REACHING YOUR ANNUAL FUND POTENTIAL

Presented by Chuck Longfield, Chief Scientist, BlackbaudBlackbaud New England Higher Ed ForumUniversity of New HavenJune 18, 2015

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%

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Fig. 8: Ten-Year Overall Index Donor and New Donor TrendsCumulative Rolling 12-Month Median Change from Q4 2004

HaitiEarthquake

End ofRecession

JapanEarthquake

Hurricane Sandy

Start ofRecession

Hurricane Katrina

IndianOceanTsunami

Burma Cyclone / China Earthquake Government

Shutdown & Typhoon Haiyan

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PARTIC IPATION RATES FOR HIGHER EDUCATION

23%

8% 11%

22%

7%11%

20%

7%9%

Private Public Overall

2011 2012 2013Source: donorCentrics FY2013 Annual Report on Alumni Giving

WHAT IS YOUR CURRENT POTENTIAL?

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WHAT IS YOUR CURRENT POTENTIAL?

5

WHAT IS YOUR CURRENT POTENTIAL?

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• Could you retain 30% of your new annual

fund donors?

LEADERSHIP GIVING

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• Could 10% of your donors give $1000 or

more, every year?

CORPORATE MATCHING GIFTS

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• Could 5% of your alumni have their employers

match their gifts?

www.supportingadvancement.com

CLASS PARTICIPATION

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• Could 15% of your active alumni participate in the

annual fund next year?

WHAT IS YOUR CURRENT POTENTIAL?

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• Could 20% of your annual fund come in online?

WHAT IS YOUR CURRENT POTENTIAL?

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• Could 10% of your donors give on a monthly basis?

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.

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

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HOW TO CALCULATE YOUR POTENTIAL

HOW TO REACH YOUR POTENTIAL

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• 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

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

THE BLACKBAUD INDEX

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