1. Jay E. Davenport, CFRE Assistant Vice President of Development September 13, 2013 University Development 101

2. University Advancement Advancement is a strategic, integrated method of managing relationships to increase understanding and support among an educational institution's key constituents, including: alumni and friends, government policy makers, the media, members of the community and philanthropic entities of all types. University Development 101

3. The core disciplines of educational advancement are: Alumni Relations Communications & Marketing Fundraising University Development 101

4. Advancement professionals work on behalf of educational institutions to: Secure private financial support from potential donors committed to the mission of the institution Engage alumni in the life of the institution as volunteers, advocates and supporters Promote or market the institution to prospective students, their parents and others Communicate about the institution with those who have a stake in its success, including community members, business leaders, government officials, the press and others University Development 101

5. University Advancement began at Wake Forest University with an Alumni Office: Compiled Alumni Files and Class Lists Tracked Alumni Addresses and Careers University Development 101

6. University Advancement has evolved to include: University Development Communications and External Relations WFU Magazine Alumni and Donor Services Business School Development Law School Development Divinity School Development University Development 101

7. University Development at Wake Forest University: Corporate Gifts Foundation Gifts Individual Gifts University Development 101

8. Corporate Gifts Cash Gifts Gifts in Kind Recognition (of individual, or matching other donations) Almost always given to promote or benefit corporate interests. Gifts of recognition are usually tied to an employee benefit or senior executive recognition. University Development 101

9. Foundation Gifts Almost always a cash gift Two main types: Private Foundation & Family Foundation Gifts to support specific cause or interest Almost always in response to a grant proposal – either solicited from foundation or applied for from donor. University Development 101

10. Individual Gifts: Annual Fund Gifts Usually paid out of income, or discretionary income Gradually increases over time – usually at the prompting of someone else University Development 101

11. Individual Gifts: Major Gifts Usually paid out of appreciated assets or savings Often start as a special gift – to support a specific project or interest Almost always given after being asked by a staff member or volunteer. University Development 101

12. Individual Gifts: Principal Gifts Usually paid out of appreciated assets or income producing assets Often provided to support a leadership gift to a specific project One-time transformative gifts Almost always one of the largest gifts a person will make in a lifetime. University Development 101

13. Individual Gifts: Estate or Planned Gifts Paid out of one’s estate Requires planning or coordination with university, attorneys, and advisors Can range in size from Major Gift to Principal Gift Occasionally the university does not know the donor made this plan University Development 101

14. Individual Gifts: Most likely the result of a solicitation by staff member or volunteer Almost always the result of a donor being part of the Experience, Participation, or Ownership category on the Donor Commitment Continuum University Development 101

15. Donor Commitment Continuum AwarenessInterestExperienceParticipationOwnership DescriptionRough idea of organization. Recognize the name. Share the values. Believe the cause is a good one. May give small gifts. Have experienced the organization’s work. Have attended the organization’s activities or events. Know people in the organization. Likely to give annual gifts. Participate in events. Take on leadership roles when asked. Give time and money. Trust the people in the organization. May contribute to special projects. Volunteer to take on leadership roles. Serve on committees and boards. Consider the mission to be my own. Seek to educate others about the organization. My top philanthropic concern. University Development 101

16. Donor Commitment Continuum AwarenessInterestExperienceParticipationOwnership Donor Deliberations Do I agree with this organization? Does this organization share my values? Do I believe in the leadership? Is the organization doing a good job? Do I approve of the organization’s methods? Am I willing to give more to the organization? Are we doing a good job? Are we using the best methods to achieve our mission? Do I feel valued? Do I enjoy my association? Can I afford to give more? Am I proud of the job we are doing? Are my contributions appreciated? Am I getting an adequate return on my investment of time and money? Can I ensure the work continues when I am gone? Do I want to leave a legacy? University Development 101

17. Levels of Alumni Engagement

18. Questions? University Development 101