1. Development 101 for Department Heads Wayne Bennett SEECEDHA Meeting November 3, 2005

2. Introduction What is development? 1.Getting money for others! 2.Schmoozing! 3.Fancy meals in fancy places! 4.Something Presidents and Deans do! 5.The domain of the business school! 6.Primarily for private schools! 7.A waste of my time!

3. Definitions and Terms Annual Giving Endowments –Mechanics: Interest on investment –Naming –Opportunities: Faculty, Facilities, Programs Planned giving: Wills, Trusts, etc. Equipment: Gift versus consignment Campaign: Capital, Mini, Quiet phase Case Statement: Needs, impact and justification Donor Recognition: Early, often, consistent

4. First Things First! 1.Learn about development in your college and university. Is there a campaign planned or underway? Who are the major players? 2.Determine what is expected of you. 3.Find out the role of your department. 4.Learn your limitations. 5.Get Prepared!

5. Preparing for Development Whether or not you are in a campaign; Determine the needs of your department. Document the cost of each need. Describe the impact of each item. Prioritize your needs: Grouping by level. Involve faculty, students, staff and advisors. Prepare a case statement. Coordinate with your dean and college.

6. Communicating with your Dean Learn his/her style Have a written agenda – prioritized with copy for dean and copy for you Provide written or E backup material Agree on an action summary Follow with action Begin agenda for next meeting

7. Identifying Prospects Work with development office Review list of alumni, corporate supporters and foundations Criteria for selection: 1. Means, 2. Inclination, 3. Deadline Get to know them –Campus visits –Special recognition –Seminar speakers –Judges/reviewers –Advisory Boards Prioritize List and begin cultivation Work with Office of Development

8. Advisory Boards Meet and eat? Careful with curriculum changes Develop a charter and by/laws Involve spouse or guests Set Objectives and Goals Provide a thorough briefing on needs Carry out a donor appeal/program impact analysis. Keep records to identify interests Work with your development personnel.

9. Donor Appeal/Program Impact Program Impact Donor Appeal 1 2 3 45 6 7 8

10. Advisory Boards 8 to 16 members Approximately the same level Set meetings 6 to 8 months out Use time effectively Be positive – not a whiner Challenge with action summary Feedback and follow up Involve students

11. Communicating with Donors Get to know them Determine what they are passionate about Match with means and inclination Use development officer or other donor or advisory board member as colleague Discuss agenda with colleague before meeting Listen, Listen and Listen Make the ask and be prepared for outcome

12. Donor Stewardship Proper recognition Notes, cards and emails Visits Keep records Use spread sheet or donor tracking software Involve students if possible