BAF Analysis

The purpose of this analysis is to understand the variable effect of impact interactions on the likelihood of a partner to renew their partnership. Simply, which service levers matter more for partnership renewal.

Executive Summary

Methodological Considerations

  1. The data set consists of decisions from FY19 through March of FY22.

  2. Similar to previous analyses, we are primarily looking at the year leading up to a decision.

  3. We are not looking at ‘integrated’ partnerships. That is, we are focusing on utilization at the account where the renewal decision is made.

  4. Lastly, we are looking at unit renewal rates instead of $ renewal rates. This allows us to treat impact interactions equitably across partnerships.

Renewal by Decision Type

The below table should not come as a surprise. Opt Outs tend to perform very well while NNLOA can be quite mixed.

  1. Remember the Ratios: 49% for NNLOA, 93% for Opt Outs.
  2. Opt Outs perform exceedingly well, while NNLOA are hovering just below 50%.
Renewal Ratio by Decision Type
DecisionType N ATL Dropped Ratio Perc_Renewed
Need New LOA 154 75 79 0.9 48.7%
Opt Out 42 39 3 13.0 92.9%
Total 196 114 82 1.4 58.2%

Renewals by Decision Type and Year

Since we are combining multiple years of data, we will frequently take a look at whether there are differences across the years.

  1. NNLOA - Solid increase in renewal rate FY20
  2. Opt Outs increased in renewal rate across the time span, with FY22 being perfect.
Renewal Ratio by Decision Type
DecisionType FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 2019 16 8 8 1.0 50.0%
Need New LOA 2020 56 21 35 0.6 37.5%
Need New LOA 2021 62 32 30 1.1 51.6%
Need New LOA 2022 20 14 6 2.3 70.0%
Opt Out 2019 8 7 1 7.0 87.5%
Opt Out 2020 14 13 1 13.0 92.9%
Opt Out 2021 12 11 1 11.0 91.7%
Opt Out 2022 8 8 0 Inf 100.0%
Total NA 196 114 82 1.4 58.2%
Renewal Rate by Account Segment
  1. Selectives and Large P&P represent most of the decisions.
  2. Selectives the strongest performers, followed by Large P&P.
  3. Canada weaker than what we’ve seen elsewhere.
  4. Regionals Privates are abysmal, but the N is low and there are likely very few left for BAF standalone.
Renewal Ratio by Account Segment
AccountSegment N ATL Dropped Ratio Perc_Renewed
Canada 16 7 9 0.8 43.8%
Large Public & Private 77 49 28 1.8 63.6%
Regional Private 17 1 16 0.1 5.9%
Regional Public 29 17 12 1.4 58.6%
Selective 57 40 17 2.4 70.2%
Renewal Rate by Account Segment & Fiscal Year
  1. Large P&P had a nadir in FY20 with a strong bounce back and an even stronger FY22.
  2. Selectives were steady from FY19-21, and have had incredible FY22.
  3. Canada across the past 2 FYs has been driving the lower numbers: FY19-20 were stronger.
  4. Regional Public performance over the past two FYs has been stronger!
Renewal Ratio by Account Segment
AccountSegment FiscalYear N ATL Dropped Ratio Perc_Renewed
Canada 2019 2 1 1 1.0 50.0%
Canada 2020 7 4 3 1.3 57.1%
Canada 2021 5 2 3 0.7 40.0%
Canada 2022 2 0 2 0.0 0.0%
Large Public & Private 2019 10 7 3 2.3 70.0%
Large Public & Private 2020 25 13 12 1.1 52.0%
Large Public & Private 2021 29 18 11 1.6 62.1%
Large Public & Private 2022 13 11 2 5.5 84.6%
Regional Private 2019 2 0 2 0.0 0.0%
Regional Private 2020 7 0 7 0.0 0.0%
Regional Private 2021 7 1 6 0.2 14.3%
Regional Private 2022 1 0 1 0.0 0.0%
Regional Public 2019 4 3 1 3.0 75.0%
Regional Public 2020 10 3 7 0.4 30.0%
Regional Public 2021 14 10 4 2.5 71.4%
Regional Public 2022 1 1 0 Inf 100.0%
Selective 2019 6 4 2 2.0 66.7%
Selective 2020 21 14 7 2.0 66.7%
Selective 2021 19 12 7 1.7 63.2%
Selective 2022 11 10 1 10.0 90.9%
Renewal by Decision Type & Segment
  1. Across all of the segments, NNLOA and Opt Outs perform remarkably different.
  2. Opt Outs typically represent a small % of the total number of decisions.
Renewal Ratio by Account Segment
AccountSegment DecisionType N ATL Dropped Ratio Perc_Renewed
Canada Need New LOA 13 5 8 0.6 38.5%
Canada Opt Out 3 2 1 2.0 66.7%
Large Public & Private Need New LOA 59 32 27 1.2 54.2%
Large Public & Private Opt Out 18 17 1 17.0 94.4%
Regional Private Need New LOA 17 1 16 0.1 5.9%
Regional Public Need New LOA 22 11 11 1.0 50.0%
Regional Public Opt Out 7 6 1 6.0 85.7%
Selective Need New LOA 43 26 17 1.5 60.5%
Selective Opt Out 14 14 0 Inf 100.0%
CRP Inclusion

No CRPs! Took them out.

Renewal Ratio by CRP Inclusion
GRP3-4 N ATL Dropped Ratio Perc_Renewed
0 196 114 82 1.4 58.2%
Impact Interaction Volume Histogram
  1. Excluding Regional Privates, which are low N and behave different from a renewal perspective.
  2. Central tendency increased to about 3.6. A lot of the mass looks like it is between 1 and 4.
  3. There is long tail with heavy utilizers.
  4. There is also a decent number of lower utilizers.

Impact Interaction Volume Histogram Split by Decision
  1. Super users definitively renew at a pretty high rate.
  2. Lower utilization still has some partners who renew, but definitely want to avoid 0 or 1.
  3. Appears to be around 4+ or 6+ where the value really kicks in.

Impact Interaction Volume Histogram Split by Pool Date FY
  1. Many of the high bars are comprised of multiple FY decisions, which can provide some measure of comfort in making conclusions which are more general.
  2. 0-1 seems mostly comprised of FY20 and FY21.
  3. FY22 has pretty good utilization, distributed mostly 2-6.

Renewal by Interaction Volume and Decision Type, Unbinned
  1. [NNLOA] 4+ continues to look good.
Renewal Ratio by Impact Interaction Volume
DecisionType II_Credited_Volume N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 15 6 9 0.7 40.0%
Need New LOA 1 19 4 15 0.3 21.1%
Need New LOA 2 25 11 14 0.8 44.0%
Need New LOA 3 18 7 11 0.6 38.9%
Need New LOA 4 16 11 5 2.2 68.8%
Need New LOA 5 12 6 6 1.0 50.0%
Need New LOA 6 13 11 2 5.5 84.6%
Need New LOA 7 6 6 0 Inf 100.0%
Need New LOA 8 6 6 0 Inf 100.0%
Need New LOA 9 2 1 1 1.0 50.0%
Need New LOA 10 2 2 0 Inf 100.0%
Need New LOA 11 2 2 0 Inf 100.0%
Need New LOA 13 1 1 0 Inf 100.0%
Opt Out 0 1 1 0 Inf 100.0%
Opt Out 1 2 2 0 Inf 100.0%
Opt Out 2 8 7 1 7.0 87.5%
Opt Out 3 6 6 0 Inf 100.0%
Opt Out 4 5 5 0 Inf 100.0%
Opt Out 5 5 4 1 4.0 80.0%
Opt Out 6 7 6 1 6.0 85.7%
Opt Out 7 2 2 0 Inf 100.0%
Opt Out 8 3 3 0 Inf 100.0%
Opt Out 9 1 1 0 Inf 100.0%
Opt Out 10 1 1 0 Inf 100.0%
Opt Out 11 1 1 0 Inf 100.0%
Renewal by Impact Interaction Volume and Decision Type, (Binned)

Adjusted the binning to better capture the high volume present in BAF.

  1. [NNLOA] Increased impact interaction volume does tend to be associated with increased likelihood to renew.
  2. [NNLOA] 4+ is again confirmed.
  3. [Opt Out] Unit rate wobbles but there is not much to glean.
Renewal Ratio by Impact Interaction Volume (Binned)
DecisionType II_Volume_Bins N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 15 6 9 0.7 40.0%
Need New LOA 1 19 4 15 0.3 21.1%
Need New LOA 2-3 43 18 25 0.7 41.9%
Need New LOA 4-6 41 28 13 2.2 68.3%
Need New LOA 7+ 19 18 1 18.0 94.7%
Opt Out 0 1 1 0 Inf 100.0%
Opt Out 1 2 2 0 Inf 100.0%
Opt Out 2-3 14 13 1 13.0 92.9%
Opt Out 4-6 17 15 2 7.5 88.2%
Opt Out 7+ 8 8 0 Inf 100.0%

Renewal by Impact Interaction Volume and Account Segment, (Binned)

  1. All but Canada have increasing renewal rates as interactions increase.
  2. Large P&P getting from 1 to 2+ is still meaningful!
  3. Selectives jump at 4+ is partly behind the above insight.
Renewal Ratio by Impact Interaction Volume (Binned)
AccountSegment II_Volume_Bins N ATL Dropped Ratio Perc_Renewed
Canada 0 1 1 0 Inf 100.0%
Canada 1 2 1 1 1.0 50.0%
Canada 2-3 8 3 5 0.6 37.5%
Canada 4-6 4 1 3 0.3 25.0%
Canada 7+ 1 1 0 Inf 100.0%
Large Public & Private 0 11 3 8 0.4 27.3%
Large Public & Private 1 7 3 4 0.8 42.9%
Large Public & Private 2-3 18 9 9 1.0 50.0%
Large Public & Private 4-6 28 21 7 3.0 75.0%
Large Public & Private 7+ 13 13 0 Inf 100.0%
Regional Public 0 1 0 1 0.0 0.0%
Regional Public 1 7 2 5 0.4 28.6%
Regional Public 2-3 8 4 4 1.0 50.0%
Regional Public 4-6 10 8 2 4.0 80.0%
Regional Public 7+ 3 3 0 Inf 100.0%
Selective 0 3 3 0 Inf 100.0%
Selective 1 5 0 5 0.0 0.0%
Selective 2-3 23 15 8 1.9 65.2%
Selective 4-6 16 13 3 4.3 81.2%
Selective 7+ 10 9 1 9.0 90.0%

Large P&P Renewal by Impact Interaction Volume (Binned) & Decision Type

  1. Seems to confirm that utilization does drive renewal for this segment…specifically for NNLOA.
  2. The 2-3, 4+ gap is large for NNLOA.
RLarge P&P Renewal Ratio by Decision Type & Impact Interaction Volume (Binned)
DecisionType II_Volume_Bins N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 11 3 8 0.4 27.3%
Need New LOA 1 5 1 4 0.2 20.0%
Need New LOA 2-3 14 5 9 0.6 35.7%
Need New LOA 4-6 19 13 6 2.2 68.4%
Need New LOA 7+ 10 10 0 Inf 100.0%
Opt Out 1 2 2 0 Inf 100.0%
Opt Out 2-3 4 4 0 Inf 100.0%
Opt Out 4-6 9 8 1 8.0 88.9%
Opt Out 7+ 3 3 0 Inf 100.0%

#####Simple Regression for Impact Interaction Volume

  1. The Estimate for Impact Interaction Volume is Positive -> increased consumption means increased likelihood to renew.
  2. This is statistically significant.
  Target_Binary
Predictors Odds Ratios CI p
(Intercept) 0.46 0.26 – 0.82 0.009
II Credited Volume 1.47 1.27 – 1.74 <0.001
Observations 179
R2 Tjur 0.156
Penetration by Event Grouping
  1. Expert Calls, Events, and SL Led are the highest penetration.
  2. Larger differences on Expert Calls and SL Led - Opt Outs are higher penetrated.

Reminder: 1. Experience = VIP Days & Collaboratives 2. Service = Benchmarking, Audits, Secret Shopper, Customer Research Projects, Market Insights, and Survey Walkthroughs 3. Expert Call = Expert Center, Benchmarking Walkthrough, Tool’s Walkthrough 4. SL Led = Research SL Impact, Evergreen Action, Exec Update, National Meeting Pre-wire 5. Research Interview = Research Initial & Scoping 6. Events = National Meeting, COVID Working Group 7. PLW/Onsite = Onsite, PLW

Percent of Renewals w/ At Least 1 Interaction in a Group
DecisionType Perc_Events Perc_Service Perc_SLLed Perc_ResearchInt Perc_PLW_Onsite Perc_Experience Perc_ExpertCall
Need New LOA 51.8% 10.2% 40.1% 31.4% 10.9% 8.8% 59.9%
Opt Out 47.6% 11.9% 66.7% 42.9% 19.0% 14.3% 73.8%
Renewal by Event Consumption
  1. [NNLOA] Compelling evidence for the value of events. 16% bump above the average w/o Regional Privates: 54%.
  2. [Opt Out] Marginal benefit - whether it is consumed or not.
Renewal Ratio by Event Consumption
DecisionType II_Events_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 66 24 42 0.6 36.4%
Need New LOA 1 71 50 21 2.4 70.4%
Opt Out 0 22 20 2 10.0 90.9%
Opt Out 1 20 19 1 19.0 95.0%
Renewal by Event Consumption Volume
  1. 1 seems to do create some lift, with more than 1 driving more value.

Renewal by Event, OT

  1. NNLOA: Consistently higher than not consuming, across the years.
  2. NNLOA: FY22 Performance has been very high. Although the gap between consuming and not consuming closed a little.
Renewal Ratio by Event Consumption
DecisionType II_Events_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 5 1 4 0.2 20.0%
Need New LOA 0 2020 35 12 23 0.5 34.3%
Need New LOA 0 2021 20 7 13 0.5 35.0%
Need New LOA 0 2022 6 4 2 2.0 66.7%
Need New LOA 1 2019 9 7 2 3.5 77.8%
Need New LOA 1 2020 14 9 5 1.8 64.3%
Need New LOA 1 2021 35 24 11 2.2 68.6%
Need New LOA 1 2022 13 10 3 3.3 76.9%
Opt Out 0 2019 3 2 1 2.0 66.7%
Opt Out 0 2020 10 10 0 Inf 100.0%
Opt Out 0 2021 5 4 1 4.0 80.0%
Opt Out 0 2022 4 4 0 Inf 100.0%
Opt Out 1 2019 5 5 0 Inf 100.0%
Opt Out 1 2020 4 3 1 3.0 75.0%
Opt Out 1 2021 7 7 0 Inf 100.0%
Opt Out 1 2022 4 4 0 Inf 100.0%
Renewal by Service Consumption
  1. [NNLOA] Low N. Not much lift above the average.
Renewal Ratio by Service Consumption
DecisionType II_Service_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 123 66 57 1.2 53.7%
Need New LOA 1 14 8 6 1.3 57.1%
Opt Out 0 37 34 3 11.3 91.9%
Opt Out 1 5 5 0 Inf 100.0%
Renewal by Service Consumption Volume
  1. Confirmatory - 1+. Only 1 ever get consumed, for the most part.

Renewal by Service Consumption, OT

  1. NNLOA: Spread evenly across the past 3 FYs. FY20/21 really driving the results. FY22, works in the opposite direction.
Renewal Ratio by Service Consumption
DecisionType II_Service_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 13 8 5 1.6 61.5%
Need New LOA 0 2020 43 18 25 0.7 41.9%
Need New LOA 0 2021 51 28 23 1.2 54.9%
Need New LOA 0 2022 16 12 4 3.0 75.0%
Need New LOA 1 2019 1 0 1 0.0 0.0%
Need New LOA 1 2020 6 3 3 1.0 50.0%
Need New LOA 1 2021 4 3 1 3.0 75.0%
Need New LOA 1 2022 3 2 1 2.0 66.7%
Opt Out 0 2019 6 5 1 5.0 83.3%
Opt Out 0 2020 12 11 1 11.0 91.7%
Opt Out 0 2021 12 11 1 11.0 91.7%
Opt Out 0 2022 7 7 0 Inf 100.0%
Opt Out 1 2019 2 2 0 Inf 100.0%
Opt Out 1 2020 2 2 0 Inf 100.0%
Opt Out 1 2022 1 1 0 Inf 100.0%
Renewal by SL Consumption
  1. [NNLOA] 11% bump from SL Led Interactions.
Renewal Ratio by SL-Led Consumption
DecisionType II_SLLed_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 82 38 44 0.9 46.3%
Need New LOA 1 55 36 19 1.9 65.5%
Opt Out 0 14 12 2 6.0 85.7%
Opt Out 1 28 27 1 27.0 96.4%

SL Consumption Volume & Renewal

  1. See relatively high volumes of SL Led interactions.
  2. You see benefit from consuming even 1 of these.
  3. Some high utilizers of this type of interaction!

Renewal by SL Consumption, OT
  1. NNLOA: Consistently better than not consuming.
  2. NNLOA: Increasing Renewal Rate since FY20.
  3. NNLOA: Gap between consuming and not has gotten wider.
Renewal Ratio by SL-Led Consumption
DecisionType II_SLLed_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 9 4 5 0.8 44.4%
Need New LOA 0 2020 33 14 19 0.7 42.4%
Need New LOA 0 2021 31 15 16 0.9 48.4%
Need New LOA 0 2022 9 5 4 1.2 55.6%
Need New LOA 1 2019 5 4 1 4.0 80.0%
Need New LOA 1 2020 16 7 9 0.8 43.8%
Need New LOA 1 2021 24 16 8 2.0 66.7%
Need New LOA 1 2022 10 9 1 9.0 90.0%
Opt Out 0 2019 3 2 1 2.0 66.7%
Opt Out 0 2020 3 3 0 Inf 100.0%
Opt Out 0 2021 6 5 1 5.0 83.3%
Opt Out 0 2022 2 2 0 Inf 100.0%
Opt Out 1 2019 5 5 0 Inf 100.0%
Opt Out 1 2020 11 10 1 10.0 90.9%
Opt Out 1 2021 6 6 0 Inf 100.0%
Opt Out 1 2022 6 6 0 Inf 100.0%
Renewal by Research Interview Consumption
  1. [NNLOA] If you consumed it, you renewed a few % points above the average. If not, you renewed only almost 10% below the average. Interesting effect.
Renewal Ratio by Research Interview Consumption
DecisionType II_ResearchInterview_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 107 48 59 0.8 44.9%
Need New LOA 1 47 27 20 1.4 57.4%
Opt Out 0 24 22 2 11.0 91.7%
Opt Out 1 18 17 1 17.0 94.4%
Research Interview Volume & Renewal
  1. 1+ looks good. Decent volume at 2 and nothing really beyond.

Renewal By Research Interview Consumption, OT
  1. NNLOA: 3 of the 4 years show decent gains vs. not consuming. FY21 is the blip we see roughly equivalent renewal rates.
Renewal Ratio by Research Interview Consumption
DecisionType II_ResearchInterview_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 4 2 2 1.0 50.0%
Need New LOA 0 2020 31 10 21 0.5 32.3%
Need New LOA 0 2021 46 26 20 1.3 56.5%
Need New LOA 0 2022 13 9 4 2.2 69.2%
Need New LOA 1 2019 10 6 4 1.5 60.0%
Need New LOA 1 2020 18 11 7 1.6 61.1%
Need New LOA 1 2021 9 5 4 1.2 55.6%
Need New LOA 1 2022 6 5 1 5.0 83.3%
Opt Out 0 2019 3 3 0 Inf 100.0%
Opt Out 0 2020 7 6 1 6.0 85.7%
Opt Out 0 2021 10 9 1 9.0 90.0%
Opt Out 0 2022 4 4 0 Inf 100.0%
Opt Out 1 2019 5 4 1 4.0 80.0%
Opt Out 1 2020 7 7 0 Inf 100.0%
Opt Out 1 2021 2 2 0 Inf 100.0%
Opt Out 1 2022 4 4 0 Inf 100.0%
Renewal by PLW OR Onsite Consumption
  1. [NNLOA] Large lift (26%) with small N.
Renewal Ratio by PLW OR Onsite Consumption
DecisionType II_PLW_Onsite_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 122 62 60 1.0 50.8%
Need New LOA 1 15 12 3 4.0 80.0%
Opt Out 0 34 31 3 10.3 91.2%
Opt Out 1 8 8 0 Inf 100.0%
PLW / Onsite Volume & Renewal
  1. A few institutions got 2+.
  2. 1 is where the effect starts.

Renewal by PLW/Onsite OT
  1. NNLOA: Always better to consume this than not. Spread across the years is roughly similar.
Renewal Ratio by PLW OR Onsite Consumption
DecisionType II_PLW_Onsite_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 15 7 8 0.9 46.7%
Need New LOA 0 2020 51 18 33 0.5 35.3%
Need New LOA 0 2021 54 26 28 0.9 48.1%
Need New LOA 0 2022 18 12 6 2.0 66.7%
Need New LOA 1 2019 1 1 0 Inf 100.0%
Need New LOA 1 2020 5 3 2 1.5 60.0%
Need New LOA 1 2021 8 6 2 3.0 75.0%
Need New LOA 1 2022 2 2 0 Inf 100.0%
Opt Out 0 2019 6 5 1 5.0 83.3%
Opt Out 0 2020 13 12 1 12.0 92.3%
Opt Out 0 2021 10 9 1 9.0 90.0%
Opt Out 0 2022 5 5 0 Inf 100.0%
Opt Out 1 2019 2 2 0 Inf 100.0%
Opt Out 1 2020 1 1 0 Inf 100.0%
Opt Out 1 2021 2 2 0 Inf 100.0%
Opt Out 1 2022 3 3 0 Inf 100.0%
Renewal by Experience Consumption
  1. [NNLOA] Low N. Inversion. Not delivering a ton of value OR there is selection bias.
Renewal Ratio by Experience Consumption
DecisionType II_Experience_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 125 68 57 1.2 54.4%
Need New LOA 1 12 6 6 1.0 50.0%
Opt Out 0 36 33 3 11.0 91.7%
Opt Out 1 6 6 0 Inf 100.0%
Experience Volume & Renewal
  1. Almost no institutions consume more than 1.

Renewal by Experience Consumption OT
  1. NNLOA: Not being delivered across the past 2 FYs.
Renewal Ratio by Experience Consumption
DecisionType II_Experience_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 11 4 7 0.6 36.4%
Need New LOA 0 2020 48 19 29 0.7 39.6%
Need New LOA 0 2021 62 32 30 1.1 51.6%
Need New LOA 0 2022 20 14 6 2.3 70.0%
Need New LOA 1 2019 5 4 1 4.0 80.0%
Need New LOA 1 2020 8 2 6 0.3 25.0%
Opt Out 0 2019 5 4 1 4.0 80.0%
Opt Out 0 2020 11 10 1 10.0 90.9%
Opt Out 0 2021 12 11 1 11.0 91.7%
Opt Out 0 2022 8 8 0 Inf 100.0%
Opt Out 1 2019 3 3 0 Inf 100.0%
Opt Out 1 2020 3 3 0 Inf 100.0%
Renewal by Expert Call Consumption
  1. [NNLOA] Besides there being high penetration, this type of impact interaction will help only little with distinguishing healthy vs. not healthy partners. Look for those who have not used it!
Renewal Ratio by Expert Call Consumption
DecisionType II_ExpertCall_Binary N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 55 25 30 0.8 45.5%
Need New LOA 1 82 49 33 1.5 59.8%
Opt Out 0 11 10 1 10.0 90.9%
Opt Out 1 31 29 2 14.5 93.5%
Expert Call Volume & Renewal
  1. This is where we are seeing a lot of impact interaction volume.
  2. You see benefit at 1, and it increases as more interactions are added.

Renewal by Expert Call Consumption OT
  1. NNLOA: Gap closed over the past two years.
Renewal Ratio by Expert Call Consumption
DecisionType II_ExpertCall_Binary FiscalYear N ATL Dropped Ratio Perc_Renewed
Need New LOA 0 2019 3 0 3 0.0 0.0%
Need New LOA 0 2020 31 6 25 0.2 19.4%
Need New LOA 0 2021 24 12 12 1.0 50.0%
Need New LOA 0 2022 7 7 0 Inf 100.0%
Need New LOA 1 2019 13 8 5 1.6 61.5%
Need New LOA 1 2020 25 15 10 1.5 60.0%
Need New LOA 1 2021 38 20 18 1.1 52.6%
Need New LOA 1 2022 13 7 6 1.2 53.8%
Opt Out 0 2020 6 5 1 5.0 83.3%
Opt Out 0 2021 4 4 0 Inf 100.0%
Opt Out 0 2022 1 1 0 Inf 100.0%
Opt Out 1 2019 8 7 1 7.0 87.5%
Opt Out 1 2020 8 8 0 Inf 100.0%
Opt Out 1 2021 8 7 1 7.0 87.5%
Opt Out 1 2022 7 7 0 Inf 100.0%

Finer Grain Look at What Was Consumed

Event Category and Event Purpose

  1. Human resources collaborative.
  2. A few of the working group meetings.
  3. Leveraging Data
Renewal Ratio by Event Category and Event Purpose
Event_Category EventPurpose N ATL Dropped Ratio Perc_Renewed
Benchmark Funding Strategies for Auxiliary Operations 2 1 1 1.0 50.0%
Benchmark SMU Endowment Spending Survey 9 6 3 2.0 66.7%
Collaborative Human Resources Collaborative 12 9 3 3.0 75.0%
Collaborative Procurement Implementation Collaborative 12 7 5 1.4 58.3%
COVID Working Group Session BAF COVID-19 Working Group - How are Finance and Admin Leaders Responding 7 5 2 2.5 71.4%
Diagnostic or Audit Diagnostic or Audit 1 1 0 Inf 100.0%
Diagnostic or Audit Remote Work Policy Audit 4 3 1 3.0 75.0%
Diagnostic or Audit Sustainability Plan Review 1 1 0 Inf 100.0%
Evergreen Action Evergreen Action 6 2 4 0.5 33.3%
Executive Update Executive Update 2 2 0 Inf 100.0%
Expert Center Expert Center 75 52 24 2.2 69.3%
Expert Center Expert Center Call 41 27 14 1.9 65.9%
Market Research NA 2 1 1 1.0 50.0%
National Meeting 2018-2019 Business Affairs Forum National Meetings, 2 2 0 Inf 100.0%
National Meeting 2018-2019 Business Affairs Forum National Meetings, Chicago, IL 2 1 1 1.0 50.0%
National Meeting 2018-2019 Business Affairs Forum National Meetings, New York, NY 5 3 2 1.5 60.0%
National Meeting 2018-2019 Business Affairs Forum National Meetings, Washington, DC 17 12 5 2.4 70.6%
National Meeting 2020 Business Affairs Forum National Meeting, 10 6 4 1.5 60.0%
National Meeting 2020 Business Affairs Forum National Meeting, Washington, DC 18 13 5 2.6 72.2%
National Meeting Academic Program Assessment, 2 2 0 Inf 100.0%
National Meeting Aligning Administrative Office Space with Hybrid Workplaces, 7 6 1 6.0 85.7%
National Meeting BAF Executive Pop-Ups, 5 5 0 Inf 100.0%
National Meeting BAF Prospect Meeting, 2 2 0 Inf 100.0%
National Meeting Business Model Transformation Roundtable, 13 12 1 12.0 92.3%
National Meeting New CBO Intensive Reunion 1, 1 1 0 Inf 100.0%
National Meeting Re-envisioning Real Estate and Space Strategy at Urban Institutions: Chief Business Officer and Seni, 5 5 0 Inf 100.0%
National Meeting Re-envisioning Real Estate and Space Strategy at Urban Institutions: Presidents Working Group, 2 2 0 Inf 100.0%
National Meeting Re-imagining Finance and Operations Strategy: A Virtual Working Group for CBOs, 18 16 2 8.0 88.9%
National Meeting Remote Work and Space Planning: A Facilitated Conversation for HR Leaders, 1 0 1 0.0 0.0%
National Meeting Research Advisory Council, 3 3 0 Inf 100.0%
National Meeting Untethering the Administrative Workforce: Strategies to Support Remote Operations Now and Post-Pande, 14 11 3 3.7 78.6%
National Meeting Virtual Strategy Summit for College and University Leaders: What Higher Ed Leaders Need to Know abou, 7 6 1 6.0 85.7%
National Meeting Virtual Working Session BAF: How are Finance and Admin Leaders are Responding to COVID19, 11 7 4 1.8 63.6%
National Meeting Virtual Working Session BAF: Revenue Assumptions, 5 4 1 4.0 80.0%
National Meeting Virtual Working Session BAF: Workforce Planning During COVID-19: A Virtual Working Group for Senior, 4 3 1 3.0 75.0%
National Meeting Women in Higher Ed Finance, 1 1 0 Inf 100.0%
National Meeting Women in Higher Ed Finance: A Discussion on Strategic Financial Modeling and Innovations, 3 3 0 Inf 100.0%
National Meeting Working with Academic Leaders to Improve Space Utilization, 1 1 0 Inf 100.0%
National Meeting Pre-Wire National Meeting Pre-Wire 3 1 2 0.5 33.3%
Onsite Onsite | BAF | 04/09/2019 1 1 0 Inf 100.0%
Onsite Onsite | BAF | 05/21/2019 2 2 0 Inf 100.0%
Onsite Onsite | BAF | 09/26/2018 1 1 0 Inf 100.0%
Onsite Onsite | BAF | 12/11/2018 1 1 0 Inf 100.0%
Onsite Onsite | Rightsizing the Program Portfolio - BAF | Presentation Date: 3/3/20 or 3/16/20 1 0 1 0.0 0.0%
Onsite NA 4 2 2 1.0 50.0%
Research Initial 2018-2019 BAF Design Thinking Research 1 0 1 0.0 0.0%
Research Initial 2018 BAF Finance Office of the Future 15 10 5 2.0 66.7%
Research Initial 2018 BAF Program Sunsetting 4 2 2 1.0 50.0%
Research Initial 2019 BAF Agenda Setting 3 2 1 2.0 66.7%
Research Initial 2019 BAF Blue Sky Administration 16 10 6 1.7 62.5%
Research Initial 2020 Untethering Admin Workforce 2 1 1 1.0 50.0%
Research Initial BAF ACES - 2018 Winter Cohort 2 1 1 1.0 50.0%
Research Initial Budget Models Refresh 2 2 0 Inf 100.0%
Research Initial Campus Safety and Police 4 2 2 1.0 50.0%
Research Initial Design Thinking Workshops 1 0 1 0.0 0.0%
Research Initial Future of the Hybrid Campus 6 5 1 5.0 83.3%
Research Initial Human Resources Collaborative 5 4 1 4.0 80.0%
Research Initial Leveraging Data in Academic Resource Decisions 12 10 2 5.0 83.3%
Research Initial Procurement Implementation Collaborative 2 2 0 Inf 100.0%
Research Initial Radical Business Models Discovery Research 5 3 2 1.5 60.0%
Research Initial Remote Work Sprint 1 1 0 Inf 100.0%
Research Initial UW Madison Shared Services Custom 2 2 0 Inf 100.0%
Research SL Impact Research SL Impact - (BAF) Breakfast w/ Brian Fox 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - (BAF) Lunch w/ Michelle Quinn 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Action Planning Call 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - All Funds Models 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - BAF Forward Planning Call 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - BAF In Person Meeting 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Budget Model & Student of the Future Debrief 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Budget Model Discussion 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Budget Model Next Steps Discussion 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Call 4 2 2 1.0 50.0%
Research SL Impact Research SL Impact - Call - Haverford College - BAF - Mitch Wein 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Call - UCI - BAF - Abbey Dimitrova (Training & Dev Specialist) & Shaina Sims (Sr. Manager, Communication & Strategic Initiatives) 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - call re 2020 BAF meeting - Debby Morey 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Call with Bill Jacobs 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Check-in call 2 1 1 1.0 50.0%
Research SL Impact Research SL Impact - Check In 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Concordia BAF in person Quarterly check in with Roger 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - David Felsenthal visit 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Enrollment State of the Union 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Expert Call 5 3 2 1.5 60.0%
Research SL Impact Research SL Impact - FSC Call 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - FSC Impact Call 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Future of Higher Education Administrative Functions 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - GRP upsell conversation with Lauren Wobby 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - in person meeting 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Meeting 2 0 2 0.0 0.0%
Research SL Impact Research SL Impact - In Person Visit 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-Anne Papageorge 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-Camille Burnett 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-Carmen Hickerson 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-George Middlemist 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-Jennifer Pearce 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-Linda Albanese 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - In Person Visit-Research SL Impact-Matt Fajack 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Joint BAF call with SL / PDE 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - Longwood University - BAF - Check-in 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Meeting 3 1 2 0.5 33.3%
Research SL Impact Research SL Impact - Meeting - Baylor - BAF - Nancy Brickhouse (Provost) 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Meeting - Campus Safety - Liz Griffin 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - Meeting - Campus Safety - Mary Clarke 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - Meeting - Campus Safety - Phillip Morse 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Meeting - Campus Safety - Traci Callandrillo 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Meeting - Case Western - BAF - John Sideras 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - Meeting - CMU - BAF - Daryl Weinert & Angela Blanton 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Meeting - NC State - BAF - Charles Maimone 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Meeting - UFL - BAF - Mike McKee 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Networking Conversation 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - post-COVID higher ed landscape roundtable 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Research Call 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Research Interview 1 0 1 0.0 0.0%
Research SL Impact Research SL Impact - RUBO Meeting 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Scoping Call, Financial and Strategic Planning, Financial Sustainability Engagement 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Second Exec Roundtable Topic 16 15 1 15.0 93.8%
Research SL Impact Research SL Impact - SF Seton Hall BAF Presentation 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - SF UTNHSC BAF 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Tony Richey In Person Meeting 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - Tools walkthrough 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact - UTHSC BAF check in calls 1 1 0 Inf 100.0%
Research SL Impact Research SL Impact Visit 23 16 8 2.0 69.6%
Scoping 2021 Student Belonging Scoping 1 1 0 Inf 100.0%
Scoping Campus 2025 Update 2 2 0 Inf 100.0%
Scoping Radical Business Models Discovery Research 1 1 0 Inf 100.0%
Tool’s Walkthrough Tool’s Walk Through 12 8 4 2.0 66.7%
Tool’s Walkthrough Tool’s Walk Through Call 2 2 0 Inf 100.0%
Webinar Hold Exp. 4/16 | Virtual Meeting| Aligning the Budget Model to Strategic Goals - BAF | Presentation Date: 5/14/20 1 1 0 Inf 100.0%
Webinar Partner Intensive | BAF | Academic Budget Scenarios Workshop 1 1 0 Inf 100.0%
Webinar Partner Intensive | BAF | Budget Models 1 1 0 Inf 100.0%
Webinar Partner Intensive | BAF | Customized Presentation 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Aligning the Budget Model to Strategic Goals | Presentation Date: 11/12/20 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Aligning the Budget Model to Strategic Goals | Presentation Date: 12/7/20 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Considerations for Bringing Students to Campus this fall - 7/15/2020 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Finance Function of the Future 3 3 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Finance Function of the Future | Presentation Date: 04/07/21 and 04/08/21 1 0 1 0.0 0.0%
Webinar Virtual Meeting | BAF | Finance Function of the Future | Presentation Date: 07/12/21 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | How Higher Education Can Keep Pace with Growing Sustainability Aspirations 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Optimizing University Budget Models | Presentation Date: 02/26/21 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Realizing the Promise of Process Improvement 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Realizing the Promise of Process Improvement | Presentation Date: 11/19/20 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | State of the Sector: Forecasting the Impact of Covid-19: Presentation Date: 03/03/21 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Supporting Remote Work 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Untethering the Administrative Workforce: Strategies to Support Remote Operations Now and Post-Pandemic | 2/9/21 1 1 0 Inf 100.0%
Webinar Virtual Meeting | BAF | Untethering the Workforce 3 3 0 Inf 100.0%
Webinar Virtual Meeting | HESF | Future Visioning | Presentation Date: 01/14/2021 1 1 0 Inf 100.0%
Webinar Virtual Meeting | HESF | State of the Sector: Forecasting the Impact of Covid-19 | Presentation Date: 10/13/20 1 1 0 Inf 100.0%
NA NA 20 7 13 0.5 35.0%
Correlation betwen Event Groupings, and Renewal
  1. Events looks most correlated with Renewal. SL Led and Experience are close behind.
  2. Events also look to have a halo effect.

Multivariate Regression (still kind of simple)

Note: Looking at all decision types.

  1. Events and Expert Calls are positive and significant.
  Target_Binary
Predictors Odds Ratios CI p
(Intercept) 0.17 0.04 – 0.60 0.008
II Events Volume 1.76 1.23 – 2.69 0.005
II SLLed Volume 1.47 1.01 – 2.22 0.052
II ResearchInterview
Volume 		1.12 0.70 – 1.82 0.631
II PLW Onsite Volume 2.82 0.96 – 13.36 0.120
II ExpertCall Volume 1.43 1.01 – 2.06 0.047
II Service Volume 0.68 0.25 – 2.01 0.457
AccountSegment [Large
Public & Private] 		1.83 0.50 – 7.11 0.365
AccountSegment [Regional
Public] 		1.77 0.42 – 7.78 0.440
AccountSegment
[Selective] 		3.22 0.85 – 13.06 0.090
DecisionType [Opt Out] 11.44 3.58 – 51.92 <0.001
Observations 179
R2 Tjur 0.292