1. Brussels, 25 April 2002 UNICA seminar ‘FUNDRAISING best practices’ Session ‘Fundraising among alumni in continental Europe: Success or Utopia? ‘

2. UTRECHT UNIVERSITY University Foundation Alumni Office Drs. Leneke Visser

3. 1. DIFFERENCES between USA and THE NETHERLANDS (and other European countries) 2. CHANGES 3. LESSONS, RESULTS AND AMBITIONS ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘

4. West (Randstad)Amsterdam * Amsterdam (VU) Utrecht* Leiden* Delft Wageningen Rotterdam North:Groningen* East:Twente South:Nijmegen Eindhoven Tilburg Maastricht National:Open Universiteit * classical universities (founded in the 16th and 17th century) 14 Dutch Universities

6. FACTS AND FIGURES Utrecht University faculties students staff alumni alumni abroad 14 21.439 5.667 60.000 3.000

7. FACTS AND FIGURES Utrecht University Budget State Contribution NWO Own Income Tuition Fees 0,5 billion 70 % 5 % 20 % 5 %

8. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ Differences (summary) 1. Dutch philanthropy culture is different from American philanthropy culture because of the difference in organising the responsibilities for the public welfare organisations. 2. All Dutch universities are accessible to all graduates from secondary school, all have the same tuition fees, and have to produce the same quality

9. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ Differences (consequences) 1. In the USA, education is lead runner in the philanthropy top 10. In The Netherlands (Europe), education does not appear in the top 10 of philanthropy 2. In the USA, the identity of ‘my university’ is facilitated by differences in quality, tuition fees, and admittance. In The Netherlands (Europe), the identity of ‘my university’ is less developed. There is no such thing as a ‘Harvard- feeling’.

10. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ Differences (challenges) 1. How to make people feel that education not only needs public support, but also individual support? 2. How to organise a ‘my university’ feeling, distinguishing our university from the other Dutch universities? 3. How to transfer the commitment of the academic world (students, staff, alumni) into a culture of support?

11. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ Changes 1. EDUCATION MAIN TOPIC IN PUBLIC OPINION 2COMMUNICATION IS INCREASING IN PROFESSIONALITY 3.PHILANTHROPY 4.UTRECHT UNIVERSITY SELLING POINTS

12. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ LESSONS (1) The fundraising strategy of Utrecht University consists of a combination of traditional forces and modern instruments. Utrecht University Foundation (1886) and the University’s Alumni Office (1999) are integrated in one organisation

13. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ LESSONS (2) Utrecht University Foundation (1886) special chairs subsidies for student activities student social welfare old boys network income from donations by alumni (ca. 3500)

14. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ LESSONS (3) Alumni Office (1999) database 60.000 alumni university wide alumni strategy alumni magazine sent to all alumni modern networks, national and international

15. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ No contact No giving First-time annual giving Repeated annual giving Major giving Capital giving Planned giving LESSONS (4) Classic model

16. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ COMMUNICATION WITH ALUMNI University Foundation, first contribution University Foundation, repeated giving Fundraising for special projects LESSONS (5) Adapted model

17. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ RESULTS 2002 Utrecht University has 60.000 alumni The University Foundation has 5.500 sponsors The University Foundation has about 5.000 aspirant sponsors Friendraising is more important than fundraising at this moment Friendraising programs are running locally and abroad The importance of alumni-networks - also in fundraising - is their role as intermediary and ambassador Fundraising programs are successful under the University’s professional relations

18. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ AMBITIONS Alumni feel committed to their university Alumni feel responsible for the university’s welfare and are willing to contribute 20% of alumni sponsor the University Foundation

19. ‘FUNDRAISING AMONG ALUMNI IN CONTINENTAL EUROPE: SUCCESS OR UTOPIA? ‘ Utopia if you want to have the American results in a European philanthropy culture Success if you combine the American instruments and the European philanthropy culture in an own European strategy