1. RAISING THE BOTTOM LINE: THE VALUE OF A DEVELOPMENT PROGRAM Fred H. Bess Vanderbilt Bill Wilkerson Center Department of Hearing and Speech Sciences

2. Annual Giving Program

3. Annual Giving Program Department of Hearing and Speech Sciences Vanderbilt Bill Wilkerson Center

4. Sources of Funding Sources of Funding CorporationsPatientsIndividuals Local foundations Civic Clubs and Organizations

5. The Corporate Gift

6. Some Facts on Corporate Giving Corporate giving to philanthropy exceeds that of non-corporate foundations 20-25% of the 2.1 million corporations contribute regularly to philanthropy Only 6% of corporations give more than $500/year Education receives the largest share of contributions from manufacturing firms, whereas, health and welfare receives the most from non- manufacturers

7. Primary Responsibility for Allocation Primary Allocator Number of Firms Percentage of Firms Designated Officer Committee of Executives President/CEO Trustees of Foundation Other1145821162049.8%25.3%9.2%7.0%8.8%

8. Forms of Corporate Giving Unrestricted grants for operating, capital or endowment Equipment and other gifts in-hand Forums, workshops, training sessions, lecture series, retreats Tuition for patients Executive talent, board member, advisory committee

9. Distribution of Corporate Contributors CausePercent Health and Welfare Education Culture and Art Other45.3%24.3%12.7%5.7%

10. Why Corporations Don’t Give Many are not asked to contribute Prefer to channel funds through state, regional, or national organization Belief that they contribute through taxes Belief that the business of business is business and there should be no corporate funds to give anyone

11. Model for Development Program PhaseActivity Developmental Annual Giving Follow-Up Create an identity Hire consultant Advisory Board Needs Assessment Community Resource Analysis Public Awareness Program Calendar of activities in year Input from Advisory Board Development of donor list Initiate visits Request for Support Recognition Events/Awards Revisit for pledge renewal Periodic update via newsletter Plan for Capitol Funds Drive Specific programs for giving

12. Capitol Funds Drive

13. Major Outcomes of Development Program New building 3 million dollar endowment 1.7 million dollar chair (estate gift) Close to 300,00 dollars in annual giving Special events

14. Capitol Campaigns

15. Capitol Campaign Contribution Distribution Vanderbilt Bill Wilkerson Center

16. SPECIAL EVENTS

17. Special Events Christmas Village $229,600 Balloon Classic $130,000

18. Other Sources of Funding

19. Selection Criteria for Advisory Board Wealth Access to wealth Community influence Talent Special Relationship with agency Work

20. Roles of Consultant Organization/Record keeping Identification of prospects Research (previous giving records) Scheduling of appointments Follow-up

21. Roles of Advisory Board Contribute financially Assist in identification and solicitation Contribute special areas of expertise

22. Corporate Funding of Service Programs Approaches for Making Giving Easier –Limit contributions to places where they have offices or plants –Make large contributions to mediating institutions i.e., United Negro College Fund –Matching gift program –United Way –Stay close to one’s business interests

23. Primary Policy Setters for Corporate Contributions Primary Policy Setter Number of Firms Percentage of Firms Committee of Executives President/CEO Board of Directors Chairman of Board Trustees of Foundation Other63524125212727.5%22.7%17.9%10.9%9.2%11.8%

24. Rationale for Corporate Contributions Corporate responsibility Improve health and welfare environment Improve cultural environment Maintain viability of private not-for-profit sector Enhance public image Encourage other contributions Improve efficiency of charities Improve employee morale Support independent research

25. Vanderbilt Bill Wilkerson Center 8 TH Floor << VBWCOCS VBWC Administration Graduate Education