1. What’s in a Campaign? Exploratory Discussion Dr. William Edward Fahey, President Charlie McKinney, Vice President for Institutional Advancement Robert E. Russell, Jr., President, RR&A October 22, 2010

2. Capital Campaigns Move Mountains o No two mountains are alike: NO TWO CAMPAIGNS ARE ALIKE o Move a mountain to solve a problem: CREATE, BUILD, IMPROVE, SAVE … o Campaign Requirement: PROBLEM STATEMENT

3. Required Campaign Components o Vision, Mission: MESSAGE – SOLVE AND TRANSCEND THE PROBLEM o Objectives: ACTIONS –THE MAJOR ACHIEVEMENTS TO SOLVE, TRANSCEND o Messengers: SPONSORS, LEADERS, SPOKESMEN = DONORS o Case for Support: WHY YOU SHOULD HELP MOVING THE MOUNTAIN o Communications Program: REACHING AND HEARING FROM TARGET MARKETS o Fundraising Program: PRESENTING GIFT OPPORTUNITIES IN DONOR’S CONTEXT

4. Important Preparations o Forecast: ALL FUNDING NEEDED; PURPOSES AND USES FOR FUNDS. o Research: WHO WILL GIVE, LEAD; HOW MUCH WILL THEY GIVE; WHEN & WHY? o Estimate: TIME REQUIRED TO RAISE AND REALIZE NEEDED FUNDS. o Write: CAMPAIGN PLAN – COMMUNICATIONS, FUNDRAISING GOALS, OPERATIONS, STAFF AND OPERATIONS STRUCTURES, PROCEDURES, POLICIES, TIMELINES o Determine: COSTS FOR CONDUCTING CAMPAIGN; INCLUDE IN CAMPAIGN GOAL

5. Focus o Campaign Vision: WHAT WILL WORLD LOOK LIKE WHEN MOUNTAIN IS MOVED? o Campaign Results: UPDATE PROGRESS ON EACH CAMPAIGN GOAL o Donor Base: FOLLOW-UP, CHERISH, NURTURE ALL DONORS; SHARE PRIDE IN THEIR ACHIEVEMENTS; KEEP MOMENTUM GOING (Common Failure) o Institutional Culture: BEGIN INSTITUTIONAL GROWTH AND CULTURE CAMPAIGN PROTECT WHAT YOU BUILD

6. Historic Campaigns o REHABILITATION INSTITUTE OF CHICAGO “INDEPENDENCE” (for disabled) $26 Million – Building - Recognized Medical Specialty – Insurance - Patient Care, Teaching, Education Northwestern University Medical Center Acceptance o HILLSDALE COLLEGE“FREEDOM FUND” (Non-adherence to Title IX) $29 Million – Scholarship Funds – Recognition as Principled Conservative College – Recognition for Academic Excellence in Liberal Arts – Recognition as an early College of Principles o ST. EDWARD’S SCHOOL“Cross the River for Excellence” $8 Million – Establish Waiting List – Involve entire community – Achieve excellence

7. o BELLEVUE UNIVERSITY “In Progress” American, Human Exceptionalism Center for American Vision and Values – Bellevue University foundation Human Capital Lab and Curriculum – Bellevue Education and Business Models o MacMURRAY COLLEGE“Campaign for MacMurray” Multi Purpose $14 MillionScholarships – Faculty Recruitment – Preservation Funds Debt Reduction o McKEE BOTANICAL GARDEN/Indian River Land TrustPreservation Fund $9 MillionRescue original Florida “hammock” from developers Reinstate a Florida Landmark Historic Campaigns

8. o THE HERITAGE FOUNDATION : 10 th, 25 th Anniversary Funds “Heritage 10”“Leadership for America” $32 Million $85 Million 1 st Capital Campaign, Public Policy Leading Public Policy Institution Subsequent: 2 Building Funds, Second Leadership for America Fund o INTERCOLLEGIATE STUDIES INSTITUTE:50 th Anniversary Fund $54 Million Program Endowments - Operating Costs - Student Awards o WABASH COLLEGE: Fund for Excellence; Fraternity Building Fund (Sigma Chi) $40 MillionScholarships – Faculty Chairs – Student Loan Funds $6 Million New Sigma Chi House (Owned by College)

9. Gift Motivators o BELIEF (In the Cause) o EFFECTIVENESS (Return on Investment) o QUALITY (People) o URGENCY (Immediacy of Problem Solution) o MESSENGER (Who Asks; Method of Asking) o BELONGING, INCLUSION, OBLIGATION (“Insiders,” Hopeful “Insiders”) o NEED (Cannot survive without funds) o TAX CONSIDERATIONS (Estate, Legacy, Deferred, Planned, Future)