Summer Development Conference June 20, 2011 Sally Dunkelberger, Director of Development, Maret School Patricia King Jackson, Principal, Patricia King Jackson Associates Raising Endowment A Case Study

Second Century Campaign Our Next 100 Years of Extraordinary Teaching and Learning

Centennial Fundraising Goals and Progress as of June 16, 2011 Second Century Campaign $15,000,000$14,530,000* Faculty and Programs Financial Aid General Endowment Centennial Annual Fund $1,600,000 $1,730,000 $1.6 million for the operating budget; anything raised above this amount will go toward endowment. Scholarship Auction $480,000 $621, Years of Maret Magic! Total $17,080,000$16,751,000 * $130,000 of Annual Fund is included in Campaign total as well, but not in Total.

Endowment and other capital gifts to support the FY08 Strategic Plan. Reach back to $4.7 M in gifts to support Plan since FY08. Publically launched in October 2010 with $10 Million in commitments. Special Alumni effort – targeted for first-time capital gifts. Campaign ending on October 1, 2011.

THE CAMPAIGN PLAN “If you don’t know where you are going, any road will get you there.” -Lewis Carroll

Goals 1.Raise $15 Million for endowment, term endowment and other capital and special purposes by October 1, Leave Maret in a strong position to sustain fundraising at higher levels in the future 3.Develop invested alumni who see Maret as an institution that merits annual and capital support 4.Develop institutional culture that views philanthropy as an essential value.

Policies – The Elements What counts toward the campaign goal When does the campaign start When does it end Do Planned Gifts Count Naming policies Role of the Gift Acceptance Committee

Campaign Timeline

Committee Structure

TEN Sure Fire Rules for Solicitors 1.Be Prepared. – Know the Rules – Make your own gift first! 2.Meet face to face. (exception for Special Gifts!) 3.Use a team approach. (Applies only to Major gifts) 4.Lead with an idea. 5.Ask for the gift. 6.Listen. 7.Agree on the next step. 8.Follow-up. 9.Understand answers other than yes. 10.Be yourself! 12

THREE Important Roles in Major Gifts Solicitations 1.Lead Solicitor 2.Co-Solicitor 3.Assigned Staff For Special Gifts and Second Century Club, there are only a Solicitor and a Staff member to support. 13

SIX Steps/ Four Steps 14 For Major Gifts 1.Accept the Assignment. 2.Set up a Strategy Meeting. 3.Get an appointment. 4.Meet with your prospect. 5.Follow-up reports and thank yous. 6.Close with a gift. For Special Gifts 1.Accept the Assignment 2.Get appointment 3.Make case/ask 4.Follow up reports

EIGHT Elements of the Solicitation 1.The Introduction 2.The Update on Maret 3.The Case for the Campaign 4.Fundraising Update 5.Personal Testimony 6.The Ask 7.Ask for Volunteer Role (if appropriate) 8.Close – with agreement of what comes next 15

THE CASE A $15,000,000 effort to help fund priorities in Maret’s Strategic Plan with a focus on Endowment. Keep Tuition Increases to a Minimum Sustain Maret’s Programs Secure Maret’s Fiscal Health Surpass Maret’s Current Achievements

Building Upon Our Success Institute for Curricular Innovation & Excellence Library & Center for Inquiry Maret Athletic Program Facilities – Jelleff Field Teachers – Compensation Enhanced to Top Quartile of Peer Schools A “First-Choice” School in Washington, DC Financial Aid – Increases:  2005 = 15% of Students on Aid  2010 = 21% of Students on Aid

Maret’s tuition increases are lower compared to our peer schools. The Commitment: Keep Tuition Affordable

$21 Million Annual Operating Budget 86% of Revenues from Tuition/Fees $1.6 Million Raised by Annual Fund (8%) 2% Contribution from Endowment The Challenge: Reducing Dependence on Tuition Operating Revenue

The Challenge: Maintaining Competitiveness Increasing Maret’s endowment will provide more endowment income per student in the operating budget.

Centennial Fundraising Goals to Secure Fiscal Health Second Century Campaign$15,000,000 Faculty and Programs Financial Aid General Endowment Centennial Annual Fund $1,600,000 $1.6 million for the operating budget; anything raised above this amount will go toward endowment. Scholarship Auction $480, Years of Maret Magic!

Impact: Endowment Contribution to the Operating Budget The NAIS recommends that a school of Maret’s caliber have an endowment = 2 to 3 times operating budget. Maret’s operating budget is $21 million. As of June 2010, Maret’s Endowment equaled $12.7M. As of January 1, 2011, endowment with Campaign pledges equals $19.8M.

Board of Trustees Resolutions WHEREAS… NOW, THEREFORE, BE IT RESOLVED BY THE BOARD OF TRUSTEES OF MARET SCHOOL: THAT the School move forward to launch a one-year Centennial Campaign to be known as the Second Century Campaign as outlined in the Campaign goals, policies and timelines presented today in the Campaign Plan; and THAT the Campaign goal is now affirmed as $15 million to be added to the School’s endowment and/or other capital assets, with gifts directed to the Strategic Plan since 2007 continuing until October 2011; and THAT the Board commits itself individually and collectively to providing the leadership necessary to bring this Campaign to success, by making the kinds of commitments of time and treasure that will inspire other members of the Maret community and credibly demonstrate the Board’s high level of commitment to the goals of the Campaign and the Strategic Plan. The Board believes that the generosity of the Maret community will succeed in achieving Maret’s vision for sustainability.