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!