Kansas State University is re-thinking advancement-as-usual and shifting fundraising strategy to connect directly with alumni interests and passions. After a fire damaged its library, KSU launched a digital campaign to raise money for the renovations. The team used social media posts to identify interested constituents, they added those prospects to a campaign that successfully raised more than $50k from 400 donors.
2. Sara Prince
Director of Strategic Solicitations,
Kansas State University Foundation
@KSU_Foundation
sarap@ksufoundation.org
Mike Nagel
Customer & Product Marketing Manager,
EverTrue
@themikenagel
mike.nagel@evertrue.com
24. Advancement is still drowning in
spreadsheets and underserved by
traditional databases.
Complex
Workflows
Poor Access
to Data
Incomplete
Data
Challenging
Collaboration
Lack of Best-in-Class
integrations
25. Bad tech makes important people
just another face in the crowd.
26. Alumni participation has
dropped by over 32% since
2005.
94% of gifts come from the top
10% of donors… at the expense of
our future pipeline of major
donors.
$
Donor Acquisition Challenges
27. “Every nonprofit and university in the
country will be reliant on millennials
within five to 10 years. They can’t be
dismissed.”
– VP for University Advancement
at a large private university
Donor Acquisition Challenges
28. Annual Fund Revenue is Trending Positively
$mm
* Includes solicitable alumni and non-alumni donors, excludes major donors with a max single year gift >$10k
29. However, the Base of Alumni Donors Is Eroding
* Includes 168k solicitable alumni donors, excludes major donors with a max single year gift >$10k
# Donors (000’s)*
Donors* % Participation
% Participation
30. It’s Hard to Fill a Leaky Bucket
# Alumni Donors (000’s)*
End of Year Donor Count New Donors Reactivated Donors Churned Donors
* Includes 168k solicitable alumni donors, excludes major donors with a max single year gift >$10k
31. The Investor/Donor
● Gives with her heart
● Want to know return on investment
● Wants to be involved
● Wants to be joined by others
● Wants to know they’ve helped solve a problem
37. K-State by the Numbers
50k donors annually
$174.2M overall in FY18,
approx. $14M Annual Giving
Hit $1B campaign goal early,
extended to $1.4B by 2020
Shifting to short-term,
interest-driven fundraising
38. Over the last 6 years...
Annual Giving to Strategic Solicitations
Traditional Annual Giving Strategy
● LYBUNT/SYBUNT
● Phone, Mail, Email mass solicitation
● Reinforced the pyramid
Strategic Solicitations
● Pipeline propulsion
● Truly data driven and data designed
● Shift to lead acquisition and generation
56. Bring Smart People TogetherStep 2:
Susan,
Communications
(Engage)
Julie,
Prospect Research
(Qualify & Assign)
Sara,
Strategic Solicitations
(Ask)
57. Start with a TestStep 3:
(Pick a priority without a natural
constituency.)
58. Start with a TestStep 3:
The arts, an institute, the library, the band,
a special program, student life, student
support, extracurriculars, oboe
scholarships.
59. Build Your FunnelStep 4:
ENGAGE
QUALIFY
ASSIGN
SOLICIT
● What are the
numbers?
● Who’s responsible
for each step?
60. Measure ImpactStep 5:
1. What did you learn?
2. Did you hit your funnel goals?
3. Did you hit your overall goals?
4. What difference did your team make?
61. We’re giving this away
www.evertrue.com/cased6
Download the slides and infographic
65. Sara Prince
Director of Strategic Solicitations
Kansas State University Foundation
@KSU_Foundation
sarap@ksufoundation.org
Mike Nagel
Customer & Product Marketing Manager
EverTrue
@themikenagel
mike.nagel@evertrue.com
66. THANK YOU FOR ATTENDING THIS SESSION
– COMPLETE THE CURRENT CONFERENCE LIVE POLL AT –
CASEVISpeaks.org
– CASE PUB TRIVIA NIGHT–
TIVOLI BREWING CO.– 8:30 PM
SHUTTLE DEPARTS HOTEL LOBBY
– COMPLETE YOUR SESSION EVALUATIONS–
LINK WILL BE EMAILED