DEVELOPING EXTERNAL RELATIONS OFFICE FOR FUNDRAISING C Randall Powell, PhD Prof' Emeritus of Busines

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DEVELOPING EXTERNAL RELATIONS OFFICE FOR
FUNDRAISING C Randall Powell, PhDProf.
Emeritus of Business AdministrationIndiana
UniversityKelley School of BusinessBloomington,
IndianaMay, 2009
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• MY BACKGROUND INTRODUCTION
• Indiana University-43 years
• Professor of Business Administration Human
  Resources
• Teaching-Research and Writing-Career Services
• Assistant Dean for Corporate Relations
  Responsible for
• Career Center-30 Years - www.UCSO.Indiana.edu
• Alumni Association-20 years- www.Kelley.Indiana.e
  du/alumniglobal
• Corporate Relations-10 years- www.Kelley.Indiana.
  edu/development
• Board of Directors-Minority Fellowship Program-20
  years- www.CGSM.org

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MY BACKGROUND INTRODUCTION

• Indiana University-43 years
• Professor of Business Administration-Human
  Resources
• Teaching-Research and Writing-Career Services
• Assistant Dean for Corporate Relations
  Responsible for
• Career Center-30 Years - www.UCSO.Indiana.edu
• Alumni Association-20 years- www.Kelley.Indiana.e
  du/alumniglobal
• Corporate Relations-10 years- www.Kelley.Indiana.
  edu/development
• Board of Directors-Minority Fellowship Program-20
  years- www.CGSM.org

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ROLE IN THIS PROGRAM

• Not a Policymaker
• Managed Functions and Staff
• Called on Corporations-One Third of My Time
• Colleagues Will Focus on Policy Issues
• Focused on Operational Policies And
  Procedures-Technology

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MY GOAL

• Motivate You to Consider Enhancing Your
  Fundraising Efforts
• Prove to You That You Can Generate Financial
  Support
• Provide Ideas on How to Implement a Program

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WHAT DID I DO?

• Help Foster External and Internal Relationships
• Organize Colleagues-Internal/External
• Plan Programs for External Partners

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THE FUND-RAISING OFFICE

• Development
• Advancement-Engagement
• Public Relations
• University Communications
• Various Names -Translate to Fund-Raising
• www.Kelley.Indiana.edu/about/admin

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CREATE AN INSTITUTIONAL IMAGE

• Why Do Corporations Invest in Universities?
• Create Your Image
• Support/Prove Your Image

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WHAT MATTERS TO DONORS?-INSTITUTIONAL QUALITY

• Curriculum
• Faculty
• Student Body
• Alumni Success
• Rankings-Supported by Supported by Graduate
  Success
• www.Kelley.Indiana.edu/about/rankings

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MUST PROVE YOUR QUALITY LEVEL

• More Than Words
• Recognize Successful Alumni
• Recruit Students and Faculty
• Recognize Exceptional Students
• Market Faculty Reputation

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COMMUNICATIONS OFFICE

• Ceremonies/Speechwriting
• News Bureau
• Media Relations
• Economic Development
• Public Relations
• www.Indiana.edu or www.IU.edu/about

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PROMOTE YOUR INSTITUTION

• Brochures
• Websites
• News Releases
• Recognitions (Given/Received)
• Success Stories
• www.innovate.Indiana.edu

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ESTABLISH RELATIONSHIPS FOR FUND-RAISING

• Alumni
• Students
• Faculty
• Corporate/Business
• Government/Public Institutions

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FUNDRAISING BASICS

• Purpose Raise Money for Institution
• Motivate Constituencies/Partners
• How Contact All Constituencies (Calling on
  Clients)
• Asking Requesting Support (in Writing/in Person)
• Fund-Raising Starts with Treating Students Well
• www.IUF.Indiana.edu

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WHY DOES THE UNIVERSITY WANT TO DO THIS?

• Assist Faculty in Teaching Efforts (Request Time)
• Provide Needed Resources for Students
  (Scholarship/Assistantships)
• Contribute to General Society (Service)
• Generate a Steady Income Stream (Money)
• Aid in Transfer of Technology (Research)
• Recognition and Reputation (Image)

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WHY WILL EXTERNAL COMMUNITY WANT TO PARTICIPATE?

• Desire to Hire the Best Talent to Create Growth
• Foster Altruism Contribute to the Country If
  Successful
• Gain Recognition among Peers (Pride)
• Believe in Higher Education
• Desire for Technology and Research

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WRITING THE FUND-RAISING PROPOSAL

• Formulating the Appeal (Addressing the Motivation
  of Donor)
• Identifying Target Audiences
• Delivering the Request (in Writing and in Person)
• Importance of Personal Contact
• Sell the Ideas Based on Quality Image

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THE DEVELOPMENT OFFICE

• Outreach to Potential Donors
• Identifying Potential Contributors
• Creating Fundable Projects Based on Need
• Makes Fundraising Requests (Proposals)
• Nurture and Follow up With Donors
• Manage Information and Publicity

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TYPES OF RESOURCES REQUESTED

• Financial Assets (Everyone's Preference)
• Equipment Computers, Lab, Tools, Etc.
• Facilities Buildings, Factories, Farms, Etc.
  (On-Campus/Off-Campus)
• Services Executive in Residence/Professionals
  Teaching
• Scholarships/Assistantships (Student Financial
  Need)
• Faculty Research Support (Financial and
  Cooperative)

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FUNDRAISING PROCESSES

• Systematize and Computerize the Process
• Establish Databases of Potential Contributors
• Create Database of Potential Projects/Needs
• Identify Services for Sale
• Importance of Website-Communication
• Developing Preestablished Proposals (Not Always
  Customized) (adapt)

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MAKING THE REQUEST

• Who? Senior Leadership
• How? Written Request Followed by Personal Visit
• When? Depends on the Relationship
• Plan? Follow-Up Carefully and Thoughtfully
• Flow? Process Needs Nurturing
• Frequency? May Take Multiple Visits
• Recognition? A Continuous Process (Donor Driven)
• www.Kelley.Indiana.edu/spotlights

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MANAGING THE GIFT

• Good Stewardship Is Critical
• Do What You Promised!
• Provide Regular Updates to Donor
• Past Contributors Frequently Become Future Donors
• Prepare Regular Reports-Openness Is
  Essential-Transparency
• Stay in Touch Don't Forget Graciousness

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CREATE PLANS FOR CONSTANT PROFESSIONAL
RELATIONSHIP DEVELOPMENT

• Set Your Objectives (Long-Term and Short-Term)
• Create a Methodology of Identifying Relationship
  Partners
• Institutionalized the Relationship Creation
  (Different People Host Relationships)
• Review Fundraising Plans Regularly with Advisers

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WHO ARE YOUR CONSTITUENCIES?

• Successful Professionals
• Don't Forget Students
• Alumni-Most Support Comes from an Alumni
  Connection
• Faculty and Staff (Full-Time/Part-Time)
• Community Leaders and Influencers
• www.Kelley.Indiana.edu/spotlights

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MOVING FROM GOALS TO ACTION

• Set up Partnership Candidates
• Identify All Potential Relationships
• Create Activities Designed to Reach Partners
• Involve Partners in Various Programs
• Cleverly Manage Relationships

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START WITH SERVICES FOR POTENTIAL CONTRIBUTORS

• Community and Professional Leaders with Financial
  Capital
• Who Are Your Customers?
• What Services/Products Are You Capable of
  Delivering?
• Involve Faculty-Students-Alumni in Delivering
  Services
• How Can You Bring Your Contributors and
  Supporters Together?

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FOCUS ON METHODS

• Establish Advisory Boards (Dean/Faculty/Profession
  als/Students)
• Establish Service Related Offices
• Alumni Associations
• Development Office
• Career Center Services
• Communication Office (help)
• Continuing Education

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ADVISORY BOARDS DEFINITION

• Aid and Advise in Long Range and Short Range
  Plans
• Institutional Level and Local Economic Level
• Create an Interface with Professional Community
• Assist in Promoting Institution/Academic Units
• Assistant Fundraising Initiatives
• Facilitate Networking Relationships
• www.innovate.Indiana.edu

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ADVISORY BOARD MEMBERSHIP

• Senior Business and Professional Leaders
• Chief Public Officials
• Focus on Senior Levels

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ROLE OF ADVISORY BOARDS

• Create Direction and New Ideas
• Focus on Brainstorming and Blue Sky
• Not Decision-Making but Participate in Policy
  Setting
• Commit to the Institution-Prove It by
  Contributions

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ADVISORY BOARD GOALS

• Generate New Ideas and Future Direction
  Possibilities
• Review Potential New Proposed Initiatives of
  Institution
• Open Invitation Routes
• Add Credibility to the Institution
• Assistant Fundraising
• Support and Present proposals To Their
  Constituencies
• www.Kelley.Indiana.edu/development/DC

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ADVISORY BOARD CHALLENGES

• Desire to Vote and Desire to Initiate
• Pressure to Implement
• Not Often Good Listeners
• Deference to Strong Leaders
• Junior/Senior Membership Participation

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ADVISORY BOARD MEETINGS

• Regular Meetings-At Least Two Times per Year
• Required Attendance to Continue Participation
• Regular Member Rotation
• Senior Counselor/Coach Status Rotation

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CAREER SERVICES STUDENT/ALUMNI/PROFESSIONALS

• Important Vehicle to Serve Constituents
• Creates Relationships
• Keeps Relationships Involved on a Regular Basis
• Organizes Events to Serve All Parties
• Events Initiate Follow-Ups

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SERVICES TO VARIOUS CONSTITUENCIES

• Employers Access to Students, Graduates, and
  Alumni
• Students Access to Employer Resumes
• Career Education Participation
• Alumni Involvement As Job Candidates and
  Employers

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IMPORTANT SERVICES

• Internships and Cooperative Education
• Graduate Placement
• Alumni Networking Facilitation
• Event Management
• www.UCSO.Indiana.edu

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INTERNSHIPS

• 12-15 Week (Semester) Work Time Frames
• Student Earns Credit
• Sometimes Paid by Employer
• Student Graded by Faculty/Employers
• Junior/Senior Year Participation

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INTERNSHIP PURPOSE

• Real-World Experience in Future Profession
• Test of Skills for Both Sides
• Typically Leads to Full-Time Job Offer After
  Graduation
• Academic/Business Partnership Training
• Share Education with Colleagues

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COOPERATIVE EDUCATION

• Semester Work/Study Rotation
• Starts at Second Year Of Academic Program
• Student Earns Credit and Money
• From Project Work to Independent Work
• Maintains Close Liason Was Supervising Faculty

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COOPERATIVE EDUCATION PURPOSE

• Real Work Experience
• Test of Skill Development And New Skill Learning
• Typically Leads to Full-Time Job after Graduation
• Very Strong Partnership Faculty/Student/Employer
• Powerful Classroom Contributions Later

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PROFESSIONAL PROJECTS IN THE CLASSROOM

• Real World Assignments Made by Professors
• Consulting with Employer Community-Collaboration
• Usually Team Projects
• Both Written and Verbal Reports/Presentations
• Creates Strong Ties between Faculty/Professionals
• Student Sharing of Experiences

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RESULTS OF PROJECT ASSIGNMENTS

• Major Benefits to Employers
• Significant Benefits to Students
• Report Sharing in Classroom
• Enhanced Learning
• Valuable in CV Presentation for Students

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CAREER PLACEMENT

• Entry into Profession at Graduation
• Minimal Academic Relationship
• Faculty Assistant Assignments
• Management of Selection Process

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THE CAREER CENTER

• Manages Relationships with Constituencies
• Student/Faculty/Employers/Administration
  Involvement
• Helps Create New Relationships
• Maintains Database of Students
• Maintains Databases of Employers
• Maintains Databases of Career Options

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CAREER CENTER SERVICES

• Job Listings for Internships, Co-Ops, and
  Full-Time Opportunities
• Development of Student CVs
• Refers CVs
• Organizes Career Fairs-Focused by Profession
• Schedules Interviews
• Teaches Career Development Courses
• Follows up Placement Reporting
• Leads to Strong Alumni Relationships
• www.UCSO.Indiana.edu

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CAREER CENTER RELATIONSHIPS

• Manages Links with Faculty, Students, Alumni and
  Professionals
• Teaches Career Education Courses
• CV Preparation-Job Leads Development-Networking-In
  terviewing-Etc.
• Involves Professionals in Career Courses
• Organizes Recruiting Fairs

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ALUMNI ASSOCIATIONS

• Membership
• Professional Employment Groups
• Continuous Education
• Alumni Database Services
• Professional Communication with Alumni
• Networking Facilitation
• www.Kelley.Indiana.edu/alumniglobal
• www.alumni.Indiana.edu

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ALUMNI ASSOCIATION PROGRAMS

• Short-Term Seminars and Conferences
• Many Luncheon and Evening Receptions to
  Facilitate Networking
• Discount Travel Programs
• Clubs Organized by Location or by Profession
• Activities Facilitate Networking-Social and
  Professional

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ALUMNI ASSOCIATION SERVICES

• Maintains Highly Communicative Website-Stays in
  Touch
• Focuses on Fun Raising Versus Fundraising
• Maintains Alumni Database
• Manages Interesting Alumni Programs
• Facilitates Career Services for Alumni

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TRAINING CONFERENCES

• Specialized Education Themes
• Draws Heavily on Real-World Experiences and
  Examples
• Involves Faculty and Students with Alumni
  Programs
• Can Be Profit Potentials
• Showcases Faculty and Students and Institutional
  Reputation

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FUNDRAISING INITIATIVES

• Services to Alumni
• Services to Students
• Services to Faculty
• Services to Professional Communities
• Service to Local Community
• Result Institutional Appreciation and Reputation
  Enhancement

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STUDENT AND ALUMNI SERVICES SUMMARY

• Offer Financial Aid-Scholarships, Assistantships,
  Internships, Part-Time Jobs, Etc.
• Recognize Superior Performance of Students and
  Alumni
• Create Student and Alumni Affiliations Social
  and Professional Networking
• Provide Placement Services for Students to
  Employers/Alumni
• Manage Fair Judicial Treatment for Students
• Develop Ethical Policies and Behaviors for
  Students and Alumni
• Office Career Coaching to Students And Alumni
• Create a Welcome Environment

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FACULTY INVOLVEMENT AND SERVICES

• Encourage Classroom Involvement with
  Practitioners
• Provide Competitive Pay Performance-Based Plans
• Support Research Efforts with Funding
• Reward Publishing Efforts with Pay and
  Recognition
• Encourage Creative Research and Teaching and
  Technology Transfer
• Support Participation with Professional
  Colleagues
• Offer Resources for Practitioner Classroom
  Participation

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COMMUNITY INVOLVEMENT AND SERVICES

• Communicate Value of Institution
• Education Attracts Technology and Economic Growth
• Offer Broad Based Degree and Non-Degree
  Educational Programs
• Assist Community Leaders and Invest Time and
  Money in Community
• Encourage Students to Volunteer Services
• Host Community Programs at the Institution

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FUNDRAISING SUCCESS

• Results from Relationships
• Relationships Grow through Mutual Involves
• Well-Educated Students Become Successful Alumni
• Happy and Successful Alumni Financially Support
  Institutions

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FOLLOW-UP RESOURCES FROM INDIANA UNIVERSITY

• www.Kelley.IU.edu
• www.kelley.iu.edu/development/
• www.kelley.indiana.edu/alumniglobal/
• www.ucso.Indiana.edu
• www.Indiana.edu
• www.alumni.indiana.edu/
• http//iufoundation.iu.edu/