Benchmarking todriveadvancementstrategy

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

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Brian KishSenior Vice President for Central Development,University of Arizona Foundation

&Annual Giving Consultant,Campbell and Company

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

BENEFITS OF BENCHMARKING

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• 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!

• 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 payments

HIGHER EDUCATION INDEX METHODOLOGY

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- Matching gift payments

MEDIAN CHANGE IN REVENUE

6.9%

2008 2009 2010

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6.9%

3.0%4.9%

-14.8% -14.4%-12.7%

4.9% 4.9% 4.9%

Private Public Overall

MEDIAN REVENUE PER DONOR

$723

$610

$687

2008 2009 2010

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$384

$512

$450

$348

$610

$479

$385


MEDIAN CHANGE IN DONOR COUNTS

2008 2009 2010

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-1.9% -2.6% -2.5%-4.1% -4.6%

-7.1%

-0.8%-2.3%

0.1%


ACQUIS IT ION

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ACQUIS IT ION

MEDIAN CHANGE IN NEW DONORS

2.0%

-0.4%

2.9%

2008 2009 2010

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-6.6%

-0.4%

-4.1%

-12.1%

-7.7%

-4.7%

-1.9%


MEDIAN NEW DONOR RETENTION RATE

2008 2009 2010

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27% 27%30%25%24%

30% 27%25%

30%


RE T E NT ION

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RE T E NT ION

MEDIAN DONOR RETENTION RATES

2008 2009 2010

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58%63%

68%

62%56%

67% 62%58%67%


8.5%6.1%

2008 2009 2010

MEDIAN CHANGE IN RETAINED DONOR REVENUE

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3.8%6.1%

-14.8%-13.0%-12.5%

3.2%2.6%4.5%


2008 2009 2010

MEDIAN MULTI-YEAR DONOR RETENTION RATES

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71%67%

63%60%

65%70%

71%63%

67%


RE ACT IVAT ION

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RE ACT IVAT ION

MEDIAN DONOR REACTIVATION RATES

2008 2009 2010

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16% 17%20%

16%14%

18% 16%14%

18%


21.0%16.0% 17.0%

2008 2009 2010

MEDIAN CHANGE IN REACTIVATED DONOR REVENUE

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-4.4%

0.1%

-13.5%-0.2%

-16.5% -15.5%


INDUSTRY COMPARISON: NATIONAL INDEX

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Y OUNG AL UM NI

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Y OUNG AL UM NI

• 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 schools

CLOSER LOOK – YOUNG ALUMNI

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- Law School group consists of top-ranked law schools

30.0%

35.0%

40.0%

45.0%

50.0%

Class of 1990-1999 Class of 2000-2009

FY2010 PARTICIPATION RATE – 90’S AND 00’S

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6.3%

18.8% 18%

12.3%

4.1%

17.0%

20.7%

12.5%

0.0%

5.0%

10.0%

15.0%

20.0%

25.0%

Big 10/Big 12 Private College Consortium Business Law

56%52%

60%

70%

80%

90%

100%

1990-1999 2000-2009

5 YEAR PARTICIPATION RATE – 90’S AND 00’S

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18%

40% 39%

29%

13%

52%

31%

0%

10%

20%

30%

40%

50%


54%

66% 65%

59%

51% 49%

60%

70%

80%

90%

100%

1990-1999 2000-2009

RETENTION RATES – 90’S AND 00’S

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42%

48%51% 49%

0%

10%

20%

30%

40%

50%


ON- L INE G IV ING

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ON- L INE G IV ING

% of Gifts viaOnline

% of RevenueOnline

Revenue per Online Gift

Big 10 /Big 12 6% 6% $270 Private College Consortium 17% 11% $265

Business 29% 18% $290

INTERNET GIVING – HIGHER EDUCATION FY10

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Law 15% 10% $430

INDUSTRY COMPARISON: ONLINE GIVING FROM NATIONAL INDEX

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HIGH- E ND G IV ING

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HIGH- E ND G IV ING

• 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

HIGH END GIVING

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• 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 donor

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20%

25%

30%

35%

% o

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Donors Revenue

GIVING BY LEVEL FOR SMALL PRIVATE INSTITUTIONS

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0%

5%

10%

15%

$1-24 $25-49 $50-99 $100-249

$250-499

$500-999

$1000-1499

$1500-2499

$2500-4999

$5000-9999

$10000-24999

$25000-49999

$50000+

% o

r Tot

al

20%

25%

30%

% o

f Tot

al

Donors Revenue

GIVING BY LEVEL FOR LARGE PUBLIC

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0%

5%

10%

15%

$1-24 $25-49 $50-99 $100-249

$250-499

$500-999

$1000-1499

$1500-2499

$2500-4999

$5000-9999

$10000-24999

$25000-49999

$50000+

% o

f Tot

al

QUESTIONS & COMMENTS

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Benchmarking todriveadvancementstrategy

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