What Should We What Should We Be Doing Differently?Be Doing Differently?

2003 ALADN CONFERENCE

Tucson, Arizona

Julie SeavyDirector of Development,University Library System

Allie QuickExecutive Director,

University Principal Gifts

A Proactive ApproachA Proactive Approach

to Building Your Prospect Portfolioto Building Your Prospect Portfolio

““Find ‘em, Get ‘em & Keep Find ‘em, Get ‘em & Keep ‘em”‘em”

• Where do you find library prospects?

• What do you know about your

potential prospects?

• How do you get in the door for a visit?

• How do you captivate their attention?

• What next?

ULS Comparative Fundraising ULS Comparative Fundraising Chart 1996-2002Chart 1996-2002

0

200,000

400,000

600,000

800,000

1,000,000

1,200,000

1,400,000

1996 1997 1998 1999 2000 2001 2002

TVS

AGF

Non-AGF

ULS Campaign SourcesULS Campaign Sources

10%

78%

2%

1%

3%

6%

Individual Major Gifts

Foundations

Corporations

Other

Planned Giving

Individual Other

ULS CampaignULS Campaign

Raised to Date: $7 million

• Dick Thornburgh Collection• Center for American Music• University Librarian Chair

Overall Goal: $16 million

ChallengesChallenges

• Many programs are relatively new

• No natural constituency

• Viewed as a campus competitor

Collaborative ApproachesCollaborative Approaches

• Presentation to DoDs

• Joint prospect appointments

• Sharing of library donors with schools

• Participate in librarians’ “brown brag session”

• Comprehensive Endowments

Finding New ProspectsFinding New Prospects

Comprehensive Endowment Comprehensive Endowment ProcessProcess

• Patience is key – 1 yr. process

• Initial discussions with library director, IA supervisor and trusted colleagues

• Buy-in (benchmarks)

• Written document

• Provost approval

• Implementation

• Materials to gather• Questions to ask

Before You Before You StartStart

Tools:• Research • Wealth Assessments • Internet• Company website• Newspapers / Press releases• Google search• Department information• Classmates/volunteers

Making ContactMaking Contact • Be prepared• Be upfront • Be resourceful

inFluence: “…on the Dean’s staff…”“…contacting you at the suggestion

of…”“…recently met with Joe…”

Flattery: “…would like to come visit YOU...”“…the Dean would like to meet

YOU…”

Flexibility: “…at a time convenient for you…”

Fibbing: “...will be in Tucson…”

Face to FaceFace to Face

• Open with a “gift”• Find their emotional cord and pull it!

• Ask leading questions• Listen to what they are NOT saying

• Talk about your fundraising goals • Share good news

• Determine next steps• Ask for something before you leave!

1. “Feel Good”

2. Fact Finding

3. Fundraising

4. Future

“85% of getting the giftis setting up the visit.”

Jerry Panas

Ensuring a Ensuring a Healthy Prospect Healthy Prospect PortfolioPortfolioIf you…

• implement new methods for uncovering prospects…• take full advantage of the resources available to you…• are frank about your fundraising goals…• ask key questions and listen carefully…

… you can make accurate qualifications… you can set realistic expectations

… you can build solid relationships

• Individuals must be properly qualified; both intent and capacity are clear

• Your fundraising goals must be known

• A solicitation should never be a surprise

• Individuals understand and appreciate how they can make a difference

Ensuring SuccessEnsuring Success