Fund Raising in the 21st Century Howard M. Landesman, DDS, MEd Vice President, Development Denver & Health Sciences Center Fund Raising in the 21st Century Howard M. Landesman, DDS, MEd Vice President, Development Denver & Health Sciences Center
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 Landesman303-556-3956