Transcript Title goes here

Corporate & Foundation Relations
& Working with Industry
Dondi Cupp, Assistant Vice President
Corporate and Foundation Relations
November 18, 2011
Gerberding Hall 142, University of Washington
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Today’s Program
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About University Advancement
Private Giving Landscape
Private Support at the UW
Corporate & Foundation Relations at the UW
What Corporations & Foundations Support
How to Identify Funding Opportunities
How to Get Help
Q&A
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UW Advancement Mission
To engage stakeholders in meaningful interactions that
foster pride, advocacy and private support for the
University of Washington. Fulfilling our mission requires
us to build genuine, trust-based relationships, both
internally and externally. We accomplish this through a
central-decentral model in which every person values
one another and takes pride in advancing the UW —
one of the leading public universities on earth.
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UW Advancement
• Advancement includes Alumni Relations, Marketing
and Communications, and Development.
• Approximately 400 FTE – Central/De-Central Model
• Fiscal Year 2011 – Raised $334 million
• Campaign UW – Raised $2.68 Billion
• 2010 – Ranked #3 Among Public Institutions
• 2010 – Ranked #13 Among ALL Institutions
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UW Advancement
Every gift and grant received by the UW comes
from one of six different private sources:
Individual Giving Programs
Corporate & Foundation Relations
Alumni - $48 million
Corporations - $48 million
Friends - $49 million
Foundations - $97.5 million
Family Foundations - $16 mm
Other Organizations - $75.8 mm
UW Advancement counts all gifts and grants from private sources.
See GIM 34 for more on how we classify gifts & grants.
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Gifts & Grants to the UW
Who Reports What?
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The Charitable Giving Landscape
• A widely-held perception is that corporations and foundations
are the largest supporters of non-profit organizations.
• The reality is that approximately 81 percent of philanthropic
dollars in the US are contributed by individuals.
• At Research institutions (like the UW) the ratio is usually
closer to 50% from individuals and 50% from orgs.
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The Charitable Giving Landscape
• 2010 Charitable Contributions = $291 Billion
– Individuals 73%
– Bequests 8%
– Corporations 5%
– Foundations 14%
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$211.77 billion
$ 22.80 billion
$ 15.29 billion
$ 41 billion
Corporate & Foundation
Relations (CFR)
Our Mission:
In passionate support of the UW’s mission, we perform a wide
range of functions that help build and support positive and
mutually beneficial relationships with companies,
foundations, and other private organizations. To achieve our
mission, we actively support our campus partners by
providing effective tools and services, delivering timely and
accurate information, and exercising care in all of our actions.
The overall success of our work is based on providing
excellent customer service.
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Fulfilling our Mission
• Provide Services, Support, & Tools that Increase Quality
of Proposals to Private Organizations
– Strategy, Research, LOIs, Proposals, Cover Letters, Budgets
– https://devar.washington.edu/AboutDev/CFR.asp
• Build Capacity & Community among Unit-Based Teams
• Provide Coordination & Clearance for Approaches to key
funders (Gates, Boeing, Microsoft, Keck, Etc.)
• Relationship Building Activities with Key Partners
• Increased $$ and Impact – Bottom Line Results
• Support Compliance & Stewardship
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Fulfilling our Mission
• Serve on the Provost’s Proposal Review Committee.
• Serve as Advancement’s liaison to the Office of Research, OSP,
and the Center for Commercialization (C4C)
• Coordinate campus visits from major corporations &
foundations
• Secure the President and Provost’s involvement in activities
that involve top C&F partners
• Manage centrally distributed RFPs
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UW CFR by the Numbers
• During Campaign UW, 62.3% of our total came from
Corporations, Foundations, and other Organizations.
• Why so much?
– UW is a Research Powerhouse - $1.5 Billion in FY 2011
• For FY 2011 C/F/Orgs contributed $221,543,988
Corporations $48 million
Foundations $97.5 million
Other Orgs
$75.8 million
• Top 15 in Foundation Support
Top 10 in Corporate Support
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Corporate Relations
What corporations want and need from higher
education partners:
 People (best talent – faculty, grads)
 Information (content, systems, etc.)
 Solutions (research, IP, new ideas)
To help give them a competitive advantage in the
marketplace
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Giving by Corporations
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Corporate Relations
Hiring
Students
Labs &
Facilities
Affiliate
Programs
Sponsored
Research
UW
Gifts
Faculty
Workforce
Education
Expertise
Licensing
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Types of Corporate Support
• Gifts – (Voluntary – No Strings)
– May be designated to support a specific project or purpose
• Grants – (Strings – Exchange Transaction)
– (Deliverables, Detailed Accounting, Give-Back Clause, Intellectual
Property Rights, Performance Requirements, Etc)
• Contracts – (Very Specific Terms & Conditions)
– Funder is the Primary Beneficiary
Consult GIM 34 for More Details
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Corporate Relations
Trend Points:
• Traditional Corporate Philanthropy is Quickly
Disappearing
– Focus on Strategic Partnerships
– Focused on Business Goals & Bottom Line
– “Key School” Relationships
– Value & ROI
– Place-Based Giving
– Collaboration – Break Down Silos
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Corporate Relations
The Future:
You’ve Got to Give to Get!
“Holistic” Comprehensive Approach
“Concierge” Service-Based Approach
Increased Competition for Fewer $
Hyper-Change and Volatility
Overhead a Growing Concern
More Frequent Central Point of Contact
Corporate Naming & Renaming Issues
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Foundation Relations
There are Four Basic Types of Foundations
• Independent Foundations
– Family Foundations
• Community Foundations
• Corporate Foundations
• Operating Foundations
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Giving by Foundations
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Foundations
• More than 84,000 Foundations registered with
the IRS
• Total # has doubled in last ten years
• Most do not have staff
• 93% have assets under $10 million
• 5% Payout Mandated by IRS
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Foundations
• Assets estimated at $628 Billion in 2010 – (lost $150 Billion in
Recession but have rebounded)
• Era of the “Mega” Foundations
Gates - $38 Billion
Ford - $11 Billion
Getty - $10 Billion
• 65 Foundations with assets of more than $1 Billion
– Most have assets of less than $10 million
• Average Foundation Grant is $143K, so we must manage
expectations
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What Foundations Fund
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Good Ideas and the People Behind them
Direct Services
Projects (Scalable & Replicable)
Operating Support
Foundations rarely fund endowments
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What Foundations Fund
“We want our money to do something good and
something big. If we’re lucky, both.”
• Investments that are Strategic & Catalytic
• Partners and tools to solve problems
“We’re not interested in higher education, per se, we
are interested in solving problems”
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Foundations
Higher Education Funding Priorities for
Foundations:
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Health & Human Services
Innovative Research
Social Problems & Change
Entrepreneurship
Globalization (Africa – China)
The Environment
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Foundation Relations
The Future:
• Rebound in asset growth
• More accountability expected
• More collaboration required
(Inside and Outside Partnerships)
• More $ directly to programs
• Relationships are key
• Success = outcome focused impacts
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Funding Opportunities
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Office of Research Web Site
Office of Sponsored Programs
Funder’s Web Site
Centrally Distributed RFP’s
Customized Prospect Research
Conferences
Sci-Val (Coming in Feb)
Word of Mouth – Relationships with Funders
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Other UW Industry Contacts
Dondi L. Cupp
Corporate & Foundation Relations
E-mail | 206-685-6736
Sponsoring Research
Lynne Chronister, Assistant Vice Provost
Web | E-mail | 206-543-4043
Recruiting & Hiring Students
Susan Terry
Web | E-mail | 206-543-0535
Executive Education & Professional Development
David P. Szatmary
Web | E-mail | 206-685-6308
Entrepreneurship Programs & Competitions
Connie Bourassa-Shaw
Web | E-mail | 206-221-5484
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Help Please!
Contact your unit-based
Advancement team
Or
Email me at [email protected]
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Thank you
and
Good luck!
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