case cfr newcomers small shop 2013
TRANSCRIPT
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The Small CFR Shop: Strategies for Newcomers
CASE Corporate & Foundation Relations Conference – June 2013
Arminda LathropDirector, Corporate and Foundation Relations
Willamette University
Willamette University
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Small Shop Advantages
• Able to prioritize on university-wide level• Nimble• Easier traffic to manage• Can work more closely with MGO’s• More active role in project development
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Agenda To Run a Well-Oiled Small Shop by:
• Prioritizing Funders and Projects
• Setting Measurable Goals
• Organizing People and Projects Around Priorities
• Communicating Needs, Opportunities, Plans
Willamette University
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Prioritizing FundersChoose your top 10-15 priority foundations based on:
• Cumulative giving and relationship with university• Likelihood (Hint: Call a program officer if you’re not sure)
• Capacity as matched with university priorities
• University’s capacity to “staff” relationships
• Future direction of foundation
Once you have you have your priority foundations, know where you are and where you’re headed with each of them.Willamette University
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Setting Measurable Goals• Make sure your supervisor understands role of administration in goals
• Develop $$ and solicitation goals based on who is in your pipeline
• Set a modest goal for # of new fdns. cultivated
• Set goals for stewardship communications and events
• Two-year plans with one-year benchmarks best Willamette University
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Organizing (Part 1): Matching Projects and Funders
• Understand university direction and priorities• Make sure you have your supervisor’s support
• Strategize with major gifts staff
• Collaborate with faculty and staff to make connections
• If projects need tweaking, don’t discount them
Willamette University
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Organizing (Part 2): Project Development• CFR as Project Developer: A fine line
• Fundable projects aren’t always priorities
• Always contact foundation when possible
• Know if you need multiple funders in order to be competitive
• Assemble the project team, calendar, and plan—and manage expectations
Willamette University
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Organizing (Part 3):Stewardship and Cultivation
• Schedule stewardship in advance of fiscal year• Consider unrequired stewardship for priority fdns.
• Work with Donor Relations to manage family foundations and endowment reports
• Schedule research and cultivation time on Fridays
• Enlist a capable work-study student to troll websites
Willamette University
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Sidebar: A Note on Corporations
• The per-hour ROI much less at small colleges than R1’s and professional schools* • Most lucrative to focus on foundations as #1 priority• However, serving as central gatekeeper for corporate fundraising advantageous• Centralize and deploy for Corp. Relations
*Unless you have a phenomenal athletics program
Willamette University
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Communicating: CFR as Campus Crier
• Get to know as many faculty as possible
• Share RFP’s and foundation priorities with deans, VP’s, whomever will listen
• Let other development staff know what you’re working on
• Spread news about faculty successes
Willamette University
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Communicating: CFR as Social Butterfly
• Make connections with other CFR’s in region
• Explore collaboration with other colleges
• Possible collaboration with area non-profits?
• Take advantage of professional development in your region to meet area professionals
Willamette University
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Final Thoughts:• Don’t “save” funders unless you know
what you’re saving them for• Your project/ proposal is only as strong
as your institution’s long-range planning
• Don’t let your Business Office diminish your work: grants don’t support bottom line but play big role in framing institutional vision
Willamette University
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THANK YOU!Arminda Lathrop
Director,Corporate and Foundation Relations
Willamette UniversitySalem, OR
Willamette University