University Advancement at Missouri S&T OPEN EXT AFF M&A - - PowerPoint PPT Presentation

University Advancement at Missouri S&T

OPEN – EXT AFF M&A – INFO 2-1

April 12-13, 2018

OPEN – EXT AFF M&A – INFO 2-2

April 12-13, 2018

Mission Statement

University Advancement creates and cultivates meaningful and lasting relationships which engage and influence S&T alumni and friends to advance the university’s mission.

OPEN – EXT AFF M&A – INFO 2-3

April 12-13, 2018

Vision Statement

The employees of University Advancement aspire, through word and deed, to make Missouri S&T the organization of choice for charitable contributions among all alumni and friends. By fostering and building pride and brand identity, increasing and strengthening partnerships, and delivering alumni/donor experiences and recognition of the highest quality, we seek to support and advance the university’s

• mission. Our watchwords are recruitment, retention, efficiency, engagement and

stewardship.

OPEN – EXT AFF M&A – INFO 2-4

April 12-13, 2018

Meeting Stewardship Goals

100% of students who received a scholarship wrote thank you notes to

their donors (up from less than 5% in 2015)

88% of donors rated their giving experience as highly satisfactory or

satisfactory (up from less than 50% in 2010)

OPEN – EXT AFF M&A – INFO 2-5

April 12-13, 2018

2017 Organization Chart

Uni University Advanc nceme ment nt

Alumni & Donor Relations Development KMST Public Radio Marketing and Communications Advancement Services

4 professional staff 8 support staff 7 professional staff 3 support staff 10 professional staff 4 support staff 6 professional staff 2 support staff 16 professional staff 2 support staff

Prospect Research

1 professional staff 2 support staff Moved operations to KWMU July 1, 2017 Moved reporting to Chancellor July 1, 2017

OPEN – EXT AFF M&A – INFO 2-6

April 12-13, 2018

2018 Organization Chart

Uni University Advanc nceme ment nt

Alumni & Donor Relations Development Corporate Relations Advancement Services

4 professional staff 7 support staff 7 professional staff 3 support staff 4 professional staff 1 support staff 10 professional staff 3 support staff

Prospect Research

1 professional staff 2 support staff Integrated with Advancement July 1, 2017

OPEN – EXT AFF M&A – INFO 2-7

April 12-13, 2018

Donor/Prospect Funnel

47,812 living alumni

41,269 alumni of record

7,471 prospects $50K or higher

1,657 assigned to a gift

• fficer

22% of wealth rated alumni are assigned to staff 18% of reachable alumni are wealth rated 86% of living alumni are reachable

OPEN – EXT AFF M&A – INFO 2-8

April 12-13, 2018

Gift Officer Performance Metrics

# of Positions Position Prime Goal Stretch Goal 5 “Road Warrior” Achieve 200 points Achieve 110% of prime 1 Director of Planned Giving Achieve 100 points Achieve 110% of prime 3 Executive Director Achieve 100 points Achieve 110% of prime

OPEN – EXT AFF M&A – INFO 2-9

April 12-13, 2018

Gift Officer Performance Metrics

One Point Two Points Three Points Five Points

• Qualified visit
• Host a donor and/or

prospect on-campus

• Attend a donor event

(see pre-approved list)

• Book an outright gift of

$100,000 - $499,999

• 2+ completed gift

agreements in a fiscal year

• Book a gift that that is a

named space in one of the campaign’s priority projects

• Book a planned gift of

$250,000 - $499,999

• Discovery visit
• Book a gift of $500,000
• $999,999
• Stage change
• Book a faculty

endowment

• Book a gift of

$1,000,000+

• Book a planned gift of

$2,000,000+

OPEN – EXT AFF M&A – INFO 2-10

April 12-13, 2018

Campaign Solicitation Success

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

100% 100% 80% 21% 20% 72% 7%

Solicitations made No Yes Pending

Advancing Excellence Campaign Rolla Rising Campaign

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April 12-13, 2018

Campaign Solicitation Proposal Yield

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

100% 11.3% 100% 76% Advancing Excellence Campaign

Yield Rate: 11.3%

Rolla Rising Campaign

Yield Rate: 76.0%

20%

Dollars solicited Dollars received Pending

OPEN – EXT AFF M&A – INFO 2-12

April 12-13, 2018

Campaign Performance

Gift Ra Range “Full ll Circle” ” (1994 (1994-20 2000) 00) Actu tual $ $74M 74M “Adva vancing ng Excellence” ” (2004 (2004-20 2010) 10) Actu tual $ $128. 128.7M 7M “Rolla lla Ris ising” (2016 (2016-20 2022) 22) Goal Ra Range $130M 130M - $150M 150M

$5,000,000> $5,000,000 2 $2,500,000+ 4 3 1 $1,000,000+ 7 24 7 $500,000+ 16 33 10 $250,000+ 26 34 11 $100,000+ 53 90 29 $50,000+ 59 70 35 $10,000+ 103 435 221

OPEN – EXT AFF M&A – INFO 2-13

April 12-13, 2018

Fundraising by Fiscal Year

FY13 FY14 FY15 FY16 FY17

$10.1M $13.8M

Deferred pledges Outright gifts Current pledges Fundraising & Private Grants

$0 $5,000,000 $10,000,000 $15,000,000 $20,000,000 $25,000,000 $30,000,000 $35,000,000 $26.3M $34.3M $33.2M $26.4M $31.0M $13.9M $10.6M $14.7M

OPEN – EXT AFF M&A – INFO 2-14

April 12-13, 2018

Major donors want a co-created future and flexible philanthropy. Rigid policies and lim limite ited

• pt

ptions are no longer acceptable.

Areas of Support for Development

OPEN – EXT AFF M&A – INFO 2-15

April 12-13, 2018

An increasing percentage in overall giving of pl plann nned g gifts with restricted purposes reflect a conservative approach to major giving by our

• donors. Trust and transparency with the UM

System are key to addressing this trend.

Areas of Support for Development

OPEN – EXT AFF M&A – INFO 2-16

April 12-13, 2018

Flexible Philanthropy

IN INVE VEST STMENT RE T RETU TURNS

S& S&T Mine ner A Alum umni A ni Associat iatio ion ( n (MAA)

Period Main Bertelsmeyer Stevenson CGA

1 year 13.70% 11.90% 12.10% 14.50% 9.50% 3 year 5.00% 5.10% 5.00% 5.90% 4.00% 5 year 8.70% 7.50% 8.60% 10.30% 7.00% 10 year 4.80% 4.80% 4.80% 5.10% 3.90%

OPEN – EXT AFF M&A – INFO 2-17

April 12-13, 2018

Bridging the Gap

Engineers are analytic

We must bridge the gap

When our analytics don’t “add up,” giving remains transactional not transformational.

ON OFF % / 7 8 9 X 4 5 6 2 1 3

• +

= .

Giving is emotional