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Fundraising 101 for Student Affairs Supervisors

Fundraising 101 for Student Affairs Supervisors. Kim Signoret-Paar Director of Development, Student Affairs November 21, 2008. 1. Fund Raising Is More Than Raising Funds. Fundraising is a vital part of the comprehensive process of “development ”

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Fundraising 101 for Student Affairs Supervisors

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  1. Fundraising 101 for Student Affairs Supervisors Kim Signoret-Paar Director of Development, Student Affairs November 21, 2008 1

  2. Fund Raising Is More Than Raising Funds • Fundraising is a vital part of the comprehensive process of “development” • Development is a series of deliberate activities that engage and retain funders in a donor-investor relationship • Development is much more than solicitation as a series of approaches to prospects and donors (direct mail, telefunding, events, etc.) that yield revenues annually 2

  3. Philanthropy, Development, and Fundraising • Philanthropic behavior is motivated by values • Development is the process of uncovering shared values • Fundraising is the process of enabling people to act on their values (Grace 1997)

  4. Philanthropy Based in Values Development Uncovers Shared Values Fundraising Enables People to Act on Values

  5. Development Perspective • Organizations meet needs, organizations do not have needs • The focus is on program results, not financial goals • The process of asking and giving is based in shared values • The goal is to engage volunteers and donors at all levels in a process that will convert them to donor-investors • All contributions become investments in the communities served

  6. Why Do People Give? • The top two reasons people make a charitable gift are… • BECAUSE THEY ARE ASKED! • THEY BELIEVE IN THE PROGRAM OR INSTITUTION!

  7. Why Do Corporations and Businesses Give? • TO BE GOOD CORPORATE CITIZENS (PUBLIC RELATIONS VALUE) • TO IMPROVE COMMUNITIES WHERE EMPLOYEES AND CUSTOMERS LIVE AND WORK • QUID PRO QUO – TO RECEIVE A BENEFIT THAT AFFECTS THEIR BOTTOM LINE

  8. Development Cycle Identify Cultivate Solicit Steward

  9. Development as a Cycle • Identification: Looking for Linkage, Ability & Interest • Cultivation: Increase involvement, discuss needs & projects, identify donor intent, match donor’s interests with needs • Solicitation: Ask for a specific amount for a particular need to accomplish a defined project • Stewardship: Recognition, attention, thank you from all levels; inform where and how the money was used (progress reports, scholarship letters, annual endowment reports, etc.) • Our best future donors are our current donors!

  10. Development Constituents • Students • Faculty/Staff • Alumni • Parents • Friends/Volunteers • Foundations • Corporations

  11. What is a gift? A gift is a voluntary contribution where the following conditions must apply: • Funds are given irrevocably. • The donor does not require goods or services in exchange for the gift. • Corporate donor/sponsor recognition • Not advertising contract • Gifts are subject to 4% administrative fee • Not subject to overhead costs (up to 52%) or Unrelated Business Income Tax (UBIT)

  12. Sources of Funding • Individuals 75.6% • Foundations 12.4% • Bequests 7.8% • Corporations 4.3%

  13. Development Methods • Direct mail • Telemarketing • Personal solicitation • Written proposals/grants • Special events • Planned giving

  14. Face-to-Face Estate Planners Planned Gifts Face-to-Face Personalized Letters Major Gifts Size of Gifts Personalized Letters Special Events Face-to-Face Repeat/Upgrade Donors Direct Mail Telemarketing Local/Annual Events Participation/Annual Donors Number of Gifts

  15. The Importance of Stewardship • Donors expect to be THANKED • Donors like to see assessment and accountability measures built into projects • Corporate/Foundation program officers want to take materials back to their board members • Current donors are our most likely future donors!

  16. UC San Diego Giving Societies • Chancellor’s LaureatesThis giving society honors UCSD's most generous donors, who have given $1 million or more, cumulatively, to the university. Formed in 2002, the Laureates meet annually for special recognition events hosted by the Chancellor. • Alumni FoundersFormed in 2003, Alumni Founders recognizes the first 50 distinguished alumni who have given $1 million or more, cumulatively, to the university. • BenefactorsThis group has provided leadership support to The Campaign for UCSD: Imagine What's Next through commitments of $100,000 or more during the life of the campaign. • Legacy SocietyFormed in 2004, this society recognizes and thanks those alumni and friends who make a future commitment to the university through charitable annuities, life income agreements, bequest intentions, or other planned gifts . • Chancellor’s AssociatesChancellor's Associates is a premier group of donors who are recognized for their annual leadership gifts of $1,500 or more to be used at the Chancellor's discretion to fund the univerity's greatest needs.

  17. How Can the Student Affairs Development Staff Help? • Creation of web online giving • Assistance with Gift Processing • Gift Acknowledgement • Donor Recognition • Donor Data Management • Gift Proposal Writing & Solicitation

  18. Donor Identification • When you identify a prospective donor or want to work with a current donor, please call us • The Student Affairs Development Office has a process to assist you • With you, we will plan a strategy to bring your funding initiative to the donor’s attention

  19. Programs & Projects That Get Funded • Meet a demonstrated need, part of unit’s mission • Have prospective donor constituencies • Have qualified staff to manage • Have built in assessment and measurable objectives • Leverage other funding sources • Have strong partnerships and collaboration • Can be replicated, but do NOT duplicate • Model programs

  20. To Increase Probability of a Gift • Communication • University & External Publications, website, newsletters, letters • Story ideas always needed! • Engagement • Involve donors and prospective donors through volunteer activity, focus groups, activities • Advisory Board - caution

  21. Engagement & Stewardship of Scholarship Donors • Hearts & Scholars Dinner • Underwritten by Undergraduate Scholarship Council & Student Affairs • Fiesta de las Estrellas • Alumni Scholars Reception • Alumni Awards of Excellence • Campus, Alumni and Special Events and Receptions • Publications & Website 23

  22. Stewardship of other Student Affairs funds • Stewardship model • Fund use • Reporting • Engagement • Unit examples • Intercollegiate Athletics • ArtPower! 24

  23. Students – investing in the future!

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