1. COLLEGE of Literature, Science, and the Arts University of Michigan Fundraising for Education Presentation for: Taipei Municipal University Of Education Peggy Burns, Assistant Dean for Advancement

2. College of Literature, Science, and the Arts (LSA) Facts 16,000 Undergraduate Students 980 Faculty 1,200 Graduate Students Three Divisions: Natural Science, Social Science, Humanities 26 Departments, 20 Programs /Centers / Institutes and 7 Museums 200k Alumni (400K UM Total)

3. Rankings First Year Student Experience –Learning Communities, Service Learning, Study Abroad, UROP #22 for Best Undergraduate Education #8 Commitment to Undergraduate Teaching –Above Yale, Stanford and Harvard #29 among National Universities (US News & WR) #1 in Research and Development Funding (NSF) #15/200 World’s Greatest Universities (QS Rankings) 26 LSA Departments in the top 15 (NRC)

4. Rankings #11 Most Desirable large School #15 Top Schools for Future Power Brokers #24 Most desirable Urban Schools (Newsweek) #2/50 Top MFA Programs (Poets and writers Magazine) 26 LSA Departments in the top 15 (NRC)

5. My Office - LSA Advancement Development Marketing Communications Student Recruitment and Scholarship Vision: to create a culture of giving for the nations preeminent public liberal arts college

6. Resources Personnel Breakdown 9 Regional Fund Raisers with Department Liaison Assignments Annual Fund and External Relations Director Events Team for College and Development Events Stewardship Team Marketing/Communications Team Web Team Student Recruitment and Scholarship Office

7. The Need for Private Support

8. UM Philanthropy 2008 – UM Completed $3.2B Campaign LSA – Raised $350M Individual Donors, Sponsored Research, Foundations, Corporations Student Support Program Support Faculty Support Building Projects

9. Integrated Fund Raising Define your Message – marketing Deliver your Message - communications Focus on Students Segment your Alumni Steward your donors

10. Types of Giving Annual Giving$1- 10K Major Gifts$50K+ Principle Gifts$1M+ Foundations Corporations Estate Gifts

11. Major Gift Fund Raisers Believes in the Product Builds a Pipeline via a Process Listens to the Donor Engages the appropriate support resources Asks the “Magic” Question Always closes for the next step

12. Major Gift Fund Raisers Does pre-call planning and research Has prompt follow up Knows how to negotiate Establishes a “relationship” Sets and Achieves goals Is able to create a sense of urgency Is creative in providing solutions Seeks a win-win situation

13. Major Gift Process Donor Perspective Ignorance Awareness Interest Experience Participation Ownership From Advancement Resources LLC Cedar Rapids, Iowa Joe Golding, President (866) 398-3376 www.advancementresources.org Institution Perspective Preparation Planning/Strategy Donor Interaction Donor Response Stewardship

14. Gift Engagement Process Preparation Planning/Strategy Donor Interaction Donor Response Stewardship Distribution of Gifts  Principal Gifts: 7 & 8 figure 30 asks 25 closes 85% close rate  Major Gifts : $100K - $999K 900 asks 300 closes 33% close rate  Leadership Gifts: $10K-$100K 500 asks/yr 250 closes/yr 50% close rate  Annual Fund/ Annual Giving thousands of asks/yr

15. Why support higher education? Investment in creating Knowledge A Gift that can solve real world problems Institutional Security Legacy Emotional Connection Loyalty Confidence

16. Why Not? Wrong Idea Wrong Time Wrong Amount

17. Y OUR Q UESTIONS ?