NACCDO Benchmarking Webinar December 4, Noon ET

Today’s Webinar 1 Introduction & History 2 Trends & The “New” Economy 3 Discussion 2

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6 *Aberrational Gift

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Cancer Centers with Significant Increases in Private Philanthropy by Program (%)

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) 10

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) 11

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) 12

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) 13

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) 14

December 2009: Managing the “New” Economy Development Budget Staffing Changes Campaign Adjustments Committed Gifts Annual Goal