Donor – Centered Principal Giving Partnerships Anne Fitzmaurice Adams

1. Donor – Centered Principal Giving Partnerships Anne Fitzmaurice Adams Senior Director of Advancement College of Engineering

2. Goals How UW Tracks & Coordinates PG Moves • Describe Overall Context and Structure • PGP Team Guiding Principles • Define of Principal Gift Prospect

3. Goals Strategic Moves How Coordinated and Who is Involved? Describe how our teams partner on prospects Talk about the role of the Chair/Dean/President Two Case Studies: • Relationship Started in Central • Relationship Started in Engineering

4. UW – Advancement Structure Vice President for University Advancement AVP Finance and Administration AVP UW Alumni Association AVP Individual Giving Programs AVP Constituency Programs PGP AVP Advancement Services AVP UW Medicine Advancement

5. Principal Giving Team Structure Senior Director Assistant Director (Stewardship Discovery) Associate Directors (Strategy/High Level Engagement)

6. Definition of Principal Gift Prospect • 5M + Rated Prospects • Would benefit from a life-long, high-touch relationship • Multiple interests, connections, gifts • Complex high-net worth families

7. Advancement Culture PGP Team Guiding Principles • Serves two constituencies: Donor & Colleagues • Donor-Centric: The Long View • In Service to Schools and Colleges: strategy/connections/access

8. Value Add from PGP Team Customized Strategy Sessions • Best minds around the table • Force us to focus • Discuss PG prospects (determined in advance) • Chief Advancement Officer’s meeting • Brainstorm how to get through road blocks • Strategy notes to Advance • Follow-up to keep us accountable • 2 x a year but you can always request more

9. Value Add from PGP Team Customized Strategy • Raise Sites • Push us to push our Dean to think BIG. • Help us develop proposals • Provide and Prioritize Presidential Engagement • Do we need the President? • Peers or Regents? • Inform on status and validity of other units asks

10. Case Study #1 Key Background PGP Team Partnership Informed/Apprised Facilitate Multi-Unit Meeting of Minds Strategy Session – Engage through Advice on Capital Projects New President Provides Access to Dean and CAO • BSME ‘50’s • Football Passion • Developer • 15 Years Ago – A&S, Athletics, BSchool, ENGR engagement • “I don’t see the Dean, I see the President”

11. Case Study #1 Key Background PGP Team Partnership Informed/Apprised Continue to help broker access to Dean on or off campus with President President/ENG Dean request $5M Capital Gift – declined Ask for $5M-$10M in next campaign. • $3M Gift to Presidential Priority • President/ENG Dean request $5M Capital Gift – declined • Makes $5M Gift to Husky Stadium • Often calls CAO and Dean to get advice – sees value. “Wants to Call the Smart People”

12. Case Study #2 Key Background PGP Team Partnership Regional Partnership Dawgs on Wall Street Strategy Session – VP Passion Discussion Outcome = Passion for CSE but also interested in broader UW. Husband interested in Environment • CSE 80’s • Algoritum for Wall Street • Makes Anonymous Capital Gift $500K. Subsequent Professorships $2M • Relationship with Department – Loyalty/Connections

13. Case Study #2 Key Background PGP Team Partnership Must make their case to President – PG Team coordinates Continued information flow and discussion through strategy sessions • Maintained close relationship to CSE • Makes $1M loyalty gifts to President. $500K typically comes to CSE. Compete • Now on insider’s cabinet for institution • Keeps us on our toes; relationship/

14. Questions?

15. Advancement Culture • Open Cultivation – no one “owns” a prospect • No playing “hide the ball” – transparency through contact reports • Activity at PG level needs to be coordinated