What is Development?

1. What is Development? And, how can they help me get money for my research?

2. Sole Purpose of Development To support UTHSC … Your College, your Department, your Program, your Research

3. Mission of Development To inform and involve all constituencies – whether alumni, donors and friends, individuals, corporations, and foundations – in order to encourage their investment as friends and donors in support of the mission UTHSC….

4. Mission of UT Health Science Center To improve human health through education, research, clinical care, and public service at the University of Tennessee Health Science Center.

5. Campaign for UT University of Tennessee Health Science Center Priorities determined by Chancellor and Deans with involvement of Department Chairs

6. FINANCIAL GOAL FOR CAMPAIGN • System-wide goal of $1,000,000,000 • UTHSC – goal of $180,000,000 • College of Medicine • College of Pharmacy • College of Dentistry • College of Nursing • College of Allied Health Sciences • College of Graduate Education • Campus wide initiatives

9. How do we support these priorities? With funds from • Individuals – alumni, grateful patients • Foundations • Not for profit organizations, such as American Cancer Society, Alzheimers Association, American Heart Association, March of Dimes, etc. • Corporations

10. National 2006 charitable giving Total = $295.02 billion Corporations$12.724.3% Foundations$36.50 12.4% Individuals$222.89 75.6% Bequests$22.91 7.8%

11. Types of recipients of contributions, 2006 Total = $295.02 billion Environmentand animals$6.602.2% Internationalaffairs$11.343.8% Arts, culture, and humanities$12.514.2% Unallocatedgiving $26.088.8% Public-society benefit$21.417.3% Foundations$29.50 10.0% Health $20.226.9% Religion $96.82 32.8% Humanservices $29.56 10.0% Education$40.98 13.9%

12. Gifts from Individuals • What does a donor look like? • Faculty or staff • Grateful patients and their families • Alumni • Graduates of our residencies • Civic minded individuals • Someone who wants to leave a legacy

13. Four stages of donor cycle • Qualification • Cultivation • Solicitation • Stewardship Average amount of time from initial contact to a major gift is 18 months.

14. Your role in the process • Help in qualification (after identification) • Help in cultivation • Be a content expert • “Come along for the ride” • Solicitation • If a proposal is needed, provide descriptions • “Come along for the ride” • Assist in stewardship • Recognition and thanks, encouraging re-entry into the donor cycle

15. What makes an individual want to give? PASSION !!! • PASSION QUESTION: What would you like to accomplish with your money that would be most meaningful to you? • Tell me more about that. • Help me understand what you mean by that. • What would you like to see happen to make this possible? • In addition… • If I understand you correctly… • Communicate what is next…

16. How do you secure a gift? • Call Gloria or Bev • If a patient comes to you and says that they “want to do something for your department” …. “Would it be alright if someone from Development contacts you?” • Call Gloria or Bev

17. WHY??? • We need to coordinate all fundraising asks – eliminate duplication of asks. • We can help you craft a proposal or gift agreement. • We can help you suggest an amount. • We can help you strategize. • We are conversant with different ways of giving. • If you are not comfortable asking for money, let Development do it. • Don’t let the opportunity slip away.

18. National 2006 charitable giving Total = $295.02 billion Corporations$12.724.3% Foundations$36.50 12.4% Individuals$222.89 75.6% Bequests$22.91 7.8%

19. Corporate and foundation relations • Strategic research • Identification of potential prospects • Cultivation – where possible • Solicitation – includes proposal development / or application • Stewardship

20. Foundation Facts Number of Foundations • 1987- 27,661 • 2005 - 71,095 Assets • 1987 - $ 15.44 billion • 2005 - $550.55 billion Annual Giving • 1987 - $ 6.6 billion • 2005 - $36.4 billion

21. Types of Foundations • Independent • 1987-25,094 • 2005-63,059 • Corporate • 1987-1,295 • 2005-2,607 • Operating • 1987-1,040 • 2005-4,722 • Community • 1987-232 • 2005-707

22. Research resources Internet: • Google/Yahoo • Individual Foundation web sites • Foundation Center – searchable database (annual fee), RFP e-newsletter (free), http://www.foundationcenter.org Print: • Chronicle of Philanthropy, Chronicle of Higher Education • National newspapers-NY Times, Wall Street Journal • Local newspapers-Commercial Appeal, Memphis Business Journal, Memphis Daily News

23. FOUNDATION DIRECTORY ONLINE PROFESSIONAL • Search: Grantmakers, Companies, Grants, 990s • Grantmakers • Profile • Grants listing • News/Jobs/RFPs • People • 990s • Companies • Profile • People • 10-K • Grantmaker

24. FOUNDATION DIRECTORY ONLINE Company ProfileFedEx Corporation(formerly FDX Corporation)3610 Hacks Cross Rd.Memphis, TN 38125(901) 369-3600Company URL:http://www.fedex.comEstablishment information: Established in 1998 from the merger of Caliber System, Inc. with Federal Express Corp.Company type: Public companyCompany ticker symbol and exchange: FDX/NYSEBusiness activities: Provides express, ground, and freight delivery services; provides logistics, supply chain management, and electronic commerce services and solutions.Business type (SIC): Transportation/scheduled air; trucking and courier services, except by air; management and public relations servicesFinancial profile for 2006: Number of employees, 138,400; assets, $22,690,000,000; sales volume, $32,294,000,000; pre-tax net income, $2,899,000,000; expenses, $29,280,000,000; liabilities, $11,179,000,000Fortune 500 ranking: 2006-68th in revenues, 107th in profits, and 163rd in assetsBoard of directors: Frederick W. Smith, Chair.; James L. Barksdale; August A. Busch; John A. Edwardson; Judith L. Estrin; J. Kenneth Glass; Philip Greer; J.R. Hyde; Shirley Ann Jackson; Steven R. Loranger; Charles T. Manatt; Joshua I. Smith; Paul S. Walsh; Peter S. Wilmott.Corporate officers: Frederick W. Smith, Chair., Pres., and C.E.O.; Rodger G. Marticke, Exec. V.P. and C.O.O.; Alan B. Graf, Jr., Exec. V.P. and C.F.O.; Dennis H. Jones, Exec. V.P. and C.I.O.; Kenneth R. Masterson, Exec. V.P., Genl. Counsel, and Secy.; T. Michael Glenn, Exec. V.P., Corp. Comms.; William J. Cahill, Sr. V.P., Human Resources; Charles M. Buchas, Jr., V.P. and Treas.; Donald C. Brown, Cont.Subsidiaries and/or Divisions: FDX Global Logistics, Inc., Memphis, TN; Federal Express Corporation, Memphis, TN.Affiliated grantmaker(s): FedEx Corporation Contributions ProgramCompany EIN: 621721435

25. Profile

26. What Development will do • Tracks major foundations, e.g. Bill & Melinda Gates Foundation, Robert Wood Johnson Foundation • Provides assistance in identifying prospects • Provides strategy • Central system of prospect and donor master files – UTHSC connections • LOI, Applications - Review for punctuation, typos, other grammatical oversights

27. What you need to do • Inform Development of your intent to apply – WHY? • To assure that there is no conflict • As you submit to the Office of Research, also submit a copy to Development – bsakauye@utmem.edu

28. Stewardship The ‘caring’ of the ongoing relationship/partnership, communication, required reporting, visits, tours of campus, invitation to events, with current donors • Maintain relationship - ROI • Cultivate for future – The best donor is one who is given before • Time period – 12 months • Reporting - Development will help you with submission of reports as required • Recognition

29. GOOD PARTNERSHIP • Increases the likelihood of future grants • Benefits the funder • Advances the UTHSC mission • Benefits Tennesseans and others – • Improved healthcare • Improved quality of life

30. For questions or assistance • Gloria Greiner-Callihan, J.D. Assistant Vice Chancellor College of Medicine ggreiner@utmem.edu • Beverly ‘Bev’ T. Sakauye Director, Corporate & Foundation Relations bsakauye@utmem.edu

31. YES WE CAN !!! Imagine what this campus would look like with an investment of $180,000,000.