Fund Raising in the 21st Century - Denver, Colorado€¦ · the 21st Century Howard M. Landesman, DDS, MEd Vice President, Development Denver & Health Sciences Center Fund Raising

Fund Raising inthe 21st Century

Howard M. Landesman, DDS, MEdVice President, Development

Denver & Health Sciences Center

Fund Raising inthe 21st Century

Howard M. Landesman, DDS, MEdVice President, Development

Denver & Health Sciences Center

Presented toThe Health Sciences Center Faculty Assembly Meeting

Shivers AuditoriumMarch 29, 2005

Presented toThe Health Sciences Center Faculty Assembly Meeting

Shivers AuditoriumMarch 29, 2005

They’ve moved!! They’ve moved!! They’ve moved!!

Let’s all brush up on Fund Raising

Let’s all brush up on Let’s all brush up on Fund RaisingFund Raising

And polish up and seal a new campaign for the University, the

Foundation, and the Citizens in the State of Colorado

And polish up and seal a new And polish up and seal a new campaign for the University, the campaign for the University, the

Foundation, and the Citizens in the Foundation, and the Citizens in the State of ColoradoState of Colorado

Significant Literature

References

Significant Significant Literature Literature

ReferencesReferences

The Contrarian’s Guide to

Leadership

by

Steven B. Sample

The Contrarian’s Guide to

Leadership

by

Steven B. Sample

Do you frequently find yourself wondering whether conventional

wisdom is just a bit too simplistic for the realities of our

day?

Do you frequently find yourself Do you frequently find yourself wondering whether conventional wondering whether conventional

wisdom is just a bit too wisdom is just a bit too simplistic for the realities of our simplistic for the realities of our

day?day?

A Contrarian Leader is one who sees situations from their own unique point of view and who

finds new solutions to the challenges facing their

organization

A Contrarian Leader is one who A Contrarian Leader is one who sees situations from their own sees situations from their own unique point of view and who unique point of view and who

finds new solutions to the finds new solutions to the challenges facing their challenges facing their

organizationorganization

Good to Great

by

Jim Collins

Good to Great

by

Jim Collins

When you combine a culture of discipline with an ethic of

entrepreneurship, you get the magical alchemy of great results

When you combine a culture of When you combine a culture of discipline with an ethic of discipline with an ethic of

entrepreneurship, you get the entrepreneurship, you get the magical alchemy of great resultsmagical alchemy of great results

You can Negotiate Anything

By

Herb Cohen

You can Negotiate Anything

By

Herb Cohen

Your ability to negotiate determines whether you can or

can’t influence your environment. It’s analyzing information, time, and power to affect behavior…

the meeting of needs (yours and others’) to make things happen the

way you want them to.

Your ability to negotiate Your ability to negotiate determines whether you can or determines whether you can or

can’t influence your environment. can’t influence your environment. It’s analyzing information, time, It’s analyzing information, time, and power to affect behavior…and power to affect behavior…

the meeting of needs (yours and the meeting of needs (yours and others’) to make things happen the others’) to make things happen the

way you want them to. way you want them to.

Beyond Fund Raising

by

Kay Sprinkel Grace

Beyond Fund Raising

by

Kay Sprinkel Grace

Donors do not give to organizations because

organizations have needs; they give because

organizations meet needs

Donors do not give to Donors do not give to organizations because organizations because

organizations have needs; organizations have needs; they give because they give because

organizations meet needsorganizations meet needs

Guide to Comprehensive

Campaigns

Edited by

Jake B. Schrum

Guide to Guide to Comprehensive Comprehensive

CampaignsCampaigns

Edited byEdited by

Jake B. Jake B. SchrumSchrum

A candid and helpful look at new campaign strategies which focuses

on the responsibilities of boards and trustees in planning, overseeing, and actively

participating in comprehensive campaigns

A candid and helpful look at new A candid and helpful look at new campaign strategies which focuses campaign strategies which focuses

on the responsibilities of boards on the responsibilities of boards and trustees in planning, and trustees in planning, overseeing, and actively overseeing, and actively

participating in comprehensive participating in comprehensive campaignscampaigns

Leading With Soul

by

Lee G. BolmanTerrence E. Deal

Leading With Soul

by

Lee G. BolmanTerrence E. Deal

Organizations are filled with living, breathing, feeling human beings,

people who need more than a paycheck, more than a

performance review, more than a promotion. This is a deceptively

powerful realization for any leader!

Organizations are filled with living, Organizations are filled with living, breathing, feeling human beings, breathing, feeling human beings,

people who need more than a people who need more than a paycheck, more than a paycheck, more than a

performance review, more than a performance review, more than a promotion. This is a deceptively promotion. This is a deceptively

powerful realization for any leader!powerful realization for any leader!

Wired

Editor & Chief

Chris Anderson

Wired

Editor & Chief

Chris Anderson

Revenge of the Right Brain

Logical and precise, left-brain thinking gave us the Information Age

Now comes the Conceptual Age led by artistry, empathy, and emotion.

Revenge of the Revenge of the Right BrainRight Brain

Logical and precise, leftLogical and precise, left--brain thinking brain thinking gave us the Information Agegave us the Information Age

Now comes the Conceptual Age led by Now comes the Conceptual Age led by artistry, empathy, and emotion.artistry, empathy, and emotion.

A Vision of the FutureA Vision of the Future

A University Without WallsA University Without Walls

Traditionally, individual departments and campuses have approached their work as though each were a separate silo, incapable of collaborating with other departments or campuses. President Hoffman’s vision is a university without walls-a university where departments and colleges work with each other.

Traditionally, individual departments and campuses have approached their work as though each were a separate silo, incapable of collaborating with other departments or campuses. President Hoffman’s vision is a university without walls-a university where departments and colleges work with each other.

ConsolidationThe Creation of a

Major Urban Research University

ConsolidationThe Creation of a

Major Urban Research University

Riding a Dead HorseRiding a Dead HorseDakota tribal wisdom says when you discover you are riding a dead horse, the best strategy is to dismount. However, we often try other strategies with dead horses, including the following:

Dakota tribal wisdom says when you discover you are riding a dead horse, the best strategy is to dismount. However, we often try other strategies with dead horses, including the following:

Riding a Dead HorseRiding a Dead HorseRiding a Dead HorseChange ridersSay things like “This is the way we have always ridden this horseAppoint a committee to study the horse

Change ridersSay things like “This is the way we have always ridden this horseAppoint a committee to study the horse

Riding a Dead HorseRiding a Dead HorseRiding a Dead Horse

Arrange to visit other sites to see how they ride dead horses

Change the requirements, declaring that “This horse is not dead”

Arrange to visit other sites to see how they ride dead horses

Change the requirements, declaring that “This horse is not dead”

Riding a Dead HorseRiding a Dead HorseRiding a Dead Horse

Harness several dead horses together for increased speed

Harness several dead horses together for increased speed

A Fear of ChangeA Fear of Change

“Loving Change is a Prerequisite for Survival”

“Loving Change is a Prerequisite for Survival”

Be determined in achieving your goals...

Be determined in achieving your goals...

Landesman’sSeven AxiomsLandesman’sSeven Axioms

In this economy don’t depend solely on State support !In this economy don’t depend solely on State support !

Axiom 1 Axiom 1

Alabama's College Presidents Hear Warning: New Funding Not Likely

Mobile Register Alabama's college and university presidents on Tuesday

renewed their seemingly annual pep talk about the need for a unified front in battling for limited tax dollars

Public University Tuition Is Up Sharply for 2004 –The New York TimesTuition at the nation's public universities rose an average of 10.5 percent this year, the second largest increase in more than a decade, according to the latest annual survey by the College Board.

Idaho's College Presidents Call for Major Fee Restructuring - The Times-News

If you sit around & wait for things to happen, the world is passing you by!

If you sit around If you sit around & wait for things to happen, & wait for things to happen, the world is passing you by!the world is passing you by!

Axiom 2Axiom 2

Fund-Raising Efforts Helps Lift a College’s Ranking –

Less than 30 years ago, Washington University was so obscure that the trustees decided to stick “in St. Louis” at the end of its name, exasperated by the perennial question “So, where are you guys anyway” Seattle or D.C.?” Today, Washington University in St. Louis has 15 times as many applicants as it can accept. Beyond that, the former “streetcar college,” as it once called itself, pierced the Top 10 circle of U.S. News & World Report rankings last year.

Fund-Raising Efforts Helps Lift a College’s Ranking –

Less than 30 years ago, Washington University was so obscure that the trustees decided to stick “in St. Louis” at the end of its name, exasperated by the perennial question “So, where are you guys anyway” Seattle or D.C.?” Today, Washington University in St. Louis has 15 times as many applicants as it can accept. Beyond that, the former “streetcar college,” as it once called itself, pierced the Top 10 circle of U.S. News & World Report rankings last year.

Axiom 3

You need to take some risks!

Axiom 3Axiom 3

You need to take some risks!You need to take some risks!

Axiom 4

Risks involve change and change creates anxiety!

Axiom 4Axiom 4

Risks involve change and Risks involve change and change creates anxiety! change creates anxiety!

Axiom 5

Anything is negotiable!

Axiom 5

Anything is negotiable!

Axiom 6

Listen to donors!Focus on a humanistic environment where donors are the number one priority.

Axiom 6

Listen to donors!Focus on a humanistic environment where donors are the number one priority.

Axiom 7

Laugh at yourself and laugh with others daily!

Axiom 7

Laugh at yourself and laugh with others daily!

Development

A Priority in the 21st Century

Development

A Priority in the 21st Century

The NeedThe NeedThe Need

Universities have to recognize that public funding for higher education as the dominant source of support has come to the end of it’s cycle. Public universities will have to look at fund-raising, entrepreneurial ventures, partnership agreements, and tuition fees to find the money for their operating costs.

C. D. Mote, PresidentUniversity of MarylandJuly 4, 2004

Universities have to recognize that public funding Universities have to recognize that public funding for higher education as the dominant source of for higher education as the dominant source of support has come to the end of it’s cycle. Public support has come to the end of it’s cycle. Public universities will have to look at funduniversities will have to look at fund--raising, raising, entrepreneurial ventures, partnership agreements, entrepreneurial ventures, partnership agreements, and tuition fees to find the money for their operating and tuition fees to find the money for their operating costs.costs.

C. D. Mote, PresidentC. D. Mote, PresidentUniversity of MarylandUniversity of MarylandJuly 4, 2004July 4, 2004

University President Wanted

University President University President WantedWanted

The Board of Trustees is seeking nominations for the office of President.

The ideal candidate will have a doctorate degree, along with a proven track record

for fund raising and a reputation for academic and administrative success

The Board of Trustees is seeking The Board of Trustees is seeking nominations for the office of President. nominations for the office of President.

The ideal candidate will have a doctorate The ideal candidate will have a doctorate degree, along with a proven track record degree, along with a proven track record

for fund raising and a reputation for for fund raising and a reputation for academic and administrative successacademic and administrative success

Private vs.

Public Institutions

Private vs.

Public Institutions

State vs. Private Institutions of Higher Learning

State vs. Private Institutions of State vs. Private Institutions of Higher LearningHigher Learning

In the 21st Century both state and private institutions of higher learning must rely on external

sources of funding in order to thrive (survive?)

In the 21st Century both state and private institutions of higher learning must rely on external

sources of funding in order to thrive (survive?)

Words and Phrases of the 21st CenturyWords and Phrases of the 21st Century

RiskChallengeDiversityCollaborationMulti-culturalInternationlismChangeValue-based mission

TechnologyCritical thinkingLifelong learnerDonor prioritizationHumanisticPartnershipsEndowment

The ProcessThe ProcessThe Process

QuestionsQuestionsQuestions

How does a faculty member manage to set How does a faculty member manage to set aside the time to focus on fund raising?aside the time to focus on fund raising?

What is the ideal relationship between a What is the ideal relationship between a faculty member and the development staff?faculty member and the development staff?

A Noble CauseA Noble CauseA Noble Cause

To ask a person or a To ask a person or a group of individuals to group of individuals to contribute large sums contribute large sums

of money to help higher of money to help higher education is a education is a Noble Cause Noble Cause

The Joy of Giving

The Joy of The Joy of GivingGiving

Chancellor & Mrs. Shore donate $100,000.00 to support the construction of the

Research Complex II Building at Fitzsimons

Regent & Mrs. Peter Steinhauer donate $100,000.00 to support International Studies

Chancellor & Mrs. Shore donate $100,000.00 to support the construction of the

Research Complex II Building at Fitzsimons

Regent & Mrs. Peter Steinhauer donate $100,000.00 to support International Studies

The Fear of AskingThe Fear The Fear of Askingof Asking

“To conquer fearis the beginning

of wisdom”

Bertrand Russell

““To conquer fearTo conquer fearis the beginning is the beginning

of wisdom”of wisdom”

Bertrand RussellBertrand Russell

Failure in Fund RaisingFailure in Fund RaisingFailure in Fund Raising

““I no longer have failures, I no longer have failures, I have limited I have limited

degrees of success”degrees of success”

SuccessSuccess

The mission must be the message

Strong and consistent leadership

University priorities

The Mission is the MessageThe Mission is the Message

People don’t give time and money to organizations because organizations have needs.

They give because organizations meet needs!

People don’t give time and money to organizations because organizations have needs.

They give because organizations meet needs!

A Value-Based Mission Statement

A Value-Based Mission Statement

Succinct and potent, this brief statement reflects values of excellence, innovation, and involvement and invites those who share those values to participate in the campaign

Succinct and potent, this brief statement reflects values of excellence, innovation, and involvement and invites those who share those values to participate in the campaign

A ValueA Value--Based Based Mission StatementMission Statement

Yale UniversityYale University

“We are in the midst of one of the most profound intellectual revolutions of all time, the revolution in the biological sciences. It’s implications for understanding life processes and for combating disease are boundless. Yale is on the forefront of this revolution.”

Embrace StewardshipEmbrace StewardshipEmbrace Stewardship

The process of involving and appreciating The process of involving and appreciating donor/investors and bringing them into a donor/investors and bringing them into a deeper relationship with the organizations deeper relationship with the organizations is the most critical process in fund raisingis the most critical process in fund raising

ValuesValuesValuesDuring my second year of college our professor gave us During my second year of college our professor gave us a pop quiz. I breezed through the questions until I read a pop quiz. I breezed through the questions until I read

the last one. the last one.

“What is the first name of the man who cleans the “What is the first name of the man who cleans the School?” School?”

Surely, I though this was some kind of joke. I had seen Surely, I though this was some kind of joke. I had seen this man several times, but how would I know his this man several times, but how would I know his

name?name?

I handed in the paper, leaving the last question blank. Before the class ended one student

asked if the last question would count toward our grade.

“Absolutely,” the professor said. “In your careers you will meet many people. All are significant. They

deserve your attention and care, even if all you do is smile and say hello.”

I have never forgotten that lesson.

I also learned his name was Mike.

I handed in the paper, leaving the last I handed in the paper, leaving the last question blank. Before the class ended one student question blank. Before the class ended one student

asked if the last question would asked if the last question would count toward our grade. count toward our grade.

“Absolutely,” the professor said. “In your careers you “Absolutely,” the professor said. “In your careers you will meet many people. All are significant. They will meet many people. All are significant. They

deserve your attention and care, even if all you do is deserve your attention and care, even if all you do is smile and say hello.” smile and say hello.”

I have never forgotten that lesson. I have never forgotten that lesson.

I also learned his name was Mike.I also learned his name was Mike.

ValuesValues

The Ultimate Donor Response

The Ultimate The Ultimate Donor ResponseDonor Response

“If it were not for the education I received at the University of Colorado, I would not be living the

lifestyle that I now enjoy”

““If it were not for the If it were not for the education I received at the education I received at the University of Colorado, I University of Colorado, I would not be living the would not be living the

lifestyle that I lifestyle that I now enjoy”now enjoy”

Finding Resources

Finding Resources

Traditional Sources of

Income

Traditional Sources of

Income

Tuition

Clinic or other sources of comparable income

ICR from grants

Other

21st Century Sources of Revenue

21st Century Sources of Revenue

Partnerships with Foundations, Industry and the Private Sector

Entrepreneurial Endeavors

Risk Taking Ventures

The most successful development programs

and fund raising campaigns are based

on partnerships

The most successful The most successful development programs development programs

and fund raising and fund raising campaigns are based campaigns are based

on partnershipson partnerships

The Lazzara Center for Oral Facial Health

at Fitzsimons

The Lazzara Center The Lazzara Center for Oral Facial Health for Oral Facial Health

at Fitzsimonsat Fitzsimons

A Creative 30 Year $92.5 Million PartnershipA Creative 30 Year $92.5 Million Partnership

Endowment

Large Endowment = Success

Endowment

Large Endowment = Success

We’re All in This Together

President, Chancellors, Deans, Faculty, Boards, Trustees, Alums,

Grateful Patients, Others

We’re All in This Together

President, Chancellors, Deans, Faculty, Boards, Trustees, Alums,

Grateful Patients, Others

“ENTREPRENEURSHIP”“ENTREPRENEURSHIP”

Resources must be created by Private Giving

Resources must be created by Private Giving

The Future is Now,Let’s Do Something

about it!

Carry your passion so it is inspiring to others remembering the commitment is sustained passion. You will then travel beyond the norm, and know the results of vision and change.

Carry your passion so it Carry your passion so it is inspiring to others is inspiring to others remembering the remembering the commitment is commitment is sustained passion. You sustained passion. You will then travel beyond will then travel beyond the norm, and know the the norm, and know the results of vision and results of vision and change.change.

Howard Landesman303-556-3956

howard.landesman@cufund.org

Howard Landesman303-556-3956

howard.landesman@cufund.org