1. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION1 Philanthropy and Fundraising International Forum on Investment in Private Education January 21-23, 2004 Joanna Motion CASE Vice President for International Operations

2. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION2

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4. 4 Philanthropic story in the USA $212bn to philanthropic causes in 2001 $32bn to education generally $26bn to higher education

5. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION5 Lost in translation? Canada, UK, Australia France, Belgium, Sweden Taiwan, Hong Kong, China Argentina, Brazil, Mexico Nigeria, Ghana, Uganda Copy And Steal Everything?

6. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION6 Common concerns and hesitations Culturally alien – it won’t work here! Zero-sum game? Lets government off the hook Is this only for the top tier? Introduces a dangerous dependence? Not in tough times, surely…

7. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION7 Conditions for success Commitment from the top: time and resources Vision: is the mission clear and understood, internally and externally? Know your constituency Be professional and systematic Partnership with government? Embed fundraising in integrated communications

8. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION8 Lessons from the USA Role of individuals – especially alumni Students are the alumni of tomorrow Role of volunteers, especially on Boards Model good behaviour Stewardship: thank you is the best way of saying please

9. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION9 Low cost per $ raised High cost per $ raised Donor base Regular gifts Major gifts Ultimate gifts

10. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION10 Pareto principle Over 80 per cent of the money raised......will come from fewer than 20 per cent of the donors Allocate your resources where they have greatest effect

11. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION11 * Boswell, CASE Int’l Jnl of Ed’l Advancement, March 2003, p.228 # Council for Aid to Education, quoted in Boswell

12. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION12 Source: Hayter & Slee, in Hilenski (Ed.), The Unit Development Officer’s Handbook, 2002, CASE Books Ogden Centre for Fundamental Physics

13. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION13 Key Build and maintain relationships….

14. COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION14 Joanna Motion CASE Vice President for International Operations jmotion@eurocase.org.uk CASE contact details Tel: +44 20 7387 4404 Fax: +44 20 7387 4408 www.case.org