What Should We
Be Doing Differently?
A Proactive Approach
to Building Your Prospect Portfolio
2003 ALADN CONFERENCE
Tucson, Arizona
Julie Seavy
Director of Development,
University Library System
Allie Quick
Executive Director,
University Principal Gifts
“Find ‘em, Get ‘em & Keep ‘em”
• Where do you find library prospects?
• What do you know about your potential
prospects?
• How do you get in the door for a visit?
• How do you captivate their attention?
• What next?
ULS Comparative Fundraising Chart
1996-2002
1,400,000
1,200,000
1,000,000
800,000
600,000
400,000
200,000
0
1996 1997 1998 1999 2000 2001 2002
TVS
AGF
Non-AGF
ULS Campaign Sources
3%
1%
6%
10%
2%
Individual Major Gifts
Foundations
Corporations
Other
Planned Giving
Individual Other
78%
ULS Campaign
Overall Goal:
$16 million
Raised to Date: $7 million
• Dick Thornburgh Collection
• Center for American Music
• University Librarian Chair
Challenges
• Many programs are relatively new
• No natural constituency
• Viewed as a campus competitor
Collaborative Approaches
• Presentation to DoDs
• Joint prospect appointments
• Sharing of library donors with
schools
• Participate in librarians’ “brown
brag session”
• Comprehensive Endowments
Finding New Prospects
Comprehensive Endowment Process
• Patience is key – 1 yr. process
• Initial discussions with library director,
IA supervisor and trusted colleagues
• Buy-in (benchmarks)
• Written document
• Provost approval
• Implementation
Before You Start
• Materials to gather
• Questions to ask
Tools:
• Research
• Wealth Assessments
• Internet
• Company website
• Newspapers / Press releases
• Google search
• Department information
• Classmates/volunteers
Making Contact
• Be prepared
• Be upfront
• Be resourceful
inFluence: “…on the Dean’s staff…”
“…contacting you at the suggestion of…”
“…recently met with Joe…”
Flattery:
“…would like to come visit YOU...”
“…the Dean would like to meet YOU…”
Flexibility: “…at a time convenient for you…”
Fibbing:
“...will be in Tucson…”
Face to Face
1. “Feel Good”
2. Fact Finding
3. Fundraising
4. Future
•
•
Open with a “gift”
Find their emotional cord and pull it!
•
•
Ask leading questions
Listen to what they are NOT saying
•
•
Talk about your fundraising goals
Share good news
•
•
Determine next steps
Ask for something before you leave!
“85% of getting the gift
is setting up the visit.”
Jerry Panas
Ensuring a Healthy
Prospect Portfolio
If you…
•
•
•
•
implement new methods for uncovering prospects…
take full advantage of the resources available to you…
are frank about your fundraising goals…
ask key questions and listen carefully…
… you can make accurate qualifications
… you can set realistic expectations
… you can build solid relationships
Ensuring Success
•
Individuals must be properly qualified;
both intent and capacity are clear
•
Your fundraising goals must be known
•
A solicitation should never be a surprise
•
Individuals understand and appreciate how
they can make a difference