Developing Support for

WashU Engineering December 2015

1

Why People give

In order to Change Lives and make an Impact

Belief in the Institution’s Mission and Leaders

A wish to leave a Legacy

To give back to an organization from which they/children benefited

A desire to be part of something bigger, Case for Support

Some donors like the Recognition

Because Someone Asked

2

Transfer of wealth

Paul Schervish and John Havens at Boston College

1999 report, updated in 2011

2007-2061, estimates $58T in wealth to be distributed

Projects that $6T will be contributed to charity

2007-2026, estimates $13T-$22T in wealth to be distributed

Lower estate taxes affects wealth distribution; more to charity and

heirs, less to gov’t and taxes

Still valid, even with changes in economy, wealth fluctuations, and life

expectancies

Center on Wealth and Philanthropy 2014 (2011 data)

3

Donor pyramid

4

Development cycle

5

Identification

Strategy Engagement

Cultivation Solicitation

Stewardship

The Commission on the Future of

Washington University

(1977-1978)

Alliance for Washington University

(1979-1987)

$630.5M raised

60K donors

Project 21

(1993-1995)

Campaign for Washington University

(1995-2004)

$1.55B raised

95K donors

Plan for Excellence

(2006-2009)

Leading Together Campaign

(2009-2018)

$2.2B goal

Strategic planning and fundraising

6

Pre-Campaign initiatives

Scholarship Initiative

$15M goal; $24.5M gifts/pledges raised by June 2014 for annual AND

endowed scholarship

Scholarships, graduate fellowships, McKelvey Undergraduate

Research, International Experience, Engineering Discovery Competition

Annual Fund Initiative

$10M goal; $11.3M gifts/pledges raised for unrestricted purposes AND

annual fund scholarship

Initiatives ran March 2009-June 2014; rolled into campaign

7

Annual giving

8

FY15 FY14 FY13 FY12 FY11 FY10

EN Annual Fund $2,699,540

+17%

$2,272,089

+12%

$2,014,930

+12%

$1,784,562

+4%

$1,700,889

+7% $1,580,083

EN Eliot Society 896 819 768 738 667 635

New EN Eliot

Society 219 171 194 181 147 136

EN AF alumni

donors 3,571 3,360 3,313 3,224 3,116 3,035

EN AF total

donors # 6,382 6,055 5,809 5,420 5,063 4,641

New business

9

FY2009 FY2010 FY2011 FY2012 FY2013 FY2014 FY2015

Estate commitments $7.2 $1.3 $0.41 $5.4 $2.4 $7.0 $17.5

Irrevocable PG $0.2 $1.06 $0.05 $0.2 $0.1 $0.5 $0.1

Gifts/pledges $8.4 $7.4 $3.65 $4.4 $23.0 $2.8 $7.0

$15.8M

$9.8M

$4.1M

$10M

$25.5M

$9.9M

$24.5M

New Business = new cash gifts, new pledges, new estate commitments, new irrevocable planned gifts

Campaign production

10

Goal Progress % to goal

$110M $103.2M 94%

Student support $42M $21.9M* 52%

Faculty support $20M $6.9M 34%

Academic programs $10M $9M 90%

Facilities $20M $33.8 169%

Annual Fund $18M $24.7M 137%

Other – to be designated $6.9M

* Endowment only

Funding opportunities

Naming Opportunity Gift Amount

School $50M-$100M

Endowed professorships $6M – dean’s chair $4M – department chair $1M+ – career development

Programs & centers $10K+ program support Institute of Materials Science & Engineering $5M-$10M program naming Center for Biological Systems Engineering Center for Entrepreneurship & Innovation Discovery Competition

Scholarships, fellowships, and internships, Langsdorf, $5K annual, $100K endowed McKelvey Undergrad Research $1M+ (full support)

Buildings and facilities $25K-$20M

Special initiatives $1K-$50K Discovery Competition, Int’l Programs, WUSEF

Engineering Annual Fund All levels

11 DRAFT

12

Gift challenges

Langsdorf Scholars Challenge

Matt Ettus EN96 EN96 and Sara Ettus

Young Annual Fund Challenge

Peter Young EN80 and Lin Young

Eliot Society Jubel Challenge

Don Jubel EN73, Karen Jubel

and Jubel Family Foundation

Bush Family Parent Challenge

Wes and Natalie Bush, Parents

Keys to success

Engage 600+ prospects w/ research gift capacity of

$100K to $10M+.

Goal = $10M/year (business as usual) + $5M+ major gift.

Grow the pipeline of leadership giving donors to AF.

Geographic focus – STL, SF, DC, BOS, LA/SD and where

top prospects are.

13

Keys to success

Careful coordination with School leaders, faculty, and

students.

An advancement model ensures cross-School and

University coordination of development,

communications, events, alumni relations, etc.

Engage corporate partners, private foundations, and

other constituents in a multi-prong approach.

Make 3-part ASK – AF, major gift, and estate gift.

14 DRAFT

EN Leadership participation

Identify former students for engagement, involvement.

Participate in campus and out-of-STL visits w/ alumni, donors,

corporate partners, parents, and others.

Host alumni, corporate partner, parent guest speakers.

Attend Engineering A&D hosted events.

Prepare stewardship reports for donors (professorships and

research), personal contact.

Faculty/staff involvement aids in the development program.Join

the campaign by making a gift.

15

What we do

The role of the professional fundraising staff is to serve as the chief strategist and coach for the executive officer of the School and others involved in the process of securing private gifts for Engineering.

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Engineering A&D team

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Engineering A&D team

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Abe Cross, Senior Director of Development Major gifts, planned gifts, annual gifts Team lead for EN A&D Liaison with Dean, EN faculty, EVC & Assoc VCs, National Council, Corps/Fndtns St. Louis, Boston, San Francisco Alexandra Carr, Director of Development Major gifts, planned gifts, annual gifts Supervise Associate Directors of Development, 2nd in command ESE department liaison, Career Center liaison, Mentor Program, Corps/Fndtns St. Louis, Washington, DC, Philadelphia Libby Gutberlet, Senior Associate Director of Development Major gifts, planned gifts, annual gifts EECE department liaison, Scholarship program and Scholarship Banquet, AAC St. Louis, Texas

Engineering A&D team

19

Mandy Ray, Senior Associate Director of Development Major Gifts and Leadership Annual Giving CSE department liaison, W&E, endowed scholarships and fellowships St. Louis, Los Angeles, San Diego Paula McBurnett, Senior Associate Director of Development Major gifts, planned gifts, annual gifts BME department liaison, PG Office liaison, PG programming St. Louis, Kansas City, Non-Council City Missouri Eric Yin, Senior Associate Director of Development Major gifts and annual gifts MEMS department liaison, EN building campaign St. Louis, Denver, New York, Seattle

Engineering A&D team

20

Ally Favre, Associate Director of Development Annual gifts, Leadership Annual Giving Alumni Achievement Awards, Senior Class Gift, LEAD, VoTY, EN Week, Reunion St. Louis, Atlanta, Ohio Jill Lewin, Associate Director of Development Annual gifts, Leadership Annual Giving Annual fund management, EN Eliot Society, Phonathon, Professorship Installations St. Louis, TBD Director of Development Major gifts, planned gifts, annual gifts Supervise additional staff and other assignments Chicago

Claire Byrnes Tracy Speller Development Coordinator Administrative Assistant

Financial guidelines

21

School AAA and Scholarship banquets, NC meetings, professorship installations Dean travel Building dedications, groundbreakings, facility recognition costs School-based alumni communications Alumni & Development Staff salaries, benefits, travel expenses, office operation Phonathon, direct mail, printed/digital materials for AF, campaign, other initiatives AAC, Parent’s Council, W&E, Mentor Program, Eliot Society holiday party University-wide events (Founders Day, Reunion, Regional Cabinet events, etc.) University stewardship programs General donor cultivation/stewardship events, dinners, etc Shared Some faculty travel for development purposes School acknowledgement letters/cards

Event calendar

22

January 10 - Engineering Eliot Society Holiday Open House

Feb 2 - EN Mentor Program Networking Event

February 4 - Jonathan Rosenberg Lecture

Feb 12 - Eliot Society Family Night

February 22 - Dean’s Breakfast, 2016 Engineers Week

Feb 23/24 - Mindlin Lecture, 2016 Engineers Week

April 7 - Alumni Achievement Awards Banquet

April 8 - EN National Council Meeting

April 15 - Engineering Dean’s Reception @ Reunion Weekend

April 21 - Eliot Society Annual Dinner

May 20 - Engineering Dean’s Reception @ Commencement

Closing tips

23

Rarely is fundraising about the money. It’s about relationships.

The closest relationship are developed thru active listening.

Communicates interest, sincerity, empathy.

Alumni, donors, staff take cues from you.

What you say & do and how you say & do it forms connections.

Convey a vision that builds on successes of current and former

leaders.

Be prepared to describe the ROI for donors across all levels.

The impact of a gift for $1K, $100K, $1M+; know the narrative.

Closing tips

24

It’s ok to sweat the small stuff (we do), but know which stuff is really

important.

When something is not right, tell us in confidence, we’ll address it.

Maximize your professional fundraising team—their focus is EN.

Your EN A&D team can be conduit across all donor segments.

Keep your EN A&D team informed of new developments, changes in

priorities, major events, communications, confidentiality.

Hold your EN A&D team accountable; identify ways for us to improve.

Pace of engagement, gift production, follow up, communications, events.

Have FUN!