benchmarking todriveadvancementstrategy sonoma
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BENCHMARKING TO DRIVE ADVANCEMENT STRATEGIES:L E A R N I N G F R O M N AT I O N A L G I V I N G T R E N D S
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Brian KishSenior Vice President for Central Development,University of Arizona Foundation
&Annual Giving Consultant,Campbell and Company
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
BENEFITS OF BENCHMARKING
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• 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!
• Index is published annually – reviews past three fiscal years• 36 public and 35 private institutions• Actual donor transactions, not survey responses• Cash payment basis, not pledges• Does not include:
- Soft credits- Matching gift payments
HIGHER EDUCATION INDEX METHODOLOGY
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- Matching gift payments
MEDIAN CHANGE IN REVENUE
6.9%
2008 2009 2010
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6.9%
3.0%4.9%
-14.8% -14.4%-12.7%
4.9% 4.9% 4.9%
Private Public Overall
MEDIAN REVENUE PER DONOR
$723
$610
$687
2008 2009 2010
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$384
$512
$450
$348
$610
$479
$385
Private Public Overall
MEDIAN CHANGE IN DONOR COUNTS
2008 2009 2010
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-1.9% -2.6% -2.5%-4.1% -4.6%
-7.1%
-0.8%-2.3%
0.1%
Private Public Overall
ACQUIS IT ION
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ACQUIS IT ION
MEDIAN CHANGE IN NEW DONORS
2.0%
-0.4%
2.9%
2008 2009 2010
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-6.6%
-0.4%
-4.1%
-12.1%
-7.7%
-4.7%
-1.9%
Private Public Overall
MEDIAN NEW DONOR RETENTION RATE
2008 2009 2010
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27% 27%30%25%24%
30% 27%25%
30%
Private Public Overall
RE T E NT ION
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RE T E NT ION
MEDIAN DONOR RETENTION RATES
2008 2009 2010
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58%63%
68%
62%56%
67% 62%58%67%
Private Public Overall
8.5%6.1%
2008 2009 2010
MEDIAN CHANGE IN RETAINED DONOR REVENUE
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3.8%6.1%
-14.8%-13.0%-12.5%
3.2%2.6%4.5%
Private Public Overall
2008 2009 2010
MEDIAN MULTI-YEAR DONOR RETENTION RATES
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71%67%
63%60%
65%70%
71%63%
67%
Private Public Overall
RE ACT IVAT ION
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RE ACT IVAT ION
MEDIAN DONOR REACTIVATION RATES
2008 2009 2010
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16% 17%20%
16%14%
18% 16%14%
18%
Private Public Overall
21.0%16.0% 17.0%
2008 2009 2010
MEDIAN CHANGE IN REACTIVATED DONOR REVENUE
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-4.4%
0.1%
-13.5%-0.2%
-16.5% -15.5%
Private Public Overall
INDUSTRY COMPARISON: NATIONAL INDEX
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Y OUNG AL UM NI
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Y OUNG AL UM NI
• Metrics shown are based on data gathered in the following donorCentrics benchmarking groups:- Big 10/Big 12 Benchmarking group consists of institutions in the Big 10 and
Big 12 athletic conference (Undergraduate and Graduate Alumni Giving)- Private College Consortium consists of private colleges that are reunion-
focused (Undergraduate Alumni Giving)- Business School group consists of top-ranked graduate business schools- Law School group consists of top-ranked law schools
CLOSER LOOK – YOUNG ALUMNI
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- Law School group consists of top-ranked law schools
30.0%
35.0%
40.0%
45.0%
50.0%
Class of 1990-1999 Class of 2000-2009
FY2010 PARTICIPATION RATE – 90’S AND 00’S
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6.3%
18.8% 18%
12.3%
4.1%
17.0%
20.7%
12.5%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
Big 10/Big 12 Private College Consortium Business Law
56%52%
60%
70%
80%
90%
100%
1990-1999 2000-2009
5 YEAR PARTICIPATION RATE – 90’S AND 00’S
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18%
40% 39%
29%
13%
52%
31%
0%
10%
20%
30%
40%
50%
Big 10/Big 12 Private College Consortium Business Law
54%
66% 65%
59%
51% 49%
60%
70%
80%
90%
100%
1990-1999 2000-2009
RETENTION RATES – 90’S AND 00’S
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42%
48%51% 49%
0%
10%
20%
30%
40%
50%
Big 10/Big 12 Private College Consortium Business Law
ON- L INE G IV ING
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ON- L INE G IV ING
% of Gifts viaOnline
% of RevenueOnline
Revenue per Online Gift
Big 10 /Big 12 6% 6% $270 Private College Consortium 17% 11% $265
Business 29% 18% $290
INTERNET GIVING – HIGHER EDUCATION FY10
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Law 15% 10% $430
INDUSTRY COMPARISON: ONLINE GIVING FROM NATIONAL INDEX
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HIGH- E ND G IV ING
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HIGH- E ND G IV ING
• Data from 12 large public schools, gifts of $1,000-$50,000 in a given year
• On average, it took 13.2 years for a donor to make his/her first $1,000+ gift.
• Those who gave $1,000+ in FY2009, gave about 73% of the years that they were on file
• 57% of them made a first gift less than $100
HIGH END GIVING
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• 57% of them made a first gift less than $100• However, the higher the first gift, the quicker they became one of
these donors.• Of those that eventually gave $1,000+, a $100 first time donor did so
at about a 30% faster rate than a $1-24 dollars donor
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20%
25%
30%
35%
% o
r Tot
al
Donors Revenue
GIVING BY LEVEL FOR SMALL PRIVATE INSTITUTIONS
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0%
5%
10%
15%
$1-24 $25-49 $50-99 $100-249
$250-499
$500-999
$1000-1499
$1500-2499
$2500-4999
$5000-9999
$10000-24999
$25000-49999
$50000+
% o
r Tot
al
20%
25%
30%
% o
f Tot
al
Donors Revenue
GIVING BY LEVEL FOR LARGE PUBLIC
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0%
5%
10%
15%
$1-24 $25-49 $50-99 $100-249
$250-499
$500-999
$1000-1499
$1500-2499
$2500-4999
$5000-9999
$10000-24999
$25000-49999
$50000+
% o
f Tot
al
QUESTIONS & COMMENTS
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