Fundraising

CASE White Papers

Examining Assumptions About Fundraising Portfolios: Insights from Sales Force Management
CASE Premier Membership benefit

This white paper looks at sales force management techniques as a way to help development offices assign major donors to development officers in order to minimize costs and maximize revenue. The paper considers four common fundraising models-constituency based, geographic, capacity based and the Mayo Clinic model—in relation to criteria used in sales-force strategies: product knowledge, customer knowledge, available time/travel and internal incentives.

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Benchmarking Investments in Advancement: Results of the Inaugural CASE Advancement Investment Metrics Study (AIMS)
CASE Premier Membership benefit

The inaugural Advancement Investment Metrics Study, or AIMS, benchmarked investments and staffing in each of the advancement disciplines (advancement services, alumni relations, communications and marketing, fundraising and advancement management) as well as the return on the investment in fundraising specifically. This white paper reports on the study’s results by institution type, campaign status and other factors. The formulas and definitions used in the study are also included.

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Findings from the Field: The Donor Motivation Study in Practice, an inside look at the attitudes and preferences of more than 50,000 champions, friends and acquaintances

This white paper, the second in a three-part series produced by Converge Consulting in alliance with CASE, explores the results of a study of how alumni attitudes relate to the motivation to give. The paper looks at preferred communications channels and philanthropic causes of alumni by segment, applies the study’s findings to three specific institutions and includes recommendations based on lessons learned.

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A Snapshot of "Unraveling the Myths of Chinese American Giving: Exploring Donor Motivations and Effective Fundraising Strategies for U.S. Higher Education"

This white paper, a snapshot of the author’s dissertation research, explores donor motivations among Chinese Americans and looks at fundraising strategies that higher education institutions might use to exploit those motivations. This paper will be useful for fundraising professionals who wish to develop culturally sensitive fundraising strategies.

Download A Snapshot of "Unraveling the Myths of Chinese American Giving"

Champions. Friends. Acquaintances. Donor Motivation Defined: A lifestyle segmentation study focused on the attitudes, motivations and giving behaviors of alumni

Which alumni are most likely to become donors? This white paper, the first in a series of three produced by Converge Consulting in alliance with CASE, explores the results of a study on the relation of alumni attitudes to the motivation to give.

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At the Fundraising Core: Strategic Public Relations in Fundraising Practice
CASE Premier Membership benefit

This white paper reports on a study exploring the views of chief fundraising executives about the relationship between public relations and fundraising. The research focused on how chief fundraisers define public relations; how they use public relations tactics and strategies in fundraising; and what they identify as the essential skills, training or academic degrees a fundraiser needs to be successful.

Download At the Fundraising Core

Use of Technology for Development and Alumni Relations among CASE Members
CASE Premier Membership benefit

This research explores the role of "advancement-enabling" technology in helping institutions meet their development and alumni relations goals. It includes data on how technology is being used, the barriers to effective use of technology, and strategies for effective deployment of technology. The report is based on data provided by 357 advancement staff in higher education institutions and independent schools. A total of 268 people from higher education institutions participated, as did 89 people from independent schools (private K-12 institutions). Isurus Market Research and Consulting analyzed the data for CASE and SunGard Higher Education, which fielded the survey. Accessible to both professional and general members.

Download the executive summary

Download the full report

Performance Management Maturity Model: Raising the Bar of Fundraising Performance
CASE Premier Membership benefit

Higher education development professionals face increasing demand for greater levels of success. Finding a solution to increasing output and improving performance in an environment filled with short-term presidents, persistent turnover, greater competition and higher board expectations is foremost in development leaders' minds. The Performance Management Maturity Model provides a prescriptive solution to raising the bar of performance. This internally focused methodology can set you on a path to new levels of organizational output and improved staff productivity and morale.

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Application of Charitable Solicitation Registration Statutes to Tax-Exempt Educational Institutions and Related Organizations
CASE Premier Membership benefit

To help members navigate the complex landscape of state charitable solicitation laws, CASE commissioned law firm Webster, Chamberlain and Bean to prepare a document outlining the application of these statutes to educational institutions and their institutionally related organizations.

This document will be updated periodically to reflect changes in state charitable solicitation laws. The most recent update was in October 2011. Questions should be directed to Brian Flahaven, CASE's director of legislative, foundation and recognition program, at flahaven@case.org or +1-202-478-5617.

Download Application of Charitable Solicitation Registration Statutes to Tax-Exempt Educational Institutions and Related Organizations

Click Here to Donate: Results of the CASE Survey of Online Fundraising, 2009
CASE Premier Membership benefit

What tools are most effective in raising funds online, and how do they compare with other fundraising approaches? Who donates online, and how much are institutions raising through online fundraising initiatives? How do fundraisers describe the advantages and disadvantages raising private support electronically? This CASE White Paper looks at the results of a 2009 survey of online fundraising trends conducted by CASE and Robert L. Weiner Consulting.

Download Click Here to Donate: Results of the CASE Survey

CASE Reports

Community College CEO/Chief Development Officer Survey Report

Do community college presidents believe they're getting adequate support from chief fundraisers? Do fundraisers believe that their CEOs understand their roles in fundraising success?

In summer 2012, CASE conducted parallel surveys of community college CEOs and chief development officers to gather their perspectives on their roles and relationship. Findings were presented at the inaugural 2012 CASE Conference for Community College Advancement and are reflected in the presentation below. The surveys can still be used by CEOs and chief development officers as a basis for conversation about ways they can work together most effectively to raise private support for their institution. For example, the president and chief development officer might each download and take the appropriate survey below, compare their results to the broader findings, identify areas of mutual agreement, explore opportunities for improvement and grow understanding of each other’s role.

Download Mind the Gap: Perspectives on the Partnership of the Community College CEO and Chief Development Officer (presentation)

Download Survey for Community College Presidents/CEOs

Download Survey for Community College Chief Fundraisers

Use of Technology for Development and Alumni/Constituent Relations among CASE Members, 2012

This research explores the role of "advancement-enabling" technology in helping institutions meet their development and alumni relations goals. The report also looks at trends since the first study was conducted in 2010 and offers advice for dealing with technology-related advancement challenges. Isurus Market Research and Consulting analyzed the data for CASE and Ellucian, which fielded the survey.

Download Use of Technology for Development and Alumni/Constituent Relations

Independent School Head/Chief Development Officer Survey Report

Do school heads believe they're getting adequate support from chief fundraisers? Do fundraisers believe that their school heads understand their roles in fundraising success?

In fall 2011, CASE conducted parallel surveys of independent school heads and chief development officers to gather their perspectives on their roles and relationship. Findings were presented at the 2012 CASE-NAIS Independent Schools Conference and are reflected in the presentation below.

The surveys can be used by heads and chief development officers as a basis for conversation about ways they can work together most effectively to raise private support for their school. For example, the head and chief development officer might each download and take the appropriate survey below, compare their results to the broader findings, identify areas of mutual agreement, explore opportunities for improvement and grow understanding of each other’s role.

Download School Heads and Chief Development Officers: Perspectives On the Partnership (presentation)

Download Survey for Independent School Heads

Download Survey for Independent School Chief Development Officers

2005 E-mail Solicitation Survey

This survey, the third of its kind, looks at e-mail solicitation trends. It evolved into the 2009 CASE Survey of Online Fundraising.

Download the 2005 E-mail Solicitation Survey Results