1. Nancy L. Hullihen Executive Director Alumni Relations & Development University of Miami School of Business What’s a Fundraising Business Dean to do? Friday, June 6 th, 2014

2. Assess Your Organizational Structure Adequate staffing Adequate financial resources Trained personnel History of volunteer leadership and support Base of qualified donors

3. Assess Your Organizational Structure Mechanisms for upgrading donors Capacity for donor research System to track donor giving and contacts Access to planned giving expertise Strategy to inform and communicate with donors

4. Your Perspective on Fundraising Donors should share their wealth by giving (back) to our school/need. Donors are fortunate to have financial resources to share. However, they have many options to consider.

5. Your Perspective on Fundraising Donors will give if I say the right thing or use the right technique Donors will respond favorably if I can connect our need(s) and their priorities

6. Your Perspective on Fundraising My cause is just but I feel like a beggar I am fortunate to be able to represent such a worthy cause. Our community is better off because of the work that we do. I am offering a donor the opportunity to fulfill their needs

7. Responding to Donors’ Needs Memorialize/honor oneself or loved ones Perpetuate values or opinions Sense of belonging Recognition or status Fulfill perception of duty

8. Alumni Donors Segments Champions Friends Acquaintances

9. Alumni Donors Segments: Champions Strongest advocates for the college Value the professional and social benefits Most likely to donate and the largest average donations

10. Alumni Donors Segments: Friends Proud graduates who regularly donate to the college Much more committed to other philanthropies Very satisfied with their lives

11. Alumni Donors Segments: Acquaintances Had a passing relationship with their college Minimal attachment as students and even less now Provide little to no financial support

12. The Major Gift Continuum Identification & Qualification Development of Strategy Cultivation Solicitation & Negotiation Acknowledgment Stewardship

13. The Questions that Donors Ask Why me? Why are YOU asking me? Do I respect you? How much do you want? Why YOUR organization?

14. The Questions that Donors Ask Will my gift make a difference? Is there an urgent reason to give? Is it easy to give? How will I be treated? Will I have a say over how you use my gift? How will you measure results?

15. How Can I Work Best with my Development Officer/Office? Develop and communicate a clear strategic plan Expect each department Chair to do the same Dedicate time to fundraising Dedicate resources to your fundraising office Show up prepared & follow our lead Include us as part of your leadership team Don’t assign tasks that distract from fundraising Say ‘Thank You’ and say it often

16. Final Thoughts 1+1 can equal 3 A rising tide rises all boats Be consistent Don’t become discouraged Relax & have fun!!