Corporate & Foundation Relations & Working with Industry

1. Corporate & Foundation Relations & Working with Industry Dondi Cupp, Assistant Vice PresidentCorporate and Foundation Relations November 18, 2011 Gerberding Hall 142, University of Washington

2. Today’s Program • About University Advancement • Private Giving Landscape • Private Support at the UW • Corporate & Foundation Relations at the UW • What Corporations & Foundations Support • How to Identify Funding Opportunities • How to Get Help • Q&A

3. UW Advancement Mission To engage stakeholders in meaningful interactions that foster pride, advocacy and private support for the University of Washington. Fulfilling our mission requires us to build genuine, trust-based relationships, both internally and externally. We accomplish this through a central-decentral model in which every person values one another and takes pride in advancing the UW — one of the leading public universities on earth.

4. UW Advancement • Advancement includes Alumni Relations, Marketing and Communications, and Development. • Approximately 400 FTE – Central/De-Central Model • Fiscal Year 2011 – Raised $334 million • Campaign UW – Raised $2.68 Billion • 2010 – Ranked #3 Among Public Institutions • 2010 – Ranked #13 Among ALL Institutions

5. UW Advancement Every gift and grant received by the UW comes from one of six different private sources: Individual Giving ProgramsCorporate & Foundation Relations Alumni - $48 million Corporations - $48 million Friends - $49 million Foundations - $97.5 million Family Foundations - $16 mm Other Organizations - $75.8 mm UW Advancement counts all gifts and grants from private sources. See GIM 34 for more on how we classify gifts & grants.

6. Gifts & Grants to the UWWho Reports What?

7. The Charitable Giving Landscape • A widely-held perception is that corporations and foundations are the largest supporters of non-profit organizations. • The reality is that approximately 81 percent of philanthropic dollars in the US are contributed by individuals. • At Research institutions (like the UW) the ratio is usually closer to 50% from individuals and 50% from orgs.

8. The Charitable Giving Landscape • 2010 Charitable Contributions = $291 Billion • Individuals 73% $211.77 billion • Bequests 8% $ 22.80 billion • Corporations 5% $ 15.29 billion • Foundations 14% $ 41 billion

9. Corporate & FoundationRelations (CFR) Our Mission: In passionate support of the UW’s mission, we perform a wide range of functions that help build and support positive and mutually beneficial relationships with companies, foundations, and other private organizations. To achieve our mission, we actively support our campus partners by providing effective tools and services, delivering timely and accurate information, and exercising care in all of our actions. The overall success of our work is based on providing excellent customer service.

10. Fulfilling our Mission • Provide Services, Support, & Tools that Increase Quality of Proposals to Private Organizations • Strategy, Research, LOIs, Proposals, Cover Letters, Budgets • https://devar.washington.edu/AboutDev/CFR.asp • Build Capacity & Community among Unit-Based Teams • Provide Coordination & Clearance for Approaches to key funders (Gates, Boeing, Microsoft, Keck, Etc.) • Relationship Building Activities with Key Partners • Increased $$ and Impact – Bottom Line Results • Support Compliance & Stewardship

11. Fulfilling our Mission • Serve on the Provost’s Proposal Review Committee. • Serve as Advancement’s liaison to the Office of Research, OSP, and the Center for Commercialization (C4C) • Coordinate campus visits from major corporations & foundations • Secure the President and Provost’s involvement in activities that involve top C&F partners • Manage centrally distributed RFPs

13. UW CFR by the Numbers • During Campaign UW, 62.3% of our total came from Corporations, Foundations, and other Organizations. • Why so much? • UW is a Research Powerhouse - $1.5 Billion in FY 2011 • For FY 2011 C/F/Orgs contributed $221,543,988 Corporations $48 million Foundations $97.5 million Other Orgs $75.8 million • Top 15 in Foundation Support Top 10 in Corporate Support

14. Corporate Relations What corporations want and need from higher education partners: • People (best talent – faculty, grads) • Information (content, systems, etc.) • Solutions (research, IP, new ideas) To help give them a competitive advantage in the marketplace

15. Giving by Corporations

16. Corporate Relations

17. Types of Corporate Support • Gifts – (Voluntary – No Strings) • May be designated to support a specific project or purpose • Grants – (Strings – Exchange Transaction) • (Deliverables, Detailed Accounting, Give-Back Clause, Intellectual Property Rights, Performance Requirements, Etc) • Contracts – (Very Specific Terms & Conditions) • Funder is the Primary Beneficiary Consult GIM 34 for More Details

18. Corporate Relations Trend Points: • Traditional Corporate Philanthropy is Quickly Disappearing • Focus on Strategic Partnerships • Focused on Business Goals & Bottom Line • “Key School” Relationships • Value & ROI • Place-Based Giving • Collaboration – Break Down Silos

19. Corporate Relations The Future: You’ve Got to Give to Get! “Holistic” Comprehensive Approach “Concierge” Service-Based Approach Increased Competition for Fewer $ Hyper-Change and Volatility Overhead a Growing Concern More Frequent Central Point of Contact Corporate Naming & Renaming Issues

20. Foundation Relations There are Four Basic Types of Foundations • Independent Foundations • Family Foundations • Community Foundations • Corporate Foundations • Operating Foundations

21. Giving by Foundations

22. Foundations • More than 84,000 Foundations registered with the IRS • Total # has doubled in last ten years • Most do not have staff • 93% have assets under $10 million • 5% Payout Mandated by IRS

23. Foundations • Assets estimated at $628 Billion in 2010 – (lost $150 Billion in Recession but have rebounded) • Era of the “Mega” Foundations Gates - $38 Billion Ford - $11 Billion Getty - $10 Billion • 65 Foundations with assets of more than $1 Billion • Most have assets of less than $10 million • Average Foundation Grant is $143K, so we must manage expectations

24. What Foundations Fund • Good Ideas and the People Behind them • Direct Services • Projects (Scalable & Replicable) • Operating Support • Foundations rarely fund endowments

25. What Foundations Fund “We want our money to do something good and something big. If we’re lucky, both.” • Investments that are Strategic & Catalytic • Partners and tools to solve problems “We’re not interested in higher education, per se, we are interested in solving problems”

26. Foundations Higher Education Funding Priorities for Foundations: • Health & Human Services • Innovative Research • Social Problems & Change • Entrepreneurship • Globalization (Africa – China) • The Environment

27. Foundation Relations The Future: • Rebound in asset growth • More accountability expected • More collaboration required (Inside and Outside Partnerships) • More $ directly to programs • Relationships are key • Success = outcome focused impacts

28. Funding Opportunities • Office of Research Web Site • Office of Sponsored Programs • Funder’s Web Site • Centrally Distributed RFP’s • Customized Prospect Research • Conferences • Sci-Val (Coming in Feb) • Word of Mouth – Relationships with Funders

29. Other UW Industry Contacts

30. Help Please! Contact your unit-based Advancement team Or Email me at dcupp@uw.edu

31. Thank you and Good luck!