Overview of university/college fundraising for a new dean.

1. Developing Support for
WashU Engineering
December 2015
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2. Why People give
In order to Change Lives and make an Impact
Belief in the Institution’s Mission and Leaders
A wish to leave a Legacy
To give back to an organization from which they/children benefited
A desire to be part of something bigger, Case for Support
Some donors like the Recognition
Because Someone Asked
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3. Transfer of wealth
 Paul Schervish and John Havens at Boston College
 1999 report, updated in 2011
 2007-2061, estimates $58T in wealth to be distributed
 Projects that $6T will be contributed to charity
 2007-2026, estimates $13T-$22T in wealth to be distributed
 Lower estate taxes affects wealth distribution; more to charity and
heirs, less to gov’t and taxes
 Still valid, even with changes in economy, wealth fluctuations, and life
expectancies
Center on Wealth and Philanthropy 2014 (2011 data)
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4. Donor pyramid
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5. Development cycle
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Identification
Strategy
Engagement
CultivationSolicitation
Stewardship

6. The Commission on the Future of
Washington University
(1977-1978)
Alliance for Washington University
(1979-1987)
 $630.5M raised
 60K donors
Project 21
(1993-1995)
Campaign for Washington University
(1995-2004)
 $1.55B raised
 95K donors
Plan for Excellence
(2006-2009)
Leading Together Campaign
(2009-2018)
 $2.2B goal
Strategic planning and fundraising
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7. Pre-Campaign initiatives
Scholarship Initiative
$15M goal; $24.5M gifts/pledges raised by June 2014 for annual AND
endowed scholarship
Scholarships, graduate fellowships, McKelvey Undergraduate
Research, International Experience, Engineering Discovery Competition
Annual Fund Initiative
$10M goal; $11.3M gifts/pledges raised for unrestricted purposes AND
annual fund scholarship
Initiatives ran March 2009-June 2014; rolled into campaign
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8. Annual giving
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FY15 FY14 FY13 FY12 FY11 FY10
EN Annual Fund
$2,699,540
+17%
$2,272,089
+12%
$2,014,930
+12%
$1,784,562
+4%
$1,700,889
+7%
$1,580,083
EN Eliot Society 896 819 768 738 667 635
New EN Eliot
Society
219 171 194 181 147 136
EN AF alumni
donors
3,571 3,360 3,313 3,224 3,116 3,035
EN AF total
donors #
6,382 6,055 5,809 5,420 5,063 4,641

9. New business
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FY2009 FY2010 FY2011 FY2012 FY2013 FY2014 FY2015
Estate commitments $7.2 $1.3 $0.41 $5.4 $2.4 $7.0 $17.5
Irrevocable PG $0.2 $1.06 $0.05 $0.2 $0.1 $0.5 $0.1
Gifts/pledges $8.4 $7.4 $3.65 $4.4 $23.0 $2.8 $7.0
$15.8M
$9.8M
$4.1M
$10M
$25.5M
$9.9M
$24.5M
New Business = new cash gifts, new pledges, new estate commitments, new irrevocable planned gifts

10. Campaign production
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Goal Progress % to goal
$110M $103.2M 94%
Student support $42M $21.9M* 52%
Faculty support $20M $6.9M 34%
Academic programs $10M $9M 90%
Facilities $20M $33.8 169%
Annual Fund $18M $24.7M 137%
Other – to be designated $6.9M
* Endowment only

11. Funding opportunities
Naming Opportunity Gift Amount
School $50M-$100M
Endowed professorships $6M – dean’s chair
$4M – department chair
$1M+ – career development
Programs & centers $10K+ program support
 Institute of Materials Science & Engineering $5M-$10M program naming
 Center for Biological Systems Engineering
 Center for Entrepreneurship & Innovation
 Discovery Competition
Scholarships, fellowships, and internships, Langsdorf, $5K annual, $100K endowed
McKelvey Undergrad Research $1M+ (full support)
Buildings and facilities $25K-$20M
Special initiatives $1K-$50K
 Discovery Competition, Int’l Programs, WUSEF
Engineering Annual Fund All levels
11DRAFT

12. 12
Gift challenges
Langsdorf Scholars Challenge
Matt Ettus EN96 EN96 and Sara Ettus
Young Annual Fund Challenge
Peter Young EN80 and Lin Young
Eliot Society Jubel Challenge
Don Jubel EN73, Karen Jubel
and Jubel Family Foundation
Bush Family Parent Challenge
Wes and Natalie Bush, Parents

13. Keys to success
 Engage 600+ prospects w/ research gift capacity of
$100K to $10M+.
 Goal = $10M/year (business as usual) + $5M+ major gift.
 Grow the pipeline of leadership giving donors to AF.
 Geographic focus – STL, SF, DC, BOS, LA/SD and where
top prospects are.
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14. Keys to success
 Careful coordination with School leaders, faculty, and
students.
 An advancement model ensures cross-School and
University coordination of development,
communications, events, alumni relations, etc.
 Engage corporate partners, private foundations, and
other constituents in a multi-prong approach.
 Make 3-part ASK – AF, major gift, and estate gift.
14DRAFT

15. EN Leadership participation
 Identify former students for engagement, involvement.
 Participate in campus and out-of-STL visits w/ alumni, donors,
corporate partners, parents, and others.
 Host alumni, corporate partner, parent guest speakers.
 Attend Engineering A&D hosted events.
 Prepare stewardship reports for donors (professorships and
research), personal contact.
 Faculty/staff involvement aids in the development program.Join
the campaign by making a gift.
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16. What we do
The role of the professional
fundraising staff is to serve as the
chief strategist and coach for the
executive officer of the School and
others involved in the process of
securing private gifts for Engineering.
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17. Engineering A&D team
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18. Engineering A&D team
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Abe Cross, Senior Director of Development
 Major gifts, planned gifts, annual gifts
 Team lead for EN A&D
 Liaison with Dean, EN faculty, EVC & Assoc VCs, National Council, Corps/Fndtns
 St. Louis, Boston, San Francisco
Alexandra Carr, Director of Development
 Major gifts, planned gifts, annual gifts
 Supervise Associate Directors of Development, 2nd in command
 ESE department liaison, Career Center liaison, Mentor Program, Corps/Fndtns
 St. Louis, Washington, DC, Philadelphia
Libby Gutberlet, Senior Associate Director of Development
 Major gifts, planned gifts, annual gifts
 EECE department liaison, Scholarship program and Scholarship Banquet, AAC
 St. Louis, Texas

19. Engineering A&D team
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Mandy Ray, Senior Associate Director of Development
 Major Gifts and Leadership Annual Giving
 CSE department liaison, W&E, endowed scholarships and fellowships
 St. Louis, Los Angeles, San Diego
Paula McBurnett, Senior Associate Director of Development
 Major gifts, planned gifts, annual gifts
 BME department liaison, PG Office liaison, PG programming
 St. Louis, Kansas City, Non-Council City Missouri
Eric Yin, Senior Associate Director of Development
 Major gifts and annual gifts
 MEMS department liaison, EN building campaign
 St. Louis, Denver, New York, Seattle

20. Engineering A&D team
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Ally Favre, Associate Director of Development
 Annual gifts, Leadership Annual Giving
 Alumni Achievement Awards, Senior Class Gift, LEAD, VoTY, EN Week, Reunion
 St. Louis, Atlanta, Ohio
Jill Lewin, Associate Director of Development
 Annual gifts, Leadership Annual Giving
 Annual fund management, EN Eliot Society, Phonathon, Professorship Installations
 St. Louis, TBD
Director of Development
 Major gifts, planned gifts, annual gifts
 Supervise additional staff and other assignments
 Chicago
Claire Byrnes Tracy Speller
Development Coordinator Administrative Assistant

21. Financial guidelines
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School
 AAA and Scholarship banquets, NC meetings, professorship installations
 Dean travel
 Building dedications, groundbreakings, facility recognition costs
 School-based alumni communications
Alumni & Development
 Staff salaries, benefits, travel expenses, office operation
 Phonathon, direct mail, printed/digital materials for AF, campaign, other initiatives
 AAC, Parent’s Council, W&E, Mentor Program, Eliot Society holiday party
 University-wide events (Founders Day, Reunion, Regional Cabinet events, etc.)
 University stewardship programs
 General donor cultivation/stewardship events, dinners, etc
Shared
 Some faculty travel for development purposes
 School acknowledgement letters/cards

22. Event calendar
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 January 10 - Engineering Eliot Society Holiday Open House
 Feb 2 - EN Mentor Program Networking Event
 February 4 - Jonathan Rosenberg Lecture
 Feb 12 - Eliot Society Family Night
 February 22 - Dean’s Breakfast, 2016 Engineers Week
 Feb 23/24 - Mindlin Lecture, 2016 Engineers Week
 April 7 - Alumni Achievement Awards Banquet
 April 8 - EN National Council Meeting
 April 15 - Engineering Dean’s Reception @ Reunion Weekend
 April 21 - Eliot Society Annual Dinner
 May 20 - Engineering Dean’s Reception @ Commencement

23. Closing tips
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 Rarely is fundraising about the money. It’s about relationships.
 The closest relationship are developed thru active listening.
Communicates interest, sincerity, empathy.
 Alumni, donors, staff take cues from you.
What you say & do and how you say & do it forms connections.
 Convey a vision that builds on successes of current and former
leaders.
 Be prepared to describe the ROI for donors across all levels.
The impact of a gift for $1K, $100K, $1M+; know the narrative.

24. Closing tips
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 It’s ok to sweat the small stuff (we do), but know which stuff is really
important.
When something is not right, tell us in confidence, we’ll address it.
 Maximize your professional fundraising team—their focus is EN.
Your EN A&D team can be conduit across all donor segments.
 Keep your EN A&D team informed of new developments, changes in
priorities, major events, communications, confidentiality.
 Hold your EN A&D team accountable; identify ways for us to improve.
Pace of engagement, gift production, follow up, communications, events.
 Have FUN!