Summer 2016 - Amazon Simple Storage Service (S3) · 2016. 7. 19. · FUNDRAISING PRESENTATION Summer 2016 Lois Deloatch Philanthropy Director, ... 47 states are spending less per

HERS

FUNDRAISING PRESENTATION

Summer 2016

Lois DeloatchPhilanthropy Director, Center for Responsible Lending

and Founder, Northampton Partners LLC

[email protected]

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I CARE ABOUT

HIGHER

EDUCATION

FUNDRAISING!

FUNDRAISING

DEVELOPMENT

ADVANCEMENT

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The cost of higher education continues to rise and

schools are increasingly dependent on donors to cover

the cost of providing a high-quality education.

Deans, chairs, faculty and other administrators play key

roles in securing donations to advance technology,

recruit and retain faculty, improve facilities and enhance

the overall student experience.

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Publics and Privates Must Raise Money

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Public colleges and universities suffered deep cuts to

funding after the recession.

States provide about 53% of the revenue to support public

schools. Without the funding, many schools are forced to

make up the difference with higher tuition.

47 states are spending less per student this school year

than they did pre-recession, with only Alaska, North

Dakota and Wyoming excluded.

-From the 2015 Center on Budget and Policy Priorities Report

Ways to ensure the mission and cover the budget

Contain costs

Reduce spending

Pursue partnerships and shared services

Generate revenue

Secure philanthropic support through fundraising

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Primary sources of revenue

Tuition and fees

State funding/allocations

Federal funding

Grants and contracts

Endowment Income

Revenue from entrepreneurial activities

Philanthropic support

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COLLEGES AND UNIVERSITIES RAISED$40.30 BILLION IN 2015

Charitable giving to US colleges/universities increased 7.6% in 2015

Voluntary Support of Education (VSE) survey, conducted annually by the Council for Aid to Education (CAE).

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Top fundraising and quality education

are highly linked.

Stanford University raised a record

$1.63 Billion in 2016…

TYPICAL DONOR TYPES

Alumni

Friends

Corporations

Foundations

Other groups/organizations

Governmental entities

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People/entities give for

internal and external reasons

Goodwill/public welfare/altruism

Image/recognition

Tangible return (service, product, other)

Donations are facilitated through a variety of options

Outright cash donations

Stocks/bonds

Pledges paid over time

Real estate (residential and commercial property)

Other property/gifts-in-kind (boats, horses, etc.)

Planned gifts (bequests, trusts and income producing

instruments, insurance policies, retirement funds)13

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Fundraising by donation levels and/or type

Annual Giving

Major Gifts/Principal gifts

Planned Giving

Corporate/Foundation Relations

Affinity Groups (reunions, clubs, major)

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Fundraising Cycle

Identification

Qualification

Cultivation

Solicitation

Stewardship!

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IDENTIFY QUALIFY

SOLICIT

ENGAGEENGAGE

THANK

FUNDRAISING CYCLE

Fundraising Ps

PROCESS: “Fundraising is not an event, it is a

process”.

PARTICIPATION: Key leaders, faculty, staff and

volunteers must be involved in identifying,

engaging and soliciting supporters.

PEOPLE: Fundraising is all about people –

building and maintaining relationships.

PLAN: To be successful, you must have a detailed

fundraising plan with specific goals, objectives,

assignments and timelines.

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Most schools have Boards of Trustees to ensure quality

and independence issues.

Education and research quality is guaranteed through

independent control and checks/balances.

Most universities have foundations or other nonprofit

entities through which they recieve,invest and manage

donations.

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Alumni Giving: the student experience matters

Alumni are less likely to donate/give back to a school

to which they feel no affinity or feel did not have an

impact on their lives and success.

According to a Washington Post article, “Half of

alumni ages 50 to 64 say they lack a "deep and

emotional connection to the school" as a reason for

not giving.

They also found that alumni 50-64 felt their alma

maters did not need their money.

Corporate Contributions

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Philanthropic donations

“Tangible” return

Image building

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What foundation funders say they consider most:

1. project purpose and alignment with the priorities

2. feasibility

3. community need for/engagement in the project

4. applicant accountability

5. competence

6. project logic

7. probable impact

8. funding level and other investors/supporters

OTHER FOUNDATION GRANT CONSIDERATIONS

IS THE PROJECT A PRIORITY FOR YOUR SCHOOL?

DOES THE FUNDER PROVIDE FOR OVERHEAD

EXPENSES?

DO YOU HAVE THE CAPACITY TO DELIVER?

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Most universities have a well developed website

and collateral material to explain fundraising

priorities and fiscal issues to internal staff, donors

and potential donors.

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A FEW FUNDRAISING TERMS

CAMPAIGN

CASE STATEMENT

GIFT

GIFT AGREEMENT

GIFT COMMITTEE

GIFT-IN-KIND

GIFT PLANNING

GRANT

LAPSED DONOR

PLEDGE

PROSPECT

PROSPECT MANAGEMENT/PROSPECT STRATEGY

RESTRICTED GIFT

SPONSORSHIP

STEWARDSHIP

UNRESTRICTED GIFT 24

5 Do’s in academic fundraising

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Invest

Create structure

Build/cherishrelationships

Be creative

Distribute asequally as possible

Exam-ples:

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Fundraising should align with university

priorities via a strategic plan or operating plan.

Clearly defined priorities are central to setting

and achieving fundraising goals, in general,

and for special “campaigns.”

Specific identified needs determine

fundraising strategy and the purpose of the

campaign.

5 don’ts in academic fundraising

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Take it for granted

Interfere withacademic

independence

Use everything

at once

Work without clear guidance/

rules

Take any sponsor

• Harvard endowment: USD 19 B

• U of Texas (Public): USD 10 B

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Info you should know/have

university leadership (campus & volunteer)

student data (enrollment, retention/graduation

rates)

programs of note/points of pride

university and your department’s budget (major

expenses and sources of income)

fundraising priorities

fundraising processes (prospect management)

your unit’s fundraising liaison

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QUESTIONS?

[email protected]

Thanks for your attention.

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SOURCES

CAE - Council for Aid to Education:

http://www.cae.org/images/uploads/pdf/VSE_2015

AFP – Association of Fundraising Professionals

CASE – Council for the Advancement and Support of Education

Chronicle of Philanthropy

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HERS Fundraising Presentation Scenarios (for Discussion and Role Play)

1. You are attending a reception at the local art museum (off campus) and one of the

artists you meet indicates that she is a graduate of the university where you work. She

says that she has not been engaged with the school and is not currently

"connected." What do you say/do? What shouldn't you do?

2. You are faculty/staff in the Chemistry Department attending a departmental meeting

where the development officer for your unit is introduced. Initiate a discussion with

her/him about a potential project (your idea or one shared with you by a colleague)

focused on attracting women and minorities to STEM careers.

3. You are working in the finance and administration division of your university and

receive a telephone call from a parent who is also an alumnus. He is very upset about a

recent news report indicating that the Board of Trustees recently approved an increase in

tuition and fees. What do you do/say? What shouldn't you do?