOL GROUP) • Loyalty: • Size of Gift: - New: 26% - $1-24: 36% - Reactivated: 42% - $25-49: 48% - 2 yrs: 56% - $50-99: 55% - 3-4 yrs: 70% - $100-249: 62% - 5+ yrs: 83% - $250-499: 71% - $500-999: 76% • Gift Frequency - $1,000-1,499: 78% - 1 Gift: 50% - $1,500-2,499: 80% - 2 Gifts: 73% - 3+ Gifts: 87% 04/30/2012 Footer 19
- 20. REACTIVATION 04/30/2012 Footer 20
- 21. MEDIAN DONOR REACTIVATION RATES (1-5 YEARS LAPSED) 2009 2010 2011 18% 16% 18% 16% 17% 14% 14% 13% 15% Private Public Overall 04/30/2012 Footer 21
- 22. MEDIAN CHANGE IN REACTIVATED DONOR REVENUE 2009 2010 2011 17.1% 14.6% 10.3% -4.5% -5.7% -6.3% -11.7% -17.5% -15.6% Private Public Overall 04/30/2012 Footer 22
- 23. FACTORS IMPACTING REACTIVATION (PUBLIC SCHOOL GROUP) • Length of time lapsed - 1 year lapsed: 22% - 2 years lapsed: 13% - 3-5 years lapsed: 6% - 6+ years lapsed: 2% • Loyalty prior to lapsing - 1 year: 6% - Reactivated: 11% - 2yrs cons.: 14% - 3-4yrs cons.: 17% - 5+yrs cons.: 23% 04/30/2012 Footer 23
- 24. ACQUISITION 04/30/2012 Footer 24
- 25. MEDIAN CHANGE IN NEW DONORS 2009 2010 2011 0.0% -0.4% -0.6% -1.9% -2.1% -3.5% -3.9% -4.4% -9.2% Private Public Overall 04/30/2012 Footer 25
- 26. MORE NEW DONOR BENCHMARKS (PUBLIC SCHOOL GROUP) • Median Revenue per New Donor - $108 • Median Revenue per New Donor: Reunion vs. Non-Reunion - Reunion: $109 - Non-Reunion: $106 • By Source - 13% Mail - 51% Phone - 7% Web 04/30/2012 Footer 26
- 27. BENCHMARKING FOR YOUR INSTITUTION 04/30/2012 Footer 27
- 28. BENEFITS OF BENCHMARKING Benchmarking helps institutions: • Identify strengths and weaknesses • Consider new methods, ideas and tools to improve effectiveness • Crack through resistance to change • Set higher standards • Accelerate learning • Make better decisions • Improve allocation of scarce resources • Justify fundraising investments • Demonstrate efficiency to stakeholders/donors • Preserve institutional memory through staff transitions Raise more money for your school! 04/30/2012 Footer 28
- 29. PA R T I C I PAT E I N TA R G E T A N A LY T I C S DONORCENTRICS • Medical Schools • Athletics new • Mid-sized Public Schools • Big 10/Big 12 • Parents Group new • Business Schools • Private College Consortium • Canadian Schools • Science and Tech Schools • Faith-Based Schools • Small Colleges • Ivy League • Women’s Colleges new • Large Public Universities • Law Schools 04/30/2012 Footer 29
- 30. QUESTIONS & COMMENTS 04/30/2012 Footer 30