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 Oi€uls PlonnedGlng Oireclor Compcign Cryrmncoti6S i-;'** I f ^'*"o**;l I I Alwuli Frcgrum L."*'-*_..___-._i _l Sodsl Ms{tia il L-ress::-i r *.;;'-] I i Dcv|{opnlent I Er4rncenng I \*'_-_.-.-_-*-,.---l -. , . **-l***-_ Drecior of ;;;;;-) OeYelop0Enl Heslth E HlIlM I i .*-Y:n"--J I | o€relcprent I I L _":::::l_ J rilHr*ltinle #s-i$-on I 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