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Keys to Successful Collaboration:
    Corporate & Foundation Relations
                  and
           Sponsored Projects




1
Santa Clara University




            Margaret McCarthy
    Director of Corporate & Foundation Relations




2
Santa Clara University




    Founded in 1851, SCU is a comprehensive Jesuit, Catholic university offering its more
    than 8,600 students rigorous undergraduate curricula in arts and sciences, business,
    theology and engineering, plus master’s and law degrees, engineering Ph.D.s, and
    graduate studies through its Jesuit School of Theology. Distinguished nationally by one
    of the highest graduation rates among all U.S. master’s universities, California’s oldest
    operating higher-education institution demonstrates faith-inspired values of ethics and
    social justice.

3
Loyola Marymount University




                         Noelle A. Gervais
    Executive Director of Development, Corporate & Foundation Relations



4
Loyola Marymount University




    Founded in 1911, LMU is a premier Catholic university rooted in the Jesuit and Marymount
    traditions. With more than 5,500 undergraduates and 3,300 graduate and law students, LMU
    is the eighth-largest of the nation’s 28 Jesuit colleges and universities. LMU understands and
    declares it mission to be the encouragement of learning, the education of the whole person,
    the service of faith and the promotion of justice.


5
Why we’re collaborating

    • Tales of collaboration and
      cooperation between the
      Development and
      Sponsored Projects Offices
    • Lessons learned: Some
      painful, but always instructive
    • Discover benefits of
      collaboration over competition




6
Why we’re collaborating

    • Maximize fundraising
      potential through
      collaboration
    • Secure more gifts
      and grants
    • Help JAA leaders
      understand the
      importance of
      communication and
      collaboration
    • Raise the profile and
      distinctive brand of
      U.S. Jesuit institutions

7
Sharing our experiences

    • Ways we’ve
      “bumped into” our
      SPO colleagues
    • Becoming colleagues
      with a shared vision
    • Show me the MONEY!




8
Sharing our experiences

    • Let’s learn from each
      other: What works
      and what doesn’t?
    • How has collaboration
      been fostered or
      thwarted on your
      campus?




9
Our common ground

Why are Jesuit campuses worthy of support?
• Talented faculty
• Faculty/student ratio
• Ethical research
• Dedication to social justice
• Advanced facilities and
  state-of-the-art labs
• Productive community
  volunteer force
• Talent pool for
  local employers



10
Our common ground

     Working together, SPO and Development will…
     • Secure resources
     • Advance Jesuit
       higher education
     • Maintain outstanding
       scholarship in
       competitive higher
       education markets



11
Common purpose, distinct missions

     What makes us different and what unites us?




12
Collaboration trumps conflict because…

     • Collaboration helps end turf wars
     • It’s important to know who gets credit
       (honoring both units’ contributions)
                 Collaboration = Productivity
                 Why? Because collaboration…
     • Breaks down bottlenecks
     • Limits time delays that can trap projects
     • Increases solicitations and grant applications
     • Shares information and empowers fundraisers


13
Common purpose, distinct missions

       Collaboration grows when…
       • Communications are
         regular and honest
       • We recognize the strengths
         of each office
       • We realize that both
         offices serve distinct
         campus constituents
       • We understand different
         reporting structures for
         each office

14
Understanding the difference

            Each office has a distinctive culture…
     Development Culture
     • Establish and sustain relationships
     • Metrics: Fundraising, revenue goals,
       performance expectations
     • The business unit in academia: Goals similar to
       industry or corporate cultures




15
Understanding the difference

     SPO Culture
     • Serves and supports faculty: Research, training,
       public service
     • Metrics: Grants awarded, funds distributed
     • Customer service orientation: Faculty members’
       best friend within the academic culture




16
Reporting structures: Development

      • Division within the Development Office;
        reports to VP for Advancement
      • Metrics: Proposals and solicitations, proposals
        submitted, number of proposals funded, number
        of new donors
      • Timeline: Fiscal year rather than academic year




17
Reporting structures: SPO

     • Provost’s Office, the academic arm of campus
     • Metrics: Grant and government applications, grants
       funded, grant funds under management/grant funds
       disbursed
     • Timeline: Academic year and/or multiyear grant cycle




18
Primary relationships

     Who and what do you know?




19
Development knows…

     Who:
     • University alumni, corporate alumni and
       corporate executives
     • Private, family and community foundations
     • Government relations: congressional appropriations
       and elected local, county, state and national
       representatives
     What:
     • History of the University, campus facts, industry
       and philanthropy trends, endowment returns


20
SPO knows…

     Who:
     • Government agencies: National Science Foundation,
       National Endowment for the Humanities
     • Government departments: Energy, Defense,
       Homeland Security
     What:
     • Faculty research
     • Intellectual property issues
     • Human subjects
     • Compliance

21
SCU Sponsored Projects

     A view through the Sponsored Projects lens




22
SCU Sponsored Projects

                You say “tomato” and I say…
     • “CFR” = “Code of Federal Regulations”
     • “Stewardship” translates into “award administration”
     • “Gifts and grants” translate into “grants, cooperative
       agreements and contracts”
     • “Institutional commitment” translates into “cost-share”




23
SCU Sponsored Projects


           • Combined pre- and post-award
             office: Cradle-to-grave responsibilities
           • Specialty: Projects with lots of
             administrative “red tape”
           • SPO reports to the Associate Provost
             for Research Initiatives




24
SCU Sponsored Projects
     Process
     • Faculty prepare narratives
     • SPO prepares budgets,
       required documents; submits
     Award
     • SPO negotiates award, sets up
       accounts, monitors expenses,
       prepares financial reports
     • Announces notable awards
       on campus
     • Contacts Development,
       Marketing & Communications

25
SCU Sponsored Projects

     SPO = Budget Guru
     • What does the project really cost?
     • Post-award implications
     • What is the institutional
       commitment?
        – Covers total costs?
        – Sufficient to complete the project?
     • Campus resource for complex
       CFR proposals


26
SCU Sponsored Projects

     SPO Roles
     • Support Faculty research
     • Ensure compliance
        – Honor sponsor’s terms
          and conditions
        – Accurate award
          administration




27
SCU Sponsored Projects

     The evolution of collaboration
     • Initially, few interactions
       between the offices
     • Foundation requirements:
       Primary contact
     • Campaign directive: Establish a
       relationship with Development
     • Shared projects, regular
       communication, effective
       collaboration


28
SCU Sponsored Projects

            • SPO doesn’t want to administer
              awards unnecessarily
            • If an award doesn’t meet the SPO
              criteria, they’re delighted to send it
              to CFR!
            • SPO provides regular updates to
              CFR on awards it administers that
              were solicited through Development




29
Examples of collaboration

     • Sharing a common goal
     • Setting defined roles
     • Communicating
       time-sensitive
       information
     • Appreciating roles
       of each unit
     • Reconciling grant/gift
       reports


30
LMU CFR and ORSP focus areas


     CFR                         ORSP
     University-wide focus       Defined scope of work
     • Presidential priorities   • Project-specific
     • Dean’s priorities         • Faculty-specific
     • Unrestricted in nature    • Contractual in nature




31
Grant Award vs. Gift

     Grant Award                         Gift
     • Govt. contracts/grants and        • Unrestricted purpose
       selected foundation grants        •   Minimal requirements
        – Specific deliverables          •   Minimal reporting
        – Return of unexpected funds     •   Irrevocable
        – Intellectual property rights
                                         •   Examples:
        – Restricts publication
                                              –   Endowments
        – Restricted reporting/fiscal
          budgeting                           –   Capital
        – Requires sponsor approval           –   Scholarships
          to modify budget                    –   Professorships
        – Indirect cost rate

32
LMU CFR and ORSP focus areas


                   The Gray Zone
       • Interdisciplinary project
       • Request For Proposal
       • Management of relationship vs. project




33
Case Study Examples

                      LMU
                      • Life Sciences Building
                      • Howard Hughes Medical Institute
                      • W. M. Keck Foundation


     SCU
     • Lilly
     • Luce Foundation
     • Government Relations


34
Share your stories…




35
Let’s continue the collaboration


                                    SCU
                                    Margaret McCarthy, Director, Corporate & Foundation Relations
                                    MMcCarthy@scu.edu • 408-554-4005




     LMU
     Noelle A. Gervais, Executive Director of Development
     Corporate & Foundation Relations
     Noelle.Gervais@lmu.edu • 310-338-7880



36

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Keys to Successful Collaboration

  • 1. Keys to Successful Collaboration: Corporate & Foundation Relations and Sponsored Projects 1
  • 2. Santa Clara University Margaret McCarthy Director of Corporate & Foundation Relations 2
  • 3. Santa Clara University Founded in 1851, SCU is a comprehensive Jesuit, Catholic university offering its more than 8,600 students rigorous undergraduate curricula in arts and sciences, business, theology and engineering, plus master’s and law degrees, engineering Ph.D.s, and graduate studies through its Jesuit School of Theology. Distinguished nationally by one of the highest graduation rates among all U.S. master’s universities, California’s oldest operating higher-education institution demonstrates faith-inspired values of ethics and social justice. 3
  • 4. Loyola Marymount University Noelle A. Gervais Executive Director of Development, Corporate & Foundation Relations 4
  • 5. Loyola Marymount University Founded in 1911, LMU is a premier Catholic university rooted in the Jesuit and Marymount traditions. With more than 5,500 undergraduates and 3,300 graduate and law students, LMU is the eighth-largest of the nation’s 28 Jesuit colleges and universities. LMU understands and declares it mission to be the encouragement of learning, the education of the whole person, the service of faith and the promotion of justice. 5
  • 6. Why we’re collaborating • Tales of collaboration and cooperation between the Development and Sponsored Projects Offices • Lessons learned: Some painful, but always instructive • Discover benefits of collaboration over competition 6
  • 7. Why we’re collaborating • Maximize fundraising potential through collaboration • Secure more gifts and grants • Help JAA leaders understand the importance of communication and collaboration • Raise the profile and distinctive brand of U.S. Jesuit institutions 7
  • 8. Sharing our experiences • Ways we’ve “bumped into” our SPO colleagues • Becoming colleagues with a shared vision • Show me the MONEY! 8
  • 9. Sharing our experiences • Let’s learn from each other: What works and what doesn’t? • How has collaboration been fostered or thwarted on your campus? 9
  • 10. Our common ground Why are Jesuit campuses worthy of support? • Talented faculty • Faculty/student ratio • Ethical research • Dedication to social justice • Advanced facilities and state-of-the-art labs • Productive community volunteer force • Talent pool for local employers 10
  • 11. Our common ground Working together, SPO and Development will… • Secure resources • Advance Jesuit higher education • Maintain outstanding scholarship in competitive higher education markets 11
  • 12. Common purpose, distinct missions What makes us different and what unites us? 12
  • 13. Collaboration trumps conflict because… • Collaboration helps end turf wars • It’s important to know who gets credit (honoring both units’ contributions) Collaboration = Productivity Why? Because collaboration… • Breaks down bottlenecks • Limits time delays that can trap projects • Increases solicitations and grant applications • Shares information and empowers fundraisers 13
  • 14. Common purpose, distinct missions Collaboration grows when… • Communications are regular and honest • We recognize the strengths of each office • We realize that both offices serve distinct campus constituents • We understand different reporting structures for each office 14
  • 15. Understanding the difference Each office has a distinctive culture… Development Culture • Establish and sustain relationships • Metrics: Fundraising, revenue goals, performance expectations • The business unit in academia: Goals similar to industry or corporate cultures 15
  • 16. Understanding the difference SPO Culture • Serves and supports faculty: Research, training, public service • Metrics: Grants awarded, funds distributed • Customer service orientation: Faculty members’ best friend within the academic culture 16
  • 17. Reporting structures: Development • Division within the Development Office; reports to VP for Advancement • Metrics: Proposals and solicitations, proposals submitted, number of proposals funded, number of new donors • Timeline: Fiscal year rather than academic year 17
  • 18. Reporting structures: SPO • Provost’s Office, the academic arm of campus • Metrics: Grant and government applications, grants funded, grant funds under management/grant funds disbursed • Timeline: Academic year and/or multiyear grant cycle 18
  • 19. Primary relationships Who and what do you know? 19
  • 20. Development knows… Who: • University alumni, corporate alumni and corporate executives • Private, family and community foundations • Government relations: congressional appropriations and elected local, county, state and national representatives What: • History of the University, campus facts, industry and philanthropy trends, endowment returns 20
  • 21. SPO knows… Who: • Government agencies: National Science Foundation, National Endowment for the Humanities • Government departments: Energy, Defense, Homeland Security What: • Faculty research • Intellectual property issues • Human subjects • Compliance 21
  • 22. SCU Sponsored Projects A view through the Sponsored Projects lens 22
  • 23. SCU Sponsored Projects You say “tomato” and I say… • “CFR” = “Code of Federal Regulations” • “Stewardship” translates into “award administration” • “Gifts and grants” translate into “grants, cooperative agreements and contracts” • “Institutional commitment” translates into “cost-share” 23
  • 24. SCU Sponsored Projects • Combined pre- and post-award office: Cradle-to-grave responsibilities • Specialty: Projects with lots of administrative “red tape” • SPO reports to the Associate Provost for Research Initiatives 24
  • 25. SCU Sponsored Projects Process • Faculty prepare narratives • SPO prepares budgets, required documents; submits Award • SPO negotiates award, sets up accounts, monitors expenses, prepares financial reports • Announces notable awards on campus • Contacts Development, Marketing & Communications 25
  • 26. SCU Sponsored Projects SPO = Budget Guru • What does the project really cost? • Post-award implications • What is the institutional commitment? – Covers total costs? – Sufficient to complete the project? • Campus resource for complex CFR proposals 26
  • 27. SCU Sponsored Projects SPO Roles • Support Faculty research • Ensure compliance – Honor sponsor’s terms and conditions – Accurate award administration 27
  • 28. SCU Sponsored Projects The evolution of collaboration • Initially, few interactions between the offices • Foundation requirements: Primary contact • Campaign directive: Establish a relationship with Development • Shared projects, regular communication, effective collaboration 28
  • 29. SCU Sponsored Projects • SPO doesn’t want to administer awards unnecessarily • If an award doesn’t meet the SPO criteria, they’re delighted to send it to CFR! • SPO provides regular updates to CFR on awards it administers that were solicited through Development 29
  • 30. Examples of collaboration • Sharing a common goal • Setting defined roles • Communicating time-sensitive information • Appreciating roles of each unit • Reconciling grant/gift reports 30
  • 31. LMU CFR and ORSP focus areas CFR ORSP University-wide focus Defined scope of work • Presidential priorities • Project-specific • Dean’s priorities • Faculty-specific • Unrestricted in nature • Contractual in nature 31
  • 32. Grant Award vs. Gift Grant Award Gift • Govt. contracts/grants and • Unrestricted purpose selected foundation grants • Minimal requirements – Specific deliverables • Minimal reporting – Return of unexpected funds • Irrevocable – Intellectual property rights • Examples: – Restricts publication – Endowments – Restricted reporting/fiscal budgeting – Capital – Requires sponsor approval – Scholarships to modify budget – Professorships – Indirect cost rate 32
  • 33. LMU CFR and ORSP focus areas The Gray Zone • Interdisciplinary project • Request For Proposal • Management of relationship vs. project 33
  • 34. Case Study Examples LMU • Life Sciences Building • Howard Hughes Medical Institute • W. M. Keck Foundation SCU • Lilly • Luce Foundation • Government Relations 34
  • 36. Let’s continue the collaboration SCU Margaret McCarthy, Director, Corporate & Foundation Relations MMcCarthy@scu.edu • 408-554-4005 LMU Noelle A. Gervais, Executive Director of Development Corporate & Foundation Relations Noelle.Gervais@lmu.edu • 310-338-7880 36