I’m very pleased to open my blog to other innovative thinkers in
the advancement field, in this case, Ron Cohen, Vice President for University
Relations at Susquehanna University. I applaud Ron’s efforts to define and
measure meaningful alumni engagement. Here is his case:
There is dialogue escalating among higher
education alumni relations’ professionals about the best ways to measure
their effectiveness. Some call into
question whether alumni activity can be measured effectively at all. It’s easy to default to a commonly held
viewpoint that offices of alumni relations or alumni affairs or – more recently
– alumni engagement exist mainly to make alumni “feel good” about alma
mater. While that is certainly a desired
effect, it should not be a driver of activity.
Work that targets alumni has to be
measured. And it should be measured
in ways that connect to institutional goals.
That means it doesn’t matter how many alumni return to campus for
Homecoming. Or how many attend their 25th
reunion. Or how many show up at a
regional chapter event. It only matters
if those numbers are contributing to the advancement of the institution in some
tangible way.
The good news is that a model for measuring
the effectiveness of alumni activities
is easily accessible: it lives
in the Development Office. Fund-raisers
have been executing goal-based action plans for decades, and much of their
rubric can be applied to the Alumni Office.
Below is a matrix illustrating key
ingredients of 2 basic requests colleges and universities routinely put before
alumni: 1) make your annual gift, and 2)
attend Homecoming:
STEP
|
MAKE ANNUAL GIFT (DEV)
|
ATTEND HOMECOMING (AL)
|
1–Build the case
|
Construct rationale based on how gift dollars will have impact on institution’s
priorities and make a difference for students, faculty, programs,
etc. to support request for contributions
|
Construct rationale based on how people will have fun if they attend
|
2 –Set the goal
|
Develop goal(s) to meet institutional budget elements. Use historical activity to inform and
determine ask strategies and tactics
|
Develop based on numbers that feel right to try to achieve
|
3 –Prepare communications
|
Articulate case that differentiates across segments: large vs. small donors, fund purpose(s),
age, vehicle (phone-mail-visit), other identified segments
|
Articulate a fairly homogeneous message set, to be delivered
through multiple vehicles
|
4 –ASK
|
Various communication platforms
that convey urgency, entail multiple appeals or attempts with specific requests for gifts, via different
transaction types/options
|
Various communication platforms
that generally invite attendance and offer
registration opportunity
|
5–Receive/ Record
|
As gift activity populates –
positive and negative – track and record
responses, noting how they match up to appeals and attempts. Use historic activity to inform future approaches
|
Keep track of who
attends. Record in database.
|
6 –Acknowledge/ Recognize
|
Send thank-you
messages; populate members of gift clubs; publish donor lists; invite to
events; send special communications
|
Send messages to
volunteers. Photos appear in various media (print,
electronic, social)
|
The annual fund path is guided by a goal of
improving the institution. Requests –
the “ask” – are determined by the potential level of contribution: the greater the return, the more personal the
appeal/approach must be.
By comparison, the Homecoming path/rationale
is less easily discerned. In most cases,
invitation messaging isn’t compelling nor does it help alumni know why their
attendance matters. There is a looseness
here that raises the question: is
attendance even worth tracking?
Instead, though, what if a different (new)
path led to Homecoming and looked more like this:
STEP
|
ATTEND HOMECOMING – OLD
|
ATTEND HOMECOMING - NEW
|
1 – Build the case
|
Construct rationale based on how people can have fun if they attend
|
Construct rationale based on how attendees will become better prepared to advance
the institution effectively as a result of their exposure to
campus, students, faculty, etc.
|
2 – Set the goal
|
Develop based on numbers that feel right to try to achieve
|
Develop based on
outbound goals/behaviors alumni will be asked to consider.
Examples:
*** # of advocacy contacts
*** # of new student referrals
*** # of mentoring contacts initiated
|
3 – Prepare communications
|
Articulate a fairly homogenous message set, delivered through
multiple vehicles
|
Articulate different messages that speak to the
outbound goals noted above.
|
4 - ASK
|
Various communication platforms
that generally invite registration
|
Various communication platforms that match up with goals
(including general event registration).
Create capacity for non-attendees to
participate in advancing goals.
|
5 – Receive/ Record
|
Keep track of who
attends. Record in database.
|
Keep track of who
attends, who “takes assignments”, who executes post-event.
|
6 – Acknowledge/ Recognize
|
Send messages to
volunteers. Photos appear in various media (print,
electronic, social)
|
Send thank-you
messages to all attendees, track and acknowledge post-behavior
activity, create list and other recognition vehicles
|
The “new” path could include as part of its
rationale something like: “We need 1,000
Homecoming attendees to deliver an ALMA MATER viewbook to their local high
school guidance office”. Now there is something
worth counting. And: we may have alumni who cannot attend but
who are motivated by the rationale and want to participate in the viewbook
delivery program. That’s a Win/Win
(engaged alum/ advancing ALMA MATER).
Alumni engagement will improve if alumni see
measurable goals that align with institutional value. Clear targets attract attention and resonate
because our alumni are inclined to want to contribute to the betterment of
their college/university. So let’s give
them the opportunity. And then let’s
tell them how they’re doing. And
finally, let’s be sure to thank them as they deliver.
Can you
offer other ways that alumni can help advance alma mater’s mission?
Please write
me at jim@langleyinnovations.com if you have an idea for a guest
blog post. I’m looking for examples of
innovation in service to mission advancement.