What is Development

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What is Development?

• And, how can they help me get money for my
  research?

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Sole Purpose of Development

• To support UTHSC
• Your College, your Department, your Program,
  your Research

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Mission of Development

• To inform and involve all constituencies
  whether alumni, donors and friends, individuals,
  corporations, and foundations in order to
  encourage their investment as friends and donors
  in support of the mission UTHSC.

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Mission of UT Health Science Center

• To improve human health through education,
  research, clinical care, and public service at
  the University of Tennessee Health Science
  Center.

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Campaign for UT

• University of Tennessee Health Science Center
• Priorities determined by Chancellor and Deans
  with involvement of Department Chairs

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FINANCIAL GOAL FOR CAMPAIGN

• System-wide goal of 1,000,000,000
• UTHSC goal of 180,000,000
• College of Medicine
• College of Pharmacy
• College of Dentistry
• College of Nursing
• College of Allied Health Sciences
• College of Graduate Education
• Campus wide initiatives

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How do we support these priorities?

• With funds from
• Individuals alumni, grateful patients
• Foundations
• Not for profit organizations, such as American
  Cancer Society, Alzheimers Association, American
  Heart Association, March of Dimes, etc.
• Corporations

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National 2006 charitable giving Total 295.02
billion
Corporations12.724.3
Foundations36.50 12.4
Individuals222.89 75.6
Bequests22.91 7.8
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Types of recipients of contributions, 2006 Total
295.02 billion
Environmentand animals6.602.2
Internationalaffairs11.343.8
Arts, culture, and humanities12.514.2
Unallocatedgiving 26.088.8
Public-society benefit21.417.3
Foundations29.50 10.0
Health 20.226.9
Religion 96.82 32.8
Humanservices 29.56 10.0
Education40.98 13.9
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Gifts from Individuals

• What does a donor look like?
• Faculty or staff
• Grateful patients and their families
• Alumni
• Graduates of our residencies
• Civic minded individuals
• Someone who wants to leave a legacy

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Four stages of donor cycle

• Qualification
• Cultivation
• Solicitation
• Stewardship
• Average amount of time from initial
• contact to a major gift is 18 months.

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Your role in the process

• Help in qualification (after identification)
• Help in cultivation
• Be a content expert
• Come along for the ride
• Solicitation
• If a proposal is needed, provide descriptions
• Come along for the ride
• Assist in stewardship
• Recognition and thanks, encouraging re-entry into
  the donor cycle

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What makes an individual want to give?

• PASSION !!!
• PASSION QUESTION What would you like to
  accomplish with your money that would be most
  meaningful to you?
• Tell me more about that.
• Help me understand what you mean by that.
• What would you like to see happen to make this
  possible?
• In addition
• If I understand you correctly
• Communicate what is next

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How do you secure a gift?

• Call Gloria or Bev
• If a patient comes to you and says that they
  want to do something for your department .
  Would it be alright if someone from Development
  contacts you?
• Call Gloria or Bev

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WHY???

• We need to coordinate all fundraising asks
  eliminate duplication of asks.
• We can help you craft a proposal or gift
  agreement.
• We can help you suggest an amount.
• We can help you strategize.
• We are conversant with different ways of giving.
• If you are not comfortable asking for money, let
  Development do it.
• Dont let the opportunity slip away.

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National 2006 charitable giving Total 295.02
billion
Corporations12.724.3
Foundations36.50 12.4
Individuals222.89 75.6
Bequests22.91 7.8
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Corporate and foundation relations

• Strategic research
• Identification of potential prospects
• Cultivation where possible
• Solicitation includes proposal development / or
  application
• Stewardship

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Foundation Facts

• Number of Foundations
• 1987- 27,661
• 2005 - 71,095
• Assets
• 1987 - 15.44 billion
• 2005 - 550.55 billion
• Annual Giving
• 1987 - 6.6 billion
• 2005 - 36.4 billion

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Types of Foundations

• Independent
• 1987-25,094
• 2005-63,059
• Corporate
• 1987-1,295
• 2005-2,607
• Operating
• 1987-1,040
• 2005-4,722
• Community
• 1987-232
• 2005-707

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Research resources

• Internet
• Google/Yahoo
• Individual Foundation web sites
• Foundation Center searchable database (annual
  fee), RFP e-newsletter (free), http//www.foundati
  oncenter.org
• Print
• Chronicle of Philanthropy, Chronicle of Higher
  Education
• National newspapers-NY Times, Wall Street Journal
• Local newspapers-Commercial Appeal, Memphis
  Business Journal, Memphis Daily News

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FOUNDATION DIRECTORY ONLINE PROFESSIONAL

• Search Grantmakers, Companies, Grants, 990s
• Grantmakers
• Profile
• Grants listing
• News/Jobs/RFPs
• People
• 990s
• Companies
• Profile
• People
• 10-K
• Grantmaker

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FOUNDATION DIRECTORY ONLINE

• Company ProfileFedEx Corporation(formerly FDX
  Corporation)3610 Hacks Cross Rd.Memphis, TN
  38125(901) 369-3600Company URL
  http//www.fedex.comEstablishment information
  Established in 1998 from the merger of Caliber
  System, Inc. with Federal Express Corp.Company
  type Public companyCompany ticker symbol and
  exchange FDX/NYSEBusiness activities Provides
  express, ground, and freight delivery services
  provides logistics, supply chain management, and
  electronic commerce services and
  solutions.Business type (SIC)
  Transportation/scheduled air trucking and
  courier services, except by air management and
  public relations servicesFinancial profile for
  2006 Number of employees, 138,400 assets,
  22,690,000,000 sales volume, 32,294,000,000
  pre-tax net income, 2,899,000,000 expenses,
  29,280,000,000 liabilities, 11,179,000,000Fort
  une 500 ranking 2006-68th in revenues, 107th in
  profits, and 163rd in assetsBoard of directors
  Frederick W. Smith, Chair. James L. Barksdale
  August A. Busch John A. Edwardson Judith L.
  Estrin J. Kenneth Glass Philip Greer J.R.
  Hyde Shirley Ann Jackson Steven R. Loranger
  Charles T. Manatt Joshua I. Smith Paul S.
  Walsh Peter S. Wilmott.Corporate officers
  Frederick W. Smith, Chair., Pres., and C.E.O.
  Rodger G. Marticke, Exec. V.P. and C.O.O. Alan
  B. Graf, Jr., Exec. V.P. and C.F.O. Dennis H.
  Jones, Exec. V.P. and C.I.O. Kenneth R.
  Masterson, Exec. V.P., Genl. Counsel, and Secy.
  T. Michael Glenn, Exec. V.P., Corp. Comms.
  William J. Cahill, Sr. V.P., Human Resources
  Charles M. Buchas, Jr., V.P. and Treas. Donald
  C. Brown, Cont.Subsidiaries and/or Divisions
  FDX Global Logistics, Inc., Memphis, TN Federal
  Express Corporation, Memphis, TN.Affiliated
  grantmaker(s) FedEx Corporation Contributions
  ProgramCompany EIN 621721435

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Profile
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What Development will do

• Tracks major foundations, e.g. Bill Melinda
  Gates Foundation, Robert Wood Johnson Foundation
• Provides assistance in identifying prospects
• Provides strategy
• Central system of prospect and donor master files
  UTHSC connections
• LOI, Applications - Review for punctuation,
  typos, other grammatical oversights

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What you need to do

• Inform Development of your intent to apply WHY?
• To assure that there is no conflict
• As you submit to the Office of Research, also
  submit a copy to Development
• bsakauye_at_utmem.edu

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Stewardship

• The caring of the ongoing relationship/partners
  hip, communication, required reporting, visits,
  tours of campus, invitation to events, with
  current donors
• Maintain relationship - ROI
• Cultivate for future The best donor is one who
  is given before
• Time period 12 months
• Reporting - Development will help you with
  submission of reports as required
• Recognition

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GOOD PARTNERSHIP

• Increases the likelihood of future grants
• Benefits the funder
• Advances the UTHSC mission
• Benefits Tennesseans and others
• Improved healthcare
• Improved quality of life

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For questions or assistance

• Gloria Greiner-Callihan, J.D.
• Assistant Vice Chancellor
• College of Medicine
• ggreiner_at_utmem.edu
• Beverly Bev T. Sakauye
• Director, Corporate Foundation Relations
• bsakauye_at_utmem.edu

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YES WE CAN !!!

• Imagine what this campus would look like with an
  investment of 180,000,000.