The Ins and Outs of University Development Bob Pierce Vice President for Advancement

What is Advancement? Council for the Advancement & Support of Education – Advancement is a systematic, integrated method of managing relationships in order to increase an educational institution's support from its key outside constituents, including alumni and friends, government policy makers, the media, members of the community, and philanthropic entities of all types.

Primary Disciplines of Advancement Secure private financial support from potential donors committed to the mission of the institution Engage alumni in the life of the institution as volunteers, advocates and supporters Promote or market the institution to prospective students, their parents and others Communicate about the institution with those who have a stake in its success, including community members, business leaders, government officials, the press and others

Variations of Advancement Institutional or University Advancement University Relations External Relations External or Public Affairs Office of Philanthropy (thanks, Kentucky!)

Components of Advancement Alumni Relations Development (Fundraising) Communications (Marketing & PR) Governmental Relations Advancement Services

A Focus on Development Council for the Advancement & Support of Education – Fundraising programs at educational institutions secure private support in the form of annual gifts, major gifts, planned gifts and corporate and foundation gifts, often through strategically developed fundraising campaigns.

Components of Development Alumni and Constituent Relations Communications Annual Giving Major Giving Planned Giving Corporate and Foundation Giving Donor Relations and Stewardship

Graphic by Amy Eisenstein, ACFRE

Table Topic No. 1 What are three things you can do to participate in fundraising?

Table Topic No. 2 What are three barriers to you participating in fundraising?

Tips & Pointers Focus on Relationships, Not Transactions Focus on What Needs You Will Meet Ask for Advice Invest the Time Involve other Faculty – Jason D. McNeal, PhD with Gonser Gerber

Tips & Pointers It’s not about you Partner with a trusted development officer Identify your Top 20 Develop and practice three elevator statements Connect by listening rather than talking – Zachary A. Smith, PhD with Witt/Kieffer

Ins & Outs (Random Recommendations) You must begin with a vision and then document and execute a plan Engage alumni, community members, parents, advocates and others in your program Keep in touch with and invite successful alumni to speak to your classes Team up with your Development Staff to formulate a donor strategy and coordinate engagement Remember that fundraising is about relationships Ask! (or at least participate in the request)

Ins & Outs (Random Recommendations) Your idea will not always generate donor interest Your priority is not necessarily the donor’s priority Bill Gates, Warren Buffett and Oprah are not prime donor prospects for your program While you may be the center of the relationship, don’t leave out the Development Staff Your donor is not an ATM Your donor is not your priest or your security blanket

The Good, The Bad & The Ugly Dale Center for the Study of War & Society Drapeau Center for Undergraduate Research The Chair & The Donor

Q & A

Thank You