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Benchmarking todriveadvancementstrategy

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  • 1. 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 Brian Kish Senior Vice President for Central Development, University of Arizona Foundation & Annual Giving Consultant, Campbell and Company08/10/2011 Footer 1
  • 2. 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!08/10/2011 Footer 2
  • 3. HIGHER EDUCATION INDEX METHODOLOGY • 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 payments08/10/2011 Footer 3
  • 4. MEDIAN CHANGE IN REVENUE 2008 2009 2010 6.9% 4.9% 4.9% 4.9% 4.9% 3.0% -12.7% -14.8% -14.4% Private Public Overall08/10/2011 Footer 4
  • 5. MEDIAN REVENUE PER DONOR 2008 2009 2010 $723 $687 $610 $512 $479 $450 $384 $385 $348 Private Public Overall08/10/2011 Footer 5
  • 6. MEDIAN CHANGE IN DONOR COUNTS 2008 2009 2010 0.1% -0.8% -1.9% -2.3% -2.5% -2.6% -4.1% -4.6% -7.1% Private Public Overall08/10/2011 Footer 6
  • 7. ACQUISITION08/10/2011 Footer 7
  • 8. MEDIAN CHANGE IN NEW DONORS 2008 2009 2010 2.9% 2.0% -0.4% -1.9% -4.1% -4.7% -6.6% -7.7% -12.1% Private Public Overall08/10/2011 Footer 8
  • 9. MEDIAN NEW DONOR RETENTION RATE 2008 2009 2010 30% 30% 27% 30% 27% 27% 24% 25% 25% Private Public Overall08/10/2011 Footer 9
  • 10. RETENTION08/10/2011 Footer 10
  • 11. MEDIAN DONOR RETENTION RATES 2008 2009 2010 68% 67% 67% 63% 58% 58% 62% 62% 56% Private Public Overall08/10/2011 Footer 11
  • 12. MEDIAN CHANGE IN RETAINED DONOR REVENUE 2008 2009 2010 8.5% 6.1% 4.5% 3.8% 2.6% 3.2% -12.5% -13.0% -14.8% Private Public Overall08/10/2011 Footer 12
  • 13. MEDIAN MULTI-YEAR DONOR RETENTION RATES 2008 2009 2010 71% 71% 70% 67% 67% 63% 63% 65% 60% Private Public Overall08/10/2011 Footer 13
  • 14. R E A C T I VAT I O N08/10/2011 Footer 14
  • 15. MEDIAN DONOR REACTIVATION RATES 2008 2009 2010 20% 18% 17% 18% 16% 16% 16% 14% 14% Private Public Overall08/10/2011 Footer 15
  • 16. MEDIAN CHANGE IN REACTIVATED DONOR REVENUE 2008 2009 2010 21.0% 16.0% 17.0% 0.1% -4.4% -0.2% -13.5% -16.5% -15.5% Private Public Overall08/10/2011 Footer 16
  • 17. INDUSTRY COMPARISON: NATIONAL INDEX08/10/2011 Footer 17
  • 18. YOUNG ALUMNI08/10/2011 Footer 18
  • 19. CLOSER LOOK – YOUNG ALUMNI • 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 schools08/10/2011 Footer 19
  • 20. FY2010 PARTICIPATION RATE – 90’S AND 00’S 50.0% 45.0% Class of 1990-1999 Class of 2000-2009 40.0% 35.0% 30.0% 25.0% 20.7% 20.0% 18.8% 18% 17.0% 15.0% 12.3% 12.5% 10.0% 6.3% 5.0% 4.1% 0.0% Big 10/Big 12 Private College Consortium Business Law08/10/2011 Footer 20
  • 21. 5 YEAR PARTICIPATION RATE – 90’S AND 00’S 100% 90% 1990-1999 2000-2009 80% 70% 60% 56% 52% 50% 40% 39% 40% 29% 31% 30% 20% 18% 13% 10% 0% Big 10/Big 12 Private College Consortium Business Law08/10/2011 Footer 21
  • 22. RETENTION RATES – 90’S AND 00’S 100% 90% 1990-1999 2000-2009 80% 70% 66% 65% 59% 60% 54% 51% 48% 49% 50% 42% 40% 30% 20% 10% 0% Big 10/Big 12 Private College Consortium Business Law08/10/2011 Footer 22
  • 23. ON-LINE GIVING08/10/2011 Footer 23
  • 24. INTERNET GIVING – HIGHER EDUCATION FY10 % of Gifts via % of Revenue Revenue per Online Online Online Gift Big 10 /Big 12 6% 6% $270 Private College Consortium 17% 11% $265 Business 29% 18% $290 Law 15% 10% $43008/10/2011 Footer 24
  • 25. INDUSTRY COMPARISON: ONLINE GIVING FROM NATIONAL INDEX08/10/2011 Footer 25
  • 26. HIGH-END GIVING08/10/2011 Footer 26
  • 27. HIGH END GIVING • 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 • 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 donor08/10/2011 Footer 27
  • 28. ! !08/10/2011 Footer 28
  • 29. GIVING BY LEVEL FOR SMALL PRIVATE INSTITUTIONS Donors Revenue 35% 30% 25% 20% % or Total 15% 10% 5% 0% $1-24 $25-49 $50-99 $100- $250- $500- $1000- $1500- $2500- $5000- $10000- $25000- $50000+ 249 499 999 1499 2499 4999 9999 24999 4999908/10/2011 Footer 29
  • 30. GIVING BY LEVEL FOR LARGE PUBLIC 30% Donors Revenue 25% 20% % of Total 15% 10% 5% 0% $1-24 $25-49 $50-99 $100- $250- $500- $1000- $1500- $2500- $5000- $10000- $25000- $50000+ 249 499 999 1499 2499 4999 9999 24999 4999908/10/2011 Footer 30
  • 31. QUESTIONS & COMMENTS08/10/2011 Footer 31

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