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MY BACKGROUND INTRODUCTION

DEVELOPING EXTERNAL RELATIONS OFFICE FOR FUNDRAISING C Randall Powell, PhD Prof. Emeritus of Business Administration Indiana University Kelley School of Business Bloomington, Indiana May, 2009. MY BACKGROUND INTRODUCTION. Indiana University-43 years

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MY BACKGROUND INTRODUCTION

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  1. DEVELOPING EXTERNAL RELATIONS OFFICE FOR FUNDRAISINGC Randall Powell, PhDProf. Emeritus of Business AdministrationIndiana UniversityKelley School of BusinessBloomington, IndianaMay, 2009

  2. MY BACKGROUND INTRODUCTION • Indiana University-43 years • Professor of Business Administration-Human Resources • Teaching-Research and Writing-Career Services • Assistant Dean for Corporate Relations: Responsible for • Career Center-30 Years - www.UCSO.Indiana.edu • Alumni Association-20 years- www.Kelley.Indiana.edu/alumniglobal • Corporate Relations-10 years- www.Kelley.Indiana.edu/development • Board of Directors-Minority Fellowship Program-20 years- www.CGSM.org

  3. ROLE IN THIS PROGRAM • Not a Policymaker • Managed Functions and Staff • Called on Corporations-One Third of My Time • Colleagues Will Focus on Policy Issues • Focused on Operational Policies And Procedures-Technology

  4. MY GOAL • Motivate You to Consider Enhancing Your Fundraising Efforts • Prove to You That You Can Generate Financial Support • Provide Ideas on How to Implement a Program

  5. WHAT DID I DO? • Help Foster External and Internal Relationships • Organize Colleagues-Internal/External • Plan Programs for External Partners

  6. THE FUND-RAISING OFFICE • Development • Advancement-Engagement • Public Relations • University Communications • Various Names -Translate to Fund-Raising • www.Kelley.Indiana.edu/about/admin

  7. CREATE AN INSTITUTIONAL IMAGE • Why Do Corporations Invest in Universities? • Create Your Image • Support/Prove Your Image

  8. WHAT MATTERS TO DONORS?-INSTITUTIONAL QUALITY • Curriculum • Faculty • Student Body • Alumni Success • Rankings-Supported by Supported by Graduate Success • www.Kelley.Indiana.edu/about/rankings

  9. MUST PROVE YOUR QUALITY LEVEL • More Than Words • Recognize Successful Alumni • Recruit Students and Faculty • Recognize Exceptional Students • Market Faculty Reputation

  10. COMMUNICATIONS OFFICE • Ceremonies/Speechwriting • News Bureau • Media Relations • Economic Development • Public Relations • www.Indiana.edu or www.IU.edu/about

  11. PROMOTE YOUR INSTITUTION • Brochures • Websites • News Releases • Recognitions (Given/Received) • Success Stories • www.innovate.Indiana.edu

  12. ESTABLISH RELATIONSHIPSFOR FUND-RAISING • Alumni • Students • Faculty • Corporate/Business • Government/Public Institutions

  13. FUNDRAISING BASICS • Purpose: Raise Money for Institution • Motivate Constituencies/Partners • How: Contact All Constituencies (Calling on Clients) • Asking: Requesting Support (in Writing/in Person) • Fund-Raising Starts with Treating Students Well • www.IUF.Indiana.edu

  14. WHY DOES THE UNIVERSITY WANT TO DO THIS? • Assist Faculty in Teaching Efforts (Request Time) • Provide Needed Resources for Students (Scholarship/Assistantships) • Contribute to General Society (Service) • Generate a Steady Income Stream (Money) • Aid in Transfer of Technology (Research) • Recognition and Reputation (Image)

  15. WHY WILL EXTERNAL COMMUNITY WANT TO PARTICIPATE? • Desire to Hire the Best Talent to Create Growth • Foster Altruism: Contribute to the Country If Successful • Gain Recognition among Peers (Pride) • Believe in Higher Education • Desire for Technology and Research

  16. WRITING THE FUND-RAISING PROPOSAL • Formulating the Appeal (Addressing the Motivation of Donor) • Identifying Target Audiences • Delivering the Request (in Writing and in Person) • Importance of Personal Contact • Sell the Ideas Based on Quality Image

  17. THE DEVELOPMENT OFFICE • Outreach to Potential Donors • Identifying Potential Contributors • Creating Fundable Projects Based on Need • Makes Fundraising Requests (Proposals) • Nurture and Follow up With Donors • Manage Information and Publicity

  18. TYPES OF RESOURCES REQUESTED • Financial Assets: (Everyone's Preference) • Equipment: Computers, Lab, Tools, Etc. • Facilities: Buildings, Factories, Farms, Etc. (On-Campus/Off-Campus) • Services: Executive in Residence/Professionals Teaching • Scholarships/Assistantships: (Student Financial Need) • Faculty Research Support (Financial and Cooperative)

  19. FUNDRAISING PROCESSES • Systematize and Computerize the Process • Establish Databases of Potential Contributors • Create Database of Potential Projects/Needs • Identify Services for Sale • Importance of Website-Communication • Developing Preestablished Proposals (Not Always Customized) (adapt)

  20. MAKING THE REQUEST • Who? Senior Leadership • How? Written Request Followed by Personal Visit • When? Depends on the Relationship • Plan? Follow-Up Carefully and Thoughtfully • Flow? Process Needs Nurturing • Frequency? May Take Multiple Visits • Recognition? A Continuous Process (Donor Driven) • www.Kelley.Indiana.edu/spotlights

  21. MANAGING THE GIFT • Good Stewardship Is Critical • Do What You Promised! • Provide Regular Updates to Donor • Past Contributors Frequently Become Future Donors • Prepare Regular Reports-Openness Is Essential-Transparency • Stay in Touch: Don't Forget Graciousness

  22. CREATE PLANS FOR CONSTANT PROFESSIONAL RELATIONSHIP DEVELOPMENT • Set Your Objectives (Long-Term and Short-Term) • Create a Methodology of Identifying Relationship Partners • Institutionalized the Relationship Creation (Different People Host Relationships) • Review Fundraising Plans Regularly with Advisers

  23. WHO ARE YOUR CONSTITUENCIES? • Successful Professionals • Don't Forget Students • Alumni-Most Support Comes from an Alumni Connection • Faculty and Staff (Full-Time/Part-Time) • Community Leaders and Influencers • www.Kelley.Indiana.edu/spotlights

  24. MOVING FROM GOALS TO ACTION • Set up Partnership Candidates • Identify All Potential Relationships • Create Activities Designed to Reach Partners • Involve Partners in Various Programs • Cleverly Manage Relationships

  25. START WITH SERVICES FOR POTENTIAL CONTRIBUTORS • Community and Professional Leaders with Financial Capital • Who Are Your Customers? • What Services/Products Are You Capable of Delivering? • Involve Faculty-Students-Alumni in Delivering Services • How Can You Bring Your Contributors and Supporters Together?

  26. FOCUS ON METHODS • Establish Advisory Boards (Dean/Faculty/Professionals/Students) • Establish Service Related Offices: • Alumni Associations • Development Office • Career Center Services • Communication Office (help) • Continuing Education

  27. ADVISORY BOARDS DEFINITION • Aid and Advise in Long Range and Short Range Plans • Institutional Level and Local Economic Level • Create an Interface with Professional Community • Assist in Promoting Institution/Academic Units • Assistant Fundraising Initiatives • Facilitate Networking Relationships • www.innovate.Indiana.edu

  28. ADVISORY BOARD MEMBERSHIP • Senior Business and Professional Leaders • Chief Public Officials • Focus on Senior Levels

  29. ROLE OF ADVISORY BOARDS • Create Direction and New Ideas • Focus on Brainstorming and Blue Sky • Not Decision-Making but Participate in Policy Setting • Commit to the Institution-Prove It by Contributions

  30. ADVISORY BOARD GOALS • Generate New Ideas and Future Direction Possibilities • Review Potential New Proposed Initiatives of Institution • Open Invitation Routes • Add Credibility to the Institution • Assistant Fundraising • Support and Present proposals To Their Constituencies • www.Kelley.Indiana.edu/development/DC

  31. ADVISORY BOARD CHALLENGES • Desire to Vote and Desire to Initiate • Pressure to Implement • Not Often Good Listeners • Deference to Strong Leaders • Junior/Senior Membership Participation

  32. ADVISORY BOARD MEETINGS • Regular Meetings-At Least Two Times per Year • Required Attendance to Continue Participation • Regular Member Rotation • Senior Counselor/Coach Status Rotation

  33. CAREER SERVICES: STUDENT/ALUMNI/PROFESSIONALS • Important Vehicle to Serve Constituents • Creates Relationships • Keeps Relationships Involved on a Regular Basis • Organizes Events to Serve All Parties • Events Initiate Follow-Ups

  34. SERVICES TO VARIOUS CONSTITUENCIES • Employers: Access to Students, Graduates, and Alumni • Students: Access to Employer Resumes • Career Education Participation • Alumni: Involvement As Job Candidates and Employers

  35. IMPORTANT SERVICES • Internships and Cooperative Education • Graduate Placement • Alumni Networking Facilitation • Event Management • www.UCSO.Indiana.edu

  36. INTERNSHIPS • 12-15 Week (Semester) Work Time Frames • Student Earns Credit • Sometimes Paid by Employer • Student Graded by Faculty/Employers • Junior/Senior Year Participation

  37. INTERNSHIP PURPOSE • Real-World Experience in Future Profession • Test of Skills for Both Sides • Typically Leads to Full-Time Job Offer After Graduation • Academic/Business Partnership Training • Share Education with Colleagues

  38. COOPERATIVE EDUCATION • Semester Work/Study Rotation • Starts at Second Year Of Academic Program • Student Earns Credit and Money • From Project Work to Independent Work • Maintains Close Liason Was Supervising Faculty

  39. COOPERATIVE EDUCATION PURPOSE • Real Work Experience • Test of Skill Development And New Skill Learning • Typically Leads to Full-Time Job after Graduation • Very Strong Partnership: Faculty/Student/Employer • Powerful Classroom Contributions Later

  40. PROFESSIONAL PROJECTS IN THE CLASSROOM • Real World Assignments Made by Professors • Consulting with Employer Community-Collaboration • Usually Team Projects • Both Written and Verbal Reports/Presentations • Creates Strong Ties between Faculty/Professionals • Student Sharing of Experiences

  41. RESULTS OF PROJECT ASSIGNMENTS • Major Benefits to Employers • Significant Benefits to Students • Report Sharing in Classroom • Enhanced Learning • Valuable in CV Presentation for Students

  42. CAREER PLACEMENT • Entry into Profession at Graduation • Minimal Academic Relationship • Faculty Assistant Assignments • Management of Selection Process

  43. THE CAREER CENTER • Manages Relationships with Constituencies • Student/Faculty/Employers/Administration Involvement • Helps Create New Relationships • Maintains Database of Students • Maintains Databases of Employers • Maintains Databases of Career Options

  44. CAREER CENTER SERVICES • Job Listings for Internships, Co-Ops, and Full-Time Opportunities • Development of Student CVs • Refers CVs • Organizes Career Fairs-Focused by Profession • Schedules Interviews • Teaches Career Development Courses • Follows up Placement Reporting • Leads to Strong Alumni Relationships • www.UCSO.Indiana.edu

  45. CAREER CENTER RELATIONSHIPS • Manages Links with Faculty, Students, Alumni and Professionals • Teaches Career Education Courses • CV Preparation-Job Leads Development-Networking-Interviewing-Etc. • Involves Professionals in Career Courses • Organizes Recruiting Fairs

  46. ALUMNI ASSOCIATIONS • Membership • Professional Employment Groups • Continuous Education • Alumni Database Services • Professional Communication with Alumni • Networking Facilitation • www.Kelley.Indiana.edu/alumniglobal • www.alumni.Indiana.edu

  47. ALUMNI ASSOCIATION PROGRAMS • Short-Term Seminars and Conferences • Many Luncheon and Evening Receptions to Facilitate Networking • Discount Travel Programs • Clubs Organized by Location or by Profession • Activities Facilitate Networking-Social and Professional

  48. ALUMNI ASSOCIATION SERVICES • Maintains Highly Communicative Website-Stays in Touch • Focuses on Fun Raising Versus Fundraising • Maintains Alumni Database • Manages Interesting Alumni Programs • Facilitates Career Services for Alumni

  49. TRAINING CONFERENCES • Specialized Education Themes • Draws Heavily on Real-World Experiences and Examples • Involves Faculty and Students with Alumni Programs • Can Be Profit Potentials • Showcases Faculty and Students and Institutional Reputation

  50. FUNDRAISING INITIATIVES • Services to Alumni • Services to Students • Services to Faculty • Services to Professional Communities • Service to Local Community • Result: Institutional Appreciation and Reputation Enhancement

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