STRATEGICALLY USING THE PRESIDENT IN YOUR ADVANCEMENT EFFORTS AT HBCUS Delaware State University Vita Pickrum, CFRE Senior Associate Vice President March 17, 2015 Poll Do you think the role of the president is to raise money? Yes No Do not know 1
Delaware State University s President s Profile Dr. Harry L. Williams, 10 th President of DSU Previous Provost, understands academics Prior consultant in Admissions, understands recruitment and retention President is a fundraising president. Delaware State University s President s Profile (cont d) DSU s President is a fundraising president. Private fundraising has increased 111% since 2010. Donors have increased 129% Alumni participation has increased from 5% to 8%. Board of Trustee giving is 100% 2
Delaware State University s President s Profile (cont d) Definition of a fundraising president: The president is comfortable in: donor cultivation, closing the deal, and leveraging the deal for the next deal. Poll Does the definition of a fundraising president fit your president s profile. Not at all Somewhat Definitely 3
Characteristics of a Fundraising President President supports the development staff by providing resources and funding Development staff leadership reports directly to the president Makes it a priority to arrange his schedule to support development needs Characteristics of a Fundraising President (cont d) Knows how to present the case for support in a compelling way Is comfortable in speaking to prospects Knows when a prospect is cold, warm and hot to spend his time wisely. 4
Q & A How did we get the President in a Fundraising Mindset? University resources stagnant due to level state funding, decreased federal funding, alumni giving challenges, and private sector requirements becoming more stringent Establish regular meetings to showcase challenges and strategies 5
How did we get the President in a Fundraising Mindset? Continually updating on the activities of the development staff Showcasing impact of gifts on visibility of the university Q & A 6
When is the President Necessary to Close a Deal? Scenario: A major corporation has the capacity to give a sizable gift to your University. Development staff have met with various line staff to present the capabilities of the University, but while they always say, very impressive, a gift has not been awarded. Poll Would you bring in your president to contact the company s CEO/president to get a meeting to discuss a gift? Yes No Maybe 7
President Involvement in Fundraising with Alumni President only takes pictures, special dining, socializes with alumni check presentations of $10,000 and above. Create value - the President is your Ace President Involvement in Fundraising with Alumni Provides an incentive to give Creates prestige among those who can raise that amount 8
Poll Do you have restrictions on access to the president for alumni donors at different levels? Yes No Do not know Private Sector Corporation/Foundation Prepare your president by: Developing a briefing profile on each foundation/corporation, the officers, funding interests, related peer funding, etc. Review materials with your president Develop alignment with the funding interest 9
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Prepare your president by: Private Sector Individuals Developing a briefing profile on the individuals giving capacity, affiliations, interests Review materials with your president Develop alignment with the funding interest 11
Q & A Fundraising Sustainability President commits to University prioritization of corporate partners strategic business interest Becomes bottom line/value add strategic partner with industry President and corporate CEO sign MOU 12
Fundraising Sustainability (cont d) Foundation funding preference to fund multiple HBCUs instead of single source President s are briefed and agree to consortium fundraising Promote as more than source of diversity pipeline but collaborative research partner Q & A 13
Links Briefing profile of corporation/foundation prospect Briefing profile for individual Corporation/Foundation Partnership Meeting Template Help us Help YOU PLEASE Complete the evaluationto help us produce future quality programming. The link to the evaluation is included in the Links box located to the left of the slide 14