2015 blackbaud unh higher ed forum - chuck longfield

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?

4

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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