AHP SALARY REPORT U S A,

Transcription

1 AHP SALARY REPORT USA, 2018

2 TABLE OF CONTENTS EXECUTIVE SUMMARY... 3 INTRODUCTION... 4 METHODOLOGY... 4 RESPONDENT PROFILE... 6 ANNUAL SALARY COMPENSATION AND BENEFITS EMPLOYEE PERCEPTIONS PROFILES APPENDIX AHP Salary and Compensation Survey Key Findings and Recommendations United States Prepared by McKinley Advisors December 2018

3 EXECUTIVE SUMMARY The Association for Healthcare Philanthropy s 2018 Salary Report examines salary levels in the United States for 21 career categories (plus Other ) in the field of health care philanthropy. Most respondents held one of the following seven positions: Executive Director, President/CEO, Vice President, Director of Development, Development Officer, Annual Giving Officer and Major Gifts Officer. The highest median salary reported in 2018 was for President/CEO at $215,000. The Vice President earned the second highest median salary of $155,000 and Executive Director earned the third highest median salary at $115,285. The Director of Development reported a median annual salary of $103,750 and the Major Gifts Officer earned $92,000. The Development Officer earned a median annual salary of $76,000 and the Annual Giving officer earned $73,500. It should be noted that the number of respondents for some of these positions is low, and caution should be used when interpreting these data. The survey measured several factors influencing pay, including the number of areas in which the individuals work, respondents age, gender, education level, professional designations (e.g., CFRE, FAHP), number of staffed beds and type of institution employing them (e.g., academic, community, children s hospital, etc.). Also examined for their impact on salary are the number of years respondents have been employed in health care fundraising and in their current position, the number of full-time equivalent staff in their development office and the number of people they supervise. New to this year s survey is the inclusion of an additional section that asked about professional challenges, satisfaction and statements about the field. Some key points in this section include that while all Generations are concerned with a lack of experience and demonstrating qualification, Millennials report it as a more significant challenge compared to Generation X or Boomers. Additionally, when asked about reasons respondents have stayed at their current place of employment, Boomers and Generation X find joy and meaning in their work almost 10% more than Millennials. Flexibility of schedule is one of the top three reasons identified by Millennials at 38% (compared to 26% for Generation X and 11% for Boomers). Other key findings from the survey include: There is a marked difference in salary for those with a four-year degree or higher. Respondents with a high school diploma, some college, or an associate degree reported salaries between $62,000 and $72,000 while those with a bachelor s degree or higher reported a range of $97,366 $127,500. Respondents with a designation (such as the CFRE or FAHP) reported much higher median salaries than those without a designation. In fact, FAHP holders reported a median salary of $182,500 compared to $130,000 for those who hold the CFRE, and $93,850 for those with no designations. The majority of respondents (66%) received an increase in their base salary from of 4% or less. This increase was received for meeting individual performance measures (58%) and to keep up with the cost of living (46%). The top seven benefits offered by institutions/ organizations for 2018 decreased in availability by an average of 6% in comparison to the data from the 2016 Salary Report. These benefits include medical insurance/group plan, dental insurance/group plan, life insurance, vision coverage, employee assistance or wellness program, long-term disability and short-term disability. AHP SALARY REPORT USA,

4 INTRODUCTION In its ongoing effort to serve as the source for education, networking, information and research in health care philanthropy, the Association for Healthcare Philanthropy (AHP) retained McKinley Advisors to conduct the 2018 AHP Salary Survey a biennial research effort that provides data surrounding individual and institutional salary and compensation for fundraising professionals in health care environments. The following report is based on findings from the survey and sponsored by AHP. Using job descriptions developed by AHP, respondents were asked to provide several key data points, including individual and institutional characteristics, current and previous year salaries and bonus or additional compensation paid in Results from this year s study are detailed in the following pages, with comparisons to the 2016 AHP Salary Report when applicable. Similar to previous reports, annual salary data is available by job position. Profiles with detailed salary information have been included for positions with robust response rates, and descriptions for each position may be found in the Appendix. While no new positions were included, there were variations in question type included in this year s survey. A few additional questions about benefits were added for more nuanced information and a new section of questions was added at the end of the survey to explore employment satisfaction and general impressions of the health care field. Data presented has been analyzed in full and according to various demographic factors, such as gender, professional tenure, organizational size and operating budget. Please note that throughout this report, percentages have been rounded to the nearest whole number. In cases where rounding has occurred, percent totals may not equal 100%. For the questions in which respondents can select more than one answer option, the percentages represent the percentage of respondents that selected that answer option as one of their answers. Those areas marked as N/A (not applicable) represent values that could not be calculated from the data collected due to factors such as incomplete responses. DESCRIPTION OF STATISTICS Count The number of respondents who provided data for the question. Mean The sum of all values divided by the number of values. Median The mid-point of reported values, where half the reported values are lower, and half are higher, than this point. This also represents the second quartile (50%). Quartiles/Percentiles Portions of the data that identify what points are greater than onequarter (25%) and three-quarters (75%). Median percent change The percentage difference from the last reported median in the 2016 AHP Salary Report. JOB TITLES The following job titles were included in this survey: METHODOLOGY The survey launched on August 14, 2018 and closed September 10, 2018, fielding for 28 days. There were 495 total responses, with 304 complete responses and 191 partial responses. The response rate was 6.2%. This report contains responses for U.S. respondents and all dollar amounts reflect U.S. Dollars. Executive Director President/CEO Vice President Chief Development Officer Chief Financial Officer Chief Operating Officer Director of Development Development Officer Annual Giving Officer Major Gifts Officer Philanthropy Operations Planned Giving Officer Grant Writer Human Resources Administrative Assistant Development Coordinator Campaign Officer Prospect Researcher Special Events Officer Database Manager Donor Relations Coordinator AHP SALARY REPORT USA,

5 GEOGRAPHIC REGIONS The regions used in the tables are standard U.S. Census Regions. Northeast: Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont, New Jersey, New York, Pennsylvania Midwest: Iowa, Kansas, Minnesota, Missouri, Nebraska, North Dakota, South Dakota, Illinois, Indiana, Michigan, Ohio, Wisconsin South: Delaware, Washington, D.C., Florida, Georgia, Maryland, N. Carolina, S. Carolina, Virginia, W. Virginia, Alabama, Kentucky, Mississippi, Tennessee, Arkansas, Louisiana, Oklahoma, Texas West: Arizona, Colorado, Idaho, Montana, Nevada, New Mexico, Utah, Wyoming, Alaska, California, Hawaii, Oregon, Washington CENSUS REGIONS AND DIVISIONS OF THE UNITED STATES AK PACIFIC WA OR NV CA HI WEST MOUNTAIN MT ID WY UT CO AZ NM MIDWEST WEST NORTH CENTRAL ND SD NE TX KS OK MN IA MO AR LA WI EAST NORTH CENTRAL IL MS IN TN AL MI KY OH NORTHEAST MIDDLE ATLANTIC GA WV SC NEW ENGLAND VA NC PA MD NY DE NJ VT DC NH MA CT SOUTH ATLANTIC ME RI Legend REGION DIVISION STATE WEST SOUTH CENTRAL EAST SOUTH CENTRAL FL SOUTH AHP SALARY REPORT USA,

6 RESPONDENT PROFILE For accurate reports in regards to background and workplace, respondents were asked to provide demographic information. The following is a summary of information for U.S. respondents and data has been segmented by these demographics throughout. Additional demographic information may be found in the Appendix. One-quarter (25%) of all respondents were younger than 40, and just under a half (47%) were 50 years or older. This is consistent with past surveys. Nearly three-quarters of respondents were female (73%), consistent with past surveys. A bachelor s degree continues to be the highest level of education attained by over half of the respondents (54%), followed by a master s degree (36%). A quarter of respondents (25%) held the CFRE designation, while a very small percentage (2%) held the FAHP designation. The majority of respondents (70%) held no fundraising designation at all. Compared to 2016, there has been a 4% increase in respondents with a CFRE designation. Thirty-four percent (34%) of respondents have worked in health care fundraising for less than five years an increase of 6% from Twenty-nine percent (29%) have worked in the field for more than 15 years. Just under half of all respondents (48%) worked in a community institution and 22% reported working in an academic setting. Thirty-eight percent (38%) of all respondents reported a staff size of 10 or more full time employees (FTEs) in the development office, which includes both the professional and clerical/support staff. Eighteen percent (18%) reported a staff size of five to nine FTEs, and 44% reported fewer than five FTEs. When asked about foundations operating budgets, 34% reported a budget of $1,000,001 $5,000,000, while 31% reported a budget of more than $5,000,000. Those working in the smallest organizations in terms of operating budget ($500,000 or less) represented about one-fifth of the response pool (21%). When asked about the areas they work in (annual giving, major giving, etc.), close to onethird of respondents (30%) indicated that they worked in two to four areas. Fourteen percent of respondents (14%) reported working in seven or more areas (down 15% from 2016), and the same proportion (14%) reported working in five to six areas. A near majority of respondents (42%) reported working in only one area. Like in 2016, the South region housed the largest representation of respondents (30%), followed by the West (26%) and the Midwest (24%), while the Northeast had the fewest number of respondents (19%). AHP SALARY REPORT USA,

7 RESPONDENT BACKGROUND U.S. Age (N = 290) Younger than % % 50 or older...47% Education (N = 300) High school diploma... N/A Some college...3% Technical school... N/A Associate degree...2% Bachelor s degree...54% Master s degree...36% Doctorate...4% Other...1% Years in Health Care Fundraising (N = 303) Less than five years...34% 5 8 years...18% 9 15 years...18% More than 15 years...29% Institution/Organization (N = 303) Academic setting...22% Children s hospital...7% Community institution...48% Long-term care facility...1% Not-for-profit health organization...7% Public or governmental hospital...2% Specialty institution...3% Consulting firm or organization...2% I am currently a student...0% Other...8% Years in Position (N = 303) Less than five years...63% 5 8 years...20% 9 15 years...11% More than 15 years...7% Gender (N = 302) Female...73% Male...25% Prefer not to answer...2% Designations (N = 303) FAHP...2% CFRE...25% Other...6% None...70% Region (N = 275) Northeast...19% South...30% Midwest...24% West...26% Foundation s Operating Budget (N = 201) $500,000 or less...21% $500,001 $1,000, % $1,000,001 $5,000, % More than $5,000, % FTE Staff Development Office (N = 283) Fewer than % % 10 or more...38% People Supervised (N = 298) None...43% Less than % % 10 or more...3% Number of Work Areas (N = 302) One area...42% 2 4 areas...30% 5 6 areas...14% 7 or more areas...14% Bed Size (N = 216) 200 beds or less...42% beds...24% 400 or more beds...34% AHP SALARY REPORT USA,

8 AGE (N=290) GENDER (N=302) 50 or older 47% Younger than 40 25% Female 73% Male 25% % Prefer not to answer 2% DESIGNATIONS REGION (N=303) (N=275) Other 6% None 70% West 26% Northeast 19% CFRE 25% FAHP 2% South 30% Midwest 24% INSTITUTION/ORGANIZATION (N=303) Other 8% Academic setting 22% Consulting firm or organization 2% Specialty institution 3% Public or governmental hospital 2% Not-for-profit health organization 7% Long-term care facility 1% Children s hospital 7% Community institution 48% AHP SALARY REPORT USA,

9 EDUCATION (N=300) Doctorate 4% Master s degree 36% Other 1% Some college 3% Associate degree 2% Bachelor s degree 54% YEARS IN POSITION (N=303) More than 15 year 7% 9 15 years 11% Less than 5 years 63% 5 8 years 20% FOUNDATION S OPERATING BUDGET (N=201) YEARS IN HEALTH CARE FUNDRAISING (N=303) More than $5M 31% $500k or less 21% More than 15 yrs 29% Less than 5 yrs 34% $1M $5M 34% $500k $1M 13% 9 15 yrs 18% 5 8 yrs 18% AHP SALARY REPORT USA,

10 FTE STAFF DEVELOPMENT OFFICE (N=283) PEOPLE SUPERVISED (N=298) 10 or more 38% Fewer than 5 44% 10 or more 3% None 43% % 3 9 yrs 29% Less than 3 25% NUMBER OF WORK AREAS (N=302) 7 or more 14% One area 42% 5 6 areas 14% 2 4 areas 30% BED SIZE (N=216) 400 beds or more 34% 200 beds or less 42% beds 24% AHP SALARY REPORT USA,

11 ANNUAL SALARY As in past surveys, the 2018 AHP Salary and Compensation Survey included a specific question about salary where respondents provided self-reported values, so they could benchmark themselves against others in a similar position. The following tables provide an overview of reported salaries for positions with a significant number of respondents. Reported salaries are as of July 1, Overall, entry and mid-levels positions saw an increase in salary compared to 2016, while salaries at the senior and executive levels decreased slightly. ANNUAL SALARY BY POSITION 2018 OVERVIEW TOP POSITIONS COUNT MEAN FIRST QUARTILE MEDIAN THIRD QUARTILE Executive Director 42 $122,556 $76,972 $115,285 $165,000 President and CEO 21 $214,224 $151,500 $215,000 $280,000 Vice President 27 $178,757 $135,000 $155,000 $215,000 Director of Development 47 $107,635 $88,125 $103,750 $128,000 Development Officer 17 $72,864 $62,500 $76,000 $88,550 Annual Giving Officer 16 $72,057 $65,250 $73,500 $77,750 Major Gifts Officer 35 $91,992 $77,000 $92,000 $100,000 $300,000 $280,000 $250,000 $200,000 $215,000 $150,000 $165,000 $151,500 $135,000 $128,000 $100,000 $50,000 $76,972 $88,125 $88,550 $77,750 $62,500 $65,250 $100,000 $77,000 $0 Executive Director President/ CEO Vice President Director of Development Development Officer Annual Giving Officer Major Gifts Officer MEAN FIRST QUARTILE MEDIAN THIRD QUARTILE AHP SALARY REPORT USA,

12 ANNUAL SALARY BY POSITION 2016 TO 2018 POSITION 2018 COUNT 2016 MEDIAN 2018 MEDIAN % CHANGE Administrative Assistant 2 N/A N/A N/A Annual Giving Officer 16 $61,300 $73,500 20% Campaign Officer 3 N/A N/A N/A Chief Development Officer 14 $175,000 $160,000-9% Chief Financial Officer 2 N/A N/A N/A Chief Operating Officer 2 N/A N/A N/A Database Manager 4 $60,500 $63,000 4% Development Coordinator 5 $50,000 $50,000 0% Development Officer 17 $65,000 $76,000 17% Director of Development 47 $102,000 $103,750 2% Donor Relations Coordinator 2 N/A N/A N/A Executive Director 43 $120,000 $115,285-4% Grant Writer 2 N/A N/A N/A Human Resources 1 N/A N/A N/A Major Gifts Officer 35 $90,833 $92,000 1% Philanthropy Operations 7 N/A $100,000 N/A Planned Giving Officer 4 $92,250 $97,500 6% President/CEO 21 $210,000 $215,000 2% Prospect Researcher 1 N/A N/A N/A Special Events Officer 3 N/A N/A N/A Vice President 25 $160,000 $155,000-3% Other 36 $90,833 $115,000 27% AHP SALARY REPORT USA,

13 ANNUAL SALARY BY POSITION 2016 TO 2018 Annual Giving Officer $61,300 $73,500 Chief Development Officer $160,000 $175,000 Database Manager $63,000 $60,500 Development Coordinator $50,000 $50,000 Development Officer $65,000 $76, MEDIAN 2016 MEDIAN Director of Development $103,750 $102,000 Executive Director $115,285 $120,000 Major Gifts Officer $92,000 $90,833 Planned Giving Officer $97,500 $92,250 President/CEO $215,000 $210,000 Vice President $155,000 $160,000 Other $90,833 $115,000 AHP SALARY REPORT USA,

14 When salary is segmented by various demographic factors, differences emerge. A few key findings from this segmentation include: There is a marked difference in salary for those with a four-year degree or higher. Respondents with a high school diploma, some college, or an associate degree reported salaries between $62,000 and $72,000 while those with a bachelor s degree or higher reported a range of $97,366 $127,500. Respondents with a designation (such as the CFRE or FAHP) reported much higher median salaries than those without a designation. In fact, FAHP holders reported a median salary of $182,500 compared to $130,000 for those who hold the CFRE, and $93,850 for those with no designations. ANNUAL SALARY BY DEMOGRAPHICS 2018 COUNT MEDIAN Younger than $75,250 Age $105, or older 132 $131,528 High school diploma 1 $62,000 Some college 8 $71,000 Technical school 0 Education Associate degree 5 $72,000 Bachelor s degree 157 $97,366 Master s degree 108 $125,000 Doctorate 12 $127,500 Other 4 $112,756 Academic setting 66 $101,750 Children s hospital 21 $94,000 Community institution 156 $102,000 Institution/ Organization Long-term care facility 4 $127,952 Not-for-profit health organization 23 $84,000 Public or governmental hospital 10 $139,000 Specialty institution 13 $115,000 Consulting firm or organization 5 $120,000 I am currently a student 1 $49,000 Other 24 $110,921 AHP SALARY REPORT USA,

15 ANNUAL SALARY BY DEMOGRAPHICS 2018 COUNT MEDIAN Female 217 $100,000 Gender Male 75 $125,000 Prefer not to answer 5 $92,500 CFRE 70 $130,000 Designations FAHP 6 $182,500 Other 17 $98,000 None 196 $93,850 Northeast 53 $115,000 Region South 81 $97,000 Midwest 67 $93,000 West 69 $107,000 Rural 66 $80,000 Setting Suburban 85 $106,000 Urban 168 $110,321 Unsure 3 $130,000 AGE Younger than 40 (72) $75, (81) $105, or older (132) $131,528 AHP SALARY REPORT USA,

16 EDUCATION High school diploma (1) Some college (8) Associate degree (5) $62,000 $71,000 $72,000 Bachelor s degree (157) $97,366 Master s degree (108) Doctorate (12) Other (4) $125,000 $112,756 $127,500 INSTITUTION/ORGANIZATION Academic setting (66) Children s hospital (21) Community institution (156) $101,750 $94,000 $102,000 Long-term care facility (4) $127,952 Not-for-profit health organization (23) $84,000 Public or governmental hospital (10) Specialty institution (13) Consulting firm or organization (5) $115,000 $120,000 $139,000 I am currently a student (1) $49,000 Other (24) $110,921 AHP SALARY REPORT USA,

17 GENDER DESIGNATIONS $125,000 CFRE (70) $130,000 $100,000 $92,500 FAHP (6) $182,500 Other (17) $98,000 Female (217) Male (75) Prefer not to answer (5) None (196) $93,850 REGION Northeast (53) $115,000 South (81) $97,000 Midwest (67) $93,000 West (69) $107,000 SETTING Rural (66) $80,000 Suburban (85) $106,000 Urban (168) $110,321 Unsure (3) $130,000 AHP SALARY REPORT USA,

18 To better understand how respondents feel about their salary in comparison to others at their organization, they were asked to indicate how comparable they feel their salary is with other employees at their same level. Notably, 45% of respondents felt their salary was comparable to other employees at their level. However, almost one-third of respondents (29%) felt their salary was lower than other employees at their level. When this question is segmented by employment level, those at the managerial level were the most likely to be uncertain as to how their salary compared to other employees. Executive and director level staff were more likely to report that their salaries were moderately lower than others at that respective level (29% 22%). How do you feel your salary compares to other employees at the same level in your organization? (N=324) My salary is moderately higher than other employees at my level 10% My salary is substantially higher than other employees at my level 1% My salary is comparable to other employees at my level 45% Unsure 15% My salary is substantially lower than other employees at my level 7% My salary is moderately lower than other employees at my level 22% SALARY COMPARISON BY EMPLOYMENT LEVEL EXECUTIVE Level (107) DIRECTOR Level (67) OFFICER Level (107) MANAGER Level (30) ENTRY Level (18) My salary is substantially higher than other employees at my level My salary is moderately higher than other employees at my level My salary is comparable to other employees at my level My salary is moderately lower than other employees at my level My salary is substantially lower than other employees at my level Unsure 0% 3% 1% 0% 0% 9% 7% 13% 17% 6% 45% 40% 47% 40% 56% 29% 22% 20% 10% 17% 7% 10% 5% 7% 6% 9% 16% 15% 27% 17% AHP SALARY REPORT USA,

19 COMPENSATION AND BENEFITS Regarding compensation, from , over two-thirds of respondents (66%) reported receiving an increase of 4% or less to their base salary, with 36% of respondents indicating an increase of 3% 4% in base salary. Seventeen percent (17%) did not receive a percentage increase in base salary while 13% of total respondents indicated they received an increase higher than 4% of base salary. Segmentation reveals 58% of respondents with 9 15 years of experience received a percentage increase between 3% 4%. From , what was the percentage increase in base salary that you received? (N=317) More than 10% 3% 9% 10% 2% 7% 8% 3% 5% 6% 5% 3% 4% 36% Unsure 3% I did not receive a percentage increase in base salary this year 17% 2% or less 30% AHP SALARY REPORT USA,

20 PERCENTAGE OF INCREASE BY YEARS OF EXPERIENCE IN HEALTH CARE FUNDRAISING Less than 5 yrs (101) 5 8 yrs (54) 9 15 yrs (55) More than 15 yrs (88) I did not receive a percentage increase in base salary this year 24% 9% 5% 20% 2% or less 29% 28% 25% 33% 3% 4% 34% 31% 58% 30% 5% 6% 6% 15% 2% 2% 7% 8% 1% 9% 4% 3% 9% 10% 1% 4% 4% 2% More than 10% 3% 4% 0% 6% AHP SALARY REPORT USA,

21 When asked about the reasons for the awarded increase in base salary from , over half of respondents (58%) reported receiving a raise due to meeting individual performance measures. The second most prominent reason was to keep up with cost of living (46%), followed by meeting organizational (42%) and departmental (38%) performance measures. When segmented by level of employment, meeting individual performance measures was the primary reason (75%) for entry level respondents to receive an increase in base salary. Interestingly, those at the managerial and director levels were more likely to receive an increase due to meeting organizational or departmental performance measures than those at entry level or officer level. Those that selected other cited market adjustments. Which of the following are reasons why you were awarded an increase in your base salary from ? Select all that apply. (N=240) Meeting individual performance measures $101,750 58% Increase to keep up with cost of living 46% Meeting organizational performance measures 42% Meeting departmental performance measures 38% Promotion 6% Customer or patient satisfaction surveys 5% Attainment of organization s national recognition 2% Unknown 2% Attainment of individual certification 1% Other 10% AHP SALARY REPORT USA,

22 REASONS FOR INCREASE IN BASE SALARY BY EMPLOYMENT LEVEL EXECUTIVE Level (88) DIRECTOR Level (49) OFFICER Level (84) MANAGER Level (26) ENTRY Level (12) Meeting individual performance measures 57% 69% 52% 58% 75% Increase to keep up with cost of living 48% 45% 53% 35% 17% Meeting organizational performance measures 44% 51% 35% 46% 25% Meeting departmental performance measures 41% 49% 29% 38% 17% Customer or patient satisfaction surveys 6% 6% 2% 12% 0% Promotion 5% 8% 4% 4% 17% Unknown 3% 2% 0% 0% 0% Attainment of organization s national recognition 1% 2% 1% 4% 0% Attainment of individual certification 1% 0% 1% 4% 0% Other 19% 4% 6% 8% 8% AHP SALARY REPORT USA,

23 To better understand how salary is determined, McKinley asked if respondents institutions/ organizations use salary ranges that group similar positions together to determine compensation. Seventynine (79%) percent reported that their organization operates with set salary ranges. Does your organization use set salary ranges across the organization that groups similar positions together for determining compensation? (N=322) Unsure 14% Yes 79% No 7% Respondents were also asked if they were eligible to receive an incentive or bonus award. Forty-one percent (41%) reported they were not eligible for incentive or bonus, and 39% reported they were eligible for a nondiscretionary bonus based on achievement of defined metrics/outcomes. Are you currently eligible for an incentive or bonus award? (N=319) Yes, discretionary (bonus is not based on defined metrics) 10% Eligible for both discretionary and non-discretionary bonus 6% Unsure 4% Yes, non-discretionary (bonus is paid based on the achievement of defined metrics/outcomes) 39% Not eligible for incentive or bonus 41% AHP SALARY REPORT USA,

24 When respondents were asked about the amount received for their last bonus award, 14% reported that they had received an increase between 10.1% 20.0%. The second highest amount received was an increase between 0.1% 2.5%. When segmented by years in health care fundraising, more experienced respondents were more likely to report receiving a bonus award. Notably, 23% of respondents with 5 8 years of experience received an increase between 10.1% 20.0%. How large was your last bonus award (discretionary and non-discretionary) as a percentage of your 2017 base salary? (N=312) 20.1% 30.0% 4% Over 30.0% 1% Not sure 2% I did not receive an incentive or bonus award in % 10.1% 20.0% 14% 7.6% 10.0% 6% 5.1% 7.5% 3% 2.6% 5.0% 7% 0.1% 2.5% 9% BONUS AWARD BY YEARS OF EXPERIENCE IN HEALTH CARE FUNDRAISING Less than 5 yrs (101) 5 8 yrs (52) 9 15 yrs (54) More than 15 yrs (87) 0.1% 2.5% 7% 6% 11% 11% 2.6% 5.0% 9% 2% 15% 5% 5.1% 7.5% 2% 2% 4% 3% 7.6% 10.0% 4% 10% 6% 10% 10.1% 20.0% 6% 23% 15% 20% 20.1% 30.0% 0% 4% 4% 7% Over 30.0% 0% 4% 0% 2% AHP SALARY REPORT USA,

25 To better understand which features drive an interest in employment at a particular institution/ organization, respondents were asked to rank several features according to their level of importance. Cash compensation emerged as the most important feature followed by paid time off, flexible working hours, opportunities for professional development/education and ability to work from home. (The order remains the same when segmented by years of experience in health care fundraising). In considering employment, what features are most important to you? Please rank the items below according to their importance. (N=274) 1 Cash compensation (salary plus any bonuses) 2 Paid time off 3 Flexible working hours Further, in considering the benefits offered by their institution/organization, the majority of respondents (77%) noted that their institution/organization provides paid time off (PTO) in lieu of providing separate amounts of vacation and sick-leave time (21%). Further, only 5% of respondents are eligible for paid overtime. How are your paid days off from work structured? (N=317) Paid time off (PTO): pre-determined time off 77% I do not receive paid days off 2% Separate amounts of vacation and sick-leave time 21% Unsure 0% 4 Opportunities for professional development/education 5 Ability to work from home Institutions/organizations offer a wide variety of benefits to their employees. The table on page 27 includes a majority of benefits also listed in the 2016 Salary Report. However, select benefits were pulled out from the list to gather more nuanced data including paid time off/sick days. The top seven benefits offered by institutions/organizations for 2018 decreased by an average of 6% in comparison to the data from the 2016 Salary Report. McKinley also asked about how each benefit is paid (by just the employee, just the employer, or shared costs). AHP SALARY REPORT USA,

26 BENEFITS OFFERED (N=303) Percent Employee Employer Costs shared Unsure/ Benefits Offered 2018 change pays full pays full btwn employee Not from 2016 cost cost and employer applicable Medical insurance/group plan 95% -4% 4% 7% 88% 1% Dental insurance/group plan 93% -5% 11% 6% 82% 1% Life insurance 86% -10% 16% 38% 44% 2% Vision coverage 81% -13% 12% 7% 80% 0% Employee assistance or wellness program 79% -6% 9% 63% 20% 8% Long-term disability 78% -6% 19% 34% 41% 6% Short-term disability 77% -4% 22% 33% 37% 8% Medical savings account 76% -5% 57% 3% 33% 6% Defined contribution retirement plan 75% 24% 7% 7% 80% 6% Education/professional development assistance 72% -5% 4% 45% 47% 3% Retirement plan 72% -22% 7% 8% 82% 3% Professional association memberships 70% -11% 5% 87% 8% 0% Laptop or tablet 64% 12% 6% 91% 2% 2% Defined benefit retirement plan 44% 17% 8% 17% 68% 7% Flexible schedule (e.g., arriving at 6am and leaving at 2pm) 41% N/A 3% 43% 8% 45% Smartphone 35% -4% 5% 63% 31% 1% Flexible work arrangements (e.g. telecommuting) 31% 4% 7% 40% 9% 44% Parking/travel stipend 24% N/A 6% 67% 26% 1% Time off for child care or elder care 21% -3% 18% 25% 18% 39% Adoption assistance 14% 4% 7% 12% 46% 34% Business travel accident insurance 13% 3% 10% 82% 3% 5% Pet insurance 12% N/A 58% 3% 27% 12% Child daycare 11% -5% 52% 0% 35% 13% Auto allowance 7% -3% 18% 68% 14% 0% Profit sharing 2% -4% 14% 71% 14% 0% Other 5% 3% 24% 47% 29% 0% AHP SALARY REPORT USA,

27 EMPLOYEE PERCEPTIONS This section provides additional information on professional challenges and satisfaction with the profession and overarching field. Respondents indicated that establishing relationships with trusted partners was the greatest challenge they faced when entering the field. As expected, lack of experience and a peer network were also cited as primary professional challenges. When segmented by Generation 1, Boomers reported building a customer base as more of a challenge than Millennials or Gen. X. Establishing relationships was also a primary challenge for Boomers (53%, compared to 44% for Millennials and 47% for Gen. X). Gen. X struggled the most with a lack of peer network (45%), and Millennials saw difficulty in demonstrating qualifications (40%). What were some challenges you faced when entering the field? Please select all that apply. (N=303) 49% 43% 36% 31% Establishing relationships with trusted partners Lack of experience Lack of peer network Demonstrating qualifications 28% 12% 6% 13% Building a customer base Finding the time Cost entering the field Other 1 Pew Research Center Generational Divides: AHP SALARY REPORT USA,

28 CHALLENGES FACED BY GENERATION Millennials ( ) (58) Gen. X ( ) (132) Boomers ( ) (101) Lack of experience 56% 41% 41% Establishing relationships with trusted partners 44% 47% 53% Demonstrating qualifications 40% 27% 29% Lack of peer network 31% 45% 27% Finding the time 27% 9% 10% Building a customer base 18% 25% 37% Cost entering the field 7% 6% 3% Other 4% 13% 13% AHP SALARY REPORT USA,

29 Respondents were also asked to indicate their level of satisfaction or dissatisfaction with aspects of their job. There was extremely high satisfaction around the decision to work in health care fundraising (91% satisfied) and their job overall (90% satisfied). In fact, the majority of respondents were highly satisfied with the listed options, although there were high levels of unsure/not applicable (29%) for the relationship with those you manage. This may be attributed to respondents not managing a direct report. Dissatisfaction levels remained fairly low across all aspects measured (below 36%) and were highest for growth opportunities (36%), recognition for the work you do (26%) and the amount of authority you have in your job (25%). How satisfied or dissatisfied are you with the following aspects of your job? (N=302) Very satisfied Somewhat satisfied Not very satisfied Not at all satisfied Unsure/not applicable Decision to work in health care fundraising 60% 31% 6% Relationship with your co-workers 53% 37% 8% Relationship with your direct supervisor The level of joy and meaning you find in your job 49% 32% 8% 10% 48% 40% 10% Your benefits 43% 46% 9% Relationship with those you manage 43% 25% 29% Your job overall 42% 48% 8% Job security 42% 44% 9% Amount of authority you have in your job 41% 34% 18% 7% Area(s) of responsibility 40% 50% 9% Recognition for the work you do 36% 38% 18% 8% Your compensation 33% 46% 17% Opportunity for growth 25% 37% 23% 13% AHP SALARY REPORT USA,

30 When segmented by years of experience in health care fundraising, there are some parallels between those with 5 8 years of experience and those with more than 15 years of experience in the field. Both groups are highly satisfied with their co-worker relationships and benefits and decision to work in health care fundraising. Yet, only 83% of those with 5 8 years in health care fundraising are satisfied with their job overall the lowest percentage across each group. Those with 9 15 years of experience also expressed the lowest satisfaction with relationships with direct supervisors. SATISFACTION WITH JOB BY NUMBER OF YEARS IN HEALTH CARE FUNDRAISING Less than 5 yrs (103) 5 8 yrs (56) 9 15 yrs (55) More than 15 yrs (89) Your job overall 87% 83% 91% 98% Your benefits 87% 89% 89% 91% Relationship with your co-workers 85% 93% 87% 97% Relationship with your direct supervisor The level of joy and meaning you find in your job Job security 83% 80% 73% 88% 83% 87% 89% 93% 83% 87% 87% 91% Decision to work in health care fundraising 82% 94% 94% 100% Area(s) of responsibility 81% 91% 93% 98% Your compensation 74% 76% 84% 85% Recognition for the work you do 71% 78% 73% 78% Amount of authority you have in your job 67% 74% 73% 86% Opportunity for growth 61% 61% 65% 65% Relationship with those you manage 49% 78% 71% 83% AHP SALARY REPORT USA,

31 McKinley also asked respondents how likely they would be to recommend health care fundraising to a colleague or new graduate entering the field. This question, also known as the Net Promoter Score (NPS), serves as another indicator of satisfaction. In this case, 43% rated their willingness to recommend this field a 9 or 10 on a scale from 0 10, with 10 being extremely likely to recommend. According to the Net Promoter concept, this makes them promoters because they are more likely to spread positive perceptions of the field through word of mouth 2. Meanwhile, 37% of respondents rated their willingness to recommend the field a 7 or 8. These respondents are categorized as passives because they are unlikely to spread the word about the field, either positively or negatively. The remaining 20% of respondents rated their willingness to recommend the field a 6 or lower. This last group is known as detractors, because they may counteract the good word of the promoters by spreading their dissatisfaction to others. To calculate the NPS, the percentage of detractors is subtracted from the percentage of promoters. On a scale from to 100, the resulting Net Promoter Score is 23. In general, a positive Net Promoter Score is seen as an indicator of positive word of mouth and potential growth for the field. Similarly, when asked whether they were proud to be a part of the field, a majority of respondents agreed (68% completely agree and 27% somewhat agree). Optimism around the future and current state of the profession/field had similar results with approximately 80% of respondents in agreement. Forty-six percent (46%) of respondents also somewhat agreed that the field is changing quickly in comparison to others. NET PROMOTER SCORE (N=288) NPS=23 Promoters % Detractors % Passives % 2 Concept based on an article published by Fred Reichheld in the Harvard Business Review (HBR in Brief, 1/5/09) AHP SALARY REPORT USA,

32 Please indicate your level of agreement or disagreement with the following statements: (N=298) Completely agree Somewhat agree Neither agree nor disagree Somewhat disagree Completely disagree I am proud to be a part of my profession/field 68% 27% I am very optimistic about the future of my profession/field 37% 43% 13% 6% I am very optimistic about the state of my profession/field today 35% 44% 14% 6% Staff in my department are at least as diverse as the donors we serve 22% 37% 19% 17% My organization implements specific hiring practices and policies that are intended to foster a diverse staff 21% 34% 27% 11% My profession/field is changing quickly compared to other fields 15% 46% 27% 11% I view my job purely as a necessity of life, much like eating and sleeping 9% 23% 17% 25% 26% AHP SALARY REPORT USA,

33 Finally, respondents were asked to identify the three primary reasons they had stayed at their current place of employment. Over half of respondents (56%) indicated they had stayed with their current institution/organization because they had found joy and meaning in their work. Compensation also played a major role in their decision, with 41% selecting this reason. Other benefits, like flexible work schedules and work environments were each mentioned by around one-fifth of respondents (23% and 19% respectively). What are the three most important reasons why you have stayed at your current place of employment? (N=303) I find joy and meaning in my work 56% My compensation 41% My hours and/or flexibility of work schedule This is the best opportunity for me I enjoy my work environment I enjoy my coworkers My benefits Convenience of my work location I am satisfied with my responsibilities Job stability Opportunity for professional growth Relationship with interdisciplinary team Opportunity for advancement Low-stress work environment Current economic environment I am currently searching for other work Vacation or sick time Opportunity to work from home Casual work environment Other 23% 19% 19% 18% 16% 16% 15% 13% 11% 8% 7% 6% 4% 4% 3% 3% 1% 6% AHP SALARY REPORT USA,

34 When segmented by generation, Millennials were more likely to prioritize flexible schedules compared to other generations (38% trending down to 11% for Boomers). Conversely, Boomers value joy and meaning in their work and compensation more than Millennials (trending up 47% 59% and 34% 48%, respectively). Gen. Xers were less likely to agree that they have stayed at their current place of employment because it is the best opportunity for them (8% 12% lower). TOP 10 REASONS WHY YOU HAVE STAYED AT YOUR CURRENT PLACE OF EMPLOYMENT BY GENERATION Millennials ( ) (58) Gen. X ( ) (132) Boomers ( ) (101) I find joy and meaning in my work 47% 58% 59% My compensation 34% 42% 48% My hours and/or flexibility of work schedule 38% 26% 11% This is the best opportunity for me 26% 14% 22% I enjoy my work environment 10% 22% 19% I enjoy my coworkers 14% 19% 20% Convenience of my work location 10% 17% 20% My benefits 17% 17% 14% I am satisfied with my responsibilities 10% 12% 19% Job stability 10% 14% 13% Opportunity for professional growth 19% 9% 7% AHP SALARY REPORT USA,

35 PROFILES The following section presents demographic trends for annual salaries based on position. The following positions had sufficient responses to generate a unique profile: Executive Director President and CEO Vice President Director of Development Development Officer Annual Giving Officer Major Gifts Officer Each profile includes columns with the following: Count The number of respondents who provided data for the question. Mean The sum of all values divided by the number of values. Median The mid-point of reported values, where half the reported values are lower, and half are higher, than this point. This also represents the second quartile (50%). Quartiles/Percentiles Portions of the data that identify what points are greater than one-quarter (25%) and three-quarters (75%). Median percent change The percentage difference from the last reported median in the 2016 AHP Salary Report. Please note that each category count (age, education, years in health care fundraising, etc.) may not add up to the overall counts for each position with a profile due to factors such as incomplete responses. AHP SALARY REPORT USA,

36 EXECUTIVE DIRECTOR Count Mean Q1 Median Q3 Median % Change United States 42 $122,556 $76,972 $115,285 $165,000 4% Age Younger than 40 9 $86,441 $66,513 $72,400 $105,000 31% $110,386 $76,229 $100,683 $117,813 0% 50 or older 26 $139,758 $96,512 $130,000 $183,000 2% Gender Female 33 $123,901 $75,486 $104,000 $170,500 8% Male 11 $119,463 $114,518 $118,768 $127,500 15% Prefer not to answer 1 $200,000 $200,000 $200,000 $200,000 N/A Education High school diploma 0 Some college 3 $81,020 $75,000 $80,000 $86,530 7% Technical school 0 Associate degree 0 Bachelor s degree 24 $121,638 $73,200 $115,000 $154,645 2% Master s degree 15 $137,412 $95,250 $124,000 $193,000 4% Doctorate 2 $147,000 $136,000 $147,000 $158,000 17% Other 1 $96,512 $96,512 $96,512 $96,512 N/A Designations FAHP 2 $182,500 $173,750 $182,500 $191,250 N/A CFRE 16 $133,188 $111,313 $123,000 $144,750 5% Other 2 $137,000 $105,500 $137,000 $168,500 18% None 25 $118,560 $72,000 $93,060 $169,000 21% Years in health care fundraising Less than five years 15 $92,220 $69,000 $80,000 $103,405 7% 5 8 years 7 $106,357 $72,200 $104,000 $111,500 N/A 9 15 years 6 $149,784 $113,418 $150,884 $187,250 N/A More than 15 years 17 $152,193 $119,571 $137,145 $187,250 N/A Region Northeast 7 $143,964 $114,375 $130,000 $176,000 0% South 13 $124,411 $72,400 $96,512 $200,000 22% Midwest 14 $109,868 $72,000 $118,000 $130,000 14% West 9 $137,857 $102,015 $120,143 $169,500 3% Institution/ Organization Academic setting 10 $152,600 $118,000 $169,000 $172,000 14% Children s hospital 1 $165,000 $165,000 $165,000 $165,000 N/A Community institution 34 $117,287 $74,000 $105,000 $138,000 11% Long-term care facility 2 $161,500 $145,750 $161,500 $177,250 N/A Not-for-profit health organization 6 $122,350 $71,050 $101,200 $152,500 N/A Public or governmental hospital 0 Specialty institution 0 Consulting firm or organization 0 I am currently a student 0 Other 4 $93,321 $75,000 $97,643 $115,964 N/A AHP SALARY REPORT USA,

37 EXECUTIVE DIRECTOR Count Mean Q1 Median Q3 Median % Change Foundation s Operating Budget $500,000 or less 21 $97,573 $68,000 $93,060 $118,000 0% $500,001 $1,000,000 7 $117,086 $97,438 $114,375 $117,826 9% $1,000,001 $5,000,000 7 $194,849 $185,500 $196,500 $209,822 40% More than $5,000,000 5 $171,600 $165,000 $169,000 $200,000 13% Bed Size FTE Staff Development Office 200 beds or less 23 $92,583 $67,750 $80,000 $115,071 11% beds 11 $133,941 $84,486 $113,750 $182,500 15% 400 or more beds 3 $173,667 $160,500 $183,000 $191,500 32% Fewer than 5 35 $104,185 $71,500 $96,939 $122,000 3% $163,000 $119,500 $165,000 $207,500 20% 10 or more 9 $169,233 $130,000 $183,000 $200,000 1% Years in Position Less than five years 32 $118,421 $74,743 $101,183 $158,250 N/A 5 8 years 16 $119,409 $88,200 $118,000 $127,500 N/A 9 15 years 4 $158,764 $137,909 $158,145 $179,000 N/A More than 15 years 5 $121,878 $89,384 $113,256 $145,750 N/A People Supervised None 4 $78,500 $63,750 $66,500 $81,250 11% Less than 3 27 $108,785 $72,000 $96,512 $138,000 0% $146,923 $108,875 $130,000 $196,500 4% 10 or more 1 $125,000 $125,000 $125,000 $125,000 32% Number of Work Areas One area 17 $139,652 $92,530 $130,000 $177,500 27% 2 4 areas 7 $154,500 $105,250 $150,500 $199,750 8% 5 6 areas 7 $102,800 $68,000 $118,000 $130,000 4% 7 or more areas 27 $108,963 $72,400 $104,000 $121,000 2% AHP SALARY REPORT USA,

38 PRESIDENT AND CEO Count Mean Q1 Median Q3 Median % Change United States 21 $214,224 $151,500 $215,000 $280,000 2% Age Younger than 40 1 $112,000 $112,000 $112,000 $112,000 N/A $131,333 $120,500 $137,000 $145,000 23% 50 or older 17 $219,185 $172,500 $218,297 $275,000 1% Gender Female 10 $196,100 $170,028 $187,500 $223,325 17% Male 11 $206,467 $144,000 $215,000 $270,000 19% Prefer not to answer 0 Education High school diploma 0 Some college 0 Technical school 0 Associate degree 0 Bachelor s degree 10 $207,684 $154,801 $220,000 $245,000 2% Master s degree 9 $182,811 $138,000 $172,500 $218,297 25% Doctorate 2 $255,000 $215,000 $255,000 $295,000 18% Other, please specify 0 Designations FAHP 1 $230,000 $230,000 $230,000 $230,000 N/A CFRE 8 $244,992 $217,473 $227,500 $278,750 16% Other 1 $172,500 $172,500 $172,500 $172,500 28% None 11 $178,428 $125,000 $153,000 $212,500 25% Years in health care fundraising Less than five years 5 $140,200 $112,000 $150,000 $172,500 4% 5 8 years 3 $204,615 $153,602 $169,204 $237,922 13% 9 15 years 4 $183,000 $140,750 $176,500 $218,750 N/A More than 15 years 9 $242,811 $218,297 $230,000 $285,000 N/A Region Northeast 1 $112,000 $112,000 $112,000 $112,000 42% South 6 $179,784 $157,051 $172,102 $193,750 18% Midwest 5 $158,700 $137,000 $150,000 $172,500 13% West 5 $220,600 $215,000 $225,000 $250,000 0% Institution/ Organization Academic setting 3 $298,333 $247,500 $295,000 $347,500 19% Children s hospital 0 Community institution 13 $215,369 $172,500 $218,297 $275,000 6% Long-term care facility 0 Not-for-profit health organization 1 $91,500 $91,500 $91,500 $91,500 N/A Public or governmental hospital 4 $213,461 $165,153 $197,102 $245,410 N/A Specialty institution 0 Consulting firm or organization 1 $150,000 $150,000 $150,000 $150,000 N/A I am currently a student 0 Other 1 $137,000 $137,000 $137,000 $137,000 N/A AHP SALARY REPORT USA,

39 PRESIDENT AND CEO Count Mean Q1 Median Q3 Median % Change Foundation s Operating Budget $500,000 or less 2 $108,000 $106,000 $108,000 $110,000 15% $500,001 $1,000,000 4 $158,625 $137,625 $164,000 $185,000 11% $1,000,001 $5,000, $239,922 $193,751 $250,000 $290,000 13% More than $5,000,000 2 $345,000 $317,500 $345,000 $372,500 30% Bed Size FTE Staff Development Office 200 beds or less 7 $135,083 $106,000 $125,000 $147,000 15% beds 5 $243,928 $225,000 $250,000 $285,000 28% 400 or more beds 9 $240,000 $175,000 $230,000 $290,000 2% Fewer than 5 13 $155,525 $130,750 $151,500 $181,250 9% $245,000 $228,750 $240,000 $256,250 11% 10 or more 7 $297,263 $287,500 $295,000 $320,820 26% Years in Position Less than five years 13 $218,091 $155,250 $215,000 $287,500 N/A 5 8 years 6 $227,974 $184,403 $240,000 $268,750 N/A 9 15 years 5 $165,059 $150,000 $153,000 $200,000 N/A More than 15 years 1 $335,000 $335,000 $335,000 $335,000 N/A People Supervised None 0 Less than 3 6 $139,417 $112,500 $144,000 $152,250 22% $238,478 $174,375 $227,500 $291,250 5% 10 or more 1 $275,000 $275,000 $275,000 $275,000 21% Number of Work Areas One area 19 $216,446 $165,153 $221,649 $277,500 12% 2 4 areas 2 $307,500 $261,250 $307,500 $353,750 37% 5 6 areas 2 $247,500 $223,750 $247,500 $271,250 34% 7 or more areas 3 $118,000 $108,000 $112,000 $125,000 39% AHP SALARY REPORT USA,

40 DIRECTOR OF DEVELOPMENT Count Mean Q1 Median Q3 Median % Change United States 47 $107,635 $88,125 $103,750 $128,000 2% Age Younger than $97,625 $74,625 $103,250 $114,250 15% $115,741 $100,000 $113,000 $130,000 10% 50 or older 14 $102,731 $81,875 $100,000 $126,250 4% Gender Female 37 $106,791 $90,000 $104,000 $125,000 2% Male 14 $105,220 $85,750 $107,500 $134,500 7% Prefer not to answer 0 Education High school diploma 0 Some college 2 $63,040 $58,560 $63,042 $67,520 14% Technical school 0 Associate degree 1 $87,500 $87,500 $87,500 $87,500 N/A Bachelor s degree 27 $104,077 $87,000 $105,000 $119,500 2% Master s degree 18 $113,426 $95,500 $105,500 $129,541 8% Doctorate 2 $115,000 $107,500 $115,000 $122,500 N/A Other, please specify 1 $129,000 $129,000 $129,000 $129,000 N/A Designations FAHP 0 CFRE 13 $110,701 $100,000 $103,500 $129,000 5% Other 3 $96,027 $79,040 $104,000 $117,000 N/A None 34 $107,622 $85,500 $111,500 $128,000 12% Years in health care fundraising Less than five years 13 $99,269 $72,000 $103,500 $115,000 9% 5 8 years 11 $109,864 $83,250 $107,000 $132,500 N/A 9 15 years 11 $111,372 $99,000 $113,089 $124,500 N/A More than 15 years 16 $106,265 $93,750 $100,000 $128,514 N/A Region Northeast 11 $113,505 $95,000 $110,000 $133,278 12% South 17 $102,828 $87,500 $100,000 $115,000 2% Midwest 11 $105,335 $92,000 $104,000 $126,500 22% West 8 $99,377 $77,009 $99,000 $118,500 19% Institution/ Organization Academic setting 17 $101,685 $83,250 $97,531 $113,750 11% Children s hospital 9 $116,200 $100,700 $105,000 $116,750 5% Community institution 32 $110,941 $85,000 $114,000 $130,028 14% Long-term care facility 1 $87,500 $87,500 $87,500 $87,500 N/A Not-for-profit health organization 6 $75,000 $60,000 $72,000 $84,000 20% Public or governmental hospital 1 $125,000 $125,000 $125,000 $125,000 N/A Specialty institution 4 $138,333 $135,000 $140,000 $142,500 43% Consulting firm or organization 0 I am currently a student 0 Other 3 $105,000 $102,500 $105,000 $107,500 N/A AHP SALARY REPORT USA,

41 DIRECTOR OF DEVELOPMENT Count Mean Q1 Median Q3 Median % Change Foundation s Operating Budget $500,000 or less 7 $87,897 $68,756 $101,600 $104,500 35% $500,001 $1,000,000 1 $90,000 $90,000 $90,000 $90,000 9% $1,000,001 $5,000, $123,456 $117,500 $129,528 $136,375 26% More than $5,000, $118,600 $107,750 $121,000 $130,000 10% Bed Size FTE Staff Development Office 200 beds or less 17 $102,252 $80,000 $107,000 $115,000 20% beds 7 $117,794 $101,500 $125,000 $133,278 21% 400 or more beds 11 $115,909 $94,500 $124,000 $132,500 13% Fewer than 5 26 $96,947 $78,400 $100,000 $113,000 6% $118,764 $111,250 $122,500 $130,014 20% 10 or more 20 $120,075 $100,000 $124,500 $137,000 10% Years in Position Less than five years 46 $110,379 $89,250 $103,750 $128,500 N/A 5 8 years 14 $113,273 $103,500 $114,000 $127,000 N/A 9 15 years 9 $90,856 $82,950 $90,000 $97,500 N/A More than 15 years 5 $99,537 $71,654 $103,784 $131,666 N/A People Supervised None 23 $92,609 $74,000 $90,500 $103,000 2% Less than 3 27 $101,883 $85,225 $100,800 $125,750 1% $127,472 $108,375 $119,500 $141,000 25% 10 or more 1 $136,000 $136,000 $136,000 $136,000 N/A Number of Work Areas One area 19 $104,777 $94,500 $100,000 $121,500 13% 2 4 areas 25 $114,026 $90,500 $105,000 $126,500 2% 5 6 areas 18 $103,895 $85,625 $105,500 $126,264 4% 7 or more areas 14 $103,874 $75,800 $105,000 $131,000 8% AHP SALARY REPORT USA,

42 DEVELOPMENT OFFICER Count Mean Q1 Median Q3 Median % Change United States 17 $72,864 $62,500 $76,000 $88,550 17% Age Younger than 40 6 $64,365 $62,500 $69,250 $74,125 9% $64,000 $42,000 $76,000 $76,000 12% 50 or older 6 $92,820 $88,400 $89,000 $93,700 16% Gender Female 15 $72,163 $63,625 $76,000 $88,050 2% Male 2 $80,000 $73,500 $80,000 $86,500 23% Prefer not to answer 0 Education High school diploma 0 Some college 0 Technical school 0 Associate degree 0 Bachelor s degree 9 $64,438 $39,750 $69,250 $78,750 7% Master s degree 8 $81,849 $75,750 $83,544 $90,000 13% Doctorate 0 Other, please specify 0 Designations FAHP 0 CFRE 1 $93,000 $93,000 $93,000 $93,000 0% Other 1 $93,000 $93,000 $93,000 $93,000 N/A None 16 $71,819 $64,000 $76,000 $87,700 17% Years in health care fundraising Less than five years 14 $73,056 $62,500 $77,344 $88,850 19% 5 8 years 3 $73,750 $72,625 $73,750 $74,875 N/A 9 15 years 0 More than 15 years 0 Region Northeast 1 $33,000 $33,000 $33,000 $33,000 53% South 3 $60,344 $51,172 $60,344 $69,516 3% Midwest 8 $82,325 $74,125 $87,700 $90,000 35% West 5 $71,600 $67,000 $76,000 $76,000 6% Institution/ Organization Academic setting 8 $68,675 $57,000 $68,000 $79,675 14% Children s hospital 5 N/A N/A N/A N/A N/A Community institution 22 $72,276 $63,000 $76,000 $88,400 15% Long-term care facility 0 Not-for-profit health organization 2 N/A N/A N/A N/A N/A Public or governmental hospital 0 Specialty institution 1 $87,000 $87,000 $87,000 $87,000 N/A Consulting firm or organization 0 I am currently a student 0 Other 0 AHP SALARY REPORT USA,

43 DEVELOPMENT OFFICER Count Mean Q1 Median Q3 Median % Change Foundation s Operating Budget $500,000 or less 3 $85,800 $82,200 $88,400 $90,700 55% $500,001 $1,000,000 0 $1,000,001 $5,000,000 3 $69,500 $51,250 $69,500 $87,750 7% More than $5,000,000 4 $80,500 $79,000 $86,000 $87,500 19% Bed Size FTE Staff Development Office 200 beds or less 6 $62,233 $42,750 $60,500 $85,300 2% beds 5 $80,250 $73,750 $80,500 $87,000 13% 400 or more beds 2 $33,000 $33,000 $33,000 $33,000 56% Fewer than 5 9 $75,788 $76,000 $78,688 $89,000 24% $65,000 $55,000 $65,000 $75,000 0% 10 or more 7 $69,450 $62,500 $71,000 $84,000 8% Years in Position Less than five years 30 $71,752 $62,000 $76,000 $87,700 20% 5 8 years 1 $94,000 $94,000 $94,000 $94,000 N/A 9 15 years 2 N/A N/A N/A N/A N/A More than 15 years 2 N/A N/A N/A N/A N/A People Supervised None 37 $72,864 $62,500 $76,000 $88,550 17% Less than 3 1 N/A N/A N/A N/A N/A or more 0 Number of Work Areas One area 15 $70,529 $62,000 $67,000 $82,000 3% 2 4 areas 19 $74,086 $65,250 $81,844 $88,750 9% 5 6 areas 5 $74,180 $71,500 $76,000 $88,400 17% 7 or more areas 0 AHP SALARY REPORT USA,

44 ANNUAL GIVING OFFICER Count Mean Q1 Median Q3 Median % Change United States 16 $72,057 $65,250 $73,500 $77,750 20% Age Younger than $70,353 $62,750 $73,500 $77,605 25% $78,200 $75,000 $77,000 $78,000 27% 50 or older 1 $70,000 $70,000 $70,000 $70,000 11% Gender Female 16 $72,783 $65,750 $75,000 $78,000 23% Male 0 Prefer not to answer 0 Education High school diploma 0 Some college 0 Technical school 0 Associate degree 0 Bachelor s degree 14 $71,038 $65,250 $73,500 $77,750 20% Master s degree 2 $85,000 $80,000 $85,000 $90,000 38% Doctorate 0 Other, please specify 0 Designations FAHP 0 CFRE 1 $70,000 $70,000 $70,000 $70,000 N/A Other 0 None 12 $73,794 $69,500 $75,710 $78,231 24% Years in health care fundraising Less than five years 11 $69,126 $63,500 $75,000 $76,710 33% 5 8 years 3 $79,716 $75,000 $78,000 $83,574 N/A 9 15 years 1 $95,000 $95,000 $95,000 $95,000 N/A More than 15 years 1 $70,000 $70,000 $70,000 $70,000 N/A Region Northeast 2 $70,000 $67,500 $70,000 $72,500 14% South 6 $70,077 $61,900 $71,000 $75,314 1% Midwest 2 $77,500 $77,250 $77,500 $77,750 58% West 6 $74,845 $68,250 $76,500 $78,693 7% Institution/ Organization Academic setting 3 $63,600 $61,400 $63,600 $65,800 N/A Children s hospital 4 $65,613 $59,920 $72,000 $74,500 N/A Community institution 17 $75,499 $68,000 $75,000 $78,462 23% Long-term care facility 0 Not-for-profit health organization 2 $71,250 $67,875 $71,250 $74,625 2% Public or governmental hospital 1 N/A N/A N/A N/A N/A Specialty institution 0 Consulting firm or organization 0 I am currently a student 0 Other 0 AHP SALARY REPORT USA,

45 ANNUAL GIVING OFFICER Count Mean Q1 Median Q3 Median % Change Foundation s Operating Budget $500,000 or less 4 $69,000 $66,000 $70,000 $72,500 N/A $500,001 $1,000,000 1 $78,000 $78,000 $78,000 $78,000 N/A $1,000,001 $5,000,000 3 $62,130 $54,985 $62,130 $69,274 16% More than $5,000,000 4 $74,768 $65,750 $72,462 $81,480 1% Bed Size FTE Staff Development Office 200 beds or less 4 $68,300 $61,300 $68,500 $75,500 12% beds 4 $71,333 $68,000 $70,000 $74,000 10% 400 or more beds 3 $63,086 $56,420 $65,000 $70,710 0% Fewer than 5 5 $72,600 $70,000 $75,000 $78,000 15% $67,912 $62,600 $72,000 $75,710 31% 10 or more 4 $80,000 $72,500 $77,000 $86,000 15% Years in Position Less than five years 22 $71,359 $64,625 $71,500 $76,855 N/A 5 8 years 3 $76,000 $75,000 $78,000 $78,000 N/A 9 15 years 2 $70,000 $70,000 $70,000 $70,000 N/A More than 15 years 0 People Supervised None 18 $68,747 $64,250 $70,000 $75,750 24% Less than 3 4 $86,000 $81,500 $86,000 $90,500 14% $74,549 $67,250 $70,000 $79,574 N/A 10 or more 0 Number of Work Areas One area 10 $67,553 $66,000 $68,000 $77,000 17% 2 4 areas 15 $73,297 $64,750 $72,000 $77,210 18% 5 6 areas 2 $76,500 $75,750 $76,500 $77,250 9% 7 or more areas 0 AHP SALARY REPORT USA,

46 MAJOR GIFTS OFFICER Count Mean Q1 Median Q3 Median % Change United States 35 $91,992 $77,000 $92,000 $100,000 1% Age Younger than $85,516 $75,500 $85,345 $92,500 4% $104,605 $92,825 $100,000 $118,000 12% 50 or older 11 $87,262 $76,000 $84,678 $95,180 18% Gender Female 25 $95,496 $82,000 $94,000 $107,000 1% Male 8 $84,041 $74,750 $88,339 $92,413 4% Prefer not to answer 1 $77,000 $77,000 $77,000 $77,000 Education High school diploma 0 Some college 0 Technical school 0 Associate degree 1 $72,000 $72,000 $72,000 $72,000 N/A Bachelor s degree 24 $91,502 $77,000 $92,000 $100,000 2% Master s degree 10 $96,016 $87,992 $92,000 $108,131 6% Doctorate 0 Other, please specify 0 Designations FAHP 0 CFRE 5 $101,603 $92,000 $93,650 $107,000 4% Other 2 $84,500 $80,750 $84,500 $88,250 26% None 28 $91,100 $76,000 $90,000 $100,000 2% Years in health care fundraising Less than five years 17 $87,227 $77,000 $90,000 $94,000 5% 5 8 years 9 $96,581 $75,750 $92,825 $116,500 N/A 9 15 years 4 $105,592 $101,092 $107,000 $111,500 N/A More than 15 years 5 $91,768 $75,000 $100,000 $100,000 N/A Region Northeast 7 $94,954 $83,339 $92,000 $105,000 11% South 10 $90,858 $83,366 $90,000 $95,360 6% Midwest 6 $87,886 $78,081 $89,662 $93,238 5% West 9 $94,444 $76,000 $100,000 $107,000 2% Institution/ Organization Academic setting 18 $95,222 $79,500 $92,000 $107,000 12% Children s hospital 6 $97,092 $88,342 $90,000 $98,750 9% Community institution 16 $88,519 $86,509 $92,825 $94,750 8% Long-term care facility 0 Not-for-profit health organization 1 $72,000 $72,000 $72,000 $72,000 16% Public or governmental hospital 1 $68,000 $68,000 $68,000 $68,000 N/A Specialty institution 2 $95,000 $85,000 $95,000 $105,000 19% Consulting firm or organization 0 I am currently a student 0 Other 2 $93,921 $84,960 $93,921 $102,881 N/A AHP SALARY REPORT USA,

47 MAJOR GIFTS OFFICER Count Mean Q1 Median Q3 Median % Change Foundation s Operating Budget $500,000 or less 1 $76,000 $76,000 $76,000 $76,000 N/A $500,001 $1,000,000 3 $82,167 $69,750 $72,000 $89,500 13% $1,000,001 $5,000,000 8 $90,730 $82,750 $93,000 $96,250 3% More than $5,000,000 9 $97,707 $83,366 $92,000 $115,000 4% Bed Size FTE Staff Development Office 200 beds or less 9 $84,056 $76,000 $82,000 $92,000 1% beds 8 $83,421 $74,250 $80,183 $90,500 13% 400 or more beds 10 $96,948 $93,650 $95,000 $100,000 3% Fewer than 5 11 $85,472 $74,000 $90,000 $93,825 N/A $89,286 $76,000 $92,000 $97,500 8% 10 or more 14 $97,943 $83,092 $94,500 $110,631 1% Years in Position Less than five years 31 $88,244 $76,750 $88,662 $95,090 N/A 5 8 years 12 $100,169 $87,683 $100,000 $116,421 N/A 9 15 years 0 More than 15 years 0 People Supervised None 35 $90,550 $76,750 $91,000 $97,750 7% Less than 3 9 $94,887 $83,331 $89,662 $89,662 18% $115,000 $115,000 $115,000 $115,000 5% 10 or more 0 Number of Work Areas One area 34 $94,952 $82,683 $92,000 $103,500 7% 2 4 areas 9 $89,456 $76,000 $88,325 $97,250 5% 5 6 areas 4 $73,393 $67,750 $68,000 $76,339 19% 7 or more areas 0 AHP SALARY REPORT USA,

48 APPENDIX ADDITIONAL DEMOGRAPHICS Which of the following best describes your current employment status? If you work for multiple employers, please answer in terms of the organization that represents the greatest percentage of your working hours. (N=433) Full-time paid employment (35 or more hours per week) 97% Self-employed (less than 35 hours per week) 0% Part-time paid employment (less than 35 hours per week) 2% Other form of paid employment (e.g., per diem or contract work) 0% Not currently in paid employment, but seeking work 0% Self-employed (35 or more hours per week) 1% Not currently in paid employment, not seeking work and/or retired 0% In which of the following areas do you work? Please select all that apply. (N=303) Annual Giving Major Giving Corporate & Foundation Giving Planned Giving 47% 57% 36% 30% 16% 39% 30% 39% 19% Public Support Special Events Management Staff Management Foundation Other AHP SALARY REPORT USA,

49 Please choose the job title that best describes your current position. (N = 303) Administrative Assistant...1% Annual Giving Officer...6% Campaign Officer...1% Chief Development Officer...4% Chief Financial Officer...0% Chief Operating Officer...1% Database Manager...2% Development Coordinator...2% Development Officer...9% Director of Development...16% Donor Relations Coordinator...1% Executive Director...13% Grant Writer...1% Human Resources...0% Major Gifts Officer...10% Planned Giving Officer...1% President/CEO...6% Prospect Researcher...0% Special Events Officer...1% Vice President...7% Philanthropy Operations...2% Other...15% What is the average tenure of your: Years Annual Giving Officer (N = 42) Campaign Officer (N = 9) Chief Development Officer (N = 32) Chief Financial Officer (N = 32) Chief Operating Officer (N = 15) Database Manager (N = 46) Development Coordinator (N = 28) Development Officer (N = 25) Director of Development (N = 30) Donor Relations Coordinator (N = 23) Executive Director (N = 42) Grant Writer (N = 27) Human Resources (N = 7) Major Gifts Officer (N = 38) Planned Giving Officer (N = 18) President/CEO (N = 36) Prospect Researcher (N = 17) Special Events Officer (N = 40) Vice President (N = 29) How many years have you been in your current position? (N = 441) Less than five years...63% 5 8 years...20% 9 15 years...10% More than 15 years...7% Unsure...0% Please indicate the total number of employees that report directly or indirectly to you. Direct reports are employees you directly supervise/manage. Indirect reports are employees that are supervised/managed by one of your direct reports. Total number of employees reporting directly to you (N = 445)... 2 Total number of employees reporting indirectly to you (N = 397)... 5 On average, approximately how many hours......are you scheduled to work in a typical work week, including days/hours where you work remotely? (N = 440) Less than 40 hours...11% hours...79% hours...6% hours...2% hours...0% hours...0% 65 hours or more...1% Unsure...1%...do you work in a typical work week, including days/hours where you work remotely? (N = 438) Less than 40 hours...12% hours...35% hours...26% hours...16% hours...7% hours...2% 65 hours or more...2% Unsure...1% AHP SALARY REPORT USA,

50 Is your institution/organization part of a health care system? (N = 422) Yes...75% No...24% Unsure...1% Which type of system do you work for? (N = 325) Local system...30% Regional system...56% National system...12% Unsure...1% Not applicable...1% Which of the following best describes your institution/organization? (N = 443) Academic setting (e.g., university-based medical center, medical school, teaching hospital)...22% Children s hospital...7% Community institution (e.g., hospital, medical center)...48% Long-term care facility (e.g., nursing home, assisted-living facility)...1% Not-for-profit health organization (e.g., visiting nurses, hospice)...7% Public or governmental hospital...2% Specialty institution (e.g., psychiatric institution, rehabilitation hospital, hospice)...3% Consulting firm or organization...2% I am currently a student...0% Other, please specify...7% What best describes the setting of your place of employment? If your institution/ organization has multiple locations, please select the one that best describes where you currently work. (N = 441) Rural...19% Suburban...28% Urban...52% Unsure...1% How many years of experience do you have in health care fundraising? (N = 298) Less than five years...35% 5 8 years...18% 9 15 years...18% More than 15 years...29% Unsure...0% When do you plan to leave your current position? (N = 299) Less than five years from now...45% In 5 8 years...18% In 9 15 years...9% More than 15 years from now...8% Unsure...18% When do you plan to retire? (N = 298) Less than five years from now...9% In 5 8 years...17% In 9 15 years...20% More than 15 years from now...49% Unsure...4% Do you have any fundraising designations? Please select all that apply. (N = 303) CFRE...25% FAHP...3% Other, please specify...6% None...70% In which state do you work? (N = 278) Alabama...1% Alaska...0% Arizona...3% Arkansas...1% California...12% Colorado...5% Connecticut...1% Delaware...1% Florida...6% Georgia...1% Hawaii...0% Idaho...1% Illinois...6% Indiana...1% Iowa...2% Kansas...1% Kentucky...0% Louisiana...1% Maine...1% Maryland...4% Massachusetts...3% Michigan...4% Minnesota...2% Mississippi...1% Missouri...2% AHP SALARY REPORT USA,

51 Montana...0% Nebraska...0% Nevada...0% New Hampshire...0% New Jersey...5% New Mexico...0% New York...5% North Carolina...2% North Dakota...0% Ohio...4% Oklahoma...1% Oregon...1% Pennsylvania...4% Rhode Island...0% South Carolina...1% South Dakota...0% Tennessee...3% Texas...5% Utah...3% Vermont...0% Virginia...2% Washington...1% Washington, D.C....0% West Virginia...0% Wisconsin...2% Wyoming...1% What is your highest level of education? (N = 298) High school diploma...0% Some college...3% Technical school...0% Associate degree...2% Bachelor s degree...53% Master s degree...37% Doctorate...4% Other, please specify...1% What is your year of birth? (N = 288) % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % % AHP SALARY REPORT USA,

52 Please indicate the race or ethnicity with which you most closely identify: (N = 297) African-American / Black...2% Asian / Asian-American...2% Biracial/Multiracial...1% Caucasian / White...89% Hispanic...3% Middle Eastern...1% Native American / Alaskan Native...0% Non-White Hispanic...0% Pacific Islander / Native Hawaiian...0% Prefer not to answer...3% What is your gender? (N = 300) Female...73% Male...25% Not listed, please specify...0% Prefer not to answer...2% POSITION DESCRIPTIONS Executive Director: This position is responsible for directing fundraising, community awareness and other initiatives of the Foundation and for promoting support for the Foundation and Hospital in the community. He/she assures funds are raised and utilized in accordance with applicable laws, regulations and donor s wishes. Responsible for the comprehensive development, implementation, administration and evaluation of the Foundation and fundraising efforts, creating campaigns and programs to fund capital needs and service growth, education and capital reserves through annual campaigns, planned giving, endowment campaigns, special events, capital development and community relations. Manages the daily activities of the Foundation, develops and recruits volunteer leaders. President/CEO: Responsible for leadership and management of the foundation. The President/ CEO reports to and works in partnership with the Administrator of the Hospital and the Foundation board of directors and is responsible for developing and managing the organization s budget, developing and supervising a paid staff. Vice President: This position is accountable for planning, organizing and directing all aspects of philanthropic development for the organization consistent with the Mission, Vision and values of the health care organization. The Vice President assists the President/ CEO of the foundation and serves on the senior management team. Chief Development Officer: The CDO will have bottom line responsibility for leading and managing all operational and administrative aspects of the organization. You will be responsible for a comprehensive array of administrative services and operations overseeing all activities pertaining to communications, information technology, human resources, recruiting and hiring, facilities management, legal affairs and other foundation operations that are required to effectively and efficiently support the organization s programs, research and development. The CDO will be responsible for organizing, operating, and staffing all operations except those reporting to the CEO. Chief Financial Officer: The CFO manages the Foundation s treasury, financial management, and accounting functions. As a member of senior management, the CFO participates in developing broad organizational goals, objectives and policies. The CFO is responsible for accurate and timely accounting and financial reporting for the Foundation, as well as establishing and maintaining a strong system of internal controls. AHP SALARY REPORT USA,

53 Chief Operating Officer: This position will be responsible for the development of foundation s financial management strategy and contribute to the development of the organization s strategic goals. In addition to the strategic components, the COO will be charged with developing and implementing more sophisticated policies and procedures both in the finance and general operational realms. Director of Development: Responsible for the planning and implementation of programs, projects and activities designed to seek, receive and administer charitable contributions to the Foundation for the benefit of the Hospital. Plans and executes the Foundation s annual giving program; works with Executive Director and Board of Directors to plan programs and events designed to increase the awareness of and solicitations of the Foundation; supervises Foundation administrative support staff and manages internal operations for gift receiving, receipting, acknowledging and recording; oversees computer network systems for support of Foundation programs; assists Executive Director in planning and conducting planned giving solicitations. Development Officer: Advances the mission of the Hospital by increasing the level of involvement and philanthropic commitment of patients and people in the Hospital s service area. This professional position functions as a fundraising generalist with particular emphasis given to the cultivation and solicitation of annual gifts; the grateful patient program; database growth and the management of its integrity; and special events. Annual Giving Officer: Organizes and develops a sustaining gifts program including direct mail, membership and commemorative gifts. Coordinates ongoing donor cultivation, donor recognition and fundraising events. Oversees the accurate recording, reporting and managing of all donor information. Presents annual giving results to Foundation Board of Trustees periodically. Major Gifts Officer: Develops and implements cultivation strategies for assigned prospects with the ultimate goal of closing the gift. Manages a pool of 100 top prospects. Identifies new volunteer and financial support opportunities from patients and friends with the goal of expanding the number of viable qualified major gift donors for the Hospital. As a part of the professional development staff, assists with the institution s efforts to develop significant growth from major gifts. In consultation with the Director, provides personalized stewardship to assigned donors. Planned Giving Officer: Utilizes knowledge of planned gifts to independently provide donors with specific information on gifting instruments including annuities, trusts, and bequests as well as methods of funding including cash, securities, and real estate. Recruits, coordinates, supports and manages the volunteer advisory committee for Planned Gifts. Facilitates and organizes the mail program to educate prospective planned gift donors. Maintains planned gift data on all planned gifts and expectancies currently in place. Grant Writer: Duties include performing research utilizing primarily the Internet, but also paper research on grant funds available from public and private sources. He/she will also be responsible for researching, writing, and submitting grant applications for health related projects. Provides personal outreach to funding sources as appropriate. Administrative Assistant: The incumbent serves as the assistant to the Executive Director of the Foundation, which requires a substantial amount of independent judgment and individual action. Responsibilities including Board, volunteer, meeting, travel and correspondence coordination are exercised under pressure of deadlines from multiple sources characteristic of a sophisticated, comprehensive fundraising program. Development Coordinator: This position is responsible for the managing and coordinating all office activities and events for the Foundation including transmittals for deposits, correspondence, gift acknowledgments and management of the donor database. The Development Coordinator is accountable for ensuring that mission values are translated and integrated into daily work performance and relationships. AHP SALARY REPORT USA,

54 Campaign Officer: This position is responsible for designing, implementing, and coordinating campaigns to successfully achieve established long-term giving objectives. Prospect Researcher: Develop and implement research methodologies that facilitate identifying prospective donors who have the capacity and potential to provide major gifts to the Foundation. Oversee the records management of donor information within donor database. Coordinate and supervise all prospect research activities using online and hard copy sources. Develop and maintain a system of prospect research and management through effective donor database utilization for the support of campaigns at the organization. Special Events Officer: Coordinates and supervises Foundation special events. Responsible for reporting results of events. Database Manager: Responsible for all donor information in the computer system assuring accuracy of all additions, changes, and deletions. Supervises daily data input, edits, and postings of all daily contributions. Responsible for providing all necessary analytical reports. Is responsible for the development network of computers and printers assuring that all are maintained in the highest working order. Coordinates the selection of data in preparation of mailings ensuring accuracy of data and oversees the production of all on-site production of letters, envelopes, mailing labels, and other data required in special formats. Responsible for the prospect management system, including all identification and tracking of major donors. Works with appropriate Program Managers to ensure that cultivation/solicitation schedule is met. Donor Relations Coordinator: Supports fundraising programs by developing and maintaining an ongoing program to cultivate, service and recognize current donors and solicit new donors through special programs and events. Monitors admissions of major donors to the hospital and arranges to visit. Updates donor recognition on a regular basis and maintains donor walls. AHP SALARY REPORT USA,

55 SURVEY INSTRUMENT 1. Which of the following best describes your current employment status? If you work for multiple employers, please answer in terms of the organization that represents the greatest percentage of your working hours. Full-time paid employment (35 or more hours per week) Part time paid employment (less than 35 hours per week) Self-employed (35 or more hours per week) Self-employed (less than 35 hours per week) Other form of paid employment (e.g., per diem or contract work) Not currently in paid employment, but seeking work Not currently in paid employment, not seeking work and/or retired 2. How long have you been unemployed, but looking for work? 3 months or less 4 6 months 7 9 months months 1 2 years 3 4 years Longer than 4 years Unsure 3. In which of the following areas do you work? Please select all that apply. Annual Giving Major Giving Corporate & Foundation Giving Planned Giving Public Support Special Events Management Staff Management Foundation Other, please specify 4. Please choose the job title that best describes your current position. Administrative Assistant Annual Giving Officer Campaign Officer Chief Development Officer Chief Financial Officer Chief Operating Officer Database Manager Development Coordinator Development Officer Director of Development Donor Relations Coordinator Executive Director Grant Writer Human Resources Major Gifts Officer Philanthropy Operations Planned Giving Officer President/CEO Prospect Researcher Special Events Officer Vice President Other, please specify 5. What is the average tenure of your: Please respond in years. If you are unsure, please leave blank. Annual Giving Officer Campaign Officer Database Manager Chief Development Officer _ Chief Financial Officer _ Chief Operating Officer _ Development Coordinator Development Officer Executive Director Grant Writer Human Resources Director of Development _ Donor Relations Coordinator _ Major Gifts Officer Planned Giving Officer President/CEO Prospect Researcher Special Events Officer Vice President AHP SALARY REPORT USA,

56 6. How many years have you been in your current position? Less than five years 5 8 years 9 15 years More than 15 years Unsure 7. Please indicate the total number of employees that report directly or indirectly to you. Direct reports are employees you directly supervise/manage. Indirect reports are employees that are supervised/managed by one of your direct reports. Example: You have 2 employees that report directly to you. One of these positions has 6 employees that fall under his/her span of control. This means you have 2 direct reports, and 6 indirect reports. Total number of employees reporting directly to you Total number of employees reporting indirectly to you 8. On average, approximately how many hours: Are you scheduled to work in a typical work week, including days/hours where you work remotely? Do you work in a typical work week, including days/hours where you work remotely? Dropdown List Less than 40 hours hours hours hours hours hours 65 hours or more Unsure 9. Is your institution/organization part of a healthcare system? Yes No Unsure 10. Which type of system do you work for? Local system Regional system National system Unsure Not applicable AHP SALARY REPORT USA,

57 11. Which of the following best describes your institution/organization? Academic setting (e.g., university-based medical center, medical school, teaching hospital) Children s hospital Community institution (e.g., hospital, medical center) Long-term care facility (e.g., nursing home, assisted-living facility) Not-for-profit health organization (e.g., visiting nurses, hospice) Public or governmental hospital Specialty institution (e.g., psychiatric institution, rehabilitation hospital, hospice) Consulting firm or organization I am currently a student Other, please specify 12. What best describes the setting of your place of employment? If your institution/organization has multiple locations, please select the one that best describes where you currently work. Rural Suburban Urban Unsure 13. In which country is your organization located? 14. What is your foundation s current operating budget? 15. How many staffed beds do you have for inpatient care, as reported to the American Hospital Association (AHA)? 16. What is your institution s/organizations net patient revenue? 17. How many full-time staff, including yourself, work in your development office? Full-time equivalent professionals Full-time equivalent clerical/support staff 18. What is your base annual salary as of July 1, 2018 (excluding benefits and bonuses)? 19. Does your organization use set salary ranges across the organization that groups similar positions together for determining compensation (i.e., salary pay grades or schedules that determine what an employee of a particular position should make, typically within a range)? Yes No Unsure 20. How do you feel your salary compares to other employees at the same level in your organization/institution? My salary is substantially higher than other employees at my level My salary is moderately higher than other employees at my level My salary is comparable to other employees at my level My salary is moderately lower than other employees at my level My salary is substantially lower than other employees at my level Unsure AHP SALARY REPORT USA,

58 21. From , what was the percentage increase in base salary that you received? I did not receive a percentage increase in base salary this year 2% or less 3% 4% 5% 6% 7% 8% 9% 10% More than 10% Unsure 22. Which of the following are reasons why you were awarded an increase in your base salary from ? Please select all that apply. Attainment of organization s national recognition Attainment of individual certification Meeting individual performance measures Meeting departmental performance measures Meeting organizational performance measures Customer or patient satisfaction surveys Increase to keep up with cost of living Promotion Other, please specify Unknown 23. Are you currently eligible for an incentive or bonus award? Yes, discretionary (bonus is not based on defined metrics) Yes, non-discretionary (bonus is paid based on the achievement of defined metrics/outcomes) Eligible for both discretionary and non-discretionary bonus Not eligible for incentive or bonus Unsure 24. How large was your last bonus award (discretionary and non-discretionary) as a percentage of your 2017 base salary? I did not receive an incentive or bonus award in % 2.5% 2.6% 5.0% 5.1% 7.5% 7.6% 10.0% 10.1% 20.0% 20.1% 30.0% Over 30.0% Not Sure 25. Are you eligible for paid overtime? Yes No Unsure 26. Does your organization use set salary ranges across the organization that groups similar positions together for determining compensation (i.e., salary pay grades or schedules that determine what an employee of a particular position should make, typically within a range)? Yes No Unsure 27. From , what was the average percentage increase in base salary that development professionals received at your institution/organization? 2% or less 3% 4% 5% 6% 7% 8% 9% 10% More than 10% Unsure AHP SALARY REPORT USA,

59 28. Which of the following are reasons why development professionals are awarded an increase in base salary at your institution/organization? Please select all that apply. Attainment of organization s national recognition Attainment of individual certification Meeting individual performance measures Meeting departmental performance measures Meeting organizational performance measures Customer or patient satisfaction surveys Increase to keep up with cost of living Promotion Other, please specify Unknown 29. Are development professionals at your institution/organization eligible for an incentive or bonus award? Yes, discretionary (bonus is not based on defined metrics) Yes, non-discretionary (bonus is paid based on the achievement of defined metrics/outcomes) Eligible for both discretionary and non-discretionary bonus Not eligible for incentive or bonus Unsure 30. What is the average bonus award (discretionary and non-discretionary) as a percentage of base salary awarded to development professionals at your institution/organization? 0.1% 2.5% 2.6% 5.0% 5.1% 7.5% 7.6% 10.0% 10.1% 20.0% 20.1% 30.0% Over 30.0% Not Sure 31. Are development professionals eligible for paid overtime? Yes No Unsure 32. How are your paid days off from work structured? Paid time off (PTO): a pre-determined amount of time that can be used as vacation, sick-time, or other unspecified time off Separate amounts of vacation and sick-leave time Unsure I do not receive paid days off 33. How many paid days off do you receive annually in the following categories (excluding paid holidays)? Paid time off (PTO) Other paid time 34. How many paid days off do you receive annually in the following categories (excluding paid holidays)? Paid vacation Paid sick time Other paid time AHP SALARY REPORT USA,

60 35. Please indicate the benefits offered to you by your institution. Please select all that apply. Medical insurance/group plan Medical savings account Dental insurance/group plan Vision coverage Life insurance Retirement plan Long-term disability Short-term disability Child daycare Time off for child care or elder care Employee assistance or wellness program Profit sharing Education/professional development assistance Professional association memberships Adoption assistance Auto Allowance Smartphone Laptop or tablet Flexible work arrangements (e.g. telecommuting) Flexible schedule (e.g., arriving at 6am and leaving at 2pm) Business Travel Accident Insurance Defined Contribution Retirement Plan Defined Benefit Retirement Plan Pet insurance Parking/travel stipend Other, please specify 36. Are there any other innovative practices or benefits your employer uses to attract candidates? 37. In considering employment, what features are most important to you? Please rank the items below according to their importance. Cash compensation (salary plus any bonuses) Paid time off Ability to work from home Flexible working hours Opportunities for professional development/education 38. How are your employer-provided benefits paid? Employee pays full cost Employer pays full cost Costs are shared between employee and employer Unsure/Not applicable 39. What were some challenges you faced when entering the field? Please select all that apply. Lack of peer network Establishing relationships with trusted partners Demonstrating qualifications Lack of experience Building a customer base Finding the time Cost Other, please specify AHP SALARY REPORT USA,

61 40. How satisfied or dissatisfied are you with the following aspects of your job? Very Somewhat Not very Not at all Unsure/ satisfied satisfied satisfied satisfied not applicable Your job overall Your compensation Your benefits Decision to work in health care fundraising Area(s) of responsibility Amount of authority you have in your job Opportunity for growth Job security Relationship with your direct supervisor Relationship with your co-workers Relationship with those you manage Recognition for the work you do The level of joy and meaning you find in your job 41. Considering your experience in health care fundraising to date, how likely would you be to recommend health care fundraising to a colleague or new graduate entering the field? 42. Please indicate your level of agreement or disagreement with the following statements: Completely Somewhat Neither agree Somewhat Completely disagree disagree nor disagree agree agree My profession/field is changing quickly compared to other fields I view my job purely as a necessity of life, much like eating and sleeping I am proud to be a part of my profession/field I am very optimistic about the state of my profession/field today I am very optimistic about the future of my profession/field Staff in my department are at least as diverse as the donors we serve My organization implements specific hiring practices and policies that are intended to foster a diverse staff AHP SALARY REPORT USA,

62 43. What are the three most important reasons why you have stayed at your current place of employment? This is the best opportunity for me I enjoy my work environment I am satisfied with my responsibilities I enjoy my coworkers Job stability My hours and/or flexibility of work schedule My benefits My compensation Vacation or sick time Casual work environment Convenience of my work location Current economic environment Low-stress work environment Opportunity to work from home Opportunity for advancement Opportunity for professional growth Relationship with interdisciplinary team I find joy and meaning in my work Other, please specify I am currently searching for other work 44. Please rate your level of agreement or disagreement with the following statements. Completely Somewhat Neither agree Somewhat Completely disagree disagree nor disagree agree agree My organization has difficulty recruiting applicants for development positions My organization has difficulty retaining development professionals Development professionals vary significantly in their level of skill and competency My organization is highly selective when hiring development professionals My organization implements specific hiring practices and policies that are intended to foster a diverse staff 45. How important is each of the following when assessing an applicant for an open position in your organization? (Scale 1 5, 1 = not at all important and 5 = extremely important) Education Work experience in the field _ Credential in an area of expertise _ Soft skills (communication skills, presentation skills, etc.) _ Problem-solving ability _ Technical Skills _ Scientific knowledge _ Professional ethics/values 46. What do you think will be the critical competencies or skills development professionals will need to have to be successful in the next five years? AHP SALARY REPORT USA,

63 47. How many years of experience do you have in health care fundraising? Less than five years 5 8 years 9 15 years More than 15 years Unsure 48. When do you plan to leave your current position? Less than five years from now In 5 8 years In 9 15 years More than 15 years from now Unsure 49. When do you plan to retire? Less than five years from now In 5 8 years In 9 15 years More than 15 years from now Unsure 50. Do you have any fundraising designations? Please select all that apply. CFRE FAHP Other, please specify None 51. In which state do you work? 52. What is your highest level of education? High school diploma Some college Technical school Associate degree Bachelor s degree Master s degree Doctorate Other, please specify 53. What is your year of birth? 54. Please indicate the race or ethnicity with which you most closely identify: African-American / Black Native American / Alaskan Native Asian / Asian-American Caucasian / White Hispanic Non-White Hispanic Middle Eastern Pacific Islander / Native Hawaiian Biracial/Multiracial Prefer not to answer 55. What is your gender? Female Male Not listed, please specify Prefer not to answer AHP SALARY REPORT USA,

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