University Development 101 Jay E Davenport CFRE Assistant

University Development 101 Jay E. Davenport, CFRE Assistant Vice President of Development September 13, 2013

University Development 101 University Advancement is a strategic, integrated method of managing relationships to increase understanding and support among an educational institution's key constituents, including: alumni and friends, government policy makers, the media, members of the community and philanthropic entities of all types.

University Development 101 The core disciplines of educational advancement are: • Alumni Relations • Communications & Marketing • Fundraising

University Development 101 Advancement professionals work on behalf of educational institutions to: • Secure private financial support from potential donors committed to the mission of the institution • Engage alumni in the life of the institution as volunteers, advocates and supporters • Promote or market the institution to prospective students, their parents and others • Communicate about the institution with those who have a stake in its success, including community members, business leaders, government officials, the press and others

University Development 101 University Advancement began at Wake Forest University with an Alumni Office: • Compiled Alumni Files and Class Lists • Tracked Alumni Addresses and Careers

University Development 101 University Advancement has evolved to include: • • University Development Communications and External Relations WFU Magazine Alumni and Donor Services Business School Development Law School Development Divinity School Development

University Development 101 University Development at Wake Forest University: • Corporate Gifts • Foundation Gifts • Individual Gifts

University Development 101 Corporate Gifts • Cash Gifts • Gifts in Kind • Recognition (of individual, or matching other donations) Almost always given to promote or benefit corporate interests. Gifts of recognition are usually tied to an employee benefit or senior executive recognition.

University Development 101 Foundation Gifts • Almost always a cash gift • Two main types: Private Foundation & Family Foundation • Gifts to support specific cause or interest Almost always in response to a grant proposal – either solicited from foundation or applied for from donor.

University Development 101 Individual Gifts: • Annual Fund Gifts Usually paid out of income, or discretionary income Gradually increases over time – usually at the prompting of someone else

University Development 101 Individual Gifts: • Major Gifts Usually paid out of appreciated assets or savings Often start as a special gift – to support a specific project or interest Almost always given after being asked by a staff member or volunteer.

University Development 101 Individual Gifts: • Principal Gifts Usually paid out of appreciated assets or income producing assets Often provided to support a leadership gift to a specific project One-time transformative gifts Almost always one of the largest gifts a person will make in a lifetime.

University Development 101 Individual Gifts: • Estate or Planned Gifts Paid out of one’s estate Requires planning or coordination with university, attorneys, and advisors Can range in size from Major Gift to Principal Gift Occasionally the university does not know the donor made this plan

University Development 101 Individual Gifts: • Most likely the result of a solicitation by staff member or volunteer • Almost always the result of a donor being part of the Experience, Participation, or Ownership category on the Donor Commitment Continuum

University Development 101 Donor Commitment Continuum Awareness Interest Experience Participation Ownership Description Rough idea of organization. Share the values. Participate in events. Volunteer to take on leadership roles. Recognize the name. Believe the cause is a good one. Have experienced the organization’s work. Take on leadership roles when asked. Serve on committees and boards. May give small gifts. Have attended the organization’s activities or events. Give time and money. Consider the mission to be my own. Know people in the organization. Likely to give annual gifts. Trust the people in the organization. May contribute to special projects. Seek to educate others about the organization. My top philanthropic concern.

University Development 101 Donor Commitment Continuum Donor Deliberations Awareness Interest Do I agree with this Does this organization? organization share my values? Do I believe in the leadership? Experience Participation Ownership Is the organization doing a good job? Are we doing a good job? Am I proud of the job we are doing? Are we using the best Do I approve of methods to the achieve our organization’s mission? methods? Do I feel Am I willing to valued? give more to the Do I enjoy my organization? association? Are my contributions appreciated? Am I getting an adequate return on my investment of time and money? Can I afford to Can I ensure the give more? work continues when I am gone? Do I want to leave a legacy?

University Development 101 Levels of Alumni Engagement

University Development 101 Questions?