University Development 101

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

2. University Development 101 University Advancement 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.

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

4. 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

5. 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

6. 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

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

8. 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.

9. 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.

10. 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

11. 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.

12. 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.

13. 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

14. 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

15. University Development 101 • Donor Commitment Continuum

16. University Development 101 • Donor Commitment Continuum

17. University Development 101 • Levels of Alumni Engagement

18. University Development 101 • Questions?