FY11 donorCentrics Benchmarking Meetings Epiphanies and ... · FY11 donorCentrics Benchmarking Meetings Epiphanies and RevelationsEpiphanies and Revelations Facilitated by: Brian

Target Analytics™

FY11 donorCentrics Benchmarking MeetingsEpiphanies and RevelationsEpiphanies and Revelations

Facilitated by:Brian Kish

Senior Vice President, University of Arizona Foundation&

Annual Giving Consultant, Campbell & Company

donorCentrics Collaborative Benchmarking Service

3 General Hot Topics Ask Levels and Strengthening the Case for Support

Re-Occurring Giving, a.k.a Monthly Giving

Stewardship Stewardship

Target Analytics | Page #2 © 2010 Blackbaud

A S li f T Id Sh dA Sampling of Top Ideas Shared by Clients


Ask Levels and the Case for Supporto Chuck Longfield’s Study- people dislike unusual numbers

$o Syracuse’s ask strategies- $44o Justifying your top ask:

• Private School Examplep• College budget of $60 million• Divided by number of minutes in a year= $114 or $570 every 5 minutes and $1,141 every 10• If tuition only covers 85% of the overall budget, then $17 per minute or $170 every 10 minutes,

or $510 every half hour is needed$ y• Public School Example

• College budget of $800,000,000• Divided by number of minutes in a year=$1,522 every minute• If tuition and state support only cover 50% of the budget then $761 is needed every minute• If tuition and state support only cover 50% of the budget, then $761 is needed every minute



Dartmouth ExampleYour ImpactThe cost of the Dartmouth ExperienceThe cost of the Dartmouth Experience per day per student is $286. Here's where the money goes:



Ask Levels and the Case for Support The Girl Effect-simplifying and strengthening their case

http://www youtube com/watch?v=WIvmE4 KMNw http://www.youtube.com/watch?v=WIvmE4_KMNw http://www.youtube.com/watch?v=1e8xgF0JtVg&feature=relmfu

Carleton College-simply having their callers tell “their stories” Guest Speaker: Guest Speaker:

Amy Marks, Director of Annual Giving,University of Houston



: THE INSPIRATION: THE INSPIRATION

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• Targeted for Acquisition. Tested in Long-Lapsed audiences as well. 30,500 pieces for cost effectiveness. 6” x 9.5” booklet outer envelope.

• Well known young alum signer


Well known young alum signer.

• 3 page letter! Thematic on ‘traditions,’ educational angle on giving.




The piece really lent itself well to a series of low cost follow-up efforts that maximized the dollars invested:

Feel The Love!

• Email

• Facebook*

• Newsletter style communication (Valentine’s Day edition sampled below)

R di t ll f t b UH d t

• Leverage to encourage and educate student audiences: Call Center and University Center displays

Responding to a call for support by UH graduate Jonas Chin ('09), hundreds of alumni have

responded with gifts large and small. Including Coog paws autographed with names, class years

and warm messages of Cougar pride with their ift th f t f UH t d t dgifts, the sea of support for UH students and

programs continues to grow. Hanging on campus today, these Cougar Paws demonstrate to current

students that a proud alumni community is cheering them on. It’s never too late to give the gift

f t R t h


of encouragement. Request a paw when you make your next gift if yours is no longer on hand!




Re-Occurring/Monthly Giving Canada continues to lead the way; University of Alberta Example

• 40% of young alumni (that make gifts) are giving monthly• 40% of young alumni (that make gifts) are giving monthly• More alumni making monthly gifts via phone and web compared to mail• First Ask is for monthly gift

ASK 1:We are asking all recent graduates from the U of A to support their school with a donation of $10 per month to help the students here on g g pp $ p p

campus. How would you feel about making a donation of $10 per month?(PAUSE – WAIT FOR THEIR RESPONSE)Listen to feedback, use obstacles infoASK 2: IF NO TO MONTHLY:Again, we are really hoping to get everyone helping out this year, it really can make a huge difference here on campus, how about a one g , y p g g y p g y , y g p ,

time gift of $50 to support the U of A. All gifts are tax deductable?Ask 2: IF NO TO AMOUNT:I understand $10 per month may not be for everyone, would you be able to help us tonight with a donation of $5 per month. It is tax

deductable?ASK 3: No TO THE 2ND ASKS ABOVE:I do understand – but everyone’s participation is so important. is there an amount that you feel would be able to commit to? …. You could

give $______ (their grad year ie. $19.99 or $20.07) that would commemorate your grad year.



Re-Occurring Giving in the U.S. Carnegie Mellon’s Tepper School of Business

Started calling for upgrades on anniversary dates moved to fiscal year-end Started calling for upgrades on anniversary dates, moved to fiscal year-end Focus on $1,000+ gifts, had great success Have stayed away from current annual contributors with matching gifts due to

management difficulty of the process Chris Hughes’ advice: “pick your audience and do it well – don’t try to do this for the

whole universe”



Re-Occurring Giving in the U.S. Gift Calculator

http://www mygivingpoint org/causes/giving-guidance/the-giving-calculator?nav id=6 http://www.mygivingpoint.org/causes/giving-guidance/the-giving-calculator?nav_id=6 http://www.partnersinhope.org/givingcalculator/index.html http://www.mobberly.org/home/popup/giving_calculator

Future strategy of calling Alumni Association credit card holders



Stewardship Yale’s B-school Dean’s Annual Report Michigan’s Insider’s Conference Call Concept Michigan s Insider s Conference Call Concept

http://communityphonecast.com/ Guest Speaker:

Kate PotvinKate PotvinSenior Director of Annual Giving,Union College









Thank you!Contact information:Brian Kish brian kish@yahoo com

yBrian Kish – [email protected] Cooke – [email protected]


Documents

FY11 donorCentrics Benchmarking Meetings Epiphanies and ... · FY11 donorCentrics Benchmarking Meetings Epiphanies and RevelationsEpiphanies and Revelations Facilitated by: Brian