NACCDO Benchmarking Webinar
December 4, 200912 Noon ET
2
Today’s Webinar
1
•Introduction & History
2
•Trends & The “New” Economy
3
•Discussion
3
MidAtlantic Midwest Northeast Southeast Southwest West
CHS NaN 1 2 1 NaN NaN
Free Standing NaN 2 7 2 1 3
Matrix 3 13 11 13 5 12
1
3
5
7
9
11
13
76 Cancer Centers by Region and TypeN
umbe
r of C
ance
r Cen
ters
Total 153 16 20 16 6
4
1800s 1900-1969 1970s 1980s 1990s 2000+
$100 million+ NaN 2 NaN 1 NaN 1
$50 million+ NaN NaN 3 NaN 2 NaN
$40 million+ NaN NaN 1 NaN NaN NaN
$20 million+ NaN 1 1 NaN 1 1
$10 million+ 1 2 2 2 3 NaN
$5 million+ NaN NaN 5 2 3 1
<$5 million NaN NaN 4 2 1 2
0.5
1.5
2.5
3.5
4.5
5.5
44 Cancer Centers by Year Established and Amount Raised in Private Philanthropy
Num
ber o
f Cen
ters
Total 51 5 16 7 10
15
14
10
119
5
MidAtlantic Midwest Northeast Southeast Southwest West
Significant Increase NaN 3 2 1 1 4
Increase NaN 1 6 2 1 2
Decrease 2 3 NaN 1 NaN 2
0.5
1.5
2.5
3.5
4.5
5.5
6.5
5-Year Variance in Amount Raised in Private Philanthropy by RegionN
umbe
r of C
ente
rs
6
Huntsman
Cancer
Foundati
on / Insti
tute
USC/N
orris C
omprehen
sive C
ancer
Center
H. Lee M
offitt Cancer
Center
Arizona C
ancer
Center
Johns Hopkin
s Sidney
Kimmel
Comprehen
sive C
ancer
Center
Stanford
Cancer
Center
Universi
ty of M
ichiga
n
Oregon Hea
lth &
Scien
ce Unive
rsity
Cancer
Insti
tute
*Unive
rsity
of Minneso
ta, M
asonic C
ancer
Center
Cancer
Insti
tute of N
ew Je
rsey F
oundation
449%354%
112%
267% 312%
158% 131% 127%
1452%
218%
Significant Increase in Amount Raised in Private Philanthropy from FY04-FY08
*Aberrational Gift
7
Huntsman Cancer
Foundation / Institute
USC/Norris Compre-hensive
Cancer Cen-ter
H. Lee Mof-fitt Cancer
Center
Arizona Cancer Cen-
ter
Johns Hop-kins Cancer
Center
Stanford Cancer Cen-
ter
University of Michigan
Oregon Health & Science
University Cancer In-
stitute
University of Minne-sota, Ma-sonic Can-cer Center
Cancer In-stitute of
New Jersey Foundation
Fundraisers 06
NaN 4 11 3 6 4 5 2 2 3
Fundraisers 07
6 4 11 2 6 3.5 4.5 2 2 NaN
Fundraisers 08
2 3 10 2 7 5 6 2.5 4 3
Fundraisers 09
3 4.5 11 4 6 5 4.75 2.5 3 2.75
1
3
5
7
9
11
Professional Fundraiser by Cancer Center and Year
Num
ber o
f Fun
drai
sers
Huntsman Cancer Foun-dation / Insti-
tute
USC/Norris Comprehen-sive Cancer
Center
H. Lee Moffitt Cancer Center
Arizona Cancer Center
Johns Hopkins Cancer Center
Stanford Can-cer Center
University of Michigan
Oregon Health & Science Uni-versity Cancer
Institute
University of Minnesota,
Masonic Can-cer Center
Cancer Insti-tute of New
Jersey Founda-tion
Total 06 NaN 8 28 8 10 7 9 3 3 8
Total 07 11 8 31 7 10 7.5 8.5 3 3 NaN
Total 08 10 7 30 6 10 8 12 4 5 9
Total 09 10 9.5 31 7 11 8 11.75 4 4 8.5
2.5
7.5
12.5
17.5
22.5
27.5
32.5
Number of Development Staff by Cancer Center and FY
Tota
l Num
ber o
f Dev
elop
men
t Sta
ff
Huntsman
Cancer
Foundati
on / Insti
tute
USC/N
orris C
omprehen
sive C
ancer
Center
H. Lee M
offitt Cancer
Center
Arizona C
ancer
Center
Johns Hopkin
s Sidney
Kimmel
Comprehen
sive C
ancer
Center
Stanford
Cancer
Center
Universi
ty of M
ichiga
n
Oregon Hea
lth &
Scien
ce Unive
rsity
Cancer
Insti
tute
Universi
ty of M
innesota,
Maso
nic Can
cer Cen
ter
Cancer
Insti
tute of N
ew Je
rsey F
oundation
0%
20%
40%
60%
80%
100%
120%
88%93%
42%
77%
97%
72%
22%
83%
98%
87%
Major Gifts
Planned Gifts
Direct Mail/AF
Special Events
Other Gifts
Cancer Centers with Significant Increases in Private Philanthropy by Program (%)
10
Spring 2009: What You Said• Less than 10% decrease in direct mail contributions. • Donors switching to more planned gifts and giving fewer cash
gifts. • A decreased amount of individual Major Gifts and Foundation
Gifts. • Stricter focus on cost containment.
Centers Raising $100M+
(4 Centers)• Focusing on mid-level lapsed donors. • Reduced development budget mid-year. • More events to engage current donors/prospects. • Creating opportunities to "touch" our donors without a
solicitation. • Lowering costs while providing same donor experience and level
of service. • Assessing our expenses.• Increasing stewardship/marketing of planned gifts.
Centers Raising $40M+
(6 Centers)
11
Spring 2009: What You Said• Annual Fund renewals strong, unsolicited tribute gifts and acquisition
are down. • Major gift donors are hesitant to make multi-year commitments.• Slow down in acquiring new large pledges, increasing opportunities
to engage with consistent donors and to identify new prospects.• Nothing differently.• Great Difficulty.• Mass appeals to a broader base of individuals with an interest in
cancer.• Increasing emphasis on value of unrestricted gifts. • Expanding event programs, with specific geographic focus.• Fewer donors willing to make long-term commitments or
endowment gifts.
Centers Raising $20M+
(7 Centers)
12
Spring 2009: What You Said• Face-to-face visits and personal donor contact.• Donor retention rather than an increased giving. • Increased communication with donors.• Suspended direct mail; expanding online fundraising.• Reducing direct expenses; Major Gift Officers asking for smaller
dollar, two-year gift commitments.• Pulled back on planned $1M+ proposals, reduced expenses, cutting
overtime and donor recognition.• Decline in major gift dialogues and an increase in reluctance to make
gift commitments. • Broadening the pool of annual fund solicitations.
Centers Raising $10M+
(10 Centers)
13
Spring 2009: What You Said• Focusing on stewardship and cultivation.• Reducing budgets, closing job openings, not
replacing employees who leave. • More planned giving and extended
stewardship.• Donor retention and expansion + planning
giving.• Fewer asks.• Smaller major gift proposals.
Centers Raising $5M+ (14 Centers)
14
Spring 2009: What You Said• Focus on grateful patients with capacity• Perfecting message to be compelling and impactful• Conducting more events that are donor sponsored.• Focus on annual giving • New prospect identification. • Connecting more with affluent prospects who are giving at much
less than potential. • More stewardship/cultivation to build affinity for when economy
improves• Reduction in force; reallocation of work; longer hours. • More difficult to get donor meetings. • Unrestricted dollars and donors are down.
Centers Raising <$5M+
(10 Centers)
December 2009:Managing the “New” Economy
Development Budget
Staffing Changes
Campaign Adjustments
Committed Gifts
Annual Goal