1. How to enhance donor participation among alumni – what worked at SCIENCES PO, what not. Albin Gaudaire Director, relations with donors Sciences Po date of presentationCopyright Advancement Academy1

2. Understanding Sciences-Po date of presentationCopyright Advancement Academy2 Universities and « grandes écoles » Mission Reputation in France and globally Profile of typical student Science-Po alumni’s contribution to fourth stream income

3. Goals for this session date of presentationCopyright Advancement Academy3 We have learnt the following from Sciences-Po’s experience in fundraising: The steps that will enable you to transform your alumni community into a community of donors; Know your strengths and the pitfalls that should be avoided; Imagine the different ways in which your alumni can become involved in the life of your university; Know how to establish alumni associations

4. First step: a diagnosis The questions you should ask: – What is an alumnus? – How many are there? – Do you have an accurate and up to date database with their details? – Are the alumni proud of their qualification? – Who are your most famous alumni ? – What ties were kept with them after graduation? – Only one or several existing alumni associations? date of presentationCopyright Advancement Academy4

5. Different possible scenarios Case 1 The university did not maintain ties with its alumni; It doesn’t know where they are; There is no alumni association or it only involves a very small number of people. Significant investment will be required to start your fundraising activities date of presentationCopyright Advancement Academy5

6. Different possible scenarios Case 2 The university did not maintain ties with its alumni; It doesn’t know where they are; There is a dynamic alumni association which maintained links to alumni independently of the university. Work with the alumni association Science-Po found itself in this situation date of presentationCopyright Advancement Academy6

7. Different possible scenarios Case 3 The university maintains links with the alumni community. It has embedded the usual goals of alumni associations in its structures. It already communicates regularly with them to keep them informed about the life of the institution and to reinforce their sense of pride in their qualification. If this is your scenario, you are already busy with fundraising... date of presentationCopyright Advancement Academy7

8. Two preliminary tasks Before communicating with your alumni, two essential things must be done: Prepare an ambitious speech; Involve the leadership at your university date of presentationCopyright Advancement Academy8

9. Two preliminary tasks date of presentationCopyright Advancement Academy9 The key elements of your speech : – Ambition, – Realism, – Innovation, But above all ! – Instill passion, not pity.

10. Two preliminary tasks date of presentationCopyright Advancement Academy10 The role of management: – Legitimization; – Removing internal blockages Be careful not to personalize the discourse too much around a single person

11. Target alumni with the greatest potential date of presentationCopyright Advancement Academy11 Contacting Creating close ties Finding Involving A virtuous circle to implement

12. Target alumni with the greatest potential date of presentationCopyright Advancement Academy12 The first circle of major donors will play an essential rol in your campaign; There are several ways of involving alumni with the greatest potential; Your major donors are the best ambassadors to convince further donors.

13. Friendraising : an essential step date of presentationCopyright Advancement Academy13 What is friendraising ? Why is it essential ? – Science-Po’s example Key elements: – Information, – Developing a sense of pride – Have alumni come back to their place of study

14. The role of alumni associations date of presentationCopyright Advancement Academy14 Necessary but sometimes cumbersome organisations Don’t ignore them, particularly if they are powerful How can they be involved ? – Control them – Associate them in a win-win partnership

15. Future alumni date of presentationCopyright Advancement Academy15 Your current students are tomorrow’s alumni. Prepare them! – Develop their pride in their degree and their esprit de corps, – Make them aware of fundraising while they are still studying, – Let them share in the donations you raise

16. Summary of key elements Know your point of departure Instill passion ! Your alumni do have a wallet but they also have an address book Inform and involve students in the life of the institution Don’t treat them simply like potential donors date of presentationCopyright Advancement Academy16

17. Questions? date of presentationCopyright Advancement Academy17

18. Merci! Albin Gaudaire albin.gaudaire@sciences- po.fr 01 45 49 63 52 27 rue Saint-Guillaume 75007 Paris France Sciences Po www.sciences-po.fr date of presentationCopyright Advancement Academy18

19. w date of presentationCopyright Advancement Academy19