Presentation to Extension County Directors

1
Plant the Seed EarlyCultivate CreativelyHarvest
a Legacy

• Presentation to Extension County Directors
• November 15, 2007

2
WSU Extension/4-H

• Megan Riebe Director of Development
• Director, Washington State 4-H Foundation
• Caroline Troy
• Executive Director of Development
• CAHNRS WSU Extension

3
Alumni and Friends Organization Chart
WSU Extension College of Agricultural, Human,
and Natural Resource Sciences
Daniel J. BernardoDean CAHNRS
Linda Kirk FoxAssoc. VP Dean WSU Extension
Caroline Troy Executive Director of Development
Britta Nitcy PrincipalAssistant
Robert Scholes Development Coordinator
Megan Riebe Extension/4-H Director of Development
Richard HinesExtension Asst. Director of
DevelopmentWSU West
Jennifer OlegarioAsst. Director of
DevelopmentWSU West
Linda Bailey DevelopmentCoordinator
Gayle Ashworth Program Coordinator 4-H
Foundation (Puyallup, WA)
Dory Straight Secretary
Student Clerical Assistants
As of August 6, 2007
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WSU Extension/4H

• Megan Riebe, Director Of Development
• 3.5 years service to unit
• 12 years in fundraising career
• Staff supervised
• Rich Hines, Major Gifts Officer
• Gayle Ashworth, Program Coordinator
• FY2007 annual goal
• 3,500,000
• FY 2007 year end total
• 4,166,052 (31 increase over 05/06)

5
CAMPAIGN

• What is different in a campaign?
• How can the campaign increase our donor base and
  take our private funding to a new level?

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WSU Extension Change Agent for a Prosperous
Future
The Campaign for WSU will transform WSU Extension
in critical areas that will dramatically improve
the way Washingtonians work, live and interact in
the 21st Century.

• Youth and Education
• Jobs and Economic Development
• A Sustainable Future
• Transforming WSU Extension on the Web

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Youth and Education

• 4-H Youth Development 8M
• Science, Engineering, Technology, Math
• Program Expansion 1M
• Innovative Resources for Youth Teachers 1M
• State-wide Challenge Program 3M
• Myers Point 4-H Center Development 3M
• Center for Youth Workforce Prep 1M
• Learning Centers Technology Capital
  Upgrades and Expansion 2.1M

8
Jobs and Economic Development

• Endowed Multi-disciplinary Agriculture
• Project Teams Development Fund 3M
• Rural Bridges 1M

9
A Sustainable Future

• Ruckelshaus Center Endowed Chair
• Center Innovation Fund 6M
• University Sound Partnership Student Engagement
  and Support for
• Educational Materials 1.5M
• University Sound Partnership
• Ruckelshaus Center Bringing the Best
• Minds To Bear In Solving Critical
• Puget Sound Issues 2.4M

10
A Sustainable Future

• Food, Farms The Future
• Endowed Associate Director of
• Sustainable Food Systems Education
• Program 1.5M
• Endowed Producer Grants Program 6M
• Value-Added Agriculture New Market
• Development 5M
• Building Healthy Families Through
• Better Nutrition Food Access 3M

11
Cross-Cutting Initiatives

• Endowed Graduate Assistantships For
• Students Across the WSU System To
• Work on Extension Initiatives 5M
• Premier Web-Based Educational
• Delivery System 1M
• TOTAL PROPOSED CAMPAIGN GOAL
• for Extension 46.5M

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Elements for Campaign Success
Leadership
Case For Support
Donors
Structure Staffing
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Campaign Giving
95 of our donors make gifts below 25K
95 of gifts come from 5 of our donors
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Solicitations - Whats the Best Approach
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The Prospect Pyramid
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WSU Extension 47M Gift Pyramid
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Moving Prospects Up the Pyramid
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Stewardship
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• A planned gift Is a major gift usually made from
  assets rather than income, normally requires
  professional assistance, and is often is part of
  estate planning
• Charitable Remainder Trusts
• Charitable Gift Annuities
• Retained Life Estates
• Charitable Lead Trusts
• Real Estate Gifts
• Bequests

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Major Gifts - An Investment in Time

• Benchmarking shows it takes an average of 9
  visits to secure a major gift. Up to 2xs that
  for a planned gift
• Components of a Visit (per PG Today)
• Getting the Appointment .5 hours
• Review research .5 hours
• Travel Time (both ways) 1.5 hours
• Visit 2 hours
• Contact report, follow up 1.5 hours
• Total (average for multiple visit trip) 6 hours
• Total estimated for secured gift 54 hours

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Role of the Development Officer

• Partner with Faculty and Staff
• Matchmaker
• Relationship Facilitator
• Liaison to WSU Foundation
• Making the Ask

22
CAHNRS/Extension Staffing Pyramid
CAHNRS and WSU Extension Office of Alumni and
Friends
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CAHNRS WSU Extension Campaign Staffing Pyramid
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Fundraising tactics NOT to use.

• Asking from weakness or deficit situation, i.e.
  our budget has been cut, we have no money
• Asking for a large gift on the first date
• Demanding a gift
• Not listening very carefully to the intent of the
  donor and respecting that intent

25
Plant the Seed EarlyCultivate CreativelyHarvest
a Legacy
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WSU Extension Successes

• Offers reach for WSU into every community in the
  state
• Has secured some of WSUs largest private grants
  to date
• Strong team with strong leadership from dean,
  Linda Kirk Fox, and formal partnership with
  CAHNRS alumni/development effort
• Partnerships with a variety of colleges on
  Extension programs

27
WSU Extension Challenges

• Non-traditional alumni base doesnt fit standard
  university models
• Undiscovered prospect pool of individual donors
• Institutional challenges managing gift/grants
• Has a fundraising culture at the local level
  building one at state level along with increasing
  staff and training
• Need to differentiate our niche when easily
  confused with publicly supported university and
  in competition with local non-profits

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4H/Extension Five-year Fund Raising History
4,166,052
3,170,787
3,034,862
2,697,780
2,085,480
FY03
FY04
FY05
FY06
FY07
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THANK YOU!!