Donor – Centered

Principal Giving Partnerships

Anne Fitzmaurice AdamsSenior Director of Advancement

College of Engineering

Goals

•Describe Overall Context and Structure

•PGP Team Guiding Principles

•Define of Principal Gift Prospect

How UW Tracks & Coordinates PG Moves

Goals

Describe how our teams partner on prospects

Talk about the role of the Chair/Dean/President

Two Case Studies:

1.Relationship Started in Central2.Relationship Started in Engineering

Strategic MovesHow Coordinated and Who is Involved?

UW – Advancement Structure

AVP

UW Alumni Association

AVP

UW Medicine Advancement

AVP

Finance and Administration

AVP

Individual Giving Programs

AVP

Advancement Services

AVP

Constituency Programs

Vice President for University Advancement

PGP

Principal Giving Team Structure

Senior Director

Assistant Director (Stewardship Discovery)

Associate Directors (Strategy/High Level Engagement)

Definition of Principal Gift Prospect

• 5M + Rated Prospects

• Would benefit from a life-long, high-touch relationship

• Multiple interests, connections, gifts

• Complex high-net worth families

Advancement Culture

PGP Team Guiding Principles

• Serves two constituencies: Donor & Colleagues

• Donor-Centric: The Long View

• In Service to Schools and Colleges: strategy/connections/access

Value Add from PGP Team

•Best minds around the table• Force us to focus

•Discuss PG prospects (determined in advance)• Chief Advancement Officer’s meeting• Brainstorm how to get through road blocks• Strategy notes to Advance• Follow-up to keep us accountable

•2 x a year but you can always request more

Customized Strategy Sessions

Value Add from PGP Team

Customized Strategy

• Raise Sites • Push us to push our Dean to think BIG.• Help us develop proposals

• Provide and Prioritize Presidential Engagement• Do we need the President?• Peers or Regents?

• Inform on status and validity of other units asks

Case Study #1

Key Background

• BSME ‘50’s

• Football Passion

• Developer

• 15 Years Ago – A&S, Athletics, BSchool, ENGR engagement

• “I don’t see the Dean, I see the President”

PGP Team Partnership

• Informed/Apprised

• Facilitate Multi-Unit Meeting of Minds

• Strategy Session – Engage through Advice on Capital Projects

• New President Provides Access to Dean and CAO

Case Study #1

Key Background

• $3M Gift to Presidential Priority

• President/ENG Dean request $5M Capital Gift – declined

• Makes $5M Gift to Husky Stadium

• Often calls CAO and Dean to get advice – sees value. “Wants to Call the Smart People”

PGP Team Partnership

• Informed/Apprised

• Continue to help broker access to Dean on or off campus with President

• President/ENG Dean request $5M Capital Gift – declined

• Ask for $5M-$10M in next campaign.

Case Study #2

Key Background

• CSE 80’s

• Algoritum for Wall Street

• Makes Anonymous Capital Gift $500K. Subsequent Professorships $2M

• Relationship with Department – Loyalty/Connections

PGP Team Partnership

• Regional Partnership

• Dawgs on Wall Street

• Strategy Session – VP Passion Discussion

• Outcome = Passion for CSE but also interested in broader UW. Husband interested in Environment

Case Study #2

Key Background

• Maintained close relationship to CSE

• Makes $1M loyalty gifts to President. $500K typically comes to CSE. Compete

• Now on insider’s cabinet for institution

• Keeps us on our toes; relationship/

PGP Team Partnership

• Must make their case to President – PG Team coordinates

• Continued information flow and discussion through strategy sessions

Questions?

Advancement Culture

• Open Cultivation – no one “owns” a prospect

• No playing “hide the ball” – transparency through contact reports

• Activity at PG level needs to be coordinated