donorCentrics Epiphanies and Revelations

TOP TRENDS OF THE 2018 HIGHER EDUCATION BENCHMARKING SEASON

Deb Ashmore, Blackbaud Paige Grainger, Blackbaud Deb Ashmore Paige Grainger ANALYTICS CONSULTANT, BLACKBAUD ANALYTICS CONSULTANT, BLACKBAUD Public Institutions

Arizona State University Indiana University Saint Mary’s University Auburn University Indiana University of Pennsylvania San Jose State University Cal Poly Pomona Iowa State University Simon Fraser University Cal Poly San Luis Obispo James Madison University South Dakota School of Mines California State University Fresno Louisiana State University Southern Alberta Institute of Technology California State University Fullerton McMaster University Stony Brook University Colorado State University Long Beach McMaster University Faculty of Health Texas A&M University California State University Los Angeles Sciences Texas Tech University California State University Northridge Metropolitan State University The Ohio State University California State University Stanislaus Michigan State University The Ohio State University College of Clemson University Mississippi State University Medicine College of Charleston Montclair State University University of Alberta Colorado School of Mines North Carolina State University University of Arizona Colorado State University New Jersey Institute of Technology University of Arizona Health Sciences College of William and Mary Ohio University University of Arkansas Dalhousie University Oklahoma State University University of California, Berkeley East Carolina University Oregon State University University of California, Berkeley Haas School East Tennessee State University Pennsylvania State University of Business Eastern Virginia Medical School Purdue University University of California, Berkeley School of Florida International University Queens University Law Florida State University Richard Ivey School of Business at Western University of California, Davis Georgia State University University University of California, LA School of Law Humboldt State University Rutgers University Public Institutions (cont’d)

University of California, Anderson School of University of Memphis University of South Carolina Management University of Michigan University of South Carolina Law University of California, Riverside University of Michigan Ross School of University of Tennessee University of California, San Francisco Business University of Tennessee, Chattanooga University of California, Santa Cruz University of Michigan School of Law University of Texas University of California, San Diego University of Michigan Medical School University of Texas School of Law University of Cincinnati University of Minnesota University of Texas, Dallas University of Colorado, Anschutz University of Minnesota Carlson School of University of Utah University of Colorado, Boulder Management University of Virginia University of Colorado, Colorado Springs University of Minnesota Medical School University of Vermont College of Medicine University of Colorado, Denver University of Missouri University of Victoria University of Delaware University of Missouri, Kansas City University of Waterloo University of Florida University of Nebraska University of Wisconsin University of Georgia University of North Carolina, Chapel Hill University of Wisconsin School of Business University of Guelph University of North Carolina, Charlotte Virginia Tech University University of Idaho University of North Carolina, Wilmington Washington State University University of Iowa University of Northern Colorado Western Carolina University University of Illinois University of Northern Kentucky Western University University of Kansas University of Oklahoma Wilfrid Laurier University University of Kentucky University of Oregon York University University of Louisville University of Regina University of Maine University of Saskatchewan University of Manitoba University of South Alabama Private Institutions Azusa Pacific University Business School Harvard Law School Columbia University School of Law Holderness School Benedictine College Columbia University School of Medicine Johns Hopkins University Boston College Lewis and Clark College Boston College Law School Cornell University Johnson Graduate School of Loyola University Chicago Boston University Management Luther Seminary Boston University School of Law Cornell University School of Law Marquette University Brandeis University Dartmouth College Massachusetts Institute of Technology Buena Vista University Dartmouth Tuck School of Business MIT Sloan School of Management Carroll College Denison University Mount Holyoke College Champlain College School Mount St. Mary’s University Carnegie Mellon University Tepper School of Emory University Muhlenberg College Business Episcopal High School Northeastern University Clark University Gettysburg College Northwestern University College of St. Benedict George Mason University Law School Northwestern University Kellogg School of College of Wooster George Washington University Management Colorado College Grinnell College Columbia University Harvard University Private Institutions (cont’d)

New York University Smith College University of Pennsylvania Medical School University Law School Southern Methodist University University of Redlands Stern School of BusinessSt. John’s University University of San Francisco Occidental College St. Joseph’s University Wake Forest University Ohio Wesleyan University St. Mark’s School Wake Forest University Medical School Pace University Stanford Law School Whitworth University Pacific University Syracuse University Yale University Point Loma Nazarene University The Thacher School Yale Law School Presybterian College Union College Principia College Rensselaer Polytechnic Institute University of Chicago Booth School of Rice University Jones School of Business Business Rockhurst University University of Chicago Law School Saint Louis University University of Denver Sarah Lawrence College University of Miami Siena College University of Pennsylvania Simmons University University of Pennsylvania Law School Our Agenda

 New Payment Options  Student Engagement  Transitioning Students to Donors  Donor Retention  Athletics  Parents  Questions Payment Options “We don’t make it easy for our young alumni to give, unlike other non- profits” Payment Options—Venmo, Paypal, etc.

• Colorado College • Great success with Seniors; looking to expand with off campus events

• Columbia University • Attempted Venmo, but challenge with Braintree as back-end payment gateway • Proceeding this fall with ApplePay and Google Pay with Cybersource as back-end payment gateway

• McMasters University • Uses Paypal Student Engagement Whitworth University—One Pine Day • Summary

• Annual Giving partnered with two popular student-run Instagram accounts for WU 36 hour giving day campaign • @whitworthmemes (2,847 followers) @whitworthpinecones (560 followers)

• The students were paid a stipend for their work

• Benefits of using students to create content:

• Whitworth students are more likely to follow these Instagram accounts and so were exposed to One Pine Day information that they might not have seen otherwise

• The content was fun, relevant and people talked about it

• These students (who didn’t know much about One Pine Day before) now see themselves as insiders and will show up to most giving related event on campus and will usually post about it on their Instagram feeds

• Strategy:

• Content was primarily driven by the students running each social media account • AG staff provided general day of giving information/vision

• @Whitworthmemes and @whitworthpinecones made the original post; @whitworthgives reshared it to their Instagram timeline and/or story

• The Oprah Thank you meme was also used on our online gift confirmation emails

• Results:

• Greater/more diverse audience reach

• Student excitement and engagement for giving

• Boosted fun and playful tone 13

University of Northern Colorado—Team UNC Stewardship

• Thank You Thursdays • Student Advancement Ambassadors visit fac/staff to deliver their annual Team UNC donor recognition pennants

• https://www.unco.edu/give/team-unc.aspx

• Appreciation Week • Thank you cards are written by students and sent out to fac/staff donors • Over 1,000 cards written over 4 days

15 Transitioning Students to Alumni Donors “We have a customer for 4 years and are squandering that opportunity” 25% 55%

As a median, 25% of new donors As a median, 55% of new to Private Institutions were donors to Private Institutions graduates of the last decade. were students.

40% 15%

As a median, 40% of new donors As a median, 15% of new to Public Institutions were donors to Public Institutions graduates of the last decade. were students. New Donor Retention Rates (first metric) compared to Multi-Year Retention Rates (second metric) Michigan Law—Nannes Challenge

• Students who commit to giving to the Law School Annual Fund the first four years after graduation • Alumnus John Nannes, will contribute $250 to the Law School student organization(s) of the students' choice

• Organizations receive the funding this year, allowing students to see the immediate impact of their commitment to the Law School

20 University of Guelph--Gryph to Grad Program

• Committee develops programming and events to prepare students to graduate and know what to expect from the University after they leave • Key partners are the Student Experience department, the Central Student Association, and the Experiential Learning Hub (formerly Co-op and Career Services). • In collaboration with Central Communications and Public Affairs department and Office of Ceremonies and Events • Gryph to Grad: A Guide to Graduation • A document containing a graduation checklist, contact information for various campus partners, and information on upcoming workshops and events to prepare for life after graduation. • Grad Week • Events for graduating students during last week of classes: • Grad Fest • Grad Launch • Resume Blitz • Last Toast • Last Lecture

21 Gryph to Grad Program continued

• Convocation & Welcome Series • After crossing the stage at convocation, each student walks through a balloon arch and crosses over a line on the floor where they are invited to “step into the alumni family” and are greeted by an alumni volunteer • They are welcomed, congratulated, and given a pin attached to a card with their “Alumni To-Do List.” It also includes the URL to our New Grads webpage. • Your 6 - Step Alumni To-Do List: • 1. Update your contact information • 2. Check out the perks of being a #GuelphGrad • 3. Sign up to be a #ForeverAGryphon Social Media Ambassador • 4. Follow @UofGAlumni on Instagram, LinkedIn, Twitter, and Facebook • 5. Come back for Homecoming and Alumni Weekend • 6. Pay it forward and make a gift to help future Guelph students and grads! Gryph to Grad Program continued

• Welcome Series • A four-part series of emails designed to welcome new graduates into the alumni family and inform them of the services and benefits available to them • Stage-Clip: Link to video of them walking across stage. Prior to viewing, ask them to provide their personal email address. Here is the breakdown of the statistics: • 2,952 emails were sent • 1,697 Update Your Info Form submissions were received in total • 57% Conversion rate on the email for people updating their contact information • Explore the benefits and services available as a Guelph grad – links to promotions, discounts, and programs with Affinity Partners. • Join exclusive alumni events – links to next most relevant event, like Homecoming or our annual Blue Jays Game event. • Looking back and looking forward – links to their convocation ceremony and encourages them to continue “Improving Life”

After four-part series, alumni then are into regular solicitation cycle Donor Retention Overall Donor Retention Rate Median Change in Retained Donors College of Wooster—Wooster Wednesday

• Wooster Fund Wednesdays are weekly social media posts scheduled to highlight an aspect of the Wooster experience that is made possible by the Wooster Fund • Posts are shared on Facebook, Instagram, Instagram Story, and Twitter and include a link to our giving page, Wooster.edu/give

• Stats: 20,000 alumni, 6,000 Wooster Fund donors, 4,840 Facebook followers, 1,457 Instagram followers, and 2,074 Twitter followers. • Results from the last quarter of FY19, April 1 – June 30 (This includes end of fiscal year additional posts) • Messages sent: 65 • Impressions: 77,491 • Engagements: 1,197 • Growth Trend: 161.1%

27

Occidental College—McMenamin Loyalty Society

• Previously had multiple annual giving loyalty societies • 5 consecutive years of giving • Young Alumni • Etc.

• Now one premier loyalty society • Incorporates • 3 year consecutive year donors • Sustainers • Multi-year pledges • Donors to Sr. Class and consecutive since graduation • Allows for standardized and consistent stewardship • More manageable process

29 Athletics Benchmarking Overall Giving Trends Overall Giving – Donor Loyalty

32 Overall Giving – Years on File

33 Overall Retention Insights from the first Athletics Benchmarking Meeting

• 6 Key Insights from the Inaugural donorCentrics Athletics Benchmarking Group 1. Collaboration 2. Data is the Foundation 3. Schedule or Win Rate? 4. Reactivate your Donors with Impact Messaging, not just Tickets 5. Leverage Giving Days 6. Making the Case for Investment (revenue per new donor is $642)

• Marquette’s Day of Giving for Athletics • https://www.givecampus.com/schools/MarquetteUniversity/give-marquette-day-athletics- excellence-funds-challenge#donations Parents Benchmarking Overall Giving Trends Overall Giving – Student Academic Year Acquisition of Parent Donors Lifetime Value by Student Academic Year Wilfrid Laurier University--First Year Parent Engagement Pilot

• On move-in day, all first year Laurier students received an email to their student inbox asking them to forward the email to their parents. • Out of 5020 emails sent to students, 1404 parents opted in

Enrollment Form September 2018 89%

Welcome Email September 2018 76%

Campus Update November 2018 81%

Email Solicitation December 2018 85%

Call Notification January 2019 85%

Campus Update February 2019 57%*

Campus Update March 2019 81%

Spring Survey May 2019 73% Tell us in a session survey on the mobile app, and you’ll be entered to win a complimentary pass to bbcon 2020 in Seattle, WA!