Developing a Case Statement

CSWE/NADDSpring 2006 meeting

Randy L. HolgateSenior Vice President, University Resources

The University of Chicago

r-holgate@uchicago.edu

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

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

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

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

Fund Raising Myth #1

• It’s 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

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

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

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”

Fund Raising Myth #5

Giving is a rational decision

• Emotion, experience, and case influence donors

• Philanthropy is very personal

• Donor motivations vary

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

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

Philanthropic Relationships Lifecycle

Commitment

EngagementCommitment

Commitment: Gifts from Individuals

Principal Gifts: President, Trustees, Deans

Major Gifts: personal visits,

Volunteer solicitation

Annual giving: mail, phone

Time Individual Attention

Prioritizing Activity

High:move to solicitation

Medium:heavy cultivation

Low:newer prospects

Critical Development Responsibility

Clarify objectives Define pool Prioritize Strategize Communicate Track Progress

Quantitative Measures

Contacts• Visits, phone calls, letters, email

Events, other initiatives Proposals Stewardship Dollars raised Participation rates

Qualitative Measures

Regular discussion of what is happening in our relationships

Assessment of quality, frequency, continuity

Self-Help for Effective Strategies

Does your strategy deepen a prospect’s relationship with your institution?

Does your strategy increase knowledge of your prospect’s interests?

Does your strategy result in more information about a prospect’s financial ability?

Does the strategy lead to a gift?

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?

Challenges

Time Flexibility Achieving goals in timely way Resources Disappointments Discipline

Connect and recognize people

Build a culture of philanthropy

Celebrate success

Recognize continued commitment

Increase engagement