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Benchmarking todriveadvancementstrategy
1. 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
Brian Kish
Senior Vice President for Central Development,
University of Arizona Foundation
&
Annual Giving Consultant,
Campbell and Company
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2. BENEFITS OF BENCHMARKING
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
• 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!
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3. HIGHER EDUCATION INDEX METHODOLOGY
• 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
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4. MEDIAN CHANGE IN REVENUE
2008 2009 2010
6.9%
4.9% 4.9% 4.9% 4.9%
3.0%
-12.7%
-14.8% -14.4%
Private Public Overall
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5. MEDIAN REVENUE PER DONOR
2008 2009 2010
$723
$687
$610
$512
$479
$450
$384 $385
$348
Private Public Overall
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6. MEDIAN CHANGE IN DONOR COUNTS
2008 2009 2010
0.1%
-0.8%
-1.9% -2.3% -2.5%
-2.6%
-4.1% -4.6%
-7.1%
Private Public Overall
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19. CLOSER LOOK – YOUNG ALUMNI
• 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
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20. FY2010 PARTICIPATION RATE – 90’S AND 00’S
50.0%
45.0% Class of 1990-1999 Class of 2000-2009
40.0%
35.0%
30.0%
25.0%
20.7%
20.0% 18.8% 18%
17.0%
15.0% 12.3% 12.5%
10.0%
6.3%
5.0% 4.1%
0.0%
Big 10/Big 12 Private College Consortium Business Law
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21. 5 YEAR PARTICIPATION RATE – 90’S AND 00’S
100%
90% 1990-1999 2000-2009
80%
70%
60% 56%
52%
50%
40% 39%
40%
29% 31%
30%
20% 18%
13%
10%
0%
Big 10/Big 12 Private College Consortium Business Law
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22. RETENTION RATES – 90’S AND 00’S
100%
90% 1990-1999 2000-2009
80%
70% 66% 65%
59%
60%
54%
51%
48% 49%
50%
42%
40%
30%
20%
10%
0%
Big 10/Big 12 Private College Consortium Business Law
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24. INTERNET GIVING – HIGHER EDUCATION FY10
% of Gifts via % of Revenue Revenue per
Online Online Online Gift
Big 10 /Big 12 6% 6% $270
Private College
Consortium 17% 11% $265
Business 29% 18% $290
Law 15% 10% $430
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27. HIGH END GIVING
• 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
• 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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