1. The Importance of Development Activities in Academic Libraries December 2014 Development 101: What’s in it for you?

2. Agenda Structure of University Advancement Why is development important to the Libraries? How do we focus our efforts Terminology What does Linda do? What does Rosann do? Statistics on recent gifts Why did I give (Hermann Trojanowski)? Friends of the Libraries How to get involved Q & A 2

3. UA Organizational Chart 3 Chancellor’s Office University Advancement Alumni Relations Development Event Planning Donor Relations Prospect Research Advancement Services Spartan Club Annual Giving HHS SoN SoMTD Bryan School SoA&S SoEd Libraries Gift Planning Student Affairs/Graduate School

4. Supplemental Institutional Funding Sources Collections vs. Projects Advantages of endowments Community involvement/investment Beneficial yet challenging Continuous programming provides steady stream of income over a long period of time 4 Sources of Funding

5. Develop special collections Manage and maintain existing collections Provide access to electronic resources Launch innovate programs Provide new services Building projects! 5

6. Library has no alumni Finding leads Link student needs with potential donors Campus competition Challenges Library constituency is entire university community Building an environment of giving Using assessment tools to demonstrate needs Creating vision and mission that includes development needs Opportunities 6

7. Why Fundraising? We are funded to be adequate, not funded for excellence! The budget would not balance. Buildings might not be equipped. Services and programs may not be provided. Scholarships and professorships would not be available. Research would not be conducted. 7

8. How do we focus our efforts? Annual Gifts (Jackson Society) Major Gifts ($15,000 and up) Current restricted, endowment, planned gift Naming opportunities Projects (Landscaping project) SCUA (Women Veterans, AAIM) 8

9. Terminology Dating/Fundraising People give to people. Raise friends – not funds. Fundraising is relationships, relationships, relationships. Dating Proposal Marriage 9 Cultivation Solicitation Stewardship

10. Identification and Cultivation Research Contact Explore Prospects Interests Assessment Capacity Relationship Interest Linda’s Job Motives 10

11. Solicitation People give for their own reasons, not yours Talk about how a gift will make a difference Ask for Ideas/advice Find a hook Ask Mostly Linda Sometimes Rosann Thank them and follow-up 11

12. Stewardship Marriage 12 Use gift as donor intended Acknowledge gift Recognize donor Invite donor to participate in organization Thank donor again… Report the impact of the gift Thank the donor….

13. Development Cycle 13

14. Gifts to support the environment Julia Cameron Trice Reference Study Alcove, a gift from Brandon Bensley to honor her grandmother. BB&T Reading Room Martha Blakeney Hodges Special Collections and Archives a gift of Luther Hodges and Betsy Bernard Bill Bates Collaboratory John May Collaboratory 14

15. Special Collections and Preservation Gifts Ned and Linda Cline UL Acquisition Fund Robert C. Hansen Performing Arts Collection Congressman Howard Coble Collection Margaret Maron papers and preservation fund Dr. Elaine Penninger Book Acquisition Fund The Egon Wellesz Contemporary Music Collection Eric C. Shoaf Guitar and Music History Collection Ann Herman Girls Books in Series Endowment Kathy and David Crowe Endowment 15

16. Betty H. Carter Women Veterans Historical Project Hermann Trojanowski Dorothy Rechel Ann Fisher Lt. Col. Kathryn Wirkus Col. Charlotte Clinger Elsie Seetoo Irene Parsons 16

17. Types of Giving Cash/pledges In-Kind gifts – works of art, books, papers Capital Assets – property, stock Matching Gifts Planned Gifts 17

18. Planned Gifts Will bequests Charitable Gift Annuities Trusts Life Insurance IRA’s Estate Gifts 18

19. Types of Gifts to the University Libraries Friends of the Libraries Annual Gifts (Enrichment Fund) Naming Opportunities Major Gifts (planned or outright) Types of Funds Endowments Current Restricted Discretionary 19

20. Professional Development Organizations ALADN Academic Library Advancement and Development Network CASE Council for Advancement in Support of Education AFP Association of Fundraising Professionals 20

21. Association of Fundraising Professionals AFP exists to foster the development and growth of fundraising professionals and the profession to promote high ethical behavior in the fundraising profession and to preserve and enhance philanthropy and volunteerism Members of AFP want to improve the quality of life through the causes they serve. They serve the ideal of philanthropy, are committed to the preservation and enhancement of volunteerism; and hold stewardship of these concepts as the overriding direction of their professional life. They recognize their responsibility to ensure that needed resources are vigorously and ethically sought and that the intent of the donor is honestly fulfilled. Donor Bill of Rights Code of Ethics 21

22. Why do people give? People don’t give because we HAVE a need. They give because we FILL a need. Because they are asked. People give to people. Contribution is needed and appreciated. Confidence/Trust Involvement To leave a legacy 22

23. How you can help Be aware of people who may express an interest in being more involved or who may have access to collections. Refer interested people or companies to Linda, Keith or Rosann for follow-up. Keep us abreast of developments that may be of interest to prospects, donors, foundations. Help make the case for giving. Serve on Development Advisory Committee 23

24. University Libraries “When you ask men and women for a gift to strengthen and expand the work of your organization, you are inviting them into a new spiritual communion. The donor and the asker are at an intersection of hope and joy where great things happen for noble causes.” Jerald Panas 24

25. 25 Q & A

26. Brown, Walter A., and Barbara A. Gonzalez. "Academic Libraries: Should Strategic Planning Be Renewed?" Technical Services Quarterly 24.3 (2007): 1-14. Foley, Chris. "Thoughts on Endowment Fundraising for Libraries." The Bottom Line: Managing Library Finances 18.1 (2005): 40-42. Huang, Samuel T. "Where There's a Will, There's a Way: Fundraising for the Academic Library." The Bottom Line: Managing Library Finances 19.3 (1981): 146-151. Swan, James. Fundraising for Libraries. New York, NY: Neal-Schuman Publishers, 2002. 26