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%
Q4
2004
Q1
2005
Q2
2005
Q3
2005
Q4
2005
Q1
2006
Q2
2006
Q3
2006
Q4
2006
Q1
2007
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2007
Q3
2007
Q4
2007
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2008
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2008
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2008
Q4
2008
Q1
2009
Q2
2009
Q3
2009
Q4
2009
Q1
2010
Q2
2010
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2010
Q4
2010
Q1
2011
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2011
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2011
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2012
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2012
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2012
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2013
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2013
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2013
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2013
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2014
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2014
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2014
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2014
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
3
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?
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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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