1. REACHING YOUR ANNUAL FUND POTENTIAL
Presented by Chuck Longfield, Chief Scientist, Blackbaud
Blackbaud New England Higher Ed Forum
University of New Haven
June 18, 2015

2. TARGET ANALYTICS DONORCENTRICS INDEX OF NATIONAL
FUNDRAISING - Q4 2014 PERFORMANCE RESULTS
New Donors
-36.7%
All Donors
-14.3%
-40%
-35%
-30%
-25%
-20%
-15%
-10%
-5%
0%
5%
10%
Q42004
Q12005
Q22005
Q32005
Q42005
Q12006
Q22006
Q32006
Q42006
Q12007
Q22007
Q32007
Q42007
Q12008
Q22008
Q32008
Q42008
Q12009
Q22009
Q32009
Q42009
Q12010
Q22010
Q32010
Q42010
Q12011
Q22011
Q32011
Q42011
Q12012
Q22012
Q32012
Q42012
Q12013
Q22013
Q32013
Q42013
Q12014
Q22014
Q32014
Q42014
Fig. 8: Ten-Year Overall Index Donor and New Donor Trends
Cumulative Rolling 12-Month Median Change from Q4 2004
Haiti
Earthquake
End of
Recession
Japan
Earthquake
Hurricane
Sandy
Start of
Recession
Hurricane
Katrina
Indian
Ocean
Tsunami
Burma Cyclone /
China Earthquake Government
Shutdown &
Typhoon
Haiyan

3. 3
PARTICIPATION RATES FOR HIGHER EDUCATION
23%
8% 11%
22%
7%
11%
20%
7%
9%
Private Public Overall
2011 2012 2013
Source: donorCentrics FY2013 Annual Report on Alumni Giving

4. WHAT IS YOUR CURRENT POTENTIAL?
4

5. WHAT IS YOUR CURRENT POTENTIAL?
5

6. WHAT IS YOUR CURRENT POTENTIAL?
6
• Could you retain 30% of your new annual
fund donors?

7. LEADERSHIP GIVING
7
• Could 10% of your donors give $1000 or
more, every year?

8. CORPORATE MATCHING GIFTS
8
• Could 5% of your alumni have their employers
match their gifts?
www.supportingadvancement.com

9. CLASS PARTICIPATION
9
• Could 15% of your active alumni participate in the
annual fund next year?

10. WHAT IS YOUR CURRENT POTENTIAL?
10
• Could 20% of your annual fund come in online?

11. WHAT IS YOUR CURRENT POTENTIAL?
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• Could 10% of your donors give on a monthly basis?

12. SUSTAINERS IN HIGHER EDUCATION
• Desire is there, infrastructure challenged
• Most programs have adopted a second (and third, fourth, etc.) ask program
but sustaining giving programs are not yet the norm
• Poll results from Spring 2014 from ~100 clients (this meeting last year!)
• Tell us about your program:
Percentage Response
45% My school does not have a recurring giving program
17% My school has a successful recurring giving program
25% My school has just launched a recurring giving program (not
sure if it is working!)
9% My school launched a recurring giving program that was
unsuccessful.

13. HOW TO CALCULATE YOUR POTENTIAL
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• Benchmark your performance with your peers
• Be careful to use the same definitions
• Determine the average and best values of peers
• Adjust for regional or population differences
• Calculate your return on investment

14. 14
HOW TO CALCULATE YOUR POTENTIAL

15. HOW TO REACH YOUR POTENTIAL
15
• Identify fundraising practices generating better results
• Be open to change – you are not unique!
• Consider partnering with peers and/or outsourcing
• Recognize timeline & required resources
• Be willing to reallocate resources
• Take the long view

16. KEY TAKE-AWAYS
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• Benchmark your performance with your peers.
• Critically assess your current business practices
• Continually improve – what can you do better?
• Partner with your peers and consider out-sourcing
• Get good at managing change

17. THE BLACKBAUD INDEX
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