AFP Northern Wisconsin The Relationship Means Everything: Strategies to Secure Transformational Gifts​ AFP Northern Wisconsin September 16, 2016 Alice Archabal Chief Development Officer and Vice President of Development Medical College of Wisconsin and Froedtert Hospital

OBJECTIVES Identify strategies to engage donors in meaningful relationships. Identify strategies to create a desire for donors to truly help transform your organization.

RECENT TRANSFORMATIONAL GIFTS $50 MILLION If you do a quick scan of recent gifts described by institutions as TRASFORMATIVE, you get a wide range of gift level, donor type, and gift purpose. August, 2016: Big Lots and the Big Lots Foundation committed $50 million to Nationwide Children’s Hospital to Behavioral Health expansion, including the construction of an approximately 250,000 square foot treatment and research Pavilion on the Hospital's main campus. Steve Allen, MD, Chief Executive Officer at Nationwide Children’s: “By making this major investment in meeting such a critical need, Big Lots is helping to transform children’s health and care for generations to come.”

RECENT TRANSFORMATIONAL GIFTS $10 MILLION August, 2016: Auburn University College of Veterinary Medicine received a $10 million estate gift from alum Dr. H. B. "Woody" Bartlett to establish the new Bartlett Scholars Program, which will award three full scholarships to first-year veterinary students upon implementation. The program is expected to grow by three scholarships each year until it reaches full operational status at 48 scholarships. Dean Calvin Johnson: "Dr. Bartlett's transformational gift will directly address student debt load and place them in a financial position to succeed as practitioners in underserved rural regions of the country."

RECENT TRANSFORMATIONAL GIFTS $2 MILLION September, 2016: Alum Suzanne Salter Arkin has given Sarah Lawrence College in $2 million to create the Suzanne Salter Arkin Science Endowment. The funds will be dedicated to attracting science students who want to pursue individual study of science while engaging with the arts, humanities, language, literature and the social sciences in a liberal arts institution. Dean Kanwal Singh: "This gift is transformational for Sarah Lawrence. While the College is well known for the arts and humanities, our pedagogy, which gives students research experience from day one, is also particularly well suited for the sciences."

TRANSFORMATIONAL GIFTS – DEFINED DISCUSSION: How do you define a transformational gift? Open up for thoughts from the audience

TRANSFORMATIONAL GIFTS – DEFINED A transformational gift allows an organization to advance its mission, reinvent its model, and/or achieve visions and goals faster than they could have imagined. A transformational is transformative for both the donor and the organization. A transformational gift is donor-centered.

DONOR-CENTERED FUNDRAISING Authenticity Engagement Active Listening Partnership Stewardship

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Donor Relationship and Strategy: No prior relationship. Learned about Second Harvest in the Chronicle of Philanthropy. Recognized Second Harvest’s ability and potential. Interested in advancing Second Harvest’s mission. The Lincy Foundation

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Gift Strategy and Outcomes: First gift: $10 million. Second gift: $15 million. Complete rebranding and naming of organization Improved coordination of food distribution. Increased awareness of hunger in America. The Lincy Foundation

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Donor Relationship and Strategy: Ann Lurie was an public health and pediatric intensive care nursing in rural Florida and at Children’s Memorial Hospital in Chicago. Bob built Equity Group Investments and its many offshoots in Chicago. He died in 1990 at the age of 48 from colon cancer.

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Donor Relationship and Strategy: While Bob was being treated at Northwestern, he and Ann donated $40 million to what is now the Robert H. Lurie Comprehensive Cancer Center of Northwestern University. Ann was clearly passionate about pediatrics and research.

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Gift Strategy and Outcome: $100 million Lead campaign gift that resulted in campaign at $600 million. Helped with construction of the state-of-the-art Ann & Robert H. Lurie Children’s Hospital of Chicago. ** Note there are animations on this slide. CLICK once to see old Lincoln Park hospital. CLICK a second time for the old pic to disappear, the new building to appear.

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Campaign Launch Video ** Note there are animations on this slide. CLICK once to see old Lincoln Park hospital. CLICK a second time for the old pic to disappear, the new building to appear.

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Donor Relationship and Strategy: MCW alum who lives in the Green Bay area. Never made a large philanthropic donation. Passionate about the Green Bay community and alma mater, MCW. Add picture of campus

TRANSFORMATIONAL GIFTS – MY EXPERIENCE Gift Strategy and Outcomes: $500,000 lead alumni gift. Engaged other alumni and set the pace. Donor was able to support both personal interests and the institution’s interests with need for new MCW regional campus in Green Bay.

TRANSFORMATIONAL GIFTS – COMMON THEMES DISCUSSION: What are some common themes in these transformational gifts?

TRANSFORMATIONAL GIFTS – COMMON THEMES Strong, good donor relationships are built on awareness of the donor’s interests and passions. Institutions must communicate their visions broadly and clearly. Institutions must invite donors to partner with them. “We can’t do this without you.” **This slide has animation. CLICK once for quote to come in at end.

QUESTIONS?