Fundraising for the University of Bath

1. Fundraising for the University of Bath Peter Reader, Director of Marketing and Communications Charlie McCallum Head of Alumni & Development

2. Fundraising for the University of Bath 1 Where we were 2 Initial work 3 First results 4 Working with you

3. Fundraising for the University of Bath Key principles of fundraising: • to support excellence and success • to build the commitment of stakeholders to this success • NOT a substitute for other funds

4. Fundraising for the University of Bath Essentials for success: • strong institutional leadership • committed and involved academic staff and lay members • a professional and well run fundraising office

5. Fundraising for the University of Bath 1 Where we were • previous record of investment but only modest success • few staff, and more leaving • commissioned report from Iain More Associates

6. Fundraising for the University of Bath Report from Iain More Associates: • articulate fundraising goals and integrate with University priorities • identify and cultivate potential donors • reinvigorate regular giving programmes

7. Fundraising for the University of Bath Report from Iain More Associates: • set up a Development Planning Group, chaired by the Vice-Chancellor • involve lay members and key ‘academic champions’ • spend previous donations

8. Fundraising for the University of Bath Our assets: • an excellent database of alumni • a pool of previous alumni donors • a newly recruited and enthusiastic development team

9. Fundraising for the University of Bath Our weaknesses: • no track record of asking • no track record of thanking • no continuity with the previous development team

10. Fundraising for the University of Bath 2 Initial work: • re-start fundraising from individuals, particularly alumni • research & approach philanthropic Trusts and Foundations • set up ad hoc development group

11. Fundraising for the University of Bath Alumni fundraising: initial plans • telephone campaign, spring 2005 • direct mail, spring to autumn 2005 • telephone campaign, autumn 2005 Target: £50k by July 2005

12. Fundraising for the University of Bath Individual fundraising: • face-to-face approaches to key individuals • continue to ‘friend-raise’ • develop our recognition and stewardship programmes

13. Fundraising for the University of Bath Trusts and foundations: • initial concentration on key trusts and foundations • build relationships • understand their interests and match with our own

14. Fundraising for the University of Bath Establish Development Group: • to articulate the University’s fundraising priorities • to agree key projects • to ensure they are recognised as institutional priorities

15. Fundraising for the University of Bath • First results • 18 per cent response to survey of alumni • target for alumni fundraising of £50k by July 2005 already met • further £75k raised from key individuals

16. Fundraising for the University of Bath Further work: • initial meetings with key trusts • ad hoc development group set up; two meetings to date • first two projects agreed

17. Fundraising for the University of Bath 4 Working with you • the Development Office exists to support you in raising funds for your projects • we can only do this well if we are the central point of co-ordination

18. Fundraising for the University of Bath Agreeing projects • Development Group will agree priorities BUT • anyone can put forward projects • Deans and Heads of Department will be involved in process

19. Fundraising for the University of Bath Types of project to be considered • capital projects (buildings, etc) • posts (chairs, lectureships, etc) • scholarships, bursaries & prizes but NOT research projects

20. Fundraising for the University of Bath Putting forward a project • application form online • submitted to Development Office for initial evaluation at any time • Development Group makes recommendations to Executive Committee

21. Fundraising for the University of Bath Role of Heads of Department: • to put forward & prioritise projects • to ensure projects are ‘owned’ and have ‘champions’ • to share information, so that the chances of success are greater

22. Fundraising for the University of Bath Role of Development Office: • to co-ordinate approaches to possible funders • to provide you with expertise and information • to increase the value of cash donations (tax reclaims)

23. Fundraising for the University of Bath Some examples of good practice: • access for Management to the alumni database • participation in the Sport Development sponsorship group • support for international alumni events

24. Fundraising for the University of Bath More examples of good practice: • technical advice in securing a possible legacy • setting up a bursary for Electrical Engineering • reclaiming tax on donations to a prize fund

25. Fundraising for the University of Bath Examples of bad practice: • multiple applications to the same potential funder • low asking • chopping and changing of priorities

26. Fundraising for the University of Bath Some misconceptions: • alumni are only interested in their academic department • the best person to make ‘an ask’ is from the Development Office—it could be you or your ‘project champion’, but we can help you

27. Fundraising for the University of Bath Is it worth it? • £100k invested should lead to £600k to £1m return • in 2002/3, 29 universities raised cash, philanthropic and associated gifts to the value of £140m, an average of £4.8m

28. Fundraising for the University of Bath Potential risks: • lack of agreed projects for which to fundraise • lack of real engagement with fundraising • failure to create and manage a professional and well-run office

29. Fundraising for the University of Bath Further Reading: • ‘Increasing voluntary giving to higher education’ (The Thomas Report), DfES, May 2004 • ‘First, find your millionaire’, Harriet Swain, The Guardian, 26 March 2005

30. Fundraising for the University of Bath Peter Reader, Director of Marketing and Communications Charlie McCallum Head of Alumni & Development