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Development 101

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by Adam Neal on 24 September 2013

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Transcript of Development 101

Development 101
Fundraising
The solicitation and stewardship of donations and gifts.

While student affairs has continued to evolve over time, primary funding continues to come from traditional sources.
Basic Overview
How does it work?
Terms
Professional Organizations
Philanthropy in
Higher Education

Historical
Context for Development in Student Affairs & Enrollment Management
Development at NIU
What role do we all play?
Capture and share information
Understanding Donors & Managing Relationships
Today in Higher Eduation
66 private major gifts over $101 million since 1993
$28 Billion raised in 05-06
33 Institutions involved in $1 Billion+ campaign
SAEM continues to grow and evolve in response to ever diversifying student needs
How do we respond?
1997-2007, enrollment increased 26% Tuition, room, and board increased 23%
Practices used for SA Development & Fundraising (2002-2007)
71% Made an “ask”
69% sought private donations for priorities
54% Researched prospective donors
49% Coordinated stewardship events
23% Created an advisory board

(N=111)
Featured priority for Divisional fundraising Activity (2002-2007)
Scholarships
Leadership programs
Diversity Programs
Alcohol/Substance education
Building construction/renovation of a student union

(N-111)
Cimon
510-450 BC
Socrates
469-399 BC
Plato
424-348 BC
Aristotle
384-322 BC
Alexander the Great
356-323 BC
Europe
12th Century
0
200
100
300
400
500
600
700
800
900
1000 AD
1100
1200
1300
1400
1500
1600
1700
1800
1900
2000
Early U.S. Higher Education Philanthropy
1865
Cornell
1701
Yale
1693
College of William and Mary
1746
Princeton
1792
Alumni Engagement
Advancement
Strategic, integrated method of managing relationships to increase understanding and support among an educational institution’s key constituents, including alumni and friends, government policy makers, the media, members of the community and philanthropic entities of all types.
Alumni Relations
Programs that organize, build, and strengthen relationships with current and former students, faculty, and friends.
Development
Sophisticated and comprehensive program of annual giving, campaigns, major gifts, and planned giving.
CASE
The Council for Advancement and Support of Higher Education
www.case.org
AAFRC
The Giving Institute
formerly
American Association of Fund-Raising Counsel
www.aafrc.org
AFP
Association of Fundraising Professionals
www.afpnet.org
Where does the $ come from?
Income
Assets
Estates
Earned or investments
Larger gifts
Many options
When no longer need assets
Often conditioned
Where do gifts go?
Student Scholarships
Program Support
Faculty/Staff Support
How do typical gifts work?
Current fund
ImPACT
Leadership Academy
Emergency Student Aid Fund
Discovery Fund
Centennial Scholarship
Create a new fund
Expendable
Endowment
Named at $3,000
Typically $1,000/year min distribution
5, 10, 15, 20 years
$25,000 minimum
4% annual distribution
Self-sustaining
Growing to endowed
Endowed professorships & department chairs
Chartered in 1949
Mallory Simpson
$48.9 million endowment
Revenue generating areas
Major Gifts/Planned Giving
Special Giving
Annual Fund
Endowment
The part of an institution's income derived from donations. Typically these funds are used to fund operating or capital requirements of the University.
Dennis Barsema
NIU Student Affairs & Enrollment Management
Taxes of Giving
Identify
Steward
Qualify
Cultivate
Solicit
Moves Management
The NIU Foundation
Top 3 Endowments

Harvard $27.5 trillion
Yale $16.6 trillion
Princeton $14.3 trillion
MAC Comparisons

Miami of Ohio $345 million
Akron $156 million
Ball State $139 million
Bowling Green $118 million
Kent State $76 million
NIU $48.9 million
Eastern Michigan $40 million
Central Michigan $27 million
Current SAEM Development Initiatives
Stewardship of current donors
Annual calling
Huskie Pride Reception
Identification and engagement of prospects
"A single act of kindness throws out roots in all direction, and the roots spring up and make new trees. The greates work that kindness does to others is that it makes them kind themselves."
-Lawrence G. Lovasik
Key Constituents
Engaged alumni
Parents
Our plan for today
History
Development/Fundraising in Student Affairs nationally
Basic nuts & bolts
NIU Advancement
Development in SAEM at NIU
What role do we play?

Pressure is up and funding is down
NIU SAEM Priorities
ImPACT
Leadership Academy
Emergency Student Aid Fund
Discovery Fund
Centennial Scholarship
1
2
3
4
5
Where do gifts come from?
corporations, foundations, trustees, faculty and staff, parents, alumni, and current students.
Donor
Cultivation
Cycle
Sources

Almanac of Higher Education. (2011). Retrieved from http://chronicle.com/section/Almanac/536

American College Personnel Association. (1994). The student learning imperative: Implications
for student affairs. Alexandria, VA: Author.

Association of Fund-Raising Professionals. (2010). Retrieved from
http://www.afpnet.org/index.cfm

Certified Fund Raising Executive (2010). Retrieved from http://www.cfre.org/cfre-history.html

Council for Advancement and Support of Education. (n.d.). About advancement. Retrieved from
http://www.case.org/About_CASE/About_Advancement.html

Crow, P.A. (2011). Development and fundraising practices in divisions of student affairs at 4-year, public universities. (Doctoral dissertation). Retrieved from ProQuest Dissertations and Theses database.

Fygetakis, E. C., & Dalton, J. C. (1993). The Relationship between Student Affairs and
Institutional Advancement Offices in Educational Fundraising. In M. C. Terrell & J. A.
Gold (Eds.), New roles for educational fundraising and institutional advancement (New
Directions for Student Services No. 63, pp. 51-61). San Francisco, CA: Jossey-Bass.

Giving Institute (2010). Retrieved from
http://www.aafrc.org/about_gi/index.cfm?pg=history.cfm

Hofstadter, R., & Smith, W. (Eds.). (1961). American higher education: A documentary history.
Chicago, IL: University of Chicago Press.

Miller, T. E. (2010a). The context for development work in student affairs. In T. E. Miller (Ed).
Advancement work in student affairs: The challenges and strategies (New Directions for
Student Services No. 130, pp. 3-8). San Francisco, CA: Jossey-Bass.

Miller, T. E. (2010b). Summary and suggestions for the path ahead. In T. E. Miller (Ed).
Advancement work in student affairs: The challenges and strategies (New Directions for
Student Services No. 130, pp. 71-75). San Francisco, CA: Jossey-Bass.

Miser, K. M., & Mathis, T. D. (1993). Creating a student affairs institutional advancement
program: Strategies for success. In M. C. Terrell & J. A. Gold (Eds.), New roles for
educational fundraising and institutional advancement (New Directions for Student
Services No. 63, pp. 29-39). San Francisco, CA: Jossey-Bass.
Rhodes, F. H. T. (Ed.) (1997). Successful fund raising for higher education: The advancement of
learning. Phoenix, AZ: Oryx Press.

Rovig, N. G. (2008). An examination of the relationship between development support
characteristics and the amount of funds raised for student affairs divisions. (Doctoral
dissertation). Retrieved from ProQuest Dissertations and Theses database. (UMI No.
AAT 3351867)

Scott, R. A., & Bishoff, P. M. (2000). Preserving student affairs in times of fiscal constraint: A
case history. NASPA Journal, 38, 122-133.

Schoenecke, M. (2005). A description of successful fundraising programs in student affairs
divisions. (Doctoral dissertation). Retrieved from ProQuest Dissertations and Theses
database.

Schuh, J. H. (2003). The financial environment of student affairs. In J.H. Schuh (Ed.),
Contemporary financial issues in student affairs (New Directions for Student Services
No. 103, pp. 3-16). San Francisco: Jossey-Bass.
Cost=G - (G x T)
Establish positive relationships
Help students understand the importance of giving back
Be creative
Your engagement matters
Adam Neal
February 15, 2012
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