Philanthropy 101 - University of Floridagardeningsolutions.ifas.ufl.edu/mastergardener/...Giving...
Transcript of Philanthropy 101 - University of Floridagardeningsolutions.ifas.ufl.edu/mastergardener/...Giving...
Philanthropy 101
First thing that comes to your mind when you hear….
Fundraising
Giving Statistics
• 95% of households give to charity
• Americans gave $358 billion in 2014 • 7% increase from 2013
• In 2014, majority of charitable dollars went to: • Religion (32%)
• Education (15%)
• Grant making foundations (12%)
• Health (8%)
• In FY 2015 UF received $291.8M
What are your
expectations?
Agenda
• IFAS Development Overview
• Office of Development and Alumni Affairs (ODAA) Basics
• Philanthropic Process
Who We Are
Four development officers • Cody Helmer – Executive Director of Development
• Christy Chiarelli – Director of External Affairs
• Julie Conn – Director of Corporate Relations
• Annie Muscato – Associate Director of Development
Four support staff • Pam Matchett – Development Coordinator
• Caylin Hilton– Asst. Director of Strategic Operations
• Debra Hughes – Executive Secretary
• Kelly Westfall – Program Assistant
What We Do
• Create Awareness
• Tell the IFAS story
• Build giving framework
• Build Relationships
• Identify and cultivate donors
• Generate Support
• Create proposals and solicit donors
• Steward Donors
• Recognize gifts and begin process again
IFAS Development Overview
• Major gift focused: $100,000+
• Annual goal of $25M+ for the team
• Performance expectations come from IFAS (Jack Payne) and Development and Alumni Affairs (Tom Mitchell)
• Donor-centered model (donor drives the gift conversation)
• Administration makes final decision on gift acceptance
IFAS Sources of Private Support
FY 2015
Source Amount
Alumni, parents & friends $ 7,517,882
Corporations $ 6,678,299
Organizations/Associations $ 3,675,630
Foundations $ 2,703,710
Faculty/Staff $ 130,162
Total $ 20,705,683
Alumni, parents and
friends 36%
Corporations 32%
Organizations/Associations
18%
Foundations 13%
Faculty/Staff 1%
Services We Offer
Annual mailings
Facilitating donor engagement
Providing alumni lists
Faculty training
Online giving
Concept and proposal development
Services We Offer
Direct donor contact
Donor messaging and communication
Stewardship and donor relations
Philanthropic grant preparation
Gift processing
Central Foundation Liaison
Gift Planning
Real Estate
Research
Donor Relations
Principal Gifts
Breeder Position
IFAS Development
Industry Gulf Coast REC
Success Story
Florida Strawberry Growers Association
Faculty/Staff Engagement
Faculty/staff fundraising engagement is crucial!
Approaching $3 billion dollar campaign.
IFAS’ portion estimated at $250 million.
Faculty/staff are front door to IFAS.
Involve Development early and often to help secure
gifts.
Pesticide vs Disease-Resistant
One-time Gifts vs Endowments
• Checks should be made out to the University of
Florida Foundation.
• Counties with SHARE Accounts
• Online giving available.
• In the Comments Section, donor should indicate
Master Gardener program.
• SHARE accounts being set up for all counties.
One-Time Gifts
• Counties without SHARE Accounts
• Checks should be submitted to Keith Gouin.
• Keith deposits into county sub-account.
• Coordinators work with Keith to withdraw funds.
• Critical to work with Keith as this ensures proper
receipting to the donor.
One-Time Gifts
• Permanently invested fund that produces an
annual income in perpetuity
• Minimum is $30,000
• Produces 4% spendable each year
• Managed by University of Florida Investment
Corporation (UFICO)
• Total Assets equal $1.97 billion (6/30/14)
Endowments
• Research & Education Centers $15M
• University Chair $4M
• Professorship $1M
• Asst. Professorship $500K
• Graduate Assistantship $350K
• Scholarship $100K
• Research Fund $100K
• Minimum endowment $30K
Minimum Endowment Levels
Ways to Give
Real Value
• Cash
• Stock
• Securities
• Real Estate
• Gifts-in-kind • Equipment
• Artwork
Pledge/Expectancy
• Estate Plan • Bequest
• Trust
• Insurance
• Annuity
• Multi-year Pledge
• Real Estate
• Once a donor decides to establish an
endowment:
• A Gift agreement is created.
• Gift agreements outline the purpose of the
endowment and the gift payment schedule (lump
sum vs annual pledge payment).
• Purpose would be to support the local county Master
Gardener Program.
• UF is legally bound by this agreement. UF can’t shift
funds to other areas.
Endowments- Next Steps
• Endowment is housed at the UF Foundation.
• UF Dean for Extension serves as the fund
administrator.
• Spendable earnings are transferred to the local
counties to be used to support the Master
Gardener program.
Endowments- Next Steps
Philanthropic Process
Philanthropic 101
Imagine that you have worked very hard over the course of your career and become a
multi-millionaire.
What things would you consider before
before making a major gift to an organization?
What would it take?
• Loyalty Gift
• Organization determines amount
• Ask comes before evaluation
• Leaves money on the table
• Passion gift
• Evaluation before ask
• Donor is deeply invested
• Donor Fatigue
• Primary cause is to many organizations asking for
loyalty gifts.
Loyalty Gift vs Passion Gift
Gift History Example
Year Amount
1999 $1,005,250
1995 $2,500
1994 $42,134
1991-1993 $2,500
1990 $2,000
1989 $2,036
1988 $2,000
1987 $1,000
1986 $2,500
1982 $6,100
1981 $2,200
1972-1980 $1,000/year
1971 $250
Gift History Example
Year Amount
2015 $2,225,000
2009 $50,000
1998-2002 $80/year (cash and pledge)
1991-1997 $50/pledged each year
1984-1990 $50/year
1979 – 1983 $20/year
• Perspective shift from “getting a gift” to
increasing a donor’s emotional commitment to
your goals.
• Determine a donor’s passion and link it to your
cause.
• Negative experience and want to change something.
• Don’t show up and throw up all the reasons you
need money.
Donor-Centered Philanthropy
• Primary motivators include:
• Wanting to make a difference
• Human need to be engaged with respected people
doing important work.
• Listen for their motivation – 80/20 split
• Ask great questions
• PASSION QUESTION: What do you want to accomplish
with your money that would be most meaningful to you?
• In what ways do you want to make a difference?
• What type of legacy do you hope to leave for your
industry/community?
Donor-Centered Philanthropy
• Utilize the “Make a Gift” Button on your website.
• Include giving information in your newsletters.
• Ask if volunteers have ever considered making
a gift.
• Make giving part of the vernacular with your
volunteers.
Ways to Promote Giving
• Return on Philanthropic Investment (ROPI)
• Best cultivation is stewardship done well
• ROPI is measured by:
• Impact – Is the contribution making a difference?
• Expectations – Is what’s happening in line with
my expectations?
• Respect – Do they appreciate me as a successful
person instead of just wanting my money?
Stewardship
Thank you!