1. It takes two: the dean and chief development officer partnership
Critical Issues Track
Sponsored by:
It takes two: the dean and chief development officer partnership

2. Title for slide here It takes two:
The Dean and Chief Development Officer partnership
Jean K. Quam, Dean and Professor
College of Education and Human Development
Lynn Slifer, VP for Central Development Programs
University of Minnesota Foundation
(former Chief Development Officer, College of Education and Human Development)
December 2017

3. Who we are
Lynn
Jean

4. What we will talk about Our partnership
Integrating a philanthropic culture
Planning and implementing a successful campaign
Strategies for working with academic leaders
Questions

5. Our Partnership Started in crisis
Complex college and merger with other units
Trust issues on both sides
CDO needed to learn Dean’s style
Dean needed to learn CDO style and development
Establishing development staff relationships

6. What worked Mutual trust and respect Shared vision
Dean understood that philanthropy is not a “quick fix”: educated college senior leadership and faculty
Dean invested in development staffing and budget
Dean dedicated 25% or more of her time
Dean and CDO are donors to college

7. What worked (cont.) Weekly meetings and good access
Dean’s time used strategically
Good preparation for dean for meetings and events
Transparent communication regarding progress and challenges
Top prospect list

8. Top prospect list for weekly meetings
Reviewed this list of top 30 or so prospects every two weeks or monthly.
It kept top prospects in front of both of us and reminded us of next steps
Prospects
Last Name
Manager
Next steps
by when
$ Level
XXX Corp
Smith
not sure where things are
XXX Fdn
Slifer
waiting until next year
$5-10M
O B Trust
reviewed with Adam Fischer
$1M+
B, Bob and Susan
just dropped a note to them with their student thank yous and followed up on request
$500K+
B, JoAnne
has moved into assisted living--am going to see her Saturday
$2M
Bush Fdn
Review grant options
B, Bob and Gail
Dean connect with them when they are back
July
Campbells
LS sent about project deadlines; JQ call next week
$8M
C. Jane
Taylor
should we think about proposal?--connect with social work centennial?
 $250K
C, Mike
Jean (and Lynn) go see hiim about MRP program
Sept-Oct
Ci, Margaret C.
Oswald
Margaret and Paul co-hosting Mary 15 lunch; mC will make follow up calls
$250K
E, Louellen
Jean to reschedule lunch
$1M
XX Fdn
try for visit when in NYC?
H, Lowell and Cay
Have invited to the May 15th lunch; Jean will need to follow up on chair ideas
$2M+ 

9. Integrating a philanthropic culture
Dean needed to bring college together
Established three “pillars” (values)
Held twice yearly assemblies –introduced philanthropy
Burton Brief – weekly college from dean’s office
Improving Lives blog
Faculty/staff campaign – goal was participation

10. Faculty/Staff Campaign Video

11. Launching a collegiate unit campaign

12. How prepared were we?

13. Unit-based campaign No U-wide campaign
Needed buy-in from faculty, staff and donors
Needed to identify the most compelling priorities inclusively
Feasibility and funding
Campaign planning committee (one year)
Campaign committee – formed three years in
Why we waited on the committee
We have added people after the initial formation—athletics, etc.

14. Improving Lives campaign
Dean was a full partner
Set an ambitious goal
Included a building project
Provided resources to be successful (staff and funding)
Hired staff at different developmental stages
Building project—legislative funding vs. fundraising

15. College Blog: Improvinglives.org
This blog came out of year-long volunteer planning committee
Now holds a blog per week for five years about faculty research, programs and outreach
Great tool for directing donors and prospects
Use as a source of quick content information

16. Exceeded our original goal of $62 million
New goal for phase II--$100 million total
Part of the Driven Campaign of $4 billion
CEHD donors chairing University campaign committee and other donors on committee

17. CEHD Fundraising

18. Fundraising progress Donor growth:
Faculty/staff campaign: 76% participation
Gifts of $1 million+: —4 gifts totaling $5.6 million
—23 gifts totaling $38 million

19. Strategies for working with academic leaders
Regular (weekly) meetings and good communication
CASE workshops for deans and development directors
Understand differences between philanthropy and research grants
Ensure that the prospective donor visit is worth the dean’s time
Generational differences with donors and development officers

20. Strategies for working with academic leaders (cont)
Help leader understand the nature of philanthropy—
Takes time—takes time—takes time
Strategy to the process
Will pay off in both immediate and permanent funding
Some priorities are not appealing to donors
Average major gift usually takes months

21. Questions?

22. Session evaluations will be emailed.
Don’t forget to attend
CASE After Hours this evening to further network with attendees.