1. Annual Fund Segmentation and Reporting Cam Stoufer, Senior Director, Annual and Special Gifts Andrea Elliott, Director of Development Communications and Marketing Office of Development and Alumni Relations

2. "My mom gives to a lot of organizations that send you plastic bracelets."

4. What defines donor behavior? Linkage – Relationship Interest – Affinity Capacity – Ability to give

5. Segments that Make Sense  Renewal Renewed Donor or LYBUNT “Last Year But Unfortunately Not This [Year}” Lybunt – 1 st year (gave first gift in last fiscal year) Lybunt – 5 year-consecutive (gave in last fiscal year and in the four preceding fiscal years)  Reactivation Lapsed Donor or SYBUNT “Some Year But Unfortunately Not This [Year]” Short lapsed – no gift in last fiscal year but gave in one of two previous fiscal years Long lapsed – no gift last fiscal year but gave four fiscal years ago or more  Acquisition Non-donor, Never Giver, Future Donor

6. Appeals Strategy Linkage/Relationship: Alumni (undergraduate; graduate) Alumni – by grad years: 2010’s, 2000’s, 1990’s, 1980’s, 1970’s and earlier Parents – current/past Friends Students – undergraduate (year); graduate (year) Faculty – current/retired (emerti) Staff – current/retired Interest/Affinity: Major Area of Study (research) Extra-Curricular activity (design teams, clubs, student organizations, etc.)

7. Appeals Strategy Interest - Gift Designation: College of Engineering Annual Fund Other Engineering fund(s) Other Institution fund(s) Capacity - Giving Level: Annual giving leadership level Target or Upgrade level Interest & Capacity - Data Modeling Annual Giving Likelihood Annual Giving Target Range

8. Appeals Strategy Source Type: Phone Mail Email Personal Solicitation Social/Mobile Event

9. Total Gift revenue $ Total Gift number Number of donors Average gift # Gifts per donor Response rates Metrics that Matter Annual Giving Best Practice % Renewal (Retention) 60% Reactivation of Lapsed donors 20% Acquisition of New donors 15% Percentage upgrades 35%

10. MULTI-CHANNEL Annual Giving Solication Schedule JulyAugSeptOctNovDecJanFebMarAprMayJune RENEWAL Lybunt 1st year 12 Lybunt 12 Lybunt 5-year consecutive 12 REACTIVATION Short Lapsed (gave within 2 years) 10 Long Lapsed 10 ACQUISTION Nondonor 9 Newsletter / Email (x2) Phone Email (x5) / Holiday Card Newsletter Email (x2) Direct Mail Newsletter / Email (x2) Phone Email (x5) / Holiday Card Newsletter Email (x2) Direct Mail Newsletter / Email (x2) Phone Email (x5) / Holiday Card Newsletter Email (x2) Direct Mail Phone Direct Mail Phone Email (x5) / Holiday Card Email (x2) Phone Direct Mail Phone Email (x5) / Holiday Card Email (x2) Phone Direct Mail Email (x5) / Holiday Card

11. Discussion Annual Fund Segmentation and Reporting