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