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Donor – Centered
Principal Giving Partnerships
Anne Fitzmaurice AdamsSenior Director of Advancement
College of Engineering
Goals
•Describe Overall Context and Structure
•PGP Team Guiding Principles
•Define of Principal Gift Prospect
How UW Tracks & Coordinates PG Moves
Goals
Describe how our teams partner on prospects
Talk about the role of the Chair/Dean/President
Two Case Studies:
1.Relationship Started in Central2.Relationship Started in Engineering
Strategic MovesHow Coordinated and Who is Involved?
UW – Advancement Structure
AVP
UW Alumni Association
AVP
UW Medicine Advancement
AVP
Finance and Administration
AVP
Individual Giving Programs
AVP
Advancement Services
AVP
Constituency Programs
Vice President for University Advancement
PGP
Principal Giving Team Structure
Senior Director
Assistant Director (Stewardship Discovery)
Associate Directors (Strategy/High Level Engagement)
Definition of Principal Gift Prospect
• 5M + Rated Prospects
• Would benefit from a life-long, high-touch relationship
• Multiple interests, connections, gifts
• Complex high-net worth families
Advancement Culture
PGP Team Guiding Principles
• Serves two constituencies: Donor & Colleagues
• Donor-Centric: The Long View
• In Service to Schools and Colleges: strategy/connections/access
Value Add from PGP Team
•Best minds around the table• Force us to focus
•Discuss PG prospects (determined in advance)• Chief Advancement Officer’s meeting• Brainstorm how to get through road blocks• Strategy notes to Advance• Follow-up to keep us accountable
•2 x a year but you can always request more
Customized Strategy Sessions
Value Add from PGP Team
Customized Strategy
• Raise Sites • Push us to push our Dean to think BIG.• Help us develop proposals
• Provide and Prioritize Presidential Engagement• Do we need the President?• Peers or Regents?
• Inform on status and validity of other units asks
Case Study #1
Key Background
• BSME ‘50’s
• Football Passion
• Developer
• 15 Years Ago – A&S, Athletics, BSchool, ENGR engagement
• “I don’t see the Dean, I see the President”
PGP Team Partnership
• Informed/Apprised
• Facilitate Multi-Unit Meeting of Minds
• Strategy Session – Engage through Advice on Capital Projects
• New President Provides Access to Dean and CAO
Case Study #1
Key Background
• $3M Gift to Presidential Priority
• President/ENG Dean request $5M Capital Gift – declined
• Makes $5M Gift to Husky Stadium
• Often calls CAO and Dean to get advice – sees value. “Wants to Call the Smart People”
PGP Team Partnership
• Informed/Apprised
• Continue to help broker access to Dean on or off campus with President
• President/ENG Dean request $5M Capital Gift – declined
• Ask for $5M-$10M in next campaign.
Case Study #2
Key Background
• CSE 80’s
• Algoritum for Wall Street
• Makes Anonymous Capital Gift $500K. Subsequent Professorships $2M
• Relationship with Department – Loyalty/Connections
PGP Team Partnership
• Regional Partnership
• Dawgs on Wall Street
• Strategy Session – VP Passion Discussion
• Outcome = Passion for CSE but also interested in broader UW. Husband interested in Environment
Case Study #2
Key Background
• Maintained close relationship to CSE
• Makes $1M loyalty gifts to President. $500K typically comes to CSE. Compete
• Now on insider’s cabinet for institution
• Keeps us on our toes; relationship/
PGP Team Partnership
• Must make their case to President – PG Team coordinates
• Continued information flow and discussion through strategy sessions
Questions?
Advancement Culture
• Open Cultivation – no one “owns” a prospect
• No playing “hide the ball” – transparency through contact reports
• Activity at PG level needs to be coordinated