What is Development?
And, how can they help me get
money for my research?
Sole Purpose of Development
To support UTHSC …
Your College, your Department, your
Program, your Research
Mission of Development
To inform and involve all constituencies
– whether alumni, donors and friends,
individuals, corporations, and
foundations – in order to encourage their
investment as friends and donors in
support of the mission UTHSC….
Mission of UT Health Science
Center
To improve human health through
education, research, clinical care, and
public service at the University of
Tennessee Health Science Center.
Campaign for UT
University of Tennessee Health Science Center
Priorities determined by Chancellor and Deans
with involvement of Department Chairs
FINANCIAL GOAL FOR
CAMPAIGN
System-wide goal of $1,000,000,000
 UTHSC – goal of $180,000,000
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College of Medicine
 College of Pharmacy
 College of Dentistry
 College of Nursing
 College of Allied Health Sciences
 College of Graduate Education
 Campus wide initiatives
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How do we support these priorities?
With funds from
Individuals – alumni, grateful patients
 Foundations
 Not for profit organizations, such as
American Cancer Society, Alzheimers
Association, American Heart Association,
March of Dimes, etc.
 Corporations
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National 2006 charitable giving
Total = $295.02 billion
Individuals
$222.89
75.6%
Corporations
$12.72
Foundations
4.3%
$36.50
12.4%
Bequests
$22.91
7.8%
Types of recipients of contributions, 2006
Total = $295.02 billion
International
Arts, culture,
affairs
and humanities $11.34
$12.51
3.8%
Public-society 4.2%
benefit
$21.41
7.3%
Health
$20.22
6.9%
Human
services
$29.56
10.0%
Environment
and animals
$6.60
2.2%
Unallocated
giving
$26.08
8.8%
Foundations
$29.50
10.0%
Religion
$96.82
32.8%
Education
$40.98
13.9%
Gifts from Individuals
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What does a donor look like?
Faculty or staff
 Grateful patients and their families
 Alumni
 Graduates of our residencies
 Civic minded individuals
 Someone who wants to leave a legacy
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Four stages of donor cycle
Qualification
 Cultivation
 Solicitation
 Stewardship
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Average amount of time from initial
contact to a major gift is 18 months.
Your role in the process
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Help in qualification (after identification)
 Help in cultivation
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Solicitation
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Be a content expert
“Come along for the ride”
If a proposal is needed, provide descriptions
“Come along for the ride”
Assist in stewardship
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Recognition and thanks, encouraging re-entry into
the donor cycle
What makes an individual want to
give?
PASSION !!!
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PASSION QUESTION: What would you like to
accomplish with your money that would be most
meaningful to you?
Tell me more about that.
Help me understand what you mean by that.
What would you like to see happen to make this
possible?
In addition…
If I understand you correctly…
Communicate what is next…
How do you secure a gift?
Call Gloria or Bev
 If a patient comes to you and says that
they “want to do something for your
department” …. “Would it be alright if
someone from Development contacts
you?”
 Call Gloria or Bev
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WHY???
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We need to coordinate all fundraising asks –
eliminate duplication of asks.
We can help you craft a proposal or gift
agreement.
We can help you suggest an amount.
We can help you strategize.
We are conversant with different ways of
giving.
If you are not comfortable asking for money,
let Development do it.
Don’t let the opportunity slip away.
National 2006 charitable giving
Total = $295.02 billion
Individuals
$222.89
75.6%
Corporations
$12.72
Foundations
4.3%
$36.50
12.4%
Bequests
$22.91
7.8%
Corporate and foundation relations
Strategic research
 Identification of potential prospects
 Cultivation – where possible
 Solicitation – includes proposal
development / or application
 Stewardship
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Foundation Facts
Number of Foundations
1987- 27,661
 2005 - 71,095
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Assets
1987 - $ 15.44 billion
 2005 - $550.55 billion
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Annual Giving
1987 - $ 6.6 billion
 2005 - $36.4 billion
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Types of Foundations
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Independent
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Corporate
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1987-1,295
2005-2,607
Operating
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1987-25,094
2005-63,059
1987-1,040
2005-4,722
Community
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1987-232
2005-707
Research resources
Internet:
 Google/Yahoo
 Individual Foundation web sites
 Foundation Center – searchable database (annual
fee), RFP e-newsletter (free),
http://www.foundationcenter.org
Print:
 Chronicle of Philanthropy, Chronicle of Higher
Education
 National newspapers-NY Times, Wall Street Journal
 Local newspapers-Commercial Appeal, Memphis
Business Journal, Memphis Daily News
FOUNDATION DIRECTORY
ONLINE PROFESSIONAL
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Search: Grantmakers, Companies, Grants, 990s
Grantmakers
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Profile
Grants listing
News/Jobs/RFPs
People
990s
Companies
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Profile
People
10-K
Grantmaker
FOUNDATION DIRECTORY
ONLINE
Company Profile
FedEx Corporation
(formerly FDX Corporation)
3610 Hacks Cross Rd.
Memphis, TN 38125
(901) 369-3600
Company URL: http://www.fedex.com
Establishment information: Established in 1998 from the merger of Caliber System, Inc. with Federal Express Corp.
Company type: Public company
Company ticker symbol and exchange: FDX/NYSE
Business activities: Provides express, ground, and freight delivery services; provides logistics, supply chain management, and
electronic commerce services and solutions.
Business type (SIC): Transportation/scheduled air; trucking and courier services, except by air; management and public relations
services
Financial profile for 2006: Number of employees, 138,400; assets, $22,690,000,000; sales volume, $32,294,000,000; pre-tax net
income, $2,899,000,000; expenses, $29,280,000,000; liabilities, $11,179,000,000
Fortune 500 ranking: 2006-68th in revenues, 107th in profits, and 163rd in assets
Board of directors: Frederick W. Smith, Chair.; James L. Barksdale; August A. Busch; John A. Edwardson; Judith L. Estrin; J.
Kenneth Glass; Philip Greer; J.R. Hyde; Shirley Ann Jackson; Steven R. Loranger; Charles T. Manatt; Joshua I. Smith; Paul S.
Walsh; Peter S. Wilmott.
Corporate officers: Frederick W. Smith, Chair., Pres., and C.E.O.; Rodger G. Marticke, Exec. V.P. and C.O.O.; Alan B. Graf, Jr.,
Exec. V.P. and C.F.O.; Dennis H. Jones, Exec. V.P. and C.I.O.; Kenneth R. Masterson, Exec. V.P., Genl. Counsel, and Secy.; T.
Michael Glenn, Exec. V.P., Corp. Comms.; William J. Cahill, Sr. V.P., Human Resources; Charles M. Buchas, Jr., V.P. and Treas.;
Donald C. Brown, Cont.
Subsidiaries and/or Divisions: FDX Global Logistics, Inc., Memphis, TN; Federal Express Corporation, Memphis, TN.
Affiliated grantmaker(s): FedEx Corporation Contributions Program
Company EIN: 621721435
FOUNDATION CENTER
Plough Foundation
6410 Poplar Ave., Ste. 710
Memphis, TN 38119-4863
Contact: Rick C. Masson, Exec. Dir.
AX: (901) 761-6186
E-mail: Masson@plough.org
Donor(s): Abe Plough‡; Jocelyn P. Rudner; Patricia R. Burnham; Diane R. Rudner; Sharon D. Eisenberg; William Rudner.
Type of grantmaker: Independent foundation.
Background: Established in 1972 in TN.
Purpose and activities: Grants to community projects, early childhood and elementary education, crime, health care, economic development, social service agencies, housing
and homelessness, and the arts.
Program area(s): The grantmaker has identified the following area(s) of interest:
nnovative Social Service Programs in Memphis: Present emphasis is on public education, early childhood development, crime protection, health care and economic
development.
Fields of interest: Arts; Crime/violence prevention; Economic development; Education, early childhood education; Elementary school/education; Family services; Health care;
Housing/shelter, homeless; Housing/shelter, temporary shelter; Human services; Youth, services.
Geographic focus: Tennessee
Types of support: Building/renovation; Capital campaigns; Curriculum development; Endowments; Equipment; Land acquisition; Matching/challenge support; Professorships;
Program development; Program evaluation; Program-related investments/loans; Seed money.
Limitations: Giving primarily in Shelby County, TN, with an emphasis on Memphis. No grants to individuals, and generally no grants for annual operating funds.
Publications: Informational brochure (including application guidelines).
Application information: Application form required.
Receipt of concept letters is acknowledged. Foundation will invite full application and supply forms only to those applicants whose proposals are deemed to match the
oundation's focuses. Interviews with applicants are granted only after receipt of the written proposal and at the invitation of the foundation. The applicant organization should
be aware that most grants carry a stipulation that other contributed amounts must be obtained by the organization as matching funds.
nitial approach: Letter describing project, no more than 3 pages; full application by invitation only
Copies of proposal: 3
Board meeting date(s): Feb., May, Aug., and Nov.
Deadline(s): 10th of month prior to board meeting for full application
inal notification: Generally within 2 days
Officer: Rick C. Masson, Exec. Dir.
Trustees: Patricia R. Burnham; Eugene J. Callahan; Robert A. Compton; D.D. Eisenberg; Diane R. Rudner; Jocelyn P. Rudner; James Springfield; Steve Wishnia; SunTrust
Bank.
Number of staff: 3 full-time professional; 1 full-time support.
Memberships: Council on Foundations; Grantmakers for Children, Youth and Families; Grantmakers for Effective Organizations; Grantmakers In Health; Southeastern Council
of Foundations.
Financial data: (yr. ended 12/31/06): Assets, $172,581,497 (M); gifts received, $37,115; expenditures, $14,000,740; total giving, $11,833,392; qualifying distributions,
$12,734,978; giving activities include $11,833,392 for 70 grants (high: $1,250,000; low: $1,000; average: $50,000-$500,000).
Additional geographic information: County: Shelby; metropolitan area: Memphis, TN-MS-AR.
EIN: 237175983
Selected grants: The following grants were reported in 2006.
$1,250,000 to Greater Memphis Arts Council, Memphis, TN, For capital campaign.
$1,000,000 to Temple Israel, Memphis, TN, For endowment funds.
$1,000,000 to University of Memphis, Memphis, TN, For capital campaign.
$516,667 to Inmotion Musculoskeletal Institute, Memphis, TN, For general operating support.
$500,000 to Lifeblood Foundation, Memphis, TN, For capital campaign.
$500,000 to Memphis Jewish Community Center, Memphis, TN, For capital campaign.
$350,000 to Exchange Club Family Center of the Mid-South, Memphis, TN, For building and renovation.
$300,000 to Jewish Federation, Memphis, Memphis, TN, For annual campaign.
$257,430 to Tissue Banks International, Baltimore, MD, For start-up support.
$125,000 to Salvation Army, Greater Memphis Area, Memphis, TN, For endowment funds.
ast updated: 09/21/2007
What Development will do
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Tracks major foundations, e.g. Bill & Melinda
Gates Foundation, Robert Wood Johnson
Foundation
Provides assistance in identifying prospects
Provides strategy
Central system of prospect and donor master
files – UTHSC connections
LOI, Applications - Review for punctuation,
typos, other grammatical oversights
What you need to do
Inform Development of your intent to
apply – WHY?
 To assure that there is no conflict
 As you submit to the Office of Research,
also submit a copy to Development –
bsakauye@utmem.edu
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Stewardship
The ‘caring’ of the ongoing
relationship/partnership, communication,
required reporting, visits, tours of campus,
invitation to events, with current donors
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Maintain relationship - ROI
Cultivate for future – The best donor is one who is
given before
Time period – 12 months
Reporting - Development will help you with submission
of reports as required
Recognition
GOOD PARTNERSHIP
Increases the likelihood of future grants
 Benefits the funder
 Advances the UTHSC mission
 Benefits Tennesseans and others –
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Improved healthcare
 Improved quality of life
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For questions or assistance

Gloria Greiner-Callihan, J.D.
Assistant Vice Chancellor
College of Medicine
ggreiner@utmem.edu

Beverly ‘Bev’ T. Sakauye
Director, Corporate & Foundation Relations
bsakauye@utmem.edu
YES WE CAN !!!
Imagine what this campus would
look like with an investment of
$180,000,000.