Development Workshop

August 14, 2013

Alisa Robertson

Chief Development Officer

University of Wisconsin Foundation

Why We’re All Here

The UW-Madison is one of the greatest public-private

partnerships ever built. The state has built a tremendous resource

in the UW. Today, our ability to engage alumni and others who

benefit most directly is crucial to the UW’s future success.

Philanthropy will continue to play an increasingly important role in the

UW’s budget

The type of philanthropy needed is changing: specific purpose gifts

continue to be important while we have a growing need for

unrestricted gifts

The connection and strength of our alumni network signals the value

alumni place on their tie to UW

Advancement

Advancement is a 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.

Secure private financial support from potential donors committed to the

mission of the institution

Engage alumni in the life of the institution as volunteers, advocates and

supporters

Promote or market the institution to prospective students, their parents

and others

Communicate about the institution with those who have a stake in its

success, including community members, business leaders, government

officials, the press and others

Source: Council for Advancement and Support of Education

Advancement at UW-Madison

Example of School/College

Advancement Team

President &

CEO Dean

Development

Group Leader

Assistant Dean Managing

Senior Director

Development

Directors

Alumni

Engagement

Staff

Donor/Campus

Relations

Development

Directors

Marketing/

Communication

Staff

UW Foundation

The UW Foundation is a stand alone entity separate from UW-

Madison whose purpose to raise, invest, and distribute funds for

the benefit of UW-Madison

UWF must be financially self sustaining and receives no general

university revenues to finance operations

Development, investment and infrastructure operations are funded

primarily by fees levied on funds raised or managed for campus

units

2013 General Fund Inflows by Source

Endowment Recapture

Income $17.6M

Callable Pool Income $5.0M

Earnings on GFE $6M

Earnings on GFE $6M

Undesignated Endowment

Income $2.3M

DoD Services $2.9M

Annual Giving Services $0.4M

UWF Organizational Structure

Board of

Directors

President &

CEO Mike Knetter

Chief

Development Alisa Robertson

Chief Investment Tom Olson

Operations/CEO

Office Manager Caty Ahrens

HR Director John Mueller

Chief Financial Steve Hudson

Chief Information Kari Myrland

Chief of Staff Jodi Patek

VP Legal Affairs Russ Howes

UWF Organizational Structure

President &

CEO Mike Knetter

CDO Alisa Robertson

Vice President Brad Jolin

Vice President Anne Lucke

Managing Director,

Research and

Prospect Management Marianne Siess

Managing Director,

Marketing Vacant

Vice President Scott McKinney

Vice President Deb Holt

L&S

Business

Engineering

CALS

SoHE

Education

SMPH

Pharmacy

Nursing

Vet Med

Athletics

Gift

Planning

CFR

Interdisciplinary

& Cross-campus

Initiatives

WAA

Union

Libraries

Law

Chancellor’s

Development

Team

2012 (actual) 2013 2014

Current Development Activity $199M $218M $240M

Alumni Donors

(non preferential seating) 32,931 37,000 39,000

Annual Funds $10.2M $11M $12M

Investment Performance

(alpha) *

7.10%

(0.8%)

7.10%

(0.8%)

Sustainable Growth Model Finalize Plan Implement Plan

ABE Milestones

Project reset

including Finance

& Campus

Go live

Efficiency Ratio Under 15% Under 15%

*Three year rolling average

2013-14 UWF Strategic Plan

2013-2014 Objective

‘What’ is Winning…

Increasing both alumni

participation rates and

average gift size from

alumni and friends to

achieve 10% growth in

receipts, reducing the

degree of restriction on

gifts and improving net

investment performance

while driving efficiency

in advancement efforts

across the university.

Mission

The University of Wisconsin Foundation engages those who

care about the University, provides opportunities to enhance

its learning, research and outreach programs, and

guarantees ethical stewardship of the gifts received.

Vision

To be the valued and trusted partner that

inspires and enables private support to

maintain and advance one of the world’s

great universities.

2012 Transfers by End Use Endowed Chairs, Professorships, Faculty Support

$15,346,571

Research & Programs $106,714,724

Undergrad Support $14,566,420

Graduate Support $11,064,533

Buildings and Grounds $23,197,893

Discretionary $25,650,414

Other $16,814,998

Note: This is unaudited information and may change slightly as audit entries are added.

Questions/Discussion

Transformational Gifts

Leadership, Major &

Planned Gifts

Direct Response Annual Giving

UW: Chancellor, Provost, Deans, Select Others?

Audience: 10,000

UWF & WAA: Marketing Team

UWF: CEO, CDO, Chancellor’s Development Team, Corporate & Foundation Team

UWF: Gift Planning, S/C Teams, Corporate & Foundation Team

UW: Advancement Staff

Audience: 100

UW: Dean, Dept. Chair, Select Others

Audience: 425,000+

Annual Giving Development Cycle

Develop and communicate strong vision

Solicitation

Leverage Involvement:

Power of Many

Stewardship

Follow-up & Learning

Approach varies depending

on individual/group

capacity, engagement

Build confidence & trust in

leadership & vision Two-way

communication,

events, volunteer

opportunities

Build upon support of key

individuals & groups to

inspire more people to

get involved

Evaluate message

effectiveness &

adjust

as needed

Communicate impact of

annual gifts

Major Gift Development

Cycle

Annual Gift

Leadership Annual Gift

Major Gift

Types of Gifts

• Recipient decides use

• Spendable immediately

• Potentially recurring

• Typically not a major

decision

• Recipient decides use

• Spendable immediately

• Potentially recurring

• $1,000+ commitment

• Donor decides use

• Spendable or

Endowment

• Typically one-time for

specific purpose

Major Gift Development Cycle

PROGRAM

PRIORITIES SET

BY UW

DEVELOPMENT

PRIORITIES SET

BY UWF/UW

ANNUAL FUND

UWF

UWF

Arrange

Visit

UWF/UW/

WAA

Build trust

UW

Establish

intent to

give

UW/UWF

Confirm

specifics

UWF

UW/UWF/

WAA

Successful Development

Make every donor feel like an insider

Everyone is involved in building relationships; the leader of the

unit is absolutely crucial to building trust and confidence

Build genuine and sincere relationships with key donors and

prospects

Stewardship plan is a key component of any gift opportunity

Questions/Discussion