FY2011 donorCENTRICS™ INDEX OF        HIGHER EDUCATION        FUNDRAISING PERFORMANCE        AND OTHER NONPROFIT TRENDS   ...
NONPROFIT GIVING TRENDS        OUTSIDE OF HIGHER EDUCATION7/26/2012   Footer       2
Go to:            G t                        Giving USA 2012                        The Annual Report on Philanthropy for ...
donorCentrics™ INDEX OF        NATIONAL        FUNDRAISING PERFORMANCE        Results through Q4 20117/26/2012   Footer   ...
Q       Q4 2011                                                  Five-Year Overall Index Revenue and Donor Trends         ...
Q       Q4 2011                                                              Five-Year Overall Index New Donor Trends     ...
Q       Q4 2011                                                          Overall Index Medians                            ...
SOURCES OF GIVING             Fig. 12: Percent of Gifts by Channel                             Fig. 13: Average Gift by Ch...
SOURCES OF GIVING                                        Fig. 14: Online Gifts and Revenue                                ...
RESULTS - Q4 2011 SUMMARY                 Q Increases in Revenue per Donor Still Not Compensating for Donor Declines • Ove...
2011 donorCentrics™ INDEX OF        HIGHER EDUCATION        FUNDRAISING PERFORMANCE        July June        July-June Fisc...
PARTICIPATING PUBLIC INSTITUTIONS•   Arizona State University                •   Oregon State University                 •...
PARTICIPATING PRIVATE INSTITUTIONS•   Allegheny College                     •   Gustavus Adolphus College          •   Sal...
INDEX METHODOLOGY       • 60 public and 51 private institutions       • Actual donor transactions, not survey responses   ...
DONORCENTRICS COHORT GROUPS     •   Athletic Giving new                                 •   Law Schools     •   Big 10/Big...
BENCHMARKING BENEFITS:         C       G        S       Benchmarking helps institutions:       • Identify strengths and we...
OVERALL GIVING7/26/2012   donorCentrics™ Performance Benchmarking   17   Confidential
MEDIAN DONOR PARTICIPATION RATES                                                       2009     2010                2011  ...
MEDIAN CHANGE IN REVENUE                                    2009              2010          2011                     4.7% ...
MEDIAN CHANGE IN DONOR COUNTS                                     2009                      2010                     2011 ...
MEDIAN REVENUE PER DONOR                               2009                      2010                       2011          ...
MEDIAN CHANGE IN REVENUE PER DONOR                                             2009             2010      2011            ...
ACQUISITION7/26/2012   donorCentrics™ Performance Benchmarking   23   Confidential
MEDIAN CHANGE IN NEW DONORS                                        2009            2010             2011                0....
MEDIAN REVENUE PER NEW DONOR                                         2009             2010           2011                 ...
RETENTION7/26/2012   donorCentrics™ Performance Benchmarking   26   Confidential
MEDIAN DONOR RETENTION RATES                                            2009           2010         2011            65%   ...
MEDIAN MULTI-YEAR DONOR RETENTION RATES                                               2009        2010         2011       ...
MEDIAN NEW DONOR RETENTION RATE                                            2009           2010         2011            30%...
MEDIAN CHANGE IN RETAINED DONOR REVENUE                                             2009             2010       2011      ...
REACTIVATION7/26/2012   donorCentrics™ Performance Benchmarking   31   Confidential
MEDIAN DONOR REACTIVATION RATES                                           2009           2010         2011                ...
MEDIAN REVENUE PER REACTIVATED DONOR                                               2009        2010          2011         ...
MEDIAN CHANGE IN REACTIVATED DONOR REVENUE                                        2009            2010       2011         ...
DISCUSSION7/26/2012   donorCentrics™ Performance Benchmarking   35   Confidential
THANK YOU!                                           Jenny Cooke Smith                                    Account Manager,...
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Higher Ed National Fundriasing Index 2011 Trends

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Presented at Blackbaud Higher Ed FOrum, July 2012.

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Higher Ed National Fundriasing Index 2011 Trends

  1. 1. FY2011 donorCENTRICS™ INDEX OF HIGHER EDUCATION FUNDRAISING PERFORMANCE AND OTHER NONPROFIT TRENDS July 2012 John Mastrobattista7/26/2012 Footer 1
  2. 2. NONPROFIT GIVING TRENDS OUTSIDE OF HIGHER EDUCATION7/26/2012 Footer 2
  3. 3. Go to: G t Giving USA 2012 The Annual Report on Philanthropy for the Year 2011 download the free Executive Summary at: y Giving-USA-The-Annual-Report-on-Philanthropy-for-the-Year-2011-Executive-Summary7/26/2012 Blackbaud Confidential 3
  4. 4. donorCentrics™ INDEX OF NATIONAL FUNDRAISING PERFORMANCE Results through Q4 20117/26/2012 Footer 4
  5. 5. Q Q4 2011 Five-Year Overall Index Revenue and Donor Trends Cumulative Rolling 12-Month Median Change from Q4 2006 8% 6% Start of Haiti 4% Recession Earthquake Index Revenue 2% 1.9% 0% -2% -4% -5.3% -6% Index End of Donors Recession -8% Q4 2006 Q1 2007 Q2 2007 Q3 2007 Q4 2007 Q1 2008 Q2 2008 Q3 2008 Q4 2008 Q1 2009 Q2 2009 Q3 2009 Q4 2009 Q1 2010 Q2 2010 Q3 2010 Q4 2010 Q1 2011 Q2 2011 Q3 2011 Q4 20117/26/2012 donorCentrics™ Performance Benchmarking 5
  6. 6. Q Q4 2011 Five-Year Overall Index New Donor Trends Cumulative Rolling 12-Month Median Change from Q4 2006 2% 0% -2% Haiti Earthquake All -4% Donors Start of Recession -5.3% -6% -8% -10% End of Recession New Donors -12% -14.4% -14% 16% -16% -18% Q4 2006 Q1 2007 Q2 2007 Q3 2007 Q4 2007 Q1 2008 Q2 2008 Q3 2008 Q4 2008 Q1 2009 Q2 2009 Q3 2009 Q4 2009 Q1 2010 Q2 2010 Q3 2010 Q4 2010 Q1 2011 Q2 2011 Q3 2011 Q4 20117/26/2012 donorCentrics™ Performance Benchmarking 6
  7. 7. Q Q4 2011 Overall Index Medians Year-over-Year Change g 1.0% Revenue -2.1% -2.0% Donors -2.1% -2 1% 3.2% Rev / Donor 1.6% -3.1% New Donors -4.3% 0.0% Overall Retention -0.6% -2.0% 1st-Year Retention -2.5% -0.3% % Multi-Year Retention M lti Y R t ti -1.3% 1.8% Reactivation -3.9% 2009 to 2010 2010 to 20117/26/2012 donorCentrics™ Performance Benchmarking 7
  8. 8. SOURCES OF GIVING Fig. 12: Percent of Gifts by Channel Fig. 13: Average Gift by Channel Overall 2011 Index Medians Overall 2011 Index Medians Mail 81% Mail $38 Telemarketing 3% Telemarketing $39 Online 6% Online $63All other channels combined made up 10% of gifts in 2011. 7/26/2012 donorCentrics™ Performance Benchmarking 8
  9. 9. SOURCES OF GIVING Fig. 14: Online Gifts and Revenue as a Percent of Total Overall 2007-2011 Index Medians Gifts 8.8% Revenue 7.0% 6.4% 5.7% 5.4% 4.7% 4.1% 3.6% 3.2% 2.4% 2007 2008 2009 2010 20117/26/2012 donorCentrics™ Performance Benchmarking 9
  10. 10. RESULTS - Q4 2011 SUMMARY Q Increases in Revenue per Donor Still Not Compensating for Donor Declines • Overall index revenue declined again in 2011, a median drop of 2.1% • 39% of the index organizations had year-over-year revenue increases in 2011 • Donor numbers dropped at the same rate as overall index revenue in 2011, declining a median 2.1% • 34% of the index organizations had year-over-year d f th i d i ti h d donor increases 2011 i • Arts & Culture and Religious organizations showed signs of recovery • Human Services and Societal Benefit had the strongest performance in the Index across key metrics including new donor acquisition. • Environmental organizations performed at the index medians • Animal Welfare, Health and International Relief all showed declines7/26/2012 donorCentrics™ Performance Benchmarking 10
  11. 11. 2011 donorCentrics™ INDEX OF HIGHER EDUCATION FUNDRAISING PERFORMANCE July June July-June Fiscal Years 2009, 2010, 20117/26/2012 Footer 11
  12. 12. PARTICIPATING PUBLIC INSTITUTIONS• Arizona State University • Oregon State University • University of Michigan• Bowling Green State University • The Pennsylvania State University • University of New Orleans• Carleton University • Queens University • University of North Carolina• Clemson University • Richard Ivey School of Business, - Chapel Hill• College of Charleston Western University Canada 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 Universityy • St. Cloud State Universityy • University of Oklahoma• Darden School of Business at UVA • University of Arizona • University of Oregon• Indiana University Foundation • University of California, Berkeley • University of Saskatchewan• Iowa State University Foundation - Haas School of Business • University of South Dakota• James Madison University • UCLA Anderson School of • University of South Florida• Kent State University Management • University of Texas at Austin• McMaster University • University of California, Santa Barbara • University of Toronto• Michigan State University • University of California, Santa Cruz • University of Virginia• Morehead State University • University of Delaware • University of Waterloo• North Carolina State University N th C li St t U i it • University of Georgia • University of Wisconsin• Northern Illinois University • University of Guelph • Virginia Commonwealth University• Ohio University • University of Houston • Western University• The Ohio State University • University of Kentucky • The Wharton School of the• Oklahoma State University • University of Maryland y y University of Pennsylvania y y • York University 7/26/2012 Blackbaud Confidential 12
  13. 13. PARTICIPATING PRIVATE INSTITUTIONS• Allegheny College • Gustavus Adolphus College • Salve Regina University• Boston University • Hartwick College • Sarah Lawrence College• Brandeis University • Harvard Medical School • St. Louis University• Polytechnic Institute of NYU y • Ithaca College g • Smith College g• Carroll College • Johns Hopkins University • Southern Methodist University• Carnegie Mellon University – • Loyola University Chicago • St. Norbert College Tepper School of Business • Loyola University New Orleans • Syracuse University• College of Saint Benedict • Luther Seminary • Texas Christian University• Columbia University • Marquette University • Union College• Cornell University • Massachusetts Institute of • University of Chicago• Creighton University Technology • University of Miami• Dartmouth College • Mount Saint Marys College • University of Richmond• Dartmouth Medical School • University of Notre Dame • University of San Diego• Emmanuel College • Northwestern University • Wake Forest University• Emerson College • New York University • Wofford College• Emory University • Rice University • Yale Law School• Gardner Webb University • Rockhurst University oc u st U e s ty • Yale School of Management• Gettysburg College • Rensselaer Polytechnic Institute 7/26/2012 Blackbaud Confidential 13
  14. 14. INDEX METHODOLOGY • 60 public and 51 private institutions • Actual donor transactions, not survey responses • Cash payment basis, not pledges • Gift cap used to exclude major gifts • Does not include: - Soft credits - Matching gift payments7/26/2012 donorCentrics™ Performance Benchmarking 14 Confidential
  15. 15. DONORCENTRICS COHORT GROUPS • Athletic Giving new • Law Schools • Big 10/Big 12 • Medical S h l M di l Schools • Business Schools • Parents Group new • Canadian Schools • Private College Consortium • Faith-Based Schools • Science and Tech Schools • Ivy League • SEC Schools new • Large Public Universities • Small Colleges • Mid Sized Public Universities • Women’s Colleges new Sign up, + Send us your data by July 31, 2012 = An ice cream party for your team!7/26/2012 donorCentrics™ Performance Benchmarking 15 Confidential
  16. 16. BENCHMARKING BENEFITS: C G S Benchmarking helps institutions: • Identify strengths and weaknesses y g • Consider new methods, ideas and tools to improve effectiveness • Crack through resistance to change • Set higher sta da ds g e standards • Accelerate learning • Make better decisions • Improve allocation of scarce resources • Justify fundraising investments • Demonstrate efficiency to stakeholders/donors • Preserve institutional memory through staff transitions7/26/2012 donorCentrics™ Performance Benchmarking 16 Confidential
  17. 17. OVERALL GIVING7/26/2012 donorCentrics™ Performance Benchmarking 17 Confidential
  18. 18. MEDIAN DONOR PARTICIPATION RATES 2009 2010 2011 26% 25% 19% 9% 11% 11% 10% 8% 7% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 18 Confidential
  19. 19. MEDIAN CHANGE IN REVENUE 2009 2010 2011 4.7% 6.3% 6.9% 5.3% 6.1% 4.4% -12.8% -13.0% -12.8% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 19 Confidential
  20. 20. MEDIAN CHANGE IN DONOR COUNTS 2009 2010 2011 0.5% 0.1% -0.5% -1.0% -1.9% -2.6% -4.7% -6.0% -6 0% -5.7% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 20 Confidential
  21. 21. MEDIAN REVENUE PER DONOR 2009 2010 2011 $550 $591 $583 $474 $416 $400 $450 $356 $385 Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 21 Confidential
  22. 22. MEDIAN CHANGE IN REVENUE PER DONOR 2009 2010 2011 9.2% 4.2% 7.4% 6.1% 6.8% 4.2% -6.4% -7.5% -8.1% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 22 Confidential
  23. 23. ACQUISITION7/26/2012 donorCentrics™ Performance Benchmarking 23 Confidential
  24. 24. MEDIAN CHANGE IN NEW DONORS 2009 2010 2011 0.0% -0.6% -0.4% -1.9% -2.1% -4 4% 4.4% -3.5% -3.9% 3 9% -9.2% -9 2% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 24 Confidential
  25. 25. MEDIAN REVENUE PER NEW DONOR 2009 2010 2011 $136 $128 $126 $127 $123 $127 $117 $120 $100 Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 25 Confidential
  26. 26. RETENTION7/26/2012 donorCentrics™ Performance Benchmarking 26 Confidential
  27. 27. MEDIAN DONOR RETENTION RATES 2009 2010 2011 65% 66% 67% 61% 62% 55% 58% 58% 59% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 27 Confidential
  28. 28. MEDIAN MULTI-YEAR DONOR RETENTION RATES 2009 2010 2011 70% 67% 71% 66% 66% 59% 62% 62% 64% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 28 Confidential
  29. 29. MEDIAN NEW DONOR RETENTION RATE 2009 2010 2011 30% 27% 30% 27% 27% 24% 25% 27% 26% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 29 Confidential
  30. 30. MEDIAN CHANGE IN RETAINED DONOR REVENUE 2009 2010 2011 8.8% 6.8% 4.5% 5.0% 4.9% 5.3% -11.5% 11 5% -11.4% -11.5% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 30 Confidential
  31. 31. REACTIVATION7/26/2012 donorCentrics™ Performance Benchmarking 31 Confidential
  32. 32. MEDIAN DONOR REACTIVATION RATES 2009 2010 2011 18% 18% 17% 16% 15% 14% 14% 16% 13% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 32 Confidential
  33. 33. MEDIAN REVENUE PER REACTIVATED DONOR 2009 2010 2011 $387 $359 $314 $295 $271 $269 $292 $246 $274 Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 33 Confidential
  34. 34. MEDIAN CHANGE IN REACTIVATED DONOR REVENUE 2009 2010 2011 17.1% 14.6% 10.3% 10 3% -6.3% -4.5% -5.7% -11.7% -15.6% -17.5% -17 5% Private Public Overall7/26/2012 donorCentrics™ Performance Benchmarking 34 Confidential
  35. 35. DISCUSSION7/26/2012 donorCentrics™ Performance Benchmarking 35 Confidential
  36. 36. THANK YOU! Jenny Cooke Smith Account Manager, Higher Education Jenny.Cooke@blackbaud.com Jenny Cooke@blackbaud com John Mastrobattista Senior Fundraising Analyst John.mastrobattista@blackbaud.com John mastrobattista@blackbaud com7/26/2012 donorCentrics™ Performance Benchmarking 36 Confidential

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