1. Cultivating Donors and Securing Commitments
Jake Lemon - SVP for Development, UConn Foundation
Brian Otis – VP for Principal Gifts, UConn Foundation

2. Introduction to the Major/Principal Operation
Unit Development Officers (23)
Regional Development Officers (8)
Corporate and Foundation Officers (4)
Gift and Estate Planning (2)
Principal Gifts (2)
Other (2)

3. Notable Stats 4,817 managed prospects
In FY19, we executed 4123 personal visits
Over the last 3 years, we’ve averaged roughly $75M in commitments each year

4. The Process
How do we move a donor through the continuum to make a substantial commitment?

5. Donor Commitment Continuum
Ignorance
Awareness
Interest
Experience
Participation
Ownership
Description
I may or may not recognize the name of the organization.
I am not familiar with what the organization does.
I have heard of the organization.
I have a rough idea of what the organization does.
I believe the organization’s cause is a good one.
I may contribute occasional small gifts relative to my financial capacity.
I have seen/heard/felt the results of the organization’s work.
I know the people in the organization.
I attend the organization’s events and activities.
I am likely to contribute repeated and/or annual gifts relative to my financial capacity.
I participate in the organization’s activities and events.
I take on leadership roles when asked.
I serve on committees and boards when asked.
I feel like part of the organization.
If my finances allow, I may contribute major gifts for special projects when asked.
I volunteer to take on leadership roles when I see a need.
I continually seek new ways to advance the mission of the organizations.
My membership/affiliation with the organization is an important part of who I am.
I consider the organization’s mission to be my own personal mission.
I am likely to make repeated major gits for special projects when asked.
Donor Deliberations
Do I know what the organization does?
Do I agree with what the organization does?
Does this organization share my values?
Do I believe in the leadership of the organization?
Do I approve of the methods used to accomplish the mission?
Am I getting an adequate return on my investment (good feelings, recognition, opportunity to make a difference, results)?
Am I willing and able to give more to this organization?
Are we doing a good job?
Are we using the best methods to accomplish the mission?
Do I feel valued and valuable?
Am I proud of the job we are doing?
Am I getting adequate return on my investment (good feelings, recognition, opportunity to make a difference, results)?
Can I make the greatest contribution in this organization?
Can I ensure that the organization continues to work after I’m gone?
Do I want to leave behind a legacy?
Donor Perspective

6. Major gifts ($50k-999k)
Usually secured after a series of smaller gifts
Donors aren’t always deeply engaged
Donor motivation varies widely
Impact
Obligation
Self-promotion
Test gift
Quid (Benefits)

7. Corporate Gifts No longer just about philanthropy
Usually about filling a corporate need
Workforce development
Research needs
Reputation recovery
Corporate and community mission

8. Principal Gifts PG A Journey
Research/Prospect Engagement/Strategy/Solicitation/Stewardship
A Journey
Research/Prospect Engagement/Strategy/Solicitation/Stewardship
What does it take to facilitate a PG gift? PG
Major Gifts
(D.O.s/led by Jake)
Marketing/Engagement
(initial contact/led by MarComm)
Intentionality
10-15 years
Research/Prospect Engagement/Strategy/Solicitation/Stewardship
Duration
Introduction
Brian to talk about why we are presenting today.
In the spring, the Board heard from Derek’s team, Marketing and Engagement. At the June meeting, they heard from Jake and his team.
Brian to talk about how far we have come (talk about what PG was before office was established).
Lead into what PG is today.
Intentionality: Explain how we work with others, with a purpose
Explain that we will give an example of a donor story that has come up through the process (Roger Boissonneault)

9. Principal Gift Process
Data is gathered
Donor Qualification, Engagement & Cultivation
Solicitation (DO and PG team)
Stewardship
Donor makes Transformative Gift
Click once at beginning for graphics to appear.
Explain each step.
Explain how it is repeated several times over a year period.
The typical process is 10 – 15 years to realize a PG level gift.

10. A PG Prospect’s Journey: (Donor xxxxx), Alumni (CLAS 1971)
118 Interactions in FELIX to-date 13
years from first call to $1M pending proposal
2 Foundation presidents have worked with this donor 2
Board members helped facilitate conversations
Research/Prospect Engagement/Strategy/Solicitation/Stewardship
Brian
Showcase Roger Boissonneault as an example of a PG prospect’s journey.
Begin with bottom tier of pyramid: (Click once and bottom row bubbles will fill in)
34 years from graduation to first call / $400 in gifts before initial visit / It took 38 interactions between 1st and 2nd visits.
Middle tier of pyramid: (Click once and middle row bubbles will appear)
From the first cold call up until Bill Clemens and Clint Gartin engaged Roger at the __________ event, Roger made a $5k gift and then a $25k gift.
This was approximately a 10-year period.
Thank you to Bill Clemens and Clint Gartin for their role in engaging Roger. From the time they got involved (in 2016) to the proposal that is currently in front of Roger, it was2 years.
This is why we have shifted to the Board Work Group model, and you can see the impact you can have in these relationships and gift conversations.
Top tier of pyramid: (Click once and top bubble and final bubble will appear)
It took 13 years (from 2005 through 2018), and 118 interactions with numerous people, to get to the $1M proposal that Roger is considering right now.
Stress the importance of consistent outreach – and of knowing when a PG prospect is busy versus writing them off as not interested
Brian, do you want to keep the below section in, or is it too much “in the weeds”?
Research department discovered unusual address after many unsuccessful attempts to connect with business address
Roger made a gift in December 2015 – JRN sent personal thanking him. Roger replied, “You found me!” (1/11/16) “I do get birthday and Christmas cards. You do an excellent job of keeping in touch”
34 years from graduation to first cold call
$400
in gifts before initial visit ( )
38 Interactions with donor between 1st & 2nd visit

11. Questions