某咨询某咨询fundraisingforunivers

FundraisingforUniversitiesBrussels,April25th2002第一页，共三十一页。AgendaUniversityfundraisingpracticesabroadFundraisingmechanismsDo’sanddon’tsinacademicfundraisingConclusion2第二页，共三十一页。Theshareofnon-publicfinancingintotalfundsofpublicuniversitiesintheUShasincreasedby10%inthenineties3第三页，共三十一页。50%ofdonationstoUSuniversitiescomefromindividuals

4第四页，共三十一页。Privatecontributionsperstudenthavegrownatover50%perdecade

5第五页，共三十一页。About50%ofprivatefundingisusedtofinancecurrentoperations6第六页，共三十一页。Thetop3fundraisingpublicuniversitiesintheUSraiseasmuchprivatemoneyasthetotalbudgetforuniversitiesinBelgium#Students:1374501400007第七页，共三十一页。BasedonUSbenchmarks,Belgianuniversitiescouldsignificantlyenhancetheirprivatefundraising

KULULB8第八页，共三十一页。USfundraisingisnotdoneexclusivelybyprivateuniversities9第九页，共三十一页。10outofthetoptwentyfundraisinginstitutionsarepublicuniversities=public=private10第十页，共三十一页。EventhemostprestigiousEuropeanuniversitieshavesignificantlylowerprivatefundsthantopUSpublicschools11第十一页，共三十一页。USuniversities’fundraisingisfacilitatedthroughalargenumberoftax-optimaldonationoptionsOutright,

tax-deductible

giftsPropertygiftsBequestsCharitableLead

TrustConstantincome

producinggiftVariableincome

producinggiftGiftstouniversitiesthatoptimizetaxesCharitablegiftannuityCharitableremainderannuitytrustsPooledincomefundsCharitableremainderunitrusts12第十二页，共三十一页。Mostuniversitieshaveawelldevelopedwebsitetoexplainfiscalissuestopotentialdonors13第十三页，共三十一页。Topfundraisingandqualityeducationarehighlylinked“Wealthy”universitiescanensurehighqualityeducationthrough:BestprofessorsBestresearchandeducationfacilities14第十四页，共三十一页。ThereforemostuniversitieshavesetupBoardsofTrusteestogiveananswertokeyqualityandindependenceissuesHowdemandingcanafundingcompanybe?Canitrequireaclass-roomtobearitsname?Canitrequireauniversityresearchteamtoworktogetherwithitsemployees?Canithaveanypreemptiverightsontheresultsoftheresearchprogramthattheyhavehelpedfinancing?Canithaveaninfluenceontheuniversityrecruitmentpolicy?Willprivatefundingbespecificallyinvestedinselectedprojects?Underwhichconditionscanafundingcompanyplayanadvisoryroleforaresearchprogram?15第十五页，共三十一页。Researchandeducationqualityisguaranteedthroughindependentcontrol:HarvardexampleEnsurethattheUniversityremainstruetoitsCharterGiveformalconsenttomajorinitiativesandtoappointmentsProvideadvicetotheCorporationElectedbyalumniBoardofOverseersPresidentandFellowsofHarvardCollege(“TheCorporation”)OrganiseResearchandeducationRaisefunds16第十六页，共三十一页。AgendaUniversityfundraisingpracticesabroadFundraisingmechanismsDo’sanddon’tsinacademicfundraisingConclusion17第十七页，共三十一页。Externalfundraisingisonlyonesourceofnon-publicfinancingforuniversitiesTuitionfeesExternal

fundraisingEntrepreneurial

activitiesRevenuefrom(saleof)spin-offsInvestmentsSponsoredresearchprojectsPrivatesponsorsAlumnidonationsCorporatesponsorsFoundations18第十八页，共三十一页。AlumniandotherindividualdonationsSmallMediumLargeHeritages0-2.000USDAlumniParentsAnonymousOnlineformsMailingsTypicalamountTypicalsourcesTypicalapproach2.000-20.000USDLocalentrepreneursandwealthyindividuals(oftenalumni)InvitepotentialdonorstosocialeventsCreate“honor”arounddonationResearchanddareask“attherightlevel”20.000–>1MUSDLocalentrepreneursandwealthyindividuals(oftenalumni)Alumnigroups(“classof76donatesUSD1M)”Luck,butoftenlinkedtoalumnistatusand/oruniversityreputationRelationships0->20MUSDVerywealthyfamilieswithahistoryofcharitablegivingLuck,butoftenlinkedtoalumnistatusand/oruniversityreputationProvideprofessionalassistance(eg.setuptrustthatprovideslife-longincomefordonor)19第十九页，共三十一页。About5%ofalumnicontibuteyearlyForeveryalumnus,approx.50USDisraised

Averagealumnidonation=1000USD5%ofallalumnicontributeyearly20第二十页，共三十一页。EuropeanschoolshavemuchloweralumnicontributionlevelsthanUSschools21第二十一页，共三十一页。Corporatedonationsareoftenlinkedtoa«

tangible

»returnPurewelfare“Tangible”returnExclusiveaccesstostudents(eg.exclusivePepsisalesinreturnforlargedonation)Primaryaccesstoresearchresults(Novartis-Berkeleydonation)Setupnewresearchfacilitiestoincreasethenumberofengineers…ImagebuildingTiecompanynametorespectedinstitutions/professors“BancofAmericaDean”“KBCchair”ToyotadonationofUSD1M,withoutstringsattachedAnonymousdonationsTypicalapproachUserelationshipstogetaccesstocorporateleadersActivelyapproachthemwithawellpreparedfile22第二十二页，共三十一页。USfoundations’mostimportanttargetiseducation23第二十三页，共三十一页。AgendaUniversityfundraisingpracticesabroadFundraisingmechanismsDo’sanddon’tsinacademicfundraisingConclusion24第二十四页，共三十一页。5«

Do’s!

»inacademicfundraisingInvestCreate

structureBuild/cherish

relationshipsBecreativeDistribute

equallyInvestinagoodteamandsupportProfessionalfund-raisingteamAlumnidatabases-FacilitateandclarifythegivingprocessOnlinepaymentYearlyforms“Whatdougetinreturn?”Provide“tax”optimizationadvicetodonorsTrytoelaboratecreativesolutionstobestsuitapossiblecorporatedonor10year“noCokeonuniversity”inreturnforaUSD25MdonationfromPepsiUofTfundraisergetsadailylistofwealthypatientsintheuniversityhospitalChair:500K-2M+EURProfessorship:100000+EURFellow:

0-1000EUR50%ofdonationscomefromindividualsContactwealthyindividualsMakedonorsfeelspecial,keeptheminformed“Socialevents”forthewealthyLecturesfordonorsNewspaperarticlesBuildingsnamedtodonorsPictures/platesofdonorsinschoolMostdonationsgotoscienceandbusinessdepartments.Distributethemacrossalldepartmentsbecausetheyareimportantforauniversity(reputation)aswell-Exam-

ples:25第二十五页，共三十一页。InvestinginfundraisingclearlypaysoffDartmouth:Fundraisingteamof100FTEsForevery12cinvested,1USDisraised26第二十六页，共三十一页。Europeanfundraisingteamsareunderdeveloped27第二十七页，共三十一页。5«

don’ts

»inacademicfundraisingTakeit

forgrantedInterferewith

academic

independenceUse

everything

atonceWorkwithout

clear

ethicrulesTakeany

sponsorUSuniversitiestypicallyput1/3offundraisinginendowmentsforlateruse(scholarshipsetc)Harvardendowment:USD19BUofTexas(Public):USD10BDon’tjustletdonorscome,approachtheminallpossiblewaysDaretoaskformoneyFundamentalresearchshouldremainprimaryfocusOutsidersshouldneverinfluenceresearchresultsNovartisUSD25MdonationtoBerkeleyinreturnforfirstrighttonegotiatelicensesondiscoverieswashighlycriticizedExam-

ples:--Avoidweapons,tobaccoproducersetc.