1. ADVANCING JMU Alicia Pettis (‘14) – Annual Giving Coordinator | University Advancement Aaron Epstein – Assistant Director, Athletics Development | Duke Club

2. Who are we?

3. FUNDRAISING 101

4. SOCIAL SCIENCE: SOCIETY AND THE RELATIONSHIP AMONG ITS INDIVIDUALS HUMANITY: STUDY OF HUMAN CULTURE Fundraising: “Social Sciences & Humanities”

5. DEVELOPMENT OFFICERS FOCUS ON ENGAGMENT AND CONNECTION WITH AN INDIVIDUALS CORE VALUES AND GENEROSITY ALLOWING THEIR LIFE’S WORK TO HAVE AN IMPACT OUTSIDE THEIR FAMILY AND PERSONAL WELL BEING What Does a Development Officer Really Do?

6. “Show me the money…!!!” Jerry Maguire Donations are Investments – not gifts There is always a return on the investment! Core Values (Donor’s) + Core Values (Organization) + Investment (Time, Talent, Treasure = ADVANCEMENT

7. SKILLS AND TALENTS You’ve got what it takes!

8. What you do vs. What we do Tasks:Alumni Volunteers University Advancement Building alumni pride Putting on events Creating the alumni experience Educating constituents on new things at JMU Recruiting volunteers Data management (info on alumni, friends, parents and employees of JMU) Construct opportunities for engagement in JMU Creating content for JMU Volunteer Management Managing money in accounts Make daily asks for donations

9. HOW CAN YOU HELP?

10. Stop focusing on the “F- WORD” Development is more about engagement and relationships – if done right, the money will follow The “ask” is important – but follow up and efforts in continuing to develop the relationship are critical. 50-60% of newly acquired donors stop supporting between their 1 st and 2 nd 1 in 3 year over year drop their gift after their second gift* *Association of Fundraising Professionals: Fundraising Effectiveness Project

11. 7.2% OF JMU ALUMNI MAKE A CONTRIBUTION YOUR VOICE IS LOUDER THAN ANY STAFF MEMBER SHARE YOUR STORY – TAKES THE FOCUS OFF THEM AND REMINDS THEM, NON- CONFRONTATIONALLY, THAT THEIR SUPPORT IS NEEDED PERSONAL INTRODUCTIONS Speak Up…

12. “TIME, TALENT, TREASURE” DO YOU HAVE A BALANCE OF ALL 3 OR JUST 1? BEING AN ASSET TO THE UNIVERSITY IS NOT JUST ABOUT OPENING YOUR WALLET AND INCREASING YOUR GIFT Don’t Forget the “Other T’s”

13. ELEVATOR PITCH What is your JMU narrative?

14. OVERCOMING OBJECTIONS

15. Q & A.