1. Worcester Polytechnic Institute March 25, 2008 Office of Development & Alumni Relations

2. Presentation Goals Status report: fundraising at WPI today Understanding of alumni and friend engagement at WPI as it relates to investing in our future The Campaign for WPI Why do we do what we do?…

3. General Announcements PeopleAdmin – Human Resources Commencement 2008 –Keynote Speaker: GE President and CEO Jeffery Immelt –Honorary Degree Recipients: Dr. Woodie Flowers, Dr. Richard Lyman and Dr. Jing Lyman East New Residence Hall Green Roof Planning/Planting Workflow, ODS and Luminis Gordon Library Director Search

4. 4 $295 Billion $295 Billion Donated Last Year 1.8 Million Registered Non Profits in US

5. 30,000 graduates worldwide / 48,000 + records in database We track up to 102 total variables in database per record We have a 65% year-to-year giving renewal rate More than 11,000 graduates have given at least one gift 121 first time donors year to date 5,987 gift transactions / on-line gifts nearly double year to date 60 students and coaches volunteered to call and thank donors 8,518 phone conversations year to date 109,772 pieces of mail (73,516 solicitations/36,256 non- solicitations) in addition to Transformations, The Hill and the President’s Report etc. Key Development Points

6. Number of Prospects by State Page #6 © 2006 Blackbaud

7. Number of Prospects by County Page #7 © 2006 Blackbaud

8. Likelihood & Capacity © 2004 Blackbaud Page #8 LIKELIHOOD CAPACITY Projects Upgrade Top Prospects Low Yield

9. 9 Engagement -Approximately 700 face-to-face substantive conversations with key alumni and friends about giving -On average, we host 2 WPI specific events per week somewhere in the world -International Outreach with alumni in Panama, United Kingdom, France, Hong Kong, Taiwan, Thailand; (India next) -Faculty outreach nationally through our WPI In Your Neighborhood Events -Imagine and Achieve Town Halls: Boston, Providence, Worcester, Manchester, Hartford, Cape Cod, Naples, Washington D.C. -Regional Chapter/Club Events -* Alumni Day Saturday, May 3 -* 2008 Reunion Weekend June 5 -8

10. Inform, Inspire, Connect

12. 5-Year Giving Comparison $13,819,683 $11,991,138 $12,091,503$14,768,125 $20,136,693 $22,000,000

13. 13 Development and Alumni Relations Impact $400,000 $400,000First major gift to the Sports and Recreation Project $4.5 million + $4.5 million +Professorships and academic programs $6 million $6 millionUndergraduate Life Sciences Facilities $1.3 million + $1.3 million +Area of greatest need – Annual Fund $1 million + $1 million +Student Financial Aid Scholarships $7 million + $7 million +Building our future Endowment – Planned Giving $4.5 + million in financial aid scholarships $2.5 + million faculty and academic programs $110,000 $110,000First Year Experience Great Problems Seminars $30 million +… … and several very interesting conversations underway with potential donors interested in professorships, capital projects, scholarships, and annual giving totaling $30 million +…

14. 0.5-0.25GRAD_DISTINCTION 0.25-0.5STU_HONOR_SOC -0.251.0STU_SCH_INVOLVE 0.00.75STU_MUSIC 0.00.75STU_PROF_SOC 0.00.25STU_CLUB_SPORT 0.0-0.5STU_INTL_CLUB 1.0-0.5STU_GPA 0.5-0.25STU_PROJECT_CTR 1.0ALUM_VOLUNTEER 1.0REUNION 0.01.0CLS_AGENT 0.50.25HAD_SCHOLARSHIP 0.00.5NUM_OF_CHILD 0.01.0WPI_SPS -0.75See ZipCodes TabRES_ZIP 0.00.75VARSITY_SPRTS -0.51.0FRAT 0.00.75NON_WPI_DEG Score Factor for Blank Score factor for Non-Blank Binary Factors Linear normalization to 0—20 scale

16. BucketNumber in BucketNumber In and Above Bucket 12623977 216623951 388923785 4149522896 5199421401 6251619407 7268416891 8256714207 9216711640 1018569473 1115607617 1213516057 1312604706 149103446 157702536 165961766 175471170 18394623 19185229 2044 Example: 9,473 in categories 10-20 prospects/suspects

17. BucketNumberTotal DonatedAverage Donated% Donating 126213.008.190.192 21662,270.0013.670.193 38899,379.7010.550.193 4149542,968.9628.740.221 51994111,552.0055.940.288 62516299,821.27119.170.354 72684440,223.54164.020.454 82567743,970.23289.820.569 92167765,887.36353.430.651 1018561,166,773.37628.650.727 1115601,316,358.37843.820.812 1213511,404,935.981,039.920.848 1312602,114,790.421,678.410.891 149101,723,911.921,894.410.915 157702,775,350.543,604.350.953 165963,036,108.515,094.140.960 175475,111,812.679,345.180.976 183945,872,892.8014,905.820.987 191852,496,311.5813,493.580.973 2044841,839.7019,132.721.000 :

18. Major Asset Categories Public company stock Private company equity Real estate Page #18 © 2004 Blackbaud Households whose net worth is between 1M - 10M (Source:2003 IRS data, published in 2006)

19. CAMPAIGN TABLE OF GIFTS $200,000,000 Gifts/Prospects Gifts/Prospects Prospects Identified $ Range Prospects Needed Total 1/31$20,000,0002 2/64$10,000,000 - 19,999,9992$20,000,000 6/1513$5,000,000 - 9,999,9992$30,000,000 12/3014$2,500,000 - 4,999,99916$30,000,000 23/6058$1,000,000 - 2,499,9992$23,000,000 39/11738$500,000 - 999,99979$19,500,000 70/21057$250,000 - 499,999153$17,500,000 130/390193$100,000 - 249,999197$13,000,000 140/420275$50,000 - 99,999145$7,000,000 many <$50,000many$180,000,000 423/1,254653(601) Annual Fund$20,000,000 Total$200,000,000

20. $22,000,000 $32,600,000 $37,700,000$24,400,000$25,000,000 $25,100,000 $32,300,000

21. Some key points Appropriate focus on major gift fundraising Alumni engagement Clearly communicate about the impact of giving Recruit talented staff Thoughtful/Strategic prospect development Fill the leadership giving pipeline Enhance donor retention Campaign volunteer development Unify focus on campaign priorities Complete database redeployment and renewal Secure $80 million by fall 2010 ($100 million)

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