Can You Repeat That Please 1 Can you

Can You Repeat That, Please? 1

Can you repeat that, please? Without using the numbers? 2

Know Your Audience 3

Stories are just data with soul. – Brene Brown, TEDx Houston 2010 4

What’s your story? 5

What’s the Question? 6

What is the Data Telling Us? Indoor Facility 41% 59% Endowment 50% 45% XXX Field 23% Track & Field Complex XXX Bldg. Expansion 36% 64% Basketball Locker Room YYY Field 14% 86% 18% 14% 0% 5% 77% 64% 73% 18% 14% 100% 7

Over the past century a sense of humor has become a highly prized personality characteristic. – Rod A. Martin, Psychologist 8

How do I start? !? ! 9

Can you repeat that, please? Without using the numbers? 10

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$500 M > $350 M 12

Our life is frittered away by detail. Simplify, simplify. – Henry David Thoreau 13

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Risk Adjustment Total Capacity Prospects $20 M+ 8 $10 M-$20 M 6 $5 M-$10 M 37 High 0 1 6 Medium 2 2 10 Low 6 3 21 Risk 25%/ 15%/ 2. 5%/ Adjusted 20% 7. 5% 1% Number 0. 00 0. 30 0. 15 0. 45 0. 25 0. 30 0. 08 0. 63 1. 50 0. 53 3. 53 $1 M-$5 M $500 K-$1 M 191 236 57 10 37 4 97 222 14. 3 2. 0 5. 6 0. 3 2. 4 2. 2 $300 K-$500 K $100 K-$300 K $50 K-$100 K $25 K-$50 K TOTAL 654 11, 754 31, 223 35, 357 79, 466 18 192 201 40 525 11 203 387 181 837 625 11, 359 30, 635 35, 136 78, 104 3. 6 38. 4 40. 2 8. 0 108 0. 8 6. 3 15. 2 113. 6 29. 0 306. 4 13. 6 351. 4 67 783 22. 2 4. 5 10. 7 167. 2 375. 6 372. 9 958 Campaign Yield Projections Low Yield High Yield Projected Major Gift Yield $105. 4 M $201. 2 M Baseline Gifts Forecast $54. 6 M Campaign Total To. Date $37. 8 M Projected Total $197. 8 M $293. 6 M 16

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PIVOT! – Ross Geller, Friends 18

This is how you pivot!!! 19

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Numbers are the musical notes with which the symphony of the universe is written. – Adam Spencer 21

Blah, Blah! 22

Impressive… 23

… but necessary? Category Visits Solicitations Closures Year 1* Year 2 3, 521 8, 667 351 868 117 293 Staffing Analysis: Status Quo Year 3 Year 4 Year 5 Year 6 Year 7 8, 667 8, 667 868 868 868 293 293 293 Required Closures $2. 5 Billion Campaign Goal $3. 0 Billion Fundraising Goal Year 8 8, 667 868 293 Total by Category 64, 190 6, 427 2, 168 1, 559 2, 877 24

From here… UAMS Yield Analysis (Attachment Adjusted) Grand Total Effective Prospect Total Weighted Yield Middle Weighted Yield Low Range Total Prospects Weighted Prospects $50 M+ 2 0. 400 5. 000 $10, 000, 000 $25 M$49. 9 M 1 0. 200 5. 000 $5, 000, 000 $10 M$24. 9 M 2 0. 300 6. 667 $5, 100, 000 $3, 000 $5 M$9. 9 M 15 2. 300 6. 522 $17, 250, 000 $11, 500, 000 $2. 5 M$4. 9 M 0 0. 000 $0 $0 $1 M$2. 49 M 20 4. 667 4. 286 $7, 933, 333 $4, 666, 667 Sub. Totals 40 7. 867 4. 579 $45, 283, 333 $34, 166, 667 $500 K$999 K 39 3. 900 10 $2, 925, 000 $1, 950, 000 $100 K$499 K 345 34. 500 10 $8, 625, 000 $3, 450, 000 424 54. 133 5. 784 $56, 833, 33 $39, 566, 667 25

…to here! $1 M+; 242; 0% $25 K-$50 K; 35 357; 44% $500 K- $250 K-$500 K; $1 M; 236; 654; 1% 0% $100 K-$250 K; 11 754; 15% $50 K$100 K; 31 223; 39% [CATEGOR Y Y NAME][V ALUE], [PERCENT AGE] [CATEGORY NAME][VALUE], [PERCENTAGE] 26

Use visuals to enhance words, not duplicate. – TED Commandment 27

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Questions & Discussion What’s your story? 30

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