1. What Should We Be Doing Differently? 2003 ALADN CONFERENCE Tucson, Arizona Julie Seavy Director of Development, University Library System Allie Quick Executive Director, University Principal Gifts A Proactive Approach to Building Your Prospect Portfolio

2. “Find ‘em, Get ‘em & Keep ‘em” Where do you find library prospects? What do you know about your potential prospects? How do you get in the door for a visit? How do you captivate their attention? What next?

3. ULS Comparative Fundraising Chart 1996-2002 0 200,000 400,000 600,000 800,000 1,000,000 1,200,000 1,400,000 1996199719981999200020012002 TVS AGF Non-AGF

4. ULS Campaign Sources

5. ULS Campaign Raised to Date: $7 million Dick Thornburgh Collection Center for American Music University Librarian Chair Overall Goal: $16 million

6. Challenges Many programs are relatively new No natural constituency Viewed as a campus competitor

7. Collaborative Approaches Presentation to DoDs Joint prospect appointments Sharing of library donors with schools Participate in librarians’ “brown brag session” Comprehensive Endowments

8. Finding New Prospects

10. Comprehensive Endowment Process Patience is key – 1 yr. process Initial discussions with library director, IA supervisor and trusted colleagues Buy-in (benchmarks) Written document Provost approval Implementation

12. Materials to gather Questions to ask Before You Start Tools: Research Wealth Assessments Internet Company website Newspapers / Press releases Google search Department information Classmates/volunteers

13. Making Contact Be prepared Be upfront Be resourceful in F luence : “…on the Dean’s staff…” “…contacting you at the suggestion of…” “…recently met with Joe…” Flattery: “…would like to come visit YOU...” “…the Dean would like to meet YOU…” Flexibility: “…at a time convenient for you…” Fibbing: “...will be in Tucson…”

14. Face to Face Open with a “gift” Find their emotional cord and pull it! Ask leading questions Listen to what they are NOT saying Talk about your fundraising goals Share good news Determine next steps Ask for something before you leave! 1.“Feel Good” 2.Fact Finding 3.Fundraising 4.Future

15. “ 85% of getting the gift is setting up the visit. ” Jerry Panas

16. Ensuring a Healthy Prospect Portfolio If you… implement new methods for uncovering prospects… take full advantage of the resources available to you… are frank about your fundraising goals… ask key questions and listen carefully… … you can make accurate qualifications … you can set realistic expectations … you can build solid relationships

17. Individuals must be properly qualified; both intent and capacity are clear Your fundraising goals must be known A solicitation should never be a surprise Individuals understand and appreciate how they can make a difference Ensuring Success