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

2. 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.

3. 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

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

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

6. 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.

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

8. Graphic by Amy Eisenstein, ACFRE

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

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

11. 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

12. 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

13. 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)

14. 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

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

16. Q & A

17. Thank You