Where to Find Resources to Fund Mission Development and Strategic Planning and Budgeting Michael F'

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Where to Find Resources to Fund Mission
Development andStrategic Planning and
BudgetingMichael F. Luck, Ph.D.Vice
President for Philanthropy and Alumni AffairsThe
Research Foundation of the State University of
New York
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The State University of New York

• Largest public higher education system in the
  United States
• 64 campuses and 388,000 students
• 2 million graduates
• 77,000 faculty and staff
• Ranks in top 10 US public and private
  universities in terms of yearly number of patents
  and royalties received
• Currently in the midst of a 1 billion campaign
  to increase endowment and support faculty
  development and curriculum innovation

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The Pessimist complains about the wind. The
Optimist expects it to change. The Realist
adjusts the sails.
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Giving Statistics in the United States

• 80 of all endowment (permanently invested money)
  comes from bequests
• 60 of all gifts acquired come from planned or
  deferred giving

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Fundraising is more than merely seeking gifts it
involves a process that must continually be
organized and managed.
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You Cant Cross A Chasm in Two Equal Leaps
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Everyone who has any reason to love, admire and
respect your college is a major gift prospect
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• 4 Ways to Give
• Cash or cash equivalent
• Life InsuranceOld or new policies
• Annuities and trusts
• Make a gift and receive an attractive retirement
  income (perhaps replace donated assets and life
  insurance for loved ones).
• Estate Plan
• Leave a percentage of your estate through your
  will.

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Four Areas for Gift Support

• Support for faculty
• Support for students
• Support for facilities and equipment
• Support for curriculum innovation and research

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• Courage

The courage to dare. It is a celebration of an
insatiable drive, a tenacity, and an
irrepressible and unwavering optimism. A zest to
rush into the fray. It rejects the clatter and
clang of it cant be done and weve never done
it that way!
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Everyone wants to be loved, admired, respected,
remembered favorably, treated fairly and never
played down. -Harold J. Seymour 1966
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Asking for a gift is, really, an act of
sellingLet us be crystal clear on this
pointThose who raise money sell !!!!!!!You
represent or sell your college or university
You invite people, corporations and
organizations to invest or participate in the
mission of your institution
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Recognition
Acknowledgement
Asking for the Investment
Involvement
Cultivation
Evaluation
Research and Identification
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Strategic Cultivation of Prospects is not mean or
calculating any more than falling in
love. Falling in love is a strategic and
planned effort.
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Central Issues in Volunteer Solicitation

• Most gifts are not raised because they are not
  asked for
• Personal giving makes you a far more effective
  solicitor
• FRIENDS give you money, not strangers
• Major gifts are the result of a process, not a
  single event
• Preparation is the largest single factor in
  successful solicitation
• Major gifts can only be solicited face to face

• Partner solicitation is always stronger and more
  effective
• Most major gifts come from assets, not income
• Prospect evaluation must stay focused on capacity
• Your job is always to raise sights to be driven
  by the gift chart
• Lead with program, not dollars
• Stay proactive

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Establish an Office for Resource Development

• Director for Corporate Gifts
• Director for International Foundation Grants
• Director for Major Individual Gifts