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1、BAIN & COMP ANVFundraising for UniversitiesAgendaUniversity fundraising practices abroadFundraising mechanismsDos and donts in academic fun draisi ngCon clusi onEndowme nts,private giftsand contractsTuiti onsand feesState financing0.019891999The share of non-public financing in total funds of public

2、 universities in the US has increased by 10% in the ninetiesState appropriations as a % of total revenues of US Public universities*100.0%-80.0-60.0-40.0-20.0-50% of donations to US universities come from individualsPrivate contributions toUS universities (USD B)30n-Otherorga nizatio ns rReligious 2

3、4.220J20.410H199923.2Foundatio nCorporateNon alum niAlumni20002001Private contributions per student have grown at over 50% per decadePrivate contributions per US university student (USD, inflation adjusted)1,5932,0001,500-1,000-500-690198098119902000About 50% of private funding is used to finance cu

4、rre nt ope rationsPrivate contributions toUS universities (USD B)30n24.220HProperty, buildings& equipmentEndowments10HCurrent operations2001The top 3 fundraising public universities in the US raise as much private money as the total budget for universities in Belgium140000137450# Students:Based on U

5、S benchmarks, Belgian universities could significantly enhance their private fundraisingCurrent BasedBased onon USUS publicaverages univ. BDPsPrivate contributions (EUR M)150n100H50?0ULB132Current BasedBased onon USUS publicaverages univ. BDPsUS fundraising is not done exclusively by private un iver

6、sitiesNon-public funds raised by the top20 fundraising universities (USD M)8,00016,000-4,000-2,000-6,069Public UniversitiesPrivate Universities10 out of the top twenty fundraising institutions are public universitiesPrivate funds raised, 2000=privateEven the most prestigious European universities ha

7、ve significantly lower private funds than top US public schoolsPrivate funds raised, 2000US univer sides fundraising is facilitated through a large number of taxoptimal donation optionsBequestsProperty giftsOutright,tax-deductiblegiftsGifts touniversities thatoptimize taxesCharitable LeadTrustCon st

8、ant in come producing giftVariable income producing gift Charitable gift annuity Charitable remainder annuity trusts Pooled in come funds Charitable remainder unitrustsMost universities have a well developed website to explain fiscal issues to potential donors”潮叫5* -d 山“V 叭 WoPlanned Giving(camoAc C

9、rAh m1 fa* KS*f.1 “ f、 Mie “ E，U 5 H J *&SK Crv*f-J 才3 0 KKXV b M5m _ ；!/-“ f t ，*/ X 亠4 IQl). tr*t r-e* Jr Cc*rUniversity Planned GivingTax Law Changesjg g. j0EF加 Mrs4 q;Xcovl. 3 taw rwyjrw itat c1an rrwwrtm cktFVWC greats tie rw 2 051 ” 0 “3如：aojn o% of RMti!mMfvt Ak3tftkCaUJpy)wnK445rS2g * tmowti

10、 ticaru.ym gm to r&TCM cer rrerrs r* 如心 cW 侨 e 卯 mxk tD*p ren rd *:o rccoj are* c*4M pW：*53MWEg 0i.阳Hemo liMwvd Your Fial OmIZrrlrry* Wvn bcyw: Az93 renews* M m U 3沧gg Of6dract/ldQtM u、smwEu/“IX d iWT.iJTimkIwm o$i(“s *ereX*4(OC 8, 4 r tw UT Icr* 2& MO r*tDalTam c*,Wmjno1O?7CCfl 4Xf k co rtMVK Mite

11、pan to stanchV wnnwj rH*nrE UTu-iXrtbw g MvJ Arwncal f*Mc wG av*nti g M watt or gcdty XSygrrW urjr/ ax匕awms;毗igyCwS,Mui* 32小 ty Z” dt LTW1/ O rl M *M1 n YDugUrtt ,*、 “ch 对 ”4 “chA “:3iW ng TSM d &CS W32 Wry c4t3l*ctwvSnwt Lrtlrap*/it tfBr 4*awntofrt? s pM3i cu(Mms“w tMrrrxmw m t* tuvi b m 吒 ret*5wi

12、w/i ccc1M USD0 - 20M USDTypical Alumni Local Local entrepreneurs Very wealthy familiessources Parentsen trepre neursand wealthywith a history ofand wealthyindividuals (oftencharitable giving Anony mousindividualsalumni)(often alumni) Alumni groups (classof 76 donates USD 1 M)Typical Online forms Inv

13、ite potential Luck, but often linked Luck, but often linkedapproach Mailingsdonors to socialto alumni statusto alumni status and/oreventsand/or universityuniversity reputation Create honorreputationProvide professionalaround donation Relatio nshipsassistance (eg. set up Research and dare ask at thet

14、rust that provides life- long income for don or) 19right levefAbout 5% of alumni contibute yearlyFor every alumnus, approx 50 USD is raised Average alumni donation = 1000 USD5% of all alum ni con tribute yearlyEuropean schools have much lower alumni contribution levels than US schools ._. % of alumn

15、i that give donations60%60%40-20-5%US AverageAverageEuropeanun iversityUS Best practice: DartmouthPure welfareImage buildingTangible return Toyota donation of USD 1MZ without strings attached Anonymous donations Tie company name to respectedin stituti on s/professors-Banc of AmericaDeanw-、KBC chair

16、Exclusive access to students (eg. exclusive Pepsi sales in retum for large donation) Primary access to research results (Novartis-Berkeley donation) Set up new research facilities to increase the number of engineersCorporate donations are often linked to a tangible return.Typicalapproach Use relati

17、on ships to get access to corporate leaders Actively approach them with a well prepared fileUS foundations most important target is educati onDonations from USfoundations, 2000100%n8060-40-Arts&CultureHumanservicesHealthEducation0Fifty largest receivers of donations by foundations in 200050i40-30-20

18、-10-0-OtherUn iversitiesAgendaUniversity fundraising practices abroadFundraising mechanismsDos and donts in academic fun draisi ngCon clusi on5 Dos! in academic fundraisingInvestCreate structureBuild/cherish relati on shipsBe creativeDistribute equallyTry to elaborate creative solutions to best suit

19、 a possible corporate donor In vest in a good team and support-Professionalfun d-raisi ngteam-Alumnidatabases Facilitate and clarify the giving pr ocess-Online payme nt-Yearly forms-What do u get in return? Provide tax optimizati on advice to donors 50% of donations come from individuals Con tact we

20、althy individuals Make donors feel special, keep them in formed Social events for the wealthyMost donations go to science and business departme nts. Distribute them across all departme nts because they are important for a un iversity (reputation) as wellExam-. pies: Chair: 500K-2M + EUR Professorshi

21、p: 100 000+ EUR Fellow:0-1000 EUR Lectures for don ors Newspaper articles Buildings named to donors Pictures/ plates of donors in school 10 year no Coke on university in return for a USD 25M donation from PepsiU of T fundraiser gets a daily list of wealthy patients in the university hospitalInvestin

22、g in fundraising clearly pays offDartmouth: Fundraising team of 100 FTEsFor every 12c in vested, 1USD is raisedEuropea n fun draisi ng teams are under developedNumber of fundraising FTEs1S0un iversities5 dorTts in academic fundraisinglake it for grantedInterfere with academic independencGUseeverythi

23、 ngat onceWork withoutclearethic ruleslake anysponsor Dont just let donors come, approach them in all possible ways Dare to ask for money Fun dame ntal research should remain primary focus Outsiders should n ever in flue nee research results US universities typically put 1/3 of fundraising in endowments for later use (scholar