higher ed national fundriasing index 2011 trends

FY2011 donorCENTRICS™ INDEX OF FY2011 donorCENTRICS™ INDEX OF HIGHER EDUCATION FUNDRAISING PERFORMANCE FUNDRAISING PERFORMANCE AND OTHER NONPROFIT TRENDS

July 2012July 2012John Mastrobattista

7/26/2012 Footer 1

NONPROFIT GIVING TRENDS NONPROFIT GIVING TRENDS OUTSIDE OF HIGHER EDUCATION

7/26/2012 Footer 2

G tGo to:

Giving USA 2012Giving USA 2012The Annual Report on Philanthropy for the Year 2011

download the free Executive Summary at:y

Giving-USA-The-Annual-Report-on-Philanthropy-for-the-Year-2011-Executive-Summary

7/26/2012 Blackbaud Confidential 3

donorCentrics™ INDEX OF donorCentrics™ INDEX OF NATIONAL FUNDRAISING PERFORMANCEFUNDRAISING PERFORMANCE

Results through Q4 2011Results through Q4 2011

7/26/2012 Footer 4

Q4 2011

Five-Year Overall Index Revenue and Donor TrendsCumulative Rolling 12-Month Median Change from Q4 2006

Q

4%

6%

8%

IndexStart of

RecessionHaiti

Earthquake

1.9%

0%

2%

4% IndexRevenue

Recession Earthquake

-5.3%

-6%

-4%

-2%

Index

-8%

Q4

2006

Q1

2007

Q2

2007

Q3

2007

Q4

2007

Q1

2008

Q2

2008

Q3

2008

Q4

2008

Q1

2009

Q2

2009

Q3

2009

Q4

2009

Q1

2010

Q2

2010

Q3

2010

Q4

2010

Q1

2011

Q2

2011

Q3

2011

Q4

2011

DonorsEnd ofRecession

7/26/2012 donorCentrics™ Performance Benchmarking 5

Q4 2011

Five-Year Overall Index New Donor TrendsCumulative Rolling 12-Month Median Change from Q4 2006

Q

-2%

0%

2%

AllHaiti

Earthquake

-5.3%

-8%

-6%

-4%All

Donors

Start ofRecession

Earthquake

-14.4%

-16%

-14%

-12%

-10%

New DonorsEnd of

Recession

-18%

16%

Q4

2006

Q1

2007

Q2

2007

Q3

2007

Q4

2007

Q1

2008

Q2

2008

Q3

2008

Q4

2008

Q1

2009

Q2

2009

Q3

2009

Q4

2009

Q1

2010

Q2

2010

Q3

2010

Q4

2010

Q1

2011

Q2

2011

Q3

2011

Q4

2011


Q4 2011

Overall Index Medians

Year-over-Year Change

Q

1.0%

-2.0%

-2.1%

-2 1%

Revenue

Donors

g

3.2%

-3.1%

-2.1%

1.6%

-4.3%

Rev / Donor

New Donors

0.0%

-2.0%

-0.3%

-0.6%

-2.5%

Overall Retention

1st-Year Retention

M lti Y R t ti %

1.8%

-1.3%

-3.9%

Multi-Year Retention

Reactivation

2009 to 2010


2009 to 2010

2010 to 2011

SOURCES OF GIVING

81%Mail

Fig. 12: Percent of Gifts by ChannelOverall 2011 Index Medians

$38Mail

Fig. 13: Average Gift by ChannelOverall 2011 Index Medians

3%

6%

Telemarketing

Online

$38

$39

$63

Telemarketing

Online

All other channels combined made up 10% of gifts in 2011.


SOURCES OF GIVINGFig. 14: Online Gifts and Revenue

as a Percent of TotalOverall 2007-2011 Index Medians

8.8%Gifts

Revenue

5.4%

6.4%

4.7%

5.7%

7.0%Revenue

2.4%3.2%

4.1%3.6%

2007 2008 2009 2010 2011


RESULTS - Q4 2011 SUMMARY

Increases in Revenue per Donor Still Not Compensating for Donor Declines

Q

Not Compensating for Donor Declines

• Overall index revenue declined again in 2011, a median drop of 2.1%

• 39% of the index organizations had year-over-year revenue increases in 2011• 39% of the index organizations had year-over-year revenue increases in 2011

• Donor numbers dropped at the same rate as overall index revenue in 2011,

declining a median 2.1%

34% f th i d i ti h d d i 2011• 34% of the index organizations had year-over-year donor increases 2011

• Arts & Culture and Religious organizations showed signs of recovery

• Human Services and Societal Benefit had the strongest performance in the Index

across key metrics including new donor acquisition.

• Environmental organizations performed at the index medians

• Animal Welfare, Health and International Relief all showed declines


2011 donorCentrics™ INDEX OF 2011 donorCentrics™ INDEX OF HIGHER EDUCATION FUNDRAISING PERFORMANCEFUNDRAISING PERFORMANCE

July-June Fiscal Years 2009, 2010, 2011July June Fiscal Years 2009, 2010, 2011

7/26/2012 Footer 11

PARTICIPATING PUBLIC INSTITUTIONS• Arizona State University• Bowling Green State University• Carleton University• Clemson University• College of Charleston

• Oregon State University• The Pennsylvania State University• Queen's University• Richard Ivey School of Business,

Western University Canada

• University of Michigan• University of New Orleans• University of North Carolina

- Chapel Hill• University of North Carolina• College of Charleston

• The College of William and Mary• Colorado School of Mines• Colorado State University• Dalhousie University

Western University, Canada• Rutgers University Foundation• Ryerson University• SAIT Polytechnic• St. Cloud State University

• University of North Carolina - Greensboro

• University of North Carolina- Wilmington

• University of Oklahomay• Darden School of Business at UVA• Indiana University Foundation• Iowa State University Foundation• James Madison University

y• University of Arizona• University of California, Berkeley

- Haas School of Business• UCLA Anderson School of

• University of Oregon• University of Saskatchewan• University of South Dakota• University of South Florida

• Kent State University• McMaster University• Michigan State University• Morehead State University

N th C li St t U i it

Management• University of California, Santa Barbara• University of California, Santa Cruz• University of Delaware• University of Georgia

• University of Texas at Austin• University of Toronto• University of Virginia• University of Waterloo • University of Wisconsin• North Carolina State University

• Northern Illinois University• Ohio University• The Ohio State University• Oklahoma State University

• University of Georgia• University of Guelph • University of Houston• University of Kentucky• University of Maryland

• University of Wisconsin• Virginia Commonwealth University• Western University• The Wharton School of the

University of Pennsylvania


Oklahoma State University y y y y• York University

PARTICIPATING PRIVATE INSTITUTIONS• Allegheny College• Boston University• Brandeis University• Polytechnic Institute of NYU

• Gustavus Adolphus College• Hartwick College• Harvard Medical School• Ithaca College

• Salve Regina University • Sarah Lawrence College• St. Louis University• Smith Collegey

• Carroll College• Carnegie Mellon University –

Tepper School of Business• College of Saint Benedict

g• Johns Hopkins University• Loyola University Chicago• Loyola University New Orleans• Luther Seminary

g• Southern Methodist University• St. Norbert College• Syracuse University• Texas Christian University

• Columbia University• Cornell University• Creighton University• Dartmouth College

Dartmouth Medical School

• Marquette University• Massachusetts Institute of

Technology• Mount Saint Mary's College• University of Notre Dame

• Union College• University of Chicago• University of Miami• University of Richmond

University of San Diego• Dartmouth Medical School• Emmanuel College• Emerson College• Emory University• Gardner Webb University

• University of Notre Dame• Northwestern University• New York University• Rice University• Rockhurst University

• University of San Diego• Wake Forest University• Wofford College• Yale Law School• Yale School of ManagementGardner Webb University

• Gettysburg Collegeoc u st U e s ty

• Rensselaer Polytechnic InstituteYale School of Management


INDEX METHODOLOGY

• 60 public and 51 private institutions

• Actual donor transactions, not survey responses

• Cash payment basis, not pledges

• Gift cap used to exclude major gifts

• Does not include:

- Soft credits

- Matching gift payments

7/26/2012 donorCentrics™ Performance Benchmarking 14 Confidential

DONORCENTRICS COHORT GROUPS

• Athletic Giving new • Law SchoolsM di l S h l• Big 10/Big 12

• Business Schools• Canadian Schools• Faith-Based Schools

• Medical Schools • Parents Group new• Private College Consortium• Science and Tech Schools• Faith-Based Schools

• Ivy League • Large Public Universities• Mid Sized Public Universities

Science and Tech Schools• SEC Schools new• Small Colleges• Women’s Colleges new

Sign up,+ Send us your data by July 31, 2012 = An ice cream party for your team!

7/26/2012 15donorCentrics™ Performance Benchmarking Confidential

BENCHMARKING BENEFITS:C G S

Benchmarking helps institutions:• Identify strengths and weaknessesy g• Consider new methods, ideas and tools to improve effectiveness• Crack through resistance to change • Set higher standardsSet g e sta da ds• Accelerate learning• Make better decisions• Improve allocation of scarce resourcesImprove allocation of scarce resources • Justify fundraising investments • Demonstrate efficiency to stakeholders/donors• Preserve institutional memory through staff transitionsPreserve institutional memory through staff transitions

7/26/2012 donorCentrics™ Performance Benchmarking 16 Confidential

OVERALL GIVING


MEDIAN DONOR PARTICIPATION RATES

26% 25%

2009 2010 2011

9% 11% 11%

19%

9% 11%8%

11%

7%10%

Private Public Overall


MEDIAN CHANGE IN REVENUE

2009 2010 2011

4.7% 6.3% 5.3%4.4%

6.9% 6.1%

-12.8%-13.0% -12.8%



MEDIAN CHANGE IN DONOR COUNTS

2009 2010 2011

0.5% 0.1%

-4.7%-6 0% -5.7%

-1.9%-0.5%

-2.6%-1.0%

-6.0%



MEDIAN REVENUE PER DONOR

$550 $591 $583

2009 2010 2011

$356 $400

$385 $450 $416

$474



MEDIAN CHANGE IN REVENUE PER DONOR

2009 2010 2011

4.2%9.2%

6.1%4.2%

7.4% 6.8%

-6.4%-8.1%

-7.5%



ACQUISITION


MEDIAN CHANGE IN NEW DONORS

2009 2010 2011

0.0%

2009 2010 2011

-0.6%

-3.5%-4 4%

-1.9%

3 9%

-0.4%

-2.1%

-9 2%

4.4%-3.9%

-9.2%Private Public Overall


MEDIAN REVENUE PER NEW DONOR

2009 2010 2011

$126 $127 $128

$117 $120 $127 $100

$136 $123



RETENTION


MEDIAN DONOR RETENTION RATES

2009 2010 2011

65%

55% 59%

66%

58% 61%67%

58%62%

2009 2010 2011



MEDIAN MULTI-YEAR DONOR RETENTION RATES

2009 2010 2011

67%

59% 64%

70%

62%66%

71%

62%66%



MEDIAN NEW DONOR RETENTION RATE

30%27%

27%30%

27%

2009 2010 2011

24% 26%25% 27%27% 27%



MEDIAN CHANGE IN RETAINED DONOR REVENUE

2009 2010 2011

4.5% 5.0% 4.9%5.3%

8.8% 6.8%

11 5%-11.4% -11.5%

-11.5%



REACTIVATION


MEDIAN DONOR REACTIVATION RATES

2009 2010 2011

18% 18%

2009 2010 2011

18%

14% 16%14%16%17%

13%15%



MEDIAN REVENUE PER REACTIVATED DONOR

2009 2010 2011

$359

$314

$387

$295

$246 $269 $314

$274 $292 $271

$295



MEDIAN CHANGE IN REACTIVATED DONOR REVENUE

2009 2010 2011

10 3%

17.1%14.6%

10.3%

-11.7%

-17 5%

-15.6%

-6.3% -4.5%-5.7%

-17.5%



DISCUSSION


THANK YOU!

Jenny Cooke SmithAccount Manager, Higher Education

Jenny Cooke@blackbaud [email protected]

John MastrobattistaSenior Fundraising Analyst

John mastrobattista@blackbaud [email protected]
