Partnering
Effectively with
Faculty
Spring Front Line Fundraiser Training
Tuesday, April 10, 2012
Session Overview
• Building Trust, Understanding the Partnership, Maintaining the
Relationship, Building a Foundation for Success, Partnering on
Strategy, Managing Expectations, and Preparing Faculty for Donor
Visits
• Dondi Cupp
• Andrew Welch
• Carolyn Black
• Clicker Questions Throughout
• Faculty Panel
• Q&A
• Takeaways
Clicker Overview
• Ignore the “Go” and the Question mark buttons
• When presented with a question, press the number
corresponding with the answer you wish to select and
you will see the light on the clicker turn green
• If the light turns yellow or red, the answer did not go through
• If you select more than one response on a single-response
question, only your last entry will count
• For multiple response questions, simply select all
answers applicable. Wait to see the green light go off
before making another response
• With rated responses, select answers in order from highest to
lowest
Clicker: Rank the Following Foods by
Order of Importance
1.
2.
3.
4.
5.
Chocolate
Okra
Bacon
Tofu
Beer
28%
23%
22%
20%
17%
1
2
3
4
5
Clicker: Are you a Front Line Fundraiser
1. Yes
2. No
75%
25%
Clicker: If you are a front line
fundraiser, how many years experience
do you have as a front line fundraiser in
UW Advancement?
37%
1.
2.
3.
4.
5.
6.
0–2
2–5
5–8
8 – 10
10 – 15
Over 15
26%
16%
12%
5%
1
2
3
4
4%
5
6
Clicker: This man is thinking about:
(pick one)
6%
1. Nothing, as usual.
2. How misunderstood
4%
Benedict Arnold was.
3. “I wonder if I’d look
32%
good in blue and
yellow?”
4. “The meaning of life
25%
can be found by….Oh
look, a bunny!!!”
5. “I think I’ve made a
33%
VERY big mistake.”
Clicker: I would describe my interest
in working with faculty as (pick one)
1.
2.
3.
4.
Love it
Like it
Dread it
A little of each
depending on the
faculty member
62%
23%
14%
2%
1
2
3
4
Partnering Effectively with
Faculty
Part One – Dondi Cupp
• History and Context
• The Advancement-Faculty Partnership
And Why it Matters
• Building a Foundation for Success
History & Context
University of Bologna – 1088
Oxford – 1167
Harvard – 1636
(First naming gift)
University of Washington – 1861
History & Context
1920 – Giving to education totals $65 million
Harvard establishes first formal
“fundraising office”
1930 – Giving reaches $148 million
1936 – gifts become tax exempt
1940s – First “Director of Development”
History & Context
First “Alumni Fund” Director hired – 1966
First Director of Development Hired – 1968
1974 – CASE Formed
1975 – Marilyn Dunn Hired
1987 – Campaign for Washington
1988 – UW Foundation Established
2000 – Campaign UW Launched
History & Context
The Academy is 924 Years Old
CASE is 38 Years Old…
In 2010 $28 Billion was given to
higher education
Clicker: Faculty members play a
critical role in the overall success of UW
Advancement (pick one)
77%
1. Yes, absolutely
2. Sometimes, but
not always
3. Not sure
4. I don’t think so
23%
0%
1
2
3
0%
4
Clicker: What percentage of the faculty
in your unit are engaged with
Advancement?
1.
2.
3.
4.
5.
Less than 10%
10-25%
25-50%
50-75%
Over 75%
42%
26%
23%
8%
2%
1
2
3
4
5
Clicker: What percentage of the faculty
members in your units understand your
role as an Advancement officer? (pick
38%
one)
1.
2.
3.
4.
5.
Less than 10%
10-25%
25-50%
50-75%
Over 75%
32%
15%
13%
2%
1
2
3
4
5
The Advancement-Faculty
Partnership
And Why it Matters
Our work is not their work.
Our work is to support their work.
If we are truly committed to the UW’s mission we
must be fully committed to serving the needs of
our faculty and students
Social beings rely on partnerships
The Advancement-Faculty
Partnership
And Why it Matters
• We need faculty to be successful!
• They can best articulate vision for a project
• They will often have the closest ties to
prospective donors
• They can have greater credibility in the eyes
of donors
• They can directly track and communicate
results
Clicker: The key(s) to my successful
interaction with faculty members
include: (rank in order)
1. Taking an interest in their
work
2. Good listening skills
3. Getting them to understand
my work
4. Taking them on donor visits
5. Making it easy for them to
partner with me
6. Raising money for them
24%
22%
21%
17%
1
2
14%
13%
3
4
5
6
Clicker: What do you think are
faculty’s biggest fears or concerns in
working with Advancement?
(pick one)
40%
1. They will make me ask for
money
2. They will waste my time
3. They don’t think it’s their
job
4. They don’t understand or
trust our role as
fundraisers
5. They will take me out of
my social comfort zone
24%
20%
10%
6%
1
2
3
4
5
Building a Foundation for
Success
• Get to know them – faculty are people too
• Recognize the differences of our worlds
• Establish trust and rapport early on
• Demystify the process
• Be clear about roles & what you need
• Determine comfort zones & respect them
• Reduce apprehensions
Building a Foundation for
Success
Make it fun for them
• Celebrate Success
• Have Academic Leaders Acknowledge their Role
• Consider a “Coaching” approach
• Put them to work & let them shine
• Staff them early – trust them late
• Good faculty stewardship is POWERFUL
•
Building a Foundation for
Success
In the end,
It’s about them…
Good luck!
Ongoing Faculty Engagement
Part Two– Andrew Welch
So…what’s in it for them?
Why would faculty want to work with us?
What value do we provide?
What is Partnership?
A relationship between two or more persons
carrying on a joint business venture with a view
to profit, each incurring liability for losses and
the right to share in the benefits.
Engaging Faculty in the Process
“Whether connecting patients to giving
opportunities, helping depict a vision worthy of
donor investment, or participating directly in the
solicitation process, Physicians are increasingly at
the center of large gifts.
Source: Prescription for Success: Lessons on Enfranchising
Physicians in Hospital Philanthropy by the Advisory Board
Company
• AHP estimates over $1 billion of the total amount
contributed in 2010 to support healthcare came
from grateful patients.
Clicker: The frequency of my
interaction with faculty members is
(pick one)
40%
1.
2.
3.
4.
5.
Hourly
Daily
Weekly
Monthly
Rarely
26%
17%
11%
6%
1
2
3
4
5
Building the relationship
• Philanthropy continues to emerge as critical
revenue stream
• Faculty want to know how this is done
• We can help with process, strategy and
fundamentals of development
Early challenges in
Academic Medical Centers
• The physician-patient relationship is sacred
• What about the physician-philanthropist
relationship?
• The basic scientists says “We don’t have grateful
patients.”
• Basic science discoveries and clinical research
lead medicine to advance, and we need to
help make these connections.
Clicker: Working with faculty
members can be challenging because
(pick your top two)
1. Difficult personalities and
egos
2. They have unrealistic
expectations of me
3. They are too busy
4. They don’t understand what
I do
5. They have anxiety or fears
related to fundraising
6. They don’t respect me
because I don’t have a PhD
27%
24%
20%
19%
14%
1%
1
2
3
4
5
6
Engaging Faculty in the Process
• Johns Hopkins Medicine published a report on
Evaluating Methodologies for Engaging
Physicians in Grateful Patient Fundraising
Journal of Academic Medicine - January 2012
• UW Strategy: Implement broad based and
blended approach
Clicker: Are the majority (50% or
more) of the faculty you work with
comfortable at articulating their case for
support in 3-5 min?
1. No
2. Yes
49%
51%
Building and managing the
relationship
• Obtain clarity of vision, priorities, and roles
• Translate vision and priorities into compelling gift
opportunities – at various levels
• Develop plan and discuss strategic next steps
• Manage expectations
Clicker: I could be much more effective
working with faculty if I:
(rank in order)
1. Had more time to spend
with faculty
2. Knew more about them
personally
3. Was better at demystifying
my work
4. Understood the culture of
the academy better
5. Was better at reducing their
fears and anxiety about
fundraising
32%
24%
18%
19%
16%
1
2
3
4
5
Fundamentals
• Prospect identification and qualification
• Strategies to engage and cultivate relationships
aligned with donor interests and passions
• Develop compelling proposals aligned with donor
capacity and inclination
• Ongoing donor stewardship fosters long term
support
Core components to success
• Vision, mission and compelling priorities
• Institutional and faculty leadership
• Celebrate early wins and build on success
• Follow up and consistency is key to building this
important relationship
• The blended approach to expanding faculty
engagement
Tools in the Toolbox: Preparing
Faculty for Success with Prospects
and Donors
Part Three – Carolyn Black
All Predicated on Trust
• Preparing faculty for success
• Listening Skills
• Dress Code
• Share your passion
• Ongoing Faculty Education
• Make it fun for them!
Preparing Faculty for Success
with Prospects and Donors
Preparing Faculty for success
• Briefings
• Bios
• Details: where, when, directions, phone
numbers
• Your tips?
Listening Skills
• This is not a 50 minute lecture
• Listen as much as you talk
• Ask questions of the donor or prospect
Preparing Faculty for Success
with Prospects and Donors
Dress Code and other delicate topics
• No stained food on ties, please
• Dressy? Business attire? Business casual?
• Shopping trips
Share your passion for your research or teaching
• Enthusiasm is contagious
Ongoing Faculty Education
• New Chairs, Directors, Deans, Campaigns
Clicker: Which of the following do your units
currently employ in working with faculty?
(choose all that apply)
1. Regular workshops or meetings to explain
our role to Chairs and other faculty
2. Annual email to all faculty with an
“Advancement 101” overview
3. Front line fundraisers attend faculty
meetings in their units annually to explain
their role/responsibilities
4. One on one meetings with individual
faculty members
5. Other (not listed)
36%
6%
56%
94%
28%
Clicker: Do you think an incentive, like an
annual award or other type of formal
recognition for faculty who do outstanding
work with donors in partnership with
Advancement, would inspire more faculty to
work collaboratively with Advancement?
1. Yes
2. No
3. Not Sure
30%
39%
31%
Clicker: If yes, what type of recognition
would be most meaningful and effective?
(pick one)
1. Faculty award at annual Fiscal Fling (plaque or
framed certificate)
2. Annual email from Connie Kravas to all faculty
recognizing outstanding faculty contributions
to our work with donors
3. Formal faculty recognition at the unit or
department level. Formal recognition could
include an award at an annual unit faculty
meeting or other ways as appropriate to your
unit.
4. Other?
6%
12%
64%
18%
Faculty Panel
• Dr. Stan Froehner, Professor and Chair,
Department of Physiology and Biophysics
• Tom Daniel, Professor and former Chair,
Department of Biology, and the Joan and Richard
Komen Endowed Chair of Biology
• Reşat Kasaba, Director, the Henry M. Jackson
School of International Studies, and the Stanley
D. Golub Chair of International Studies
“Carolyn, I am feeling very
Advanced this week.”
Faculty Question #1
For Reşat
You have had several different roles at the UW over
your 26 year tenure, from faculty member in Sociology
and the Jackson School, to Chair of the International
Studies Program in the Jackson School, to Director of
the Jackson School.
Can you describe your awareness of, and involvement
with, Advancement and Advancement activities in
each of these roles?
Your awareness in each role of UW campaigns?
“You development people - you
have a magic dust that you
sprinkle on people.”
Faculty Question #2
For Tom
Describe what the ideal working partnership with
Advancement looks like and what you expect from
fundraisers who work with you?
“This is the first place that I have
worked where development has
paid attention to me and my
research and wanted to help.”
Faculty Question #3
For Stan
In building a successful partnership with
Advancement, how did your early experiences at
the UW positively shape your views on this critical
relationship?
Please share some examples of how philanthropy
has had an impact on strengthening your
programs.
Questions?
Thank You