These slides are from Nicole Mitchell as part of "Successful University Press Fundraising Four Ways" at AAUP 2016 in Philadelphia, PA.

2. Panelists
Lisa Bayer has been the director of the University of
Georgia Press since 2012. Her scholarly publishing career
focused on book marketing and spans 25 years; she was
introduced to university presses as an intern at Southern
Illinois University Press during graduate school. A native
Midwesterner, she has worked for six publishers in four
states, including Penn State Press, the Minnesota
Historical Society Press, and the University of Illinois
Press. Lisa is a member of the AAUP Board of Directors
and is former chair of the AAUP Library Relations
committee. At Georgia she acquires in women’s history,
creative nonfiction, and general trade.
Lisa Bayer
DIRECTOR
University of
Georgia Press

3. Panelists
Leandra Nessel is a Development Associate for the University
of Georgia Press, the University of Georgia Libraries and The
Georgia Review. Leandra began her development career with
the Libraries 10 years ago and added the UGA Press and the
Review to her portfolio when those units began reporting to
the Library five years ago. Since coming to work for the
University of Georgia, Leandra has been involved with the
planning and fundraising for the Libraries’ $45M Special
Collections Libraries facility and she works closely with the UGA
Press’ Advisory Council and the Board of Visitors for the Library
and the Review. She is currently working with the UGA Press
Director to establish a named directorship for the Press.
Leandra coordinates annual fund appeals for all three units as
well as individual fundraising initiatives as they arise. Leandra
helps to plan author events across all units and develops
programming and events for the annual Georgia Writers Hall of
Fame ceremony.
Leandra Nessel
DEVELOPMENT ASSOCIATE
University of Georgia
Press, University of
Georgia Libraries, and
The Georgia Review

4. Panelists
Joanna Ruth Marsland is Director of Development for the
University of North Carolina Press. A Phi Beta Kappa graduate
of Hollins College with a B.A. in Mathematics, she earned a
M.S. in Conservation of Art from the University of Delaware/
Winterthur Museum, and worked in conservation for the
Colonial Williamsburg Foundation in Virginia and Tryon Palace
Historic Sites and Gardens in New Bern, North Carolina.
Increasingly interested in larger arts and economic issues, she
returned to school to earn her M.B.A. from Kenan-Flagler
Business School, UNC-Chapel Hill, then became the Executive
Director of the North Carolina Pottery Center in Seagrove. She
joined UNC Press in 2006 as the Director of Development. She
is a former member of the Hollins Alumnae Board, the North
Carolina Humanities Council, and is immediate Past President
of the Chapel Hill Preservation Society board. She lives in
Chapel Hill with her husband and son.
Joanna Ruth
Marsland
DIRECTOR OF DEVELOPMENT
University of North
Carolina Press

5. Panelists
Alison Mudditt has been Director of University of California
Press since 2011. Alison’s publishing career begin at 1988 at
Blackwell in Oxford before joining Taylor & Francis Inc. in
Philadelphia as Publishing Director of the Behavioral Sciences
Division in 1997. Alison joined SAGE in 2001 as Vice President
and Editorial Director, and was appointed Executive Vice
President in 2004 where she led the SAGE's publishing programs
across books, journals and digital during a period of tremendous
growth. Alison is a regular speaker at industry meetings and is
currently Vice Chair of the Scientific Publications Committee and
member of the Open Science Committee of the American Heart
Association, and member of the Board of Directors of K|N
Consultants. She has also served on the Executive Council of the
Professional and Scholarly Publishing Division of the American
Association of Publishers, and was Co-Chair of the Dean’s
Leadership Council at California State University, Channel Islands.Alison Mudditt
DIRECTOR
University of
California Press

6. Structure and environment
Institutional structure and reporting
• Independent – or –
• Integrated into university system
Fundraising culture
• Open cultivation – or –
• Clearance system
Fundraising environment
• Local wealth
• Access to alumni – locally,
nationally, and internationally
• Family foundations
• Locally based corporations
• Competition

7. Press advancement team
• Full-time staff person for grants,
title subsidies, stewardship
• Half-time front-line fundraiser
(individual donors)
• Support from the Graduate School’s
director of advancement
• Press director
Part of a fundraising team of 25 reporting
up to the Provost’s Office
University of Washington Press

8. Now (nearly) fully integrated into the university’s advancement structure:
• UW Alumni Association
• Principal Giving (major gifts)
• Regional Advancement
• Corporate and Foundation Relations
• Advancement Communications
• Planned Giving
• Annual Giving
• Capital Campaign
Plugging into central advancement

11. • Regular spot in alumni magazine (four issues a year) and space in
bimonthly e-blasts and social media
• Visibility through UW communications
• Presence at campus development events (Recognition Gala, Parent &
Family Weekend, Mighty Tieton Block Party, etc.)
• Invitations to VIP receptions for press donors
• Working on exclusive press event for alumni
• Awareness and excitement about the press among UW fundraising staff
• Partial funding for press development staff and small operating budget
Tangible results

12. • Northwest Writers Fund supports the work of some of the region’s most
talented nonfiction writers. The fund provides author advances for
regional trade publications.
Fundraising successes
The Northwest Writers Fund “provided me the time and gave me the
inspiration to find primary documents, longtime residents, and local
experts who have helped me tell the stories of this place. And that is
what the fund is all about, giving writers the opportunity to discover
our stories and share them with readers.”—David B. Williams, author
of Too High and Too Steep: Reshaping Seattle’s Topography

13. • Ruth Kirk Fund supports publications that inform the general public
on the history, natural history, archaeology, and Native cultures of the
Pacific Northwest.
Fundraising successes
• $80,000
• Converted from planned endowment gift to direct use fund

14. Integrated Fundraising at the
University of Georgia Press and
Libraries
Lisa Bayer, UGA Press
Leandra Nessel, UGA Libraries

16.  Wormsloe Foundation Nature Fund
 Wormsloe Foundation Publication
 Sarah Mills Hodge Fund
 Friends Fund
 Bradley Hale Fund for Southern Studies
 Bruce and Georgia McEver Fund for the Arts and Environments
 Kenneth Coleman Fund for Georgia History (endowment)
 Georgia Power-Grady College Assistantship (endowment)
Current Revolving Funds
and Endowments

17.  All fundraising at UGA is conducted through the UGA Foundation, a
501(c)3
 The UGA Press began reporting to the UGA Libraries in 2011
 Full-time Director of Development coordinates development
efforts for the University of Georgia Libraries (original assignment),
the UGA Press, and The Georgia Review, a literary journal.
 Director of Development reports 50% to the University Librarian
and 50% to the UGA Foundation
 Development office is additionally staffed with a Development
Associate (Full-time Library employee) and two support positions
funded by the Library.
History of UGA Press Development

18.  Advisory Council – primarily a “friend-raising” organization, serving
as connectors to individuals or organizations across the state and
region
 Targeted development opportunities presented to Advisory Council
members
 “Cross-pollination” between Library, UGA Press, and The Georgia
Review donor base
 Coordination with UGA Foundation’s Corporate and Foundation
Relations team to strengthen relationships with state and regional
foundations
 Creation of sustainable, active Annual Giving Program to serve as
pipeline for Major Gift/Planned Giving fundraising efforts
Development Strategy

19. $100,000 initial investment
$608,329 royalties earned
$143,106 current fund
balance

20. $100,000 initial investment
$196,719 royalties earned
$ 87,532 current balance

21. Wormsloe Nature Fund

22. Sarah Mills Hodge Fund

23. Current Funding Priorities
1. Comprehensive Campaign Goals
 Endowed Director’s Position
 Paid Student Internships (Experiential Learning)
2. Individual Title Fundraising
3. Publishing Partnerships / Relationship Building

24. AAUP 2016
Energize and Innovate
“Successful University Press Fundraising Four Ways”
Joanna Ruth Marsland
Director of Development

25. • UNCP is the press for the 17-campus UNC System
• We are a separately incorporated 501(c)3 affiliate of the System
• We do not have a foundation
• We sit on the flagship Chapel Hill campus, and pre-date most of the campuses,
so many assume we are a division of UNC-Chapel Hill
• Cons—do not have access to research resources nor direct access to alumni
• Pros—do not have to stand in line, maintain flexibility
UNC Press Structure

26. • John Sherer, Spangler Family Director
• Joanna Ruth Marsland, Director of Development, full-time
• UNC Press Advancement Council
– 12-20 members appointed by director
– Two 3-year terms
– Two meetings a year
– Capacity to give or to get
– Love books
– Love North Carolina
UNC Press Development Team

27. • We do it all! Prospect identification, cultivation, solicitation, and stewardship
• Through many avenues! Major gifts, annual fund, special initiatives, specific
title subventions, and planned giving
• Focus primarily on individuals, with some corporate and foundation grants
UNC Press Development Program

28. • Publishers are invisible, leading to lack of awareness of what we do and what
our needs are
• So many development opportunities, challenge to keep focused on what is best
return on limited resources (staff time and money)
• Solo shop can be overwhelming with too many “irons in the fire”
• Being vigilant about not letting the development tail wag the university press
dog
UNC Press Development Challenges

29. • Development program mission-based and directed by UNCP strategic goals
• Director of Sales Michael Donatelli fond of saying, “We are all in sales”
• Piggy-back on marketing and publicity
• UNCP trade list is easy entry point for prospects
• In-house designer for creating truly lovely web-based and printed
development materials
• University press peers
UNCP Development Advantages

30. • Major Gifts
– Spangler Family Directorship, $1M
– Mellon Grant, $1M
• Annual Fund—UNC Press Club
– $540K in unrestricted operating funds since 2010
• Special Initiatives
– Thomas W. Ross Fund, $100K to support campus publishing projects
handled through our new OSPS
– Authors Fund, $50K in 3 years, donated royalties to support first time
authors
• Specific Title Support—Wayfaring Strangers
– Our first crowd-sourced funding campaign, raised over $20K for oversize,
4-color, CD insert
UNC Press Development Successes

31. • 100th Anniversary in 2022
– Major gifts
• Endowed positions
• Endowed areas of list areas
• Funds supporting commissioning of works
– Build stronger relationship with constituent campuses
– Encourage more online monthly sustainer donors through UNC Press Club
annual fund
– Secure more planned gifts through “First Edition Society” planned giving
society
UNC Press Next Steps

32. Building a Fundraising Culture
at UC Press
Alison Mudditt, Director

33. History of UCP Development
• Focus on endowments and title-level giving
• Via a separate 501(c)3 – the UC Press Foundation
• Resourced by 50% Development Director, one support staff
– And significant time from the Director
• Successfully built $15M endowments and $000s for individual titles

34. Why Did We Need to Change?
• Internal:
– Shifting publishing strategy
– Cost and inefficiency of title-level fundraising
– Isolation of fundraising activities
– Challenge of hiring/retaining development staff
• External:
– Limited donor pool for “old” strategy
– Rise in “people power” is transforming philanthropy

35. What Have We Learned?
• Fundraising must be embedded in the work of the organization
• We’re not fundraisers
– Experienced major gifts officer is critical
• We can’t retain all donors in this transition
• We need a clear, concise and compelling “impact story”
• Building to major gifts is a long, slow process

36. A Culture of Philanthropy
Shared
Responsibility
for
Development
Integration
and
Alignment
with Mission
Focus on
Fundraising
as
Engagement
Strong donor
relationships

37. UC Press Internal Fundraising Team
• Alison Mudditt, UC Press Director • Development Director (new hire) - LEAD
• Elena McAnespie, Marketing Director • Susan Owen, Administrator
• Kim Robinson, Editorial Director • Peter Perez, Director, PR & Communications
• Todor Grigorov, CFO / Treasurer
Title Subsidy Grants
Lead: Kim
Robinson
• Support for
book projects,
humanities focus
• Editors acquire
content and secure
financial support
from foundations,
authors, academic
institutions
• Development
admin / Finance
process & allocate
funding
• Assume title-
level grants w/out
reporting
requirement
• Minimal direct
fundraising activity
by Development
Director. Advisory
role.
Program Grants
Distributed
responsibility
•
Program/publishi
ng staff to own
relationships with
funders
• Cultivate new
relationships,
identify funding
opportunities
• Lead
development of
grant proposals;
freelance grant-
writing resources
as needed
• Minimal direct
fundraising
activity by
Development
Director. Advisory
role. (5%)
• Finance,
reporting
Marketing
Lead: Peter
Perez
• Email
marketing to
members
(ICYMI)
• Ongoing
“internal”
communication
re: program
with Trustees
• Membership
direct mail,
annual fund (2x
annually)
• Develop
strategy /
activities in
partnership
w/Developmen
t Director. (5%)
Major gifts
Lead:
Development
Director
• Identify,
cultivate, solicit
donors and donor
prospects.
• Strategic
prospect research
to build portfolio
of 100+ prospects
capable of giving
at $50K+
• Qualify major
gift prospects &
solicit
• Prepare formal
fundraising
materials and case
statements
• Ongoing support
from senior team +
publishing staff
• Primary focus
(75%)
Board of Trustees
Lead:
Development
Director
• Oversee efforts
of Board via
quarterly mtg &
committees
• Partner with
Board leadership to
expand committee
structure and
recruit new
Trustees
• Facilitate Board
involvement in
fundraising
• Facilitate
effective
committee work
• Ongoing support
from senior team +
publishing staff
• Secondary focus
(15%)
Administration
Lead: Susan
Owen
• Gift processing &
acknowledgement
• Manage Trustee
meetings: logistics,
communication,
distribution of
materials
• Endowment
acknowledgement
s and stewardship
outreach
• Coordinate
meetings with
donors
• Tracking of
program grant
schedules
• Prospect
research
• 50%
commitment
Finance
Lead: Todor
Grigorov
• Financial
reporting &
administration,
inc. disbursement
of endowment
funds
• Liaison with
Trustee Finance
Committee
• Preparation of
tax returns and
oversight of
financial audits
• Financial
reporting, grants

38. Current Fundraising Focus
• Foundation grants:
– Focus on digital and infrastructure (Mellon, NEH)
– But beware of grant management/reporting!
• Major gifts:
– Focus on trade titles – “translational scholarship”
– Campaign building on Board giving
• Title-level giving:
– Led by acquisitions team

39. Embedding Fundraising at UCP
1. Senior management team are committed to and involved in fund development
2. All staff see themselves as ambassadors
- And can articulate the case for giving
3. Program staff and development staff communicate regularly
4. The donor perspective is part of decision-making
5. Fundraising efforts are discussed regularly to engage staff and donors
1. Senior management team are committed to and
involved in fund development
2. All staff see themselves as ambassadors
- And can articulate the case for giving
3. Program staff and development staff
communicate regularly
4. The donor perspective is part of decision-
making
5. Fundraising efforts are discussed regularly to
engage staff and donors

40. Resources:
www.haasjr.org
Underdeveloped: A National Study of Challenges
Facing Nonprofit Fundraising Jeanne Bell and
Maria Cornelius
Beyond Fundraising: What Does it Mean to Build a
Culture of Philanthropy? Cynthia M. Gibson