1. Donor – Centered Principal Giving Partnerships Anne Fitzmaurice Adams Senior Director of Advancement College of Engineering

2. Goals Describe Overall Context and Structure PGP Team Guiding Principles Define of Principal Gift Prospect How UW Tracks & Coordinates PG Moves

3. Goals Describe how our teams partner on prospects Talk about the role of the Chair/Dean/President Two Case Studies: 1.Relationship Started in Central 2.Relationship Started in Engineering Strategic Moves How Coordinated and Who is Involved?

4. UW – Advancement Structure AVP UW Alumni Association AVP UW Alumni Association AVP UW Medicine Advancement AVP UW Medicine Advancement AVP Finance and Administration AVP Finance and Administration AVP Individual Giving Programs AVP Individual Giving Programs AVP Advancement Services AVP Advancement Services AVP Constituency Programs AVP Constituency Programs Vice President for University Advancement PGP

5. Principal Giving Team Structure Senior Director Assistant Director (Stewardship Discovery) Associate Directors (Strategy/High Level Engagement)

6. Definition of Principal Gift Prospect 5M + Rated Prospects Would benefit from a life- long, high-touch relationship Multiple interests, connections, gifts Complex high-net worth families

7. Advancement Culture PGP Team Guiding Principles Serves two constituencies: Donor & Colleagues Donor-Centric: The Long View In Service to Schools and Colleges: strategy/connections/access

8. Value Add from PGP Team Best minds around the table Force us to focus Discuss PG prospects (determined in advance) Chief Advancement Officer’s meeting Brainstorm how to get through road blocks Strategy notes to Advance Follow-up to keep us accountable 2 x a year but you can always request more Customized Strategy Sessions

9. Value Add from PGP Team Customized Strategy Raise Sites Push us to push our Dean to think BIG. Help us develop proposals Provide and Prioritize Presidential Engagement Do we need the President? Peers or Regents? Inform on status and validity of other units asks

10. Case Study #1 Key Background BSME ‘50’s Football Passion Developer 15 Years Ago – A&S, Athletics, BSchool, ENGR engagement “I don’t see the Dean, I see the President” PGP Team Partnership Informed/Apprised Facilitate Multi-Unit Meeting of Minds Strategy Session – Engage through Advice on Capital Projects New President Provides Access to Dean and CAO

11. Case Study #1 Key Background $3M Gift to Presidential Priority President/ENG Dean request $5M Capital Gift – declined Makes $5M Gift to Husky Stadium Often calls CAO and Dean to get advice – sees value. “Wants to Call the Smart People” PGP Team Partnership Informed/Apprised Continue to help broker access to Dean on or off campus with President President/ENG Dean request $5M Capital Gift – declined Ask for $5M-$10M in next campaign.

12. Case Study #2 Key Background CSE 80’s Algoritum for Wall Street Makes Anonymous Capital Gift $500K. Subsequent Professorships $2M Relationship with Department – Loyalty/Connections PGP Team Partnership Regional Partnership Dawgs on Wall Street Strategy Session – VP Passion Discussion Outcome = Passion for CSE but also interested in broader UW. Husband interested in Environment

13. Case Study #2 Key Background Maintained close relationship to CSE Makes $1M loyalty gifts to President. $500K typically comes to CSE. Compete Now on insider’s cabinet for institution Keeps us on our toes; relationship/ PGP Team Partnership Must make their case to President – PG Team coordinates Continued information flow and discussion through strategy sessions

14. Questions?

15. Advancement Culture Open Cultivation – no one “owns” a prospect No playing “hide the ball” – transparency through contact reports Activity at PG level needs to be coordinated