What’s a Fundraising Business Dean to do?

1. What’s a Fundraising Business Dean to do? Nancy L. Hullihen Executive Director Alumni Relations & Development University of Miami School of Business Friday, June 6th, 2014

2. Assess Your Organizational Structure • Adequate staffing • Adequate financial resources • Trained personnel • History of volunteer leadership and support • Base of qualified donors

3. Assess Your Organizational Structure • Mechanisms for upgrading donors • Capacity for donor research • System to track donor giving and contacts • Access to planned giving expertise • Strategy to inform and communicate with donors

4. Your Perspective on Fundraising Donors should share their wealth by giving (back) to our school/need. • Donors are fortunate to have financial resources to share. However, they have many options to consider.

5. Your Perspective on Fundraising Donors will give if I say the right thing or use the right technique Donors will respond favorably if I can connect our need(s) and their priorities

6. Your Perspective on Fundraising My cause is just but I feel like a beggar I am fortunate to be able to represent such a worthy cause. Our community is better off because of the work that we do. I am offering a donor the opportunity to fulfill their needs

7. Responding to Donors’ Needs • Memorialize/honor oneself or loved ones • Perpetuate values or opinions • Sense of belonging • Recognition or status • Fulfill perception of duty

8. Alumni Donors Segments • Champions • Friends • Acquaintances

9. Alumni Donors Segments: Champions • Strongest advocates for the college • Value the professional and social benefits • Most likely to donate and the largest average donations

10. Alumni Donors Segments: Friends • Proud graduates who regularly donate to the college • Much more committed to other philanthropies • Very satisfied with their lives

11. Alumni Donors Segments: Acquaintances • Had a passing relationship with their college • Minimal attachment as students and even less now • Provide little to no financial support

12. The Major Gift Continuum • Identification & Qualification • Development of Strategy • Cultivation • Solicitation & Negotiation • Acknowledgment • Stewardship

13. The Questions that Donors Ask • Why me? • Why are YOU asking me? • Do I respect you? • How much do you want? • Why YOUR organization?

14. The Questions that Donors Ask • Will my gift make a difference? • Is there an urgent reason to give? • Is it easy to give? • How will I be treated? • Will I have a say over how you use my gift? • How will you measure results?

15. How Can I Work Best with my Development Officer/Office? • Develop and communicate a clear strategic plan • Expect each department Chair to do the same • Dedicate time to fundraising • Dedicate resources to your fundraising office • Show up prepared & follow our lead • Include us as part of your leadership team • Don’t assign tasks that distract from fundraising • Say ‘Thank You’ and say it often

16. Final Thoughts • 1+1 can equal 3 • A rising tide rises all boats • Be consistent • Don’t become discouraged • Relax & have fun!!