Building a Culture of Philanthropy: Leadership and Strategies for Effective Fundraising
This presentation by Marilyn Foster Kirk, M.Ed., CFRE, explores the integral role of development in enhancing private support for the University of Illinois. It focuses on professional leadership, collaborative strategies, and building lasting donor relationships through engagement and stewardship. Highlighting the success of the "Brilliant Futures" campaign, the session aims to prepare for future initiatives by doubling cash gifts over the next decade. The discussion emphasizes the shared responsibility across the organization to nurture a culture of philanthropy and alignment with institutional priorities.
Building a Culture of Philanthropy: Leadership and Strategies for Effective Fundraising
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Presentation Transcript
Development Marilyn Foster Kirk, M.Ed., CFRE Associate Vice Chancellor, Development
Organizational relationships • University of Illinois Foundation • University of Illinois Alumni Association • UIC Office of Development • College & Unit Development/Advancement teams
Role of Development • Professional leadership for raising private support • Brilliant Futures: $676M • Preparing for the next campaign • Doubling cash gifts in 10 years
Role of Development • Provide professional fundraising leadership • Build & manage relationships between donors & UIC • Facilitate strategy to match donor capacity, interest & gift timing with organizational priorities • Insure donor intent & proper stewardship of both the donor & the gift
Development is a team endeavor • Chancellor & Provost • Deans • Department heads • Development officers • Volunteer leadership
Role of academic leaders • Strategic vision & alignment of fundraising priorities with organizational priorities • Case statement that defines impact of private support • Participation in annual & campaign planning • Identification & engagement with key donors & prospects • Collaboration with development in executing & evaluating strategies & plans • Provision of resources
Common activities of academic leaders (Eduventuresresearch, 2011) • Face-to-face solicitation meetings (60%) • Define cultivation strategies (57%) • Host/Attend events (56%) • Face-to-face cultivation meetings (56%) • Define case for support (55%) • Stewardship visits (52%) • Thank-you calls (48%) • Meet with volunteer committees (45%) • Commitment of 20% time to fundraising (~1 day a week)
Key expectations for development officers • Up-to-date annual & campaign goals • Management of development programs & staff • Portfolio building & management • Visits • Solicitations • Dollars raised • Stewardship • Reporting, internally & externally
Building a culture for philanthropy: Shared values & shared responsibility • A culture of philanthropy refers to an organization’s attitude toward philanthropy, a shared set of values, and the development process . . . And refers to more than fundraising revenue goals. G.M. Cole • The responsibility rests on the entire organization to focus on its mission. • Leading, regardless of position, while living the mission creates a philanthropic culture. • All within the organization can talk with people about the impact of its mission through personalized stories.
Attributes • Impact on students & community is the focus, not organizational needs • Donor relationships are long-term, not transactional • Leaders are actively engaged in building & sustaining donor relationships • Relationship building & fundraising are integral, not peripheral or marginal • Organization invests sufficient resources in relationship building & fundraising activities • Resource allocations are viewed as investments, not costs
Indicators that a positive culture exists • Everyone understands priorities for raising money & is willing to do what is required, regardless of their position. • Everyone helps identify & engage new donors and partners. • Everyone knows what impact private gifts will have beyond the organization itself. • Everyone can articulate the larger vision and share the case for support. • Everyone accepts responsibility for respecting donor intent and stewarding gifts wisely. • Everyone, and most especially those in leadership positions, is also a donor.
