2. John Morris
SVP of Development,
Kansas State University
Foundation
Brent Grinna
Founder and CEO,
EverTrue
@brentgrinna
brent.grinna@evertrue.com
@john_m_morris
johnm@ksufoundation.org
8. 1. The campaign landscape
2. Making the case for sprints
3. The K-State Family Scholarship
4. Rethinking the campaign of tomorrow
5. Showing this in action, across the sector
6. Q & A
Today, we’ll cover:
13. A Capital Campaign Timeline
OCT 2015
Innovation &
Inspiration
public launch
APR 2016
John arrives
at KSUF
MARCH 2017
$1B goal met,
campaign
extended by 40%
2019
New $1.4B
goal met
(projected)
2020
Campaign
closes…
what’s next?
FEB 2015
CEO Greg
Willems
arrives
NOV 2016
New University
President
14. What’s the Point of a Campaign?
Implement
Metrics
Increase
budget
Reorganize
staff
15. What’s the Point of a Campaign?
Students Faculty
Buildings Programs
16. When are we not raising money
for these priorities?
17. What if we changed the
conversation?
That Drives
Results
Driving
Philanthropy
18. The Investor/Donor gives with
her heart, and wants to...
● know the ROI
● be involved
● be joined by others
● know they’ve helped solve a problem
23. Over-Reliance on the Top
On average, the top 36 donors
contribute 63% of annual fundraising
revenue. So who’s “on deck?”
The average gift from biggest donors
dropped 22%
Source: EAB
24. Missing Prospects in Plain Sight
of high net-worth prospects go
uncultivated
of those don’t ever make it into
a portfolio
80%
54%
Source: EAB
25. Big Gifts *Used To* Take Decades to Acquire
53%
of donors take
between 10-29 years
of giving before
making their largest
donation
Philanthropy Leadership Council, 2006
44. The Ripple Effect
Summer 2017
● $650 begins the ripple effect
● 24 new scholarships created
Fall 2017
● Two families put up $1M each in matching money
● 61 new scholarships created
Summer 2018
● $5.5M in new scholarships
● $170k immediately available to 85 students
● 85 new major donors
Fall 2018
● Previous donor again offers a $1M match (30 more matches)
● Two more major donors come in with $500k gifts (30 more matches)
● Additional $2M and 60 matches available
Spring 2019
● 145 scholarships created with $290k immediately available
● Collective giving increases from >$500k to $4.8M
● $9.5M in new, endowed scholarships available in perpetuity
52. 50k annual donors
280k people
9k rated
2k managed
75 households
Communications &
Alumni Relations
Strategic
Solicitations
University-wide
Major Gift
Principal
53. Admit Something Needs to ChangeStep 1:
Since 2005, alumni participation rates have
dropped by 33%
Since 1990, they have been cut in half
54. Bring Smart People TogetherStep 2:
Susan,
Communications
(Engage)
Julie,
Prospect Research
(Qualify & Assign)
Sara,
Strategic Solicitations
(Ask)
55. Start with a TestStep 3:
(Pick a priority without a natural
constituency.)
56. Start with a TestStep 3:
The arts, an institute, the library, the band,
a special program, student life, student
support, extracurriculars, oboe
scholarships.
57. Design Your Giving FunnelStep 4:
ENGAGE
QUALIFY
ASSIGN
SOLICIT
● What are the
numbers?
● Who’s responsible
for each step?
58. Measure ImpactStep 5:
1. What did you learn?
2. Did you hit your funnel goals?
3. Did you hit your overall goals?
4. What difference did your team make?
67. The Oklahoma State Giving Funnel
310,000
constituents
5,000
engaged around aviation content
772
consistent donors
15
high-quality prospects
assigned to gift officer 262 x’s!
71. The UVA / Julian Bond Giving Funnel
230,000
constituents
2,000
engaged around Julian Bond
112
managed or highly rated, unmanaged prospects
$3 million
secured for professorship
78. The Brown Football Giving Funnel
~2,500
football alumni
~1,500
saw mentoring content
66
responded to CTA
?
new mentors, new donors, renewed donors, new major gift prospects
79.
80. 1. Admit Something Needs To Change
2. Bring Smart People Together
3. Start With A [Test] [Pilot] [Experiment]
4. Design Your Giving Funnel
5. Measure Impact
82. John Morris
SVP of Development,
Kansas State University
Foundation
Brent Grinna
Founder and CEO,
EverTrue
@brentgrinna
brent.grinna@evertrue.com
@john_m_morris
johnm@ksufoundation.org