1. Developing a Case Statement CSWE/NADD Spring 2006 meeting Randy L. Holgate Senior Vice President, University Resources The University of Chicago r-holgate@uchicago.edu

2. What we will cover Your development advantage Why make a case for support? Why a written case in only a beginning Characteristics of a solid program Donor focused fund raising Measures of success Challenges and Rewards

3. Skill base Communication Desire to help others Ability to build rapport Inclusiveness, others feel safe Optimism, belief in possibilities Meaning in your life, in what you do Teachers and learners

4. Belief in Positive Outcomes “I find a universal belief in fairness, kindness, dignity, charity, integrity, honesty, quality, service and patience.” -Steven Covey Principal Centered Leadership

5. Mission Statement To seek and secure resources that will sustain the University as a preeminent research and teaching institution, by providing institutional leadership in fund raising and alumni relations, and by creating and nurturing a community of alumni and other friends who help us achieve that mission through their personal advocacy and financial support. The University of Chicago Office of Development and Alumni Relations

6. Fund Raising Myth #1 It’s our job to convince people to give $240.72 billion of charitable giving in 2003 84% of college educated people make gifts 91% with post graduate study give Giving USA, 2004 – researched at written at The Center on Philanthropy at Indiana University

7. Fund Raising Myth #2 Most gifts come from foundations and corporations Individual gifts comprise 75% of total giving 21.6 billion in bequests, 9% of total giving Giving USA, 2004 – researched at written at The Center on Philanthropy at Indiana University

8. Fund Raising Myth #3 All we need are a few really big gifts $1 million donors begin with small gifts Gave first gift within 4 years of graduation Usually give multiple gifts each year CORE Group

9. Fund Raising Myth #4 People give us what we ask for Giving is highly personal Match of interests and timing “Yes” and “no” can mean “yes, no or maybe”

10. Fund Raising Myth #5 Giving is a rational decision Emotion, experience, and case influence donors Philanthropy is very personal Donor motivations vary

11. Characteristics of a solid development program Donor centric Focused Shared vision, goals, direction Clear priorities and plan Results oriented Integrated cross team Creative Responsive Consistent Forward looking

12. Giving inspires giving Gifts come from the heart The heart follows gifts Consistent donors give 50% more during their lifetimes Most $1 million+ donors began with small gifts Significant bequests come from consistent donors of modest gifts

13. Philanthropic Relationships Lifecycle Commitment Engagement Commitment

14. Commitment: Gifts from Individuals Principal Gifts: President, Trustees, Deans Major Gifts: personal visits, Volunteer solicitation Annual giving: mail, phone TimeIndividual Attention

15. Prioritizing Activity High: move to solicitation Medium: heavy cultivation Low: newer prospects

16. Critical Development Responsibility Clarify objectives Define pool Prioritize Strategize Communicate Track Progress

17. Quantitative Measures Contacts Visits, phone calls, letters, email Events, other initiatives Proposals Stewardship Dollars raised Participation rates

18. Qualitative Measures Regular discussion of what is happening in our relationships Assessment of quality, frequency, continuity

19. Self-Help for Effective Strategies Does your strategy deepen a prospect’s relationship with your institution? Does your strategy increase knowledge of your prospect’s interests? Does your strategy result in more information about a prospect’s financial ability? Does the strategy lead to a gift?

20. Food for Thought and Conversation What is the most satisfying gift you have ever made to any institution? How does it feel to be asked for a gift? What do you expect after you have made a gift? What has been most rewarding for you as a volunteer? What advice would you give to help us work better with donors and volunteers?

21. Challenges Time Flexibility Achieving goals in timely way Resources Disappointments Discipline

22. Connect and recognize people

23. Build a culture of philanthropy

24. Celebrate success

25. Recognize continued commitment

26. Increase engagement