Senior Director, International and Institutional Relations Mike Hugel Senior Director, International and Institutional Relations

What is the Wharton Fund? The Wharton Fund provides essential unrestricted operating dollars for the school. In FY14, contributions to the Wharton Fund increased by 43% for a total of $12.7 million. 20% of Wharton alumni supported the Wharton Fund Unrestricted dollars are essential to Wharton’s success because they provide maximum flexibility for the school to provide funding for the most pressing needs or new innovations. FY14 Wharton Fund total was $12.7 million, which represents a 43% increase over the FY13 total of $8.9 million. The Wharton Fund

How does Wharton compare? The Wharton Fund

Where are Wharton Alumni? 17.1% 82.9% The Wharton Fund Solicitable Count includes: Wharton MBAs, Wharton Non-MBA Alumni who are past Wharton Fund Donors, and Non-Alumni Donors with hard Wharton Fund donations within the past six years or soft Wharton Fund donations through a Donor Advised Fund or Foundation. The Wharton Fund Solicitable Count excludes: Deceased, Inactive Preferred Addresses, No Wharton or University Contact Exclusion, No Mail Contact Exclusion, No Solicitation Contact Exclusion, No Annual Giving Solicitation Contact Exclusion, and No Corporations or Organizations. Numbers based on Wharton Solicitable Alumni July 1, 2013 – June 30, 2014 The Wharton Fund

How many give to The Wharton Fund? 7.5% 92.5% Numbers based on Wharton Solicitable Alumni July 1, 2013 – June 30, 2014 The Wharton Fund

How much do they give to The Wharton Fund? 16.99% 83.01% Numbers based on Wharton Solicitable Alumni July 1, 2013 – June 30, 2014 The Wharton Fund

Wharton Fund Participation by Region Numbers based on Wharton Solicitable Alumni July 1, 2013 – June 30, 2014 The Wharton Fund

Wharton Fund Leadership Giving by Region Leadership Giving represents those donors who make unrestricted gifts at the BFS Level ($2,500 and above). Of the 228 EMEA donors in FY14, 57 (25%) gave at the BFS level, which is well above the overall and domestic average of 12%. Numbers based on Wharton Solicitable Alumni July 1, 2013 – June 30, 2014 The Wharton Fund

How does The Wharton Fund encourage alumni to make a gift? The Wharton Fund has undertaken a rebranding initiative which will launch in Spring 2015. Alumni are solicited using a segmented, multi-channel approach centered around: Direct marketing Volunteer engagement/peer solicitation Personal cultivation/solicitation by staff The Wharton Fund

Direct Marketing The Wharton Fund solicits alumni through direct marketing efforts such as: Letter and print mail appeals (domestic & international) Email appeals – (domestic & international) Phone calls by the student calling program (domestic) Direct marketing is effective for reaching large audiences, but typically has a low response rate. A typical response rate for direct mail, for example, is approximately 1%. The Wharton Fund

Engaging Volunteers Engaging alumni volunteers to solicit their peers is one of the most effective forms of annual fundraising. Wharton Fund Reunion and Class Gift volunteers solicit their peers to encourage leadership giving and participation. The Wharton Fund

Discussion What are the best methods to reach alumni through direct marketing in the EMEA region? What is the best way to utilize volunteers for peer solicitation of alumni in the EMEA region? What role could the EMEA Board and the alumni clubs play in this effort? The Wharton Fund