y v e lo p m e n t :
C ommi s s i on
to P l ant h e F u t u r eo f Un iv e r s itDe
A briefhistoryand ov e rv ie wo f A d v a n c e me nat t F re s n oS t a t e
Thecomponentelementsof an A d v a n c e me npt ro g ra mh a v eb e e na ro u n dF re s n oS t a te
fo r sometime:the A lunrniA ssocia t iowa
n s c h a rt e re din 1 9 4 0 t, h e B u lld o gF o u n d a t io n
wa sfo r medin the 1950s,and the A g O n e F o u n d a t io wa
n sc re a t e din 1 9 7 9 .T h e
y
p
rio
r
t o Dr. Ha ro ldHa a k ' sp re s id e n c in
u n lve r sity
had effortsat academi fcu n d ra is in g
l f P re s id e nJto h nWe lt y in A u g u s to f 1 9 9 1t h a t
the 19 80s.lt wasn'tuntilthe arriv a o
se r io u sorganizational
changeswere ma d et o e n h a n c et h e u n iv e rs it y 'as b ilit yt o b e c o m e
, h e CS LCh
a r e g io naluniversityengagedin see k in gp riv a t es u p p o rt T
J a n c e llo r'O
s f f ic e i, n
L 9 9 3 ,i s suedwhat is knownasThe K e t c h e mRe p o rtwh
, ic hb a s ic a lly
ma n d a t e d
, n d imp le me n t e da n
ca m p u ses
to escalateeffortsat se c u rin gp riv a t es u p p o rt a
s u ld b e e v a lu a t e din p a rt o n t h e ir a b ilit yt o ra ise
e xp e ctation
that campuspresiden two
m o n e y.
At Fr e snoS tate,the institutionalt h ru sint t o f u ll-f le d g e d e v e lo p me nbt e g a nwh e n V ic e
Pr esid ent
P eterS mitsarrivedand imme d ia t e ly
b e g a na s e a rc hf o r a n A s s is t a nVt ic e
Pr esid ent
for Development.
The int e n twa st o h irea d e v e lo p me ndt ire c t o rin e a c ho f t h e
scho o lsand colleges,
and theseco lle g e -b a s et eda mswo u ldwo rk t o g e t h e rt o s e t g o a ls
year
for th e
and accomplish
them.
Byth e mid-1990s,
the campushad a d o p t e da d e c e n t ra liz edde v e lo p me nmo
t d e l,
w he r e byeachdeanor academicun it h a d a d ire c t o ro f d e v e lo p rn e nwh
t , o s es a la rywa s
p a idh a lfby the deanand halfby Ad v a n c e me nA
t . wh it e p a p e rwrit t e n o n t h ist o p ic is
p r e se n tedin the nextsection.Dec e n t ra liz emo
d d e lsa re h a rdt o ma n a g ein t h a t t h e
go
va r io u sacademicunitscan in di f f e rin gd ire c t io n sa, n d c a mp u swid e s t ra t e g ic
pla n n ingis difficult.
L a tei n 1994,the A dvancement
staf fh e lda re t re a ta n d a d o p t e dt h e f o llo win g
p h ilo so phy
of A dvancement;
it is st illin u s et o d a y .
Philosophyof Advancement
It isou r objectiveto createand sus t a ina n e n v iro n me nst u it a b lef o r t h e d e v e lo p me nof
t
a we ll- organized,
efficientand effe c t iv eUn iv e rs itA
t a m, in c lu d in gs h a red
y d v a n c e me nt e
ph ilo so phical
commitmentsto:
1.
A beliefthat we servebestwh e n we s e rv eo t h e rs ,a t y p e o f " s e rv a n tle a d e rs h i p "
a pproachto supportingthe o v e ra llmis s io no f t h e Un iv e rs it y .
2.
performancein all that we undertake,whetherit be major projectsor
First-class
o ur dailytasks.W e will hon o re a c ho t h e r b y s e t t in gh ig hs t a n d a rd so f
p erformance
in mattersof t h e h a n d sa n d h e a rt .
3.
Carefulstewardshipof the resources
that othersplacein our trust,whether
public or private.In our wo rk wit h d o n o rsa n d v o lu n t e e rswe
, a re g iv e n
resources
of time,talentan d mo n e yt h a t d o n o t b e lo n gt o u s ,a n d we will t re a t
theseresources
with utmostcare.
4.
A management
and styleof wo rk c h a ra c t e riz ebdy h o n e s t ya n d in t e g rit y I. n a ll
that we say,think and do, w e s h o u lda lwa y sre me mb e rt h a t a re p u t a t io nf o r
honestyand integrity,when lost,can almostneverbe recovered.
5.
A willingness
to disagree
wit h o n e a n o t h e r,wit h int h e b o u n d so f re s p e c ta n d
caring.Well-focused
dissentcan be healthyand productive.
6.
A willingness
to be daringan d t a k e ris k s re
, a liz in tgh a t f a ilu reis n o t b a d ,b u t
r atheran opportunityfor a f u t u res u c c e s s ,
7.
An understanding
of the workloadand frustrationsof colleagues,
and to
cultivatean attitudeof help f u ln e stso o t h e rs .We s h o u ldre jo ic ein o t h e rss u c c e s s
and providepraisewhen ap p ro p ria t e .
In a d d itionto adoptinga philosop h o
y f a d v a n c e me nf ot r o u r wo rk p la c ewe
, a ls o
fo r m a llyadoptedthe DonorB illof Rig h t sp, ro mu lg a t e d
b y t h e A s s o c ia t ioonf F u n d ra is i n g
Pr ofessionals
(councilfor A d v a n c e me natn d s u p p o rto f E d u c a t io n :
and GA S E
cc)t iNCll, [oR .tD\itN (]tit\I nN:r
ANDSt PPOKf()I] IJI)t](IA'I.ION*
Do n o r Bill o f Rig h ts
Philanthropy ls based on voluntary action for the comrrron qood. It is a tradttlon of
qiving and sharing that is primary to the quality of life, To assure that philanthroDv
merits the respect and tr ust of the general public, and that donors aDd prospective
donors can have full confidence in the not-for-proflt organ[ations and causes they
are asked to supporl, we declare thai all donors have these rights:
1. To be informed of the organizatron's m6sron, ot the eay tlte organ,2a!,on
intends to use donated resources. and of its caoacity to use dondtions
etfectrvely for thelr htended purposes.
2, To be infomled of the identity of those serving on the organlzation's
governing board, and to expect the board to exercise Drudent judgmmt n rts
tterrar dship respOnsibilLtie5.
-To
3,
have access to the orqanrzatlon's mosl recent financlal stalements,
4. To be assured thelr glfts rllll be used fof the purposes tor whlch they werr
g,ven.
5. To receiye appropriate acknor!ledgnlenl and rKoqrrition.
6. To be assured tlBt inlormation about thetr donatlolrs is handled rryithrespect
and with confidentiality to the extent provided by law.
7. To expect that all relationships wlth indlvicluals repressnting organi?dtlons ol
il)terest to lhe dono. wrll bc profcssional rn nallTc,
B. "lo be Intonrred lyhether those seeklng donalions are volufltcers, employees
of the orqanization or hlred sollcltors
9. To have the opportunity for their names to be deleted froil nmilin0 lists that
an organj?dtron ntay rntend Lo sharc.
t0 To feel frft to ask questrons when nraklng a donatlon and to r(elve prompl,
truthfr,l arld forthrlght answers.
Tlre t€xt of thrs statenr€nt in its entrrety was developed bv the Artrericn Assocration
ot Fund-Rarslng Counsel (AAFRC), Assoclation lor Healthcare Phtianthropv (AHP),
Council for Advancement and Support ol Education (CASE), and th€ Assoclailof of
Fundraisiog Prolessionals (AFP), and adopted in Noventber 1993.
Coplnght C, 1003 bJ.,thc Courcil lbr.^dvilncenrcntilnd Supponot Uducalion.All righls
rcprvcd
The conceptand structureof a centralized/decentralized
developmentoffice
In the e arly1990's,as campuses
ramp e du p t h e ir d e v e lo p me net f f o rt sa s p a rt o f t h e
Ke tchu mReportmandate,nearlya llc a mp u s emo
s d e le da " d e c e n t ra liz e ds"t ru c t u re .
Ge n e r ally,
this structurehaseachD ire c t o o
D)re p o rt in gt o h iso r h er
r f De v e lo p me n(DO
t
r e sp e ctive
dean,evenif centralA d v a n c e me nwa
t s p a y in gt h e s a la ryT. h e ra p idris ein
de ve lo pment
effortsacrossthe CSUc re a t e da lmo s tu n ma n a g e a b le
t e n s io nb e t we e n
Adva n cement
offices,chargedwith c o o rd in a t infgu n d ra is in a
g c ro s st h e c a mp u s a, n d
w i th th e colleges,
chargedwith rai s in gp riv a t es u p p o rtin o n lyt h e ir a c a d e micu n it .T u rf
w ar sa n d prospect"hoarding"bec a mec o mmo n .Co o p e ra t ioann d c o o rd in a t io n
we re
difficu ltto achieve.
Fr esn oS tatetook the leadin develo p in g
mo v in gt o wa rda c e n t ra liz e d e v e lo p me n t
pr o g r a m.W hereonly one or two C S Uc a mp u s ewe
s re c e n t ra liz e in
d 1 9 9 9 ,n o w a
com p le tereversehastakenplace,a n d o n lyo n e o rt wo c a mp u s e a
s re s t illd e c e n t ra liz e d .
the DevelopmentFunction
Centralizing
In l ates ummer2000,FresnoS tatere -e x a min eitds o rg a n iz a t io n satl ru c t u ref o rt h e
developmentfunction.ThreeDirectorof Developmentpositionswere vacant,and it was
r e t h e rt o mo v ef ro m a
d e ter minedthat this was an approp ria t teime t o c o n s id ewh
modelto a centrali z e mo
d e ce n tralized
d d e l.
Pr i orto August2000,Directorsof De v e lo p me notp e ra t e du n d e ra d u a l re p o rt in g
their immediatesuperv is owa
r e la ti onship:
r st h e d e a no f t h e ir re s p e c t iv se c h o o lo r
wa s
t rk in gre la t io n s h ip
co lle g e(who paidfor one-halftheir s a la ryb) u t t h e ir c lo s e swo
t . wa s c le a rt h a t t h is
with the A ssociate
V iceP resident
f o r Un iv e rs itA
y d v a n c e me n lt
conflicts.
modelwas inefficientand createdunnecessary
Thethr ee documents,
whichfollow,h ig h lig htth e d is c u s s ioann d a c t io nt h a t re s u lt e din
d
e
cision
centralize
. h ef irs twa s a d is c u s s iopna p e r
a
to
the develop me nftu n c t io nT
p r e p a r edand distributedto the dea n s .F o llo win g
a jo in t me e t in gwit h t h e P re s id e n t he
,
VicePr esident
for University
s re
A dvan c e me nat ,n dt h e d e a n st,h e re c o mme n d a t io nwe
p r e p a r edand distributed.Finally,on c ea g re e me nwa
t s re a c h e din c e n t ra liz a t io nt h, e
de a n swere askedto completea M e mo ra n d u mo f Un d e rs t a n d in g .
Thecen tralized
modelwas adopte din S e p t e mb eor f 2 0 0 0a s a t h re e -y e a er x p e rime n t .
To da te,it hasprovento be extrem e lye f f e c t iv ea n d is u n iv e rs a lly
e mb ra c e do n c a mp u s .
1. Statusof the DevelopmentOrganizational
Structure
CaliforniaStateUniversity,Fresno
by
J o h nD. We lt y
In le ssthan ten years,FresnoS tat ewill c e le b ra t eit s c e n t e n n iaal n n iv e rs a rya,n d
secu r in gprivatesupportto launchu s in t o o u r s e c o n dc e n t u rys h o u ldb e a p a ra mo u n t
objective.More than at any other time in the historyof the University,
we are faced
w i th an unprecedented
opportunit yt o e n ric ho u r a c a d e micp ro g ra msa n d s e c u re
ad d iti onalprivatesupport.
I b e lie vethat one of the fundamen t akl e y st o s u c c e sin
s f u n d ra is in fgo r a c a d e mica f f a i r s
i s d e visingan optimalorganization a
s tl ru c t u ref o r d e v e lo p me n tB. e lo wis a s u mma ryo f
m y ob servations
regardingour curre n to rg a n iz a t io nsatlru c t u rein d e v e lo p me n tT. h e s e
com m e ntsare basedon a reportfr o m t h e s u b c o mmit t eoef De a n st o t h e De a n ' s
Co u n cil;a reportfrom the consultin g
f irm o f B a rn e s& Ro c h ea; d v ic ef ro m t h e n e w
VicePresidentfor UniversityAdvancement;
Associate
exit interviewswith recently
d e p a r tedschooldevelopmentdirec t o rsin
; f o rma d
l is c u s s io nwit
s h P ro v o s O
t rt iz ,V ic e Pr esid ent
S mitsand a few deans;a s u rv e yo f o t h e rCS Uc a mp u s e re
s g a rd in g
the
or g a n izational
structuresfor their de v e lo p me not p e ra t io n sa; n d my o wn o b s e rv a t io n s .
gatheredare asfollows:
Observations
The autonomyand flexibilityrequiredfor the colleges/schools
regardingthe functionof
(in
c
lu d in g
d e ve lo pment,
and the utilization
o f d e v e lo p me ndt ire c t o rs
t h e ir ro le ,t h e ir
sa la r ie and
s their responsibilities
i s)s u c ht h a t o n e s iz eo r f o rm d o e sn o t f it a ll. E a c hu ni t
is u n iq ue.The historyandtraditiono f d e v e lo p me nis
t d if f e re n ta mo n gt h e
at CaliforniaStateUniversity,Fresno.Business,
colleges/schools
Agriculture,and
havea longerhistorya n dt ra d it io no f f u n d ra is in ga,n d e n jo yb e t t e rEng in eering
developedconstituencies
comparedto other units,whichare strugglingto establish
the irfu ndraising
traditions,struct u re sa, n d p ro c e s s e sO. n ed e a nma y h a v et h e
de ve lo pment
directordo more eve n tp la n n in ga sa ma jo rp a rt o f t h e jo b , a n d a n o t h e r
m a yh a vethe developmentdirect o rf o c u so n c u lt iv a t in a
g n d s o lic it in gf o u n d a t io n sT. he
strategies
employedfor fundraisingvarywidely.
Thecurrenthybridapproach(developmentdirector-dean-advancement
office)doesnot
w or k a s well as it could.Thereare q u e s t io n sa b o u tc o n t ro la n d a u t h o rit y T
. o wh o m d o
developmentdirectorsactuallyreport? The deansdo not havea good graspon what
d e ve lo pment
strategies
are curren t lye f f e c t iv e .
Th ed e ansbelievethat the pastA s s o c ia tV
e ic eP re s id e nf to r A d v a n c e me ndt e v o t e d
m ucho f histime to the E ventCent e ra n d ma jo rg if t s .T h ed e a n sa n d t h e d e v e lo p me n t
dir e ctorsneedmoretime and atte n t io nf ro m t h e n e x tA s s o c ia t V
e ic eP re s id e nfto r
Ad va n cement,
for mentoringand t ra in in gin d e v e lo p me n tlt. is imp o rt a n tf o r d e a n st o
ha vei m mediateconsultation
and a s s is t a n caev a ila b le
wh e n a b ig d o n o r is id e n t if ie d .
Th o u g hthe lastA ssociate
V iceP re s id e nfto r A d v a n c e me nhta dt h is e s s e n t iaro
l le ,h e
wa so ften unavailable
becauseof th e o t h e r d u t ie sh e wa sa s s ig n e d .
The Pr ospectManagementS ystem(P MS )wo rk swe ll wh e n a ll p a rt ie sa d h e ret o t h e
r u le s,In the past,the school/coll e gdee v e lo p me ndt ire c t o rsh a v en o t if ie de a c ho t h e r of
con tactsmadewith prospects
clai me db y a n o t h e rs c h o o l.Ho we v e r,in t h e c a s eo f
prospects
ad m in istration,
many
ar e c o n t a c t e df o r E v e n tCe n t e rs o lic it a t io n
wit h o u t
no ti fyingthe unit to whichthe pros p e c is
t a s s ig n e dF. o rt h e P MSs y s t e mt o wo rk
effe cti vely,
all partiesmustadheret o t h e ru le s .
Asi gn ificantissuehasto do with th e re p o rt in gre la t io n s h ip
o f t h e s c h o o l-b a s e d
de ve lo pment
directors.A s I under s t a n tdh e c u rre n ts it u a t io ne, a c ho f t h e s ein d iv id u al s
r ep o r tsto both their Deanand to th e A s s o c ia t V
e ic eP re s id e nf to r Un iv e rs it y
Ad va n cement.
B alancing
this set of re la t io n s h ipiss c o mp le xb, u t e s s e n t iat lo t h e s u c c es s
of ea chschool'sfundraising
opera t io n .T h eV ic eP re s id e nat n d A s s o c ia t e
V ic eP re s id e n t
h a vepr incipalstaff responsibility
fo r s e c u rin gp riv a t es u p p o rt y, e t t h e y h a v emin ima l
ab ilityto managethesedevelopm e ndt ire c t o rso r ma x imiz ep ro d u c t iv it y T
. h es c h o o l
d e ve lo pment
directorsneedmento rin gb, u t t h e y a re g e t t in glit t leo f it f ro m t h e ir De a ns .
M a n yo f the directorsreportedbei n ga s k e dt o e n g a g ein a v a rie t yo f a c t iv it ie tsh a t a re
m i nim a llyrelatedto fundraising.
VicePresidentposition
It is very unlikelythat a high qualitycandidatefor the Associate
l e v e lo p me ndt ire c t o rs
w ou ld c onsidercominginto a situa t io nwh e ret h e s c h o o d
r e p o r tedprimarilyto their deans.
directorsbelievethe y h a v eg o a lsimp o s e do n t h e m, a re n o t p ro v id e d
De ve lopment
adequatetrainingor mentoring,receiveconflictingdirectionfrom Deansand
are providedlittleto n o c le ric asl u p p o rt ,a n d a re o f t e n a s k e dt o p e rf o r m
Ad va n cement,
non-relatedduties.
t o d o d e v e lo p me nwo
t rk ,
s o u r d e a n ' sp re p a ra t io n
Th e r ei s a greatdealof unevenne sin
varie ss ig n if ic a n t flyro m e a c hs c h o o l/ c o lle g e .
a n dthe priorityfor fundraising
The currentLevelB allocationprocessdoesnot labelfundingfor development.As a
r e su lt,deansare forcedto dealwit h s c h o o l/ c o lle gperio rit ie st h a t c o mp e t ewit h f u n d i n g
for other priorities.
Deansare facedwith a largenumberof priorities.Giventheir existingsupportstaff,they
a r e u n a bleto givedevelopmentsuf f ic ie npt rio rit y(t h isv a rie sf ro m e a c hs c h o o l/ c o lleg e ) .
The Provostis not effectivelyutilizedto supportdevelopmentand fundraisingactivities.
U CM e r cedis goingto presentan i n c re a s incgo mp e t it io nt o F re s n oS t a t ein a d d it io nt o
majorcommunityfun d ra is in p
g la n s .
seve r aother
l
(att a c h e dre
) v e a lst h a t , o f t h e 1 8 c a mp u s etsh a t h a v e
A su r veyof the CS Ucampuses
directors,14 havead o p t e da mo d e lwh e re b yt h e d e v e lo p me ndt ire c t o rs
de ve lo pment
r ep o r tto centraladvancement.
projectat CS US anMarc o swa s re c e n t lyc o n d u c t e do n t h is t o p ic ,in c lu d in ga
A r e se arch
l i te r a turereview,datacollectiona n d in t e rv ie wsT. h e yf o u n dt h re e mo d e lsf o r
centralized,
d e ve lo pment:
decentra liz eadn d a h y b ridmo d e l.T h e h y b ridmo d e lh a st h e
t ,u t
d e ve lo pment
directorspaidcentra llya n d re p o rt in gc e n t ra llyt o a d v a n c e me n b
h o u se dwith their dean,who prov id e do f f ic es p a c ea n d s e c re t a riaslu p p o rt .
costs;(2)
Threemethodsof evaluationwere usedfor the models:(1) university-wide
un ive r sity-wide
fundraising
effectiv e n e sas n; d (3 ) le g a la n d re g u la t o ryris k s(i, e . ,p le d g e s
no t pr o perlydocumentedor gifts-in -k inodr g if t so f s e c u rit ie bs e in gimp ro p e rlyv a lu e d) .
TheSanMarcosresearchprojectc o n c lu d e d
t h a t t h e t h re e mo d e lsc o mp a re da sf o llo w s :
C en tr alized
model:
) Costs:lowest
) Effectiveness:
medium
) Risks:lowest
D ece n tralized
model:
) Costs:highest
) Effectiveness:
lowest
highest
) Risks:
Hyb r idmodel:
) C ostsmedium
:
) Effectiveness:
highest
) R i sks:medium
Th e irconclusions
at S anMarcos:Wit h o b je c t iv eos f min imiz in go v e ra llc o s t s ,ma x imiz i n g
o ve r a llfundraising
effectiveness
an
, d min imiz in g
ris k s o, n e wo u ld c h o o s ee it h e rt h e
model(whichminimiz e cs o s t sa n d ris k s o
) r t h e h y b ridmo d e l(wh ic h
ce n tr alized
- it h a s
fundraising
m a xim izes
effectivene s sT).h ed e c e n t ra liz emo
d d e lis u n a c c e p t a b le
the highestcosts,the lowesteffectiveness,
andthe highestrisks.
C on clu sions:
Thecu r rentdevelopmentstructureis in a d e q u a t a
e n d u n s a t is f a c t o ry
F ,u rt h e r,it is
impossible
to proceedwith effectiveplanningfor a capitalcampaignfor academicaffairs
w i th o u timprovingthe organizat io n satl ru c t u reT. h ec u rre n tp re p a ra t io no f d e a n sa n d
d e ve lo pment
directorsis not suffic ie ntto s u p p o rta ma jo rc a p it a cl a mp a ig n .
In o r d e rto successfully
mounta ma s s iv ec a mp a ig n
f o r a c a d e mica f f a irswe mu s t e x p an d
ou r h o r izons,
set clearacademicprio rit ie sd, ra ma t ic a lly
ra is eo u r e x p e c t a t io n sin, c re a s e
p re p a ra t io n s ,
o u r i nvestmentin and commitme n t o d e v e lo p me n tma
, k ea ll n e c e s s a ry
po t e n t ia l.
a n dach ieveour fullfundraising
s will n e e dt o
Whiletherewill be manyother step st o t a k e a n d o t h e rp re p a ra t io nwe
makebeforewe are truly readyto mount a successful
university-wide
academic
we
p
ro
c
e
s
s
ca m p a ign, must beginby optimiz in gt h e s t ru c t u rea n d
f o r f u n d ra is in g .
Structure
2. Recommendations
on the DevelopmentOrganizational
CaliforniaState University,Fresno
by
JohnD. Welty
for A ction:
R eco mmendations
s u t re a c h
Fo ra th ree-yearpilot,the organiz a t io n mo
a l d e lu t iliz e df o r e n ro llme n st e rv ic e o
co u n selors
shouldbe adopted,sup p o rt e db y a writ t e n MO U wh ic hp ro v id e sf o r ma jo r
p la na n d a s s u re s
u n d ra is in g
in vo lvement
of the deanin develo p in tgh e s c h o o l/ c o lle gf e
with the scho o l/ c o lle gdee v e lo p me ndt ire c t o r.Du rin gt h is p e riod ,
clo secommunication
fu n d in goriginallyprovidedto the sc h o o l/ c o lle gf o
e r t h e d e v e lo p me ndt ire c t o rwill
r e m a inin the school/college,
d
e
a
n
ma
y
u
t
iliz et h e s ef u n d sa s h e / s h ed e e ms
and t h e
n e ce ssary.
A dditionalfundingfor d e v e lo p me ndt ire c t o rsa n d t h e ir s u p p o rts y s t e mwill
co m efr om the reserveduringthe t h re e -y e apr ilo t p e rio d .De a n swill p ro v id eo f f ic e
sp a cefor the developmentdirecto rsa n d p ro f e s s io n ac lle ric asl u p p o rte q u iv a le ntto a t
l ea st.5 F TE .
A m ajo rinvestmentand commitm e n st h a llb e ma d et o p ro v id ep ro f e s s io n a l
d e ve lo pment
opportunities
for dea n sin f u n d ra is in d
g u rin gt h e n e x tt wo y e a rs .
O nceeachsemester,all Deans,De v e lo p me nDire
t
c t o rst ,h e P ro v o s ta, n d t h e V ic e
, s u e sa n d c o n c e rn sd, iv is io n
Pr esid ent
for A dvancement
will me e tt o re v ie wp ro g re s sis
of r e sp onsibility,
and shareideasa n d re c o mme n d a t io nTsh. e P ro v o s st h a llc o n v e n et h i s
meeting.
Thenext Associate
VicePresidentfor Advancement
will focuson mentoringand
coo r d inating
the development
tea m (d e v e lo p me ndtire c t o rsa n d d e a n s ),p ro v id in g
g u id a n ce
goalsand p la n st,ra in in go n wo rk in gwit h p ro s p e c t so, n g o in g
on developing
de ve lo pment
of deansin fundraisin ga,n d o n g o in gc o mmu n ic a t iobne t we e nt h e
advancement
officeand deans.
TheViceP resident
for A dvancem e nwill
t a t t e n da De a n ' sCo u n c ilme e t in ge a c hmo n t h
to discuss
fundraising
issues.TheVic eP re s id e nwill
t me e t in d iv id u a lly
wit h De a n so n a
r e g u la rbasis.
TheVi ceP resident
for A dvanceme nsth a llre s o lv ed a t a b a s eis s u e sc o n s is t e nwit
t hthe
pla nd e velopedfor the S trategicP la n n in g
F u n d .A g ra n tf ro m t h e p la n n in gf u n d h a s
p
u
rp
o s eT. o d a t e ,4 3 , 0 0 0n e w a lu mn ih a v eb e e n
m
ade
to
A
dvancement
be e n
for this
ad d e dto the database(22,000with s o c iasl e c u rit yn u mb e rs ).A p p ro x ima t e ly
100,000
ad d iti onalgraduate
and attendeef ile sh a v eb e e nf o u n d in t h e A REo f f ic e ,a n d a re b e in g
into the database.
keyp u n ched
On o r a b o u tO c t o b e r1 , t h is e n la rg e dd a t a b a s eo f
23 8 ,00 0nameswill be submittedto t h e T ra n sUn io nCo mp a n ywh
, ic hwill s e a rc ht h e
database
e xp a n ded
for socialsecurit yn u mb e rsn, e w a d d re s s e sn,e w t e le p h o n e
nu m b e rsand changesto areacode s Wh
, ilewe c a n n o tp re d ic t h e o u t c o meo f t h is
se a r chwith certainty,we are hope f u lt h a t h e n u mb e ro f a lu mn iwh oc a n b e re a c hb y
p h o n eand mailwill morethan dou b leb y No v e mb e 1
r ,2000.
Th eSenateCommitteeon A dvanc e me nsth a llb e in v o lv e din re v ie win gt h e s u c c e s os f
plan.
the or g anizational
Thea b ovepilotshallbe evaluateda t t h e e n d o f t h re ey e a rsu t iliz in ga n o u t s id e
co n su ltanttoassistin the evaluat io n E
. v a lu a t iosnh a llb e g ina t t h e e n d o f t h e s e c o n d
ye a r .
3. Memorandumof Understanding
DevelopmentOrganizational
Structure
Thep u r poseof this Memorandumo f Un d e rs t a n d inis
gt o c la rif ye x p e c t a t io nasn d
un d e r standings
regarding
the rest ru c t u rinogf t h e d e v e lo p me not p e ra t io nf o r a t h re e yea rp e riodendingJune30, 2003.
developmentdirectors.Dev e lo p me ndtire c t o rswill re p o rtt o t h e A s s o c ia tV
e ic e
Presidentfor UniversityAdvancement.NOTE:lt is acknowledged
that the MOU
for the Collegeof A griculturaSl c ie n c easn dT e c h n o lo gwill
y re f le c t h e a d d it io na l
s erviceby the developmendt ire c t o ra s E x e c u t ivDire
e
c t o ro f t h e A g O n e
Foundation.
A transferof 53 0 , 0 0 0will b e ma d et o t h e lib ra ryt o p a rt ia lly
c ompensate
for their develo p me ndt ire c t o r.
developmentdirectors.
travel,professional
develo p me nat n d d o n o rc u lt iv a t io n .
salaries.
outreachand communicatioanc t iv it ie (i.
). en
s e . ,n e ws le t t e rs
a n d p u b lic a t io n sWh
deansdeterminethat largerand more formaleventsfor major donorsare
necessary,
the schoolor colle g ewill p ro v id es u p p o rtf o r t h a t e v e n t .
p rocessfor the developme ndt ire c t o rsDe
. a n swill re v ie wa ll a p p lic a n t as n d
concurrence
from the deanwill b e n e c e s s a ry
f o r c a n d id a t etso in t e rv ie wa n d f o r
the candidateto be hired. T h eA s s o c ia tV
e ic eP re s id e nfto r A d v a n c e me nwill
t
seekcommentsfrom the dea nf o r t h e a n n u a p
l e rf o rma n c ere v ie w.T h e s e
commentswill be a significa npt a rt o f t h e p e rf o rma n c e
re v ie w.
Development
directorswil l b e h o u s e din t h e a c a d e micu n it t o wh ic ht h e y a re
assigned.
Deanswill provid ea p p ro p ria t eo f f ic es p a c ea n d e q u ip me n t a
, n da t
least.5FTEprofessional
cle ric asl u p p o rt A
. ll s u p p o rtp e rs o n n eflo r d e v e lo p me n t
will be underthe directsu p e rv is ioonf t h e d e v e lo p me ndt ire c t o r.
Deanswill havethe majorro le in s e t t in gt h e f u n d ra is in g o a lsa n d p rio rit ie sf o r
p la n .
their schoolor collegethro u g ht h e p re p a ra t io n
o f a n a n n u a lf u n d ra is in g
Development
t a s s ist h e d e a nin
directorsand t h e A s s o c ia tV
e ic eP re s id e nwill
preparation
pla
n
s
,
p
u
rs u et h e s eg o a ls A
. ll
the
of these
a n dwill b e e x p e c t e dt o
s olicitation
or acceptancof
e g if t ss h o u ldb e in c o n s u lt a t io wit
n h , a n d wit h t h e
approvalol the dean.
Fundsraisedfor schooland c o lle g e will
s b e e x p e n d e du n d e rt h e a u t h o rit yo f t he
Deanconsistentwith requirements
for the gift. Deansare the responsible
stewardsfor privategiftsfo r t h e ir s c h o o o
l r c o lle g e .
T herewill be open and regu la rc o mmu n ic a t iobne t we e nt h e De a na n d t h e V ice
President
for University
A d v a n c e me nTt .h eV ic eP re s id e nwill
t p ro v id emo n t h l y
s t h e ir s c h o o lo r c o lle g eT. h eV ic e
reportsto eachDeanon fun d ra is in p
g ro g re s in
President
will attenda Dea n ' sCo u n c ilme e t in ge a c hmo n t h t o d is c u s fsu n d ra isi n g
issues.
TheA ssociate
V icePre s id e nfto r A d v a n c e me nwill
t me e t wit h d e a n so n a
regularbasis.
Onceeachsemester,all De a n sd, e v e lo p me ndt ire c t o rst,h e P ro v o s ta, n d t h e V i c e
Presidentfor UniversityAdvancement
will meet to reviewprogress,issuesand
concerns,
and the divisiono f re s p o n s ib ilitTy h
. isg ro u pwill a ls od is c u s s
plansand seekto promotecooperativeefforts.In addition,the
University-wide
groupis expectedto shareid e a sa n d re c o mme n d a t io n s ,
The P rospectManagemenSt y s t e mwill b e ma n a g e db y A d v a n c e me n tA. ll c a mp u s
entitiesare expectedto ab id eb y t h e P MSo p e ra t in gp ro c e d u re s .
In consultation
with the de a n sA
, d v a n c e me nwill
t d e s ig na n d imp le me n ta
programfor professional
fun d ra is intgra in in gf o r t h e d e a n s A
. d v a n c e me nwill
t
providefundingfor this prog ra m,
T hisrestructuring
agreeme nwill
t b e e v a lu a t e da t t h e e n d o f y e a rt h re e u t iliz ing
an outsideconsultantto ass isin
t t h e e v a lu a t io nT. h e e v a lu a t io nwill b e g ina t t h e
year.
end ofthe second
UniversityAdvancementand the DevelopmentProgramToday
N ow n e aringthe end of our first co mp re h e n s ivcea mp a ig nUn
, iv e rs it yDe v e lo p me nis
t one
de p a r tmentwithin University
A dv a n c e me nwh
t , ic ha ls oin c lu d e sUn iv e rs it y
Co m m unications,
l la t io n sT. h e
the FresnoS tateA lu mn iA s s o c ia t ioann d g o v e rn me n t are
staffstr uctureis centralized-dec e n t ra lizwit
e dh, c o n s t it u e n cdye v e lo p me ndt ire c t o rsin
e a chof the eightschoolsand colle g e st h
, e lib ra rya n d s t u d e n ta f f a irs T
. wo c o lle g e sh a v e
a ssistant
directorsof developmenat swe ll,a n d e a c hu n it p ro v id e sa t le a s ta h a lf -t ime
a d m in istrative
supportperson.In Ce n t raDe
l v e lo p me natre t wo c a mp u swid e s p e c ia li s t s ,
th e d ir e ctorsfor plannedgivingand c o rp o ra t e -f o u n d a t io
renla t io n swh
, o a ls oh a v ea d m i n
10
sup p o rt,A lsoin the centralofficea re a d v a n c e me nste rv ic e s t a f fu n d e ra n e x e c u t iv e
(1 per s o n ),d o n o ra n d v o lu n t e e rre la t io n s(2 ),a n n u a lg iv in g( 2
d ir e ctor:prospectresearch
h a lf- timeemployees),
and data-inf o rma t iosne rv ic e (7
s ).
University Advancement Organizational Chart
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Vo lu n teerstructuresassistthe sta f f ' swo rk .T h ec a mp a ig nc o mmit t e e(d e s c rib e b
d e lo w )
n o w i ncludes22 volunteers.
g t h e wo rk o f t h e c o mmit t e ea re e le v en
A lsopa rt ic ip a t inin
de a n sa nd programheads,five oth e r a d min is t ra t o rs
(in c lu d in g
p re s id e nat n d p ro v o s t )
an d ele vendevelopmentdirectorsMo
. s t c a mp u su n it sh a v et h e ir o wn v o lu n t e e rb o a r d s ,
w i th sl i ghtlyvaryinglabelsand fun c t io n sle
: a d e rs h ip
b o a rd ,d e a n ' sc irc le ,a d v is o ry
com m ittee,etc.Complicating
the s t ru c t u re sa re mu lt ip lee n t it ie st h a t s u p p o rtt h e
un ive r sityvariously:
the A g One Fo u n d a t io nt h
, e B u lld o gF o u n d a t io nt ,h e F re s n oS t a t e
Fou n d ation
and more.A ll gift incomeis u lt ima t e lyre c o rd e do n t h e a lu mn i/ d o n o r
da tab a semanagedin CentralDevelo p me n t .
li
The Campaignfor FresnoState
Fr esn oStateconcludeda capitalca mp a ig n
f o r t h e S a v eMa rt Ce n t e rin 2 0 0 3 .
The r e after,
the campuscommunit yf e lt it wa s a c a d e mic s ' t u rn
f o r a ma jo rf u n d ra is in g
e ffo r t.Planning
and preparationb e g a nt,h e f irs t s t e pb e in gt o re c ru ita n e x p e rie n c e d
cam p a igndirector,who beganin ea rly2 0 0 4 .Wit h a c o mp re h e n s ivcea mp a ig nin min d ,
the campusbeganinvestingin both staffand infrastructure,
with supplementalfunding
from gift-relatedrevenuevia the FresnoStateFoundation.
By FY2007both front-lineand back-office
staff had grown,and operationshad been
pr o g r e ssively
professionalized.
On t h e t h e o ryt h a t a c a mp a ig nis a f u ll-f le d g e d
developmentoperationin highgear,the first taskwas to preparethe fledglingprogram
fo r fullflight.B ecause
of accustome re
d lia n c eo n s t a t ef u n d in g t, h e u n iv e rs it yd id n o t
h a vea campuswide traditionof se e k in gp riv a t es u p p o rt T
. h u s ,s o mee s s e n t ia l
de ve lo pment
functionswere miss in ga n d n e e d e dt o b e p u t in p la c e .T h e in it ia ls t a f f
ad d iti onhad beena directorof pla n n e dg iv in g a
; n o t h e re a rlys t e pwa s t o c re a t ea
position.B ythe end of F Y 2 0 O 7e,a c hc a mp u su n it h a d a t le a s ta h a lf -t ime
stewa r dship
d e ve lo pment
director,and the camp u swa s n e a rlyre a d yt o e s t a b lis ho n -c a mp u sa n n u a l
fu n d calling,The youngprogramwa sro llin gT
. h e c a mp a ig nc o n t e x tma d eit p o s s ib le .
Ca m p aign
countinghad begunthe y e a rb e f o re ,in F Y 2 0 0 6P. re s id e nWe
t lt y h a d re c ru i t e d
(a localcouplewe ll-k n o wnf o r p h ila n t h ro p in
ca m p a ignco-chairs
y t h e c o mmu n it y ,
willingto servefor the quiet phase)and a steeringcommitteeof 15 volunteers
r ep r e senting
variouscampuscons t it u e n c ieCa
s . mp u sd e a n sb e c a mein c re a s in g ly
e n g a g edin fundraising-anew rolef o r mo s to f t h e m. B y F Y 2 0 O, 7it b e c a mec le a rt h a t
th e d e a nsand their respective
deve lo p me ndt ire c t o rss h o u ldb e in c lu d e din t h e
cam p a igncommittee,whichwas re n a me dt h e Ca mp a ig n
L e a d e rs h ip
Co mmit t e e .
Stu d e n A
t ffairsand A thleticswere in c lu d e da, n d e a c hc a mp u su n it h a d a t le a s to n e
volu n teerliaison.A ctivecoachinga n d mo b iliz in g
b y t h e c o -c h a irs
e n e rg iz e de v e ry o n e .
Vo lu n teerengagement
and teamw o rkb e g a nt o p a yo f f .
On eof the earlynotablegiftsrealiz e din F Y 2 0 0 7
wa sa ma jo rc o mmit me n tf ro m T h e
Bo e in gCompany.
The corporationp le d g e d5 2 , 0 0 0 , 0 0t0o s u p p o rtt h e Hu s b a n d -B o ei n g
h o n o r sscholarships
in the Collegeo f E n g in e e rin S
g .u c ha c o rp o ra t eg if t , e s p e c ia lly
to an
e n d o wmentfund, is rare.Thesecre th e rewa sa b o ld id e aa n d v o lu n t e e rin v o lv e me n t .
RickHu sband,
commanderof the lo s tS p a c eS h u t t leCo lu mb iawa
, s a F re s n oS t a t e
en g in e ering
master'sgraduate.The u n iv e rs it le
y a d e rs h ip
c re a t e dt h e p la nt o h o n o rt he
tr a g ica lly
lostastronauts
with nam e dla b o ra t o rieasn d e n d o wme n t sin t h e e n g in e e rin g
colle g eB. y enlistingthe help of a 1 9 5 2F re s n oS t a t ea lu mn u swh o h a d b e e na k e yf ig u r e
in the aerospaceindustryand still had personalties to corporateleaders,the university
ga in e da ccess
to proposethis memo riagl if t in h o n o ro f Co l.Hu s b a n dT. h e v o lu n t e e r' s
acti ve,personalefforts-supportedb y s t a f fin e n g in e e rin gp,ro s p e c re
t s e a rc hc, a mp a i g n
co m m u nications
and more--ledto t h e e x t ra o rd in a rv
c o mmit me n tT
. e a mwo rkwa st h e
o the rcr ucialelement.
t2
represented
the peakof the b u d g e ta n d s t a f f in gb u ild -u p s, t illin t h e q u ie t p h a s e
FY20 0 8
campaign.
A n u mb e ro f ma jo rc o mmit me n t swe re a d d e dt o t h e
of th e comprehensive
cam p a ign
total. B othalumniand pa re n td o n o rn u mb e rsg re w in F Y 2 0 0 8a s o n -c a mp us
a n n u a fund
l
callingby studentsbeg a n(ma n a g e db y a n o u t s id ev e n d o r).
FY2009was a blockbusteryearfor FresnoState.Althoughstaff and operatingresources
g it it s s t rid e .Re s u lt s
we r e sufferingcutsbecauseof the f in a n c iacl ris isf,u n d ra is in h
t a re la t io n s h ip
e p itom ized
the basicprinciples
of t h e p ro f e s s io n1:. De v e lo p me nis
Two notablegifts,as well as still
2. Developmentis a long-termprocess.
business;
i ncr e a sing
numbersof alumniand p a re n td o n o rs b
, o o s t e dt h e t o t a l.A S 1 0 , 0 0 0 , 0 0 0
(with
provis
io
n
s
)
matching
le d t o t h e n a min go f t h e e n g in e e rin cgo lle g e .
co m m itment
The b o ostto the campaigntally en e rg iz e d
u n iv e rs it yle a d e rss, t a f fa n d v o lu n t e e rsin t h e
quie tp h a s e .
fin a lm onthsof the campaign's
O nceagain,both volunteerism
andt e a mwo rkwe re k e y s ,T h e d o n o rwa s h ims e lfa lo ng ti m e un iversity
volunteerand don o r,h a v in gn a me da n o t h e rp ro g ra m,c h a ire dt h a t
p r o g r a m'sboard,and servedasfou n d a t io nb o a rdme mb e rf o r ma n yy e a rs .T h e p rin c i p l e
tha t volunteers
who investtheir tim e a n dt a le n ta re mo s t lik e lya ls ot o in v e s t h e ir
tr ea su r eprovedtrue. Involvedin the p la n n in ga n d p re p a ra t io n
f o r s o lic it a t io n
we re
provost,
president
successive
deans,facultymembers,
and advancement
staff.The
pr e sid entwasthe leadsolicitor;th e re la t io n s h ip
wit h t h e d e a nwa s h ig h lys ig n if ic a n t.
t o s t ro n g lywa n t e dt o ma k ea d if f e re n cei n
Thiswa s a commitmentby a philan t h ro p iswh
the fu tureof the region.
FY2009alsorealizedthe largestcashgift to date in the historyof the CaliforniaState
gift from a trust conveyedby bequest.The genesis
Universitysystem,the 529,442,5tG
for this gift was a facultymember ' sin v o lv e me nin
t a n RVc lu b .Hist a lk sa b o u t F re s n o
State'sagricultureprogramsstirredthe interestof a fellow RVer,a rancher,who wrote a
in 19 9 5 .A g ric u lt u re 'dse v e lo p me ndt ire c t o rf o llo we dup
S20 ,00 0checkfor scholarships
b y visitinghim and hiswife. Overtime ,t h e s t a f fme mb e rc o n t in u e dt o v is itt h e ra n c ha
fe w ti m eseachyear,bringingnewso f t h e s c h o la rs h ip
re c ip ie n t a
s lo n gwit h p ro d u c t s
fr o m the FresnoS tatefarm.S heals ole a rn e dh o w e x t e n s iv teh e ra n c hwa s a n d me t t h e
co- o wn erbrother.The checkscon t in u e dP
. a rto f t h e s t e wa rd s h ip
e f f o rtwa s in v it in gt hi s
do n o rcoupleto campus,but they h a d n o t c o met o F re s n ob y t h e t ime o f t h e ra n c h e r' s
de a th. Nineyearsafterthe initial g if t ,a f t e rb o t h b ro t h e rsh a d d ie d ,F re s n oS t a t e
learnedthat the Collegeof Agricultural
Sciences
and Technology
was one of five
no n p r o fitbeneficiaries
for the estat eT
. h ewid o w h a d d is c re t io n
t o a llo tt h e p a y -o u t s ,
an d Fr e snoS tategotthe largestsha re .O n c ea g a inv, o lu n t e e rin v o lv e me nat n d lo n g ter m r elationships
were the key.Th e d e v e lo p me ndt ire c t o ra n d h e r d e a nc o n t in u et o
ste wa r dthe widow,who is a greatf rie n dt o t h e c o lle g ea n d t h e u n iv e rs it y .
In M ay 2009FresnoS tateformallyla u n c h e dt h e c a mp a ig nu, n d e rt h e le a d e rs h ip
o f t wo
ne wlyr e cruitedalumnico-chairslro
. n ic a llys,t a f fa n d b u d g e tc u t swe re u n d o in gt h e
l3
pr io rpr ogrambuild-ups,
but mosto f t h e p ie c e swe re s t illin p la c e .ln s p it eo f t h e
g it ia t iv ewa s mo v in g
r ece ssion
andthe cuts,this first un iv e rs it y widfeu n d ra is in in
fo r wa r d,as it stillis.
Th e sethreegift successes
t h e s in g le" mo s t
may mak eit o b v io u st h a t id e n t if y in g
T,h e c a mp a ig nc o n t e x th a sb e e n
succe ssful
component"of our pro g ra mis c h a lle n g in g
i m po r tant,as hasthe activeinvolv e me not f t h e p re s id e n t ,h e v ic ep re s id e nfto r
advancement
and in fact the other vicepresidentsas well.Thatthis is a first
com p r ehensive
campaignaddsto th e e x c it e me n tMo
. s t n o t a b lein p ro g ra ms u c c e s as r e
wheredean,direc t o ro f d e v e lo p me n ta,s s o c ia t d
e e a na n d v o lu n t e e r
the pa r tnerships
l i aiso nare collaborating
on strateg ie sA. g e n u in es y n e rg yh a se v o lv e din t h e c a mp u s
unitswheresuchpartnerships
are working.Further,on the theory that everygift is the
pr o d u ctof teamwork,the underpin n inogf b a c k -o f f icre
s a ls oe s s e n t ia T
l. h e
e s o u rc e is
t s e a rc hd, a t a b a s ea n a ly s isg,if t
m ostdynamicteamsmakegood us eo f p ro s p e c re
pr o ce ssing,
proposalservices,
d
o
stewa rd s h ip
a n d n o rre la t io n s .
To ba la ncethe creditfor successle, t it b e n o t e dt h a t c o lle a g u ein
s Un iv e rs it y
Co m m unications
and the FresnoSt a t eA lu mn iA s s o c ia t iore
n in f o rc ea n d c o mo le me n t
Development
staff members'efforts.Mid-campaign
reductionsin Advancementstaff
and operatingresourceshavestretched,but not daunted,everyone.A numberof
positionsare no w h a lft ime , a s n o t e din t h e o rg a n iz a t iocnh a rt .T h e
for m e r lyfull-time
programhaslosta fe w f e a t h e rsb, u t we ' re s t illf ly in ga s f a s t a s we c a n .
fully- fl edged
l f the campaigncontextprovidedf o c u sa n d mo me n t u m,a la rg e rc o n t e x ta ls o
co n tr i butedto the reasonsfor suc c e s sT.h ec a mp a ig nh a sn o n -mo n e t a ry
a swe ll a s
particular,
m o n e tarygoals,
in
creat io no f a Cu lt u reo f P h ila n t h ro p yo,n c a mp u sa n d in
th e r e g ion.Now endingits Centen n iayle a r,F re s n oS t a t eis k n o wnf o r p ro g ra mst h a t
e n h a n cethe livesof citizens,
t g io n apl ro b le msa n d o f f e r o p p o rt u n it ies
solvere le v a n re
fo r se r vice-learning
and cornmunit ye n g a g e me nT
t ,h en u mb e ro f le a d in gd o n o rswh o
ar e n o t alumnibut rather"friends "f lo wsf ro m t h iso rie n t a t io n .I n f a c t ,t h e c a mp a ig n
ta g l i nec apturesthe spirit: The Camp a ig fno r F re s n oS t a t e :P o we rin gt h e Ne w
Ca lifor nia.
As FY2011
comesto a close,the ca mp a ig nh a sra is e dS t O Zmillio n ,wit h s o lidp ro s p e ct s
in th e p ipelinefor the finalyear.D u rin gt h e c o u rs eo f t h e c a mp a ig nt,h e Un iv e rs it yh a s
p e rf o rma n c eI n
. 2 0 t O ,F re s n oS t a t ewa s
b e e nr e cognized
nationallyfor outs t a n d in g
r eco g n ized
with the CA S E -W ealth
En g in eA wa rdf o r E x c e lle n cin
e F u n d ra is in gA. n d t h is
m o n th,CA S Ehasrecognized
Fres n oS t a t ewit h a 2 0 t t Circ leo f E x c e lle n cAewa rd .We ' v e
receivedthe OutstandingPerformance
in Fundraising
award,one of only 1.O%
of eligible
in sti tu tions
in the countrysorecog n iz e dT,h isis s t ro n gre c o g n it io o
n f t h e h a rdwo rk a n d
com m itmentof volunteers,
donor sa n d s t a f f ,lt is a s t ro n g f o u n d a t io n
u p o nwh ic ht o
b u ildthe future.
t4