Advancement and
Communications
Committee
Robert D. Sweeney
Senior Vice President for Advancement Advancement
Philanthropic
Performance:
Q1 FY14
Philanthropic Cash
Flow
Annual Giving
Philanthropic Cash Flow Q1 – FY14
(in millions)
Cash Flow
Donors
10,000
100.0
90.0
9300
9285
9,000
80.0
8,500
70.0
8,000
60.0
7,500
50.0
$30.2
$30.3
40.0
7,000
30.0
6,500
20.0
6,000
10.0
5,500
FY13
FY14
9,500
5,000
FY13
FY14
Annual Giving Q1 – FY14
(in millions)
Annual Giving
Donors
10,000
9,500
9,000
8,500
7517
8,000
7367
7,500
7,000
6,500
6,000
5,500
5,000
FY13
FY14
Wrapping Up
an Historic $3B
Campaign
Campaign Analysis
Volunteer
Recognition/ What
Comes Next?
Celebrating Our
Success
NCOUR Members
Celebration Dinner on the Lawn
Advancement 3.0
Redeploy Staff and
Programs
Optimize Use of
Volunteers
Use Talent
Management as a
Catalyst
Rebuild Gift
Pipeline/Focus on
Major Gifts
Strengthen Annual
Giving and
Participation
The Reunion Giving Program seeks to strategically build partnerships with
donors, volunteers, and university colleagues to maximize alumni
engagement, goodwill, and support during the Reunion year. The Reunion
Giving team strives to renew and deepen alumni ties, connect alumni to their
passions at U.Va., and build a foundation for future gifts.
Highlights of FY13
Direct Marketing
and
Social Media
Volunteer
Management
Collaboration
Development
Timeline
$44,585,941
5,519 Donors
23.48% Participation
Collaboration within the University Community
University Colleagues
• Schools and Units: Top 20% Meetings and Marketing and
Communications Meetings
University Advancement Colleagues
• Central Development: Top 20% Meetings and Marketing and
Communications Meetings
• Deke and Team: Website, Emails, New Technology
• Strategic Communications: School One Pagers
• Research: Updating Portfolios Annually
• Gift Accounting and IS: Incoming Gifts
• Planned Giving
Reunion Colleagues
• Alumni Association: Volunteers, Communications, Social Media, etc.
Top 20% data
Volunteers Only
708
Direct Marketing Only
546
Development Officers Only
Volunteers and Development Officers
357
550
Top 20%
Population: 2,161
Donors: 1,663 or 77%
Dollars: $38,257,248.14
Direct Marketing Only – Top 20% Statistics
66%
Made a
Gift
39%
Increased
Their
Giving
708 Alumni
From the Top 20%
3% Made a
Multi-Year
Pledge
Out of 2,161 alumni in the Top 20%, 708 alumni were not claimed by a development
officer or volunteer. 464 or 66% made a gift in their reunion year. 19 or 3% made a multi
year pledge and 275 or 39% increased their giving. The total dollars that were given to
the University in FY13 by these alumni: $1,197,863.64
Development Officers – Top 20% Statistics
82%
Made a
Gift
52%
Increased
Their
Giving
546 Alumni
From the Top 20%
9% Made a
Multi-Year
Pledge
Development Officers solicited 546 alumni from the top 20% in FY13. 447 or 82%
made a gift in their reunion year. 47 of these alumni or 9% made a multi year pledge and
283 or 52% increased their giving. The total dollars raised by Development Officers:
$18,399,056.39.
Volunteers – Top 20% Statistics
72% Made
a Gift
8% Made a
Multi-Year
Pledge
357 Alumni
From the Top 20%
42%
Increased
Their
Giving
Volunteers solicited 357 alumni from the top 20% in FY13. 256 or 72% made a gift
in their reunion year. 27 of these alumni or 8% made a multi year pledge and 151 or
42% increased their giving. The total dollars raised by volunteers: $349,328.23
Development Officers and Volunteers
Top 20% Statistics
90%
Made a
Gift
63%
Increased
Their
Giving
550 Alumni
From the Top 20%
38% Made
a MultiYear Pledge
Development Officers and Volunteers worked in unison to solicit 550 alumni from
the top 20%. 496 of these alumni or 90% made a gift in their reunion year. 210 or
38% made a multi year pledge and 346 or 63% increased their giving. Total dollars
raised: $18,310,999.88
Direct Marketing Strategy FY13
Reunion
Alumni
Population
Volunteer
Contact
Pre-Email
Facebook
Post
Mailing
Email
Follow-up
Fall Multi-Channel Campaign
Including Direct Mail and Email
FY13
FY12
290 donors
$294,170.84
563 donors
$429,748.50
Glossy vs. Grassroots
Direct Marketing Results by FY
$1,600,000.00
3000
$1,400,000.00
2500
$1,200,000.00
2000
$1,000,000.00
$800,000.00
1500
$600,000.00
1000
$400,000.00
500
$200,000.00
$0.00
0
FY10
FY11
FY12
FY13
Dollars
Donors
Email Results: FY12 vs. FY13
Donors
1400
Dollars
$300,000.00
1200
1159
1000
$200,000.00
800
600
$245,940.85
$250,000.00
$150,000.00
579
$151,226.26
$100,000.00
400
200
$50,000.00
0
$0.00
FY12
FY13
FY12
FY13
6-Week Email Series
600
541
500
400
Dollars
324
300
200
100
0
FY12
FY13
Donors
$75,000.00
$70,000.00
$65,000.00
$60,000.00
$55,000.00
$50,000.00
$45,000.00
$40,000.00
$35,000.00
$30,000.00
$25,000.00
$70,328.58
$55,299.19
FY12
FY13
From $10M to $44M
Reunion Program Growth
$50,000,000.00
$45,000,000.00
$40,000,000.00
$35,000,000.00
$30,000,000.00
$25,000,000.00
$20,000,000.00
$15,000,000.00
$10,000,000.00
$5,000,000.00
$0.00
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
FY13 Results
5,519 Donors
23.48%
Participation
$44,585,942
Multi-Year
Gifts
Major Gifts
$100,000+
Major Gifts of $100,000+
$1M+
9 Gifts = $25,109,453.95
$500,000 - $999,999
6 Gifts = $4,243,240.29
4
$250,000 - $499,999
9 Gifts = $2,527,732
13
$100,000 - $249,999
32 Gifts = $4,475,066.68
33
Reunion Year Multi-Year Pledges
600
500
400
300
200
100
0
2007
2’s & 7’s
2008
2009
2010
2011
2012
2013
3’s & 8’s
4’s & 9’s
0’s & 5’s
1’s & 6’s
2’s & 7’s
3’s & 8’s
The Reunions Population
Class of 2008
4-Year Average
$62,713
14% participation
Denominators
25000
24000
23000
22000
21000
20000
19000
Class of 1958
FY08
$4,900,915
34% participation
18000
FY2008
FY2009
FY2010
FY2011
FY2012
FY2013
Millions
FY08 and FY13: Dollars and Donors
6000
$50
$45
5000
$40
$35
4000
$30
FY08
FY13
3000
$25
$20
2000
$15
$10
1000
$5
0
$0
Dollars
Donors