International fundraising: Challenges and rewards Presented by: Sarah Archer, Director: Fundraising and Randall Adams, Coordinator: International Fundraising Stellenbosch University

Local vs international funding income: 2014 - 2017 Add 2017 figures at 30 Sept 2017 Comment on exceptionally strong local funding base – unusual for SA environment

Why fundraise internationally? Add map – see Jill’s version

Number of international vs local donors – 2016 figures Countries with Largest Donor base: Alumni & Institutional Donors, 2016 South Africa 1050 United Kingdom 149 Germany 29 Netherlands 25 Switzerland 6 Belgium 12 United States 20

The implications International at SU Big cost, big reward Potential

Global fundraising trends The rise of new fundraising markets Regular monthly giving is on the increase, driven by face-to-face fundraising Giving to higher education globally Changes in donor focus and interest Relationships are KEY Why is there a question mark on 2nd point?

How we do international fundraising Key approaches SU as stepping stone Raise international Profile Highlight high-calibre Internationally recognised thought leaders: Developing depth Aligning efforts Supporting tools International Giving Structures USA: Friends of SU UK: SU/UK Trust

How we do international fundraising Having an International Presence Fully functioning local team to support international fundraising efforts Doing our homework

DAR: International trip schedule - 2017 Date Country City Meeting secured 9 – 19 Feb France Belguim Switzerland Paris Basel Geneva Luxembourg 9 meetings 15 – 24 Feb Belgium USA Liechtenstein New York Toronto Washington 7 meetings 24 – 28 April San Francisco Los Angeles 15 – 22 May UK Germany London Munich 14 meetings 2 Alumni Events 5 - 18 June Boston, Atlanta Seattle, SanFran 12 meetings 7 Alumni Events Date Country City Meeting secured 9 – 13 Oct Hong Kong Singapore 7 meetings 2 Alumni Events 30 Oct – 3 Nov USA California Seattle Chicago Washington DC 6 – 21 Nov UK Belgium   Netherlands London Brussels Ghent Leuven Amsterdam De Hague Tilburg Rotterdam 23 meetings 5 Alumni Events Total 86 Meetings 18 Alumni Events Explain repeat visits: initial contact and then follow-up/deepening

Type of donor/prospect visited: 01-11.2017

Portfolio contribution to overall income received 01-09.2017 Fix chart labels and whiten text

SU’s challenges in international fundraising

External challenges Global recession South Africa’s political and economic context South Africa 20+ years post-apartheid: No longer a post-emergency funding priority SU’s historical reputation

Addressing external challenges Showcasing transformational data

Addressing external challenges Showcasing strong innovation, research and excellence offering

Addressing external challenges Showcasing strong innovation, research and excellence offering

Addressing external challenges Positioning SU as a preferred partner in Africa Showcasing partnerships on the continent

Internal challenges Expensive!! Perception of overseas trips vs #FeesMustFall Expectations of University project leaders Funding squeeze

Addressing internal challenges Expose internal stakeholders to the entire prospect-to-donor timeline

Addressing internal challenges Collaboration Diversify funding base Continue to build local and international partnerships Generating goodwill, build relationships, raising profile that would translate into funding over time

Rewards and achievements Getting onto the radar of big international foundations Opportunities for collaboration “Money in the Bank”

So how are we doing? ASPIHE Report   ASPIHE Report (11 universities in SA, 2015) SU performance (2016) No. of international donors Only two universities of the 11 universities had more than 30 international donors. SU had 172 international donors. Whilst there is huge scope for SU to increase the international donor pool, it is interesting to note that, on this front, we are doing well in relation to other universities. % of donors who are international Only 7% of the donors were international. 14% of all SU donors were international. % of income from international donors The contribution from international donors made up 52% of income. International donors contributed only 29% of income. Expenditure vs income A direct relationship is evident between levels of expenditure on fundraising and alumni relations, and income. The higher the institutions’ expenditure on generating philanthropic income, the higher the income received. SU expanded its fundraising team and engaged in a proactive and busy international programme targeting new donors and rekindling old relationships. Jones, S: (2017). “2016 Annual Survey of Philanthropy in Higher Education: ASPIHE,” Inyathelo – The South African Institute for Advancement, Cape Town.