Developing a Case Statement CSWENADD Spring 2006 meeting

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Developing a Case StatementCSWE/NADDSpring
2006 meeting

• Randy L. Holgate
• Senior Vice President, University Resources
• The University of Chicago
• r-holgate_at_uchicago.edu

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What we will cover

• Your development advantage
• Why make a case for support?
• Why a written case in only a beginning
• Characteristics of a solid program
• Donor focused fund raising
• Measures of success
• Challenges and Rewards

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Skill base

• Communication
• Desire to help others
• Ability to build rapport
• Inclusiveness, others feel safe
• Optimism, belief in possibilities
• Meaning in your life, in what you do
• Teachers and learners

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Belief in Positive Outcomes

• I find a universal belief in fairness, kindness,
  dignity, charity, integrity, honesty, quality,
  service and patience.
• -Steven Covey
• Principal Centered Leadership

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Mission Statement

• To seek and secure resources that will sustain
  the University as a preeminent research and
  teaching institution, by providing institutional
  leadership in fund raising and alumni relations,
  and by creating and nurturing a community of
  alumni and other friends who help us achieve that
  mission through their personal advocacy and
  financial support.
• The University of Chicago Office of
  Development and Alumni Relations

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Fund Raising Myth 1

• Its our job to convince people to give
• 240.72 billion of charitable giving in 2003
• 84 of college educated people make gifts
• 91 with post graduate study give
• Giving USA, 2004 researched at written at The
  Center on Philanthropy at Indiana University

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Fund Raising Myth 2

• Most gifts come from foundations and corporations
• Individual gifts comprise 75 of total giving
• 21.6 billion in bequests, 9 of total giving
• Giving USA, 2004 researched at written at The
  Center on Philanthropy at Indiana University

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Fund Raising Myth 3

• All we need are a few really big gifts
• 1 million donors begin with small gifts
• Gave first gift within 4 years of graduation
• Usually give multiple gifts each year
• CORE Group

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Fund Raising Myth 4

• People give us what we ask for
• Giving is highly personal
• Match of interests and timing
• Yes and no can mean yes, no or maybe

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Fund Raising Myth 5

• Giving is a rational decision
• Emotion, experience, and case influence donors
• Philanthropy is very personal
• Donor motivations vary

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Characteristics of a solid development program

• Donor centric
• Focused
• Shared vision, goals, direction
• Clear priorities and plan
• Results oriented
• Integrated cross team
• Creative
• Responsive
• Consistent
• Forward looking

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Giving inspires giving

• Gifts come from the heart
• The heart follows gifts
• Consistent donors give 50 more during their
  lifetimes
• Most 1 million donors began with small gifts
• Significant bequests come from consistent donors
  of modest gifts

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Philanthropic Relationships Lifecycle
Commitment
Engagement
Commitment
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Commitment Gifts from Individuals
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Prioritizing Activity
High move to solicitation Medium heavy
cultivation Low newer prospects
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Critical Development Responsibility

• Clarify objectives
• Define pool
• Prioritize
• Strategize
• Communicate
• Track Progress

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Quantitative Measures

• Contacts
• Visits, phone calls, letters, email
• Events, other initiatives
• Proposals
• Stewardship
• Dollars raised
• Participation rates

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Qualitative Measures

• Regular discussion of what is happening in our
  relationships
• Assessment of quality, frequency, continuity

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Self-Help for Effective Strategies

• Does your strategy deepen a prospects
  relationship with your institution?
• Does your strategy increase knowledge of your
  prospects interests?
• Does your strategy result in more information
  about a prospects financial ability?
• Does the strategy lead to a gift?

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Food for Thought and Conversation

• What is the most satisfying gift you have ever
  made to any institution?
• How does it feel to be asked for a gift?
• What do you expect after you have made a gift?
• What has been most rewarding for you as a
  volunteer?
• What advice would you give to help us work better
  with donors and volunteers?

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Challenges

• Time
• Flexibility
• Achieving goals in timely way
• Resources
• Disappointments
• Discipline

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Connect and recognize people
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Build a culture of philanthropy
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Celebrate success
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Recognize continued commitment
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Increase engagement