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What New Department Chairs Should Know About Development June 3 , 2012 Presented by

What New Department Chairs Should Know About Development June 3 , 2012 Presented by Carolyn J. Merry, Professor and Chair Department of Civil, Environmental and Geodetic Engineering College of Engineering The Ohio State University Columbus, OH 43210 ceg.osu.edu – merry.1@osu.edu.

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What New Department Chairs Should Know About Development June 3 , 2012 Presented by

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  1. What New Department Chairs Should Know AboutDevelopmentJune 3, 2012 Presented by Carolyn J. Merry, Professor and Chair Department of Civil, Environmental and Geodetic Engineering College of Engineering The Ohio State University Columbus, OH 43210 ceg.osu.edu– merry.1@osu.edu

  2. What is the Role of Leadership? • You are the voice of the department • Gift has an impact to the department • Interacting with the development officer

  3. Language of Development • SUSPECTvs.PROSPECT • Development officer • Develop a good donor list using: • Analytics • Referrals • Donor lists

  4. Planning Your Work • Set aside time each week for making appointments • (Tues-2 hrs for calls; Wed PM-emails; Th AM-follow-ups) • Review contact reports/research before you call & practice your “elevator speech” • Have a purpose for your call • Letter or email follow-up • Will be in the area soon • Dean asked for your opinion • Know area; select more than one meeting place • Confirm appointment 1-2 days in advance • Keep prospect list with you in case of cancellation – excellent time for a cold call!

  5. The Appointment • What’s your objective for the appointment? • Review your research & information (be sure to let them tell their story) • LISTEN! Ask open-ended questions & take notes (mentally or on paper) • Be prepared & ON TIME (early is best) • Have information of your program in your head – signature points of program that will resonate with any alumni (or donor) • Ask for input (stewardship report, OSU memories, their opinion on strategic plan, their opinion on your UG or Grad program) • Agree on your next steps & what format of communication (email, conversation) before leaving the appointment

  6. The Follow-Up • What’s the strategy for the next steps? • Who else needs to meet donor? (Dean, faculty, students) • What/who could help bring donor closer to the department & more involved? • What publications/emails does this donor need to receive? • When should you plan your next visit? • File detailed contact report within 48/72 hrs • Send thank you note (or email) within 48 hours • Review what was discussed and/or promised; follow-up with the donor • Plan next move or visit

  7. Planning Your Travel • Set your anchor appointments based on strategy • 3-5 appointments/day – based on constituency • Inform & involve Regional’s • Be considerate of seasonals– they have a life there too! • Use University Development/Alumni events for contacts; it doesn’t always have to be you • Get contact information; prepare for worst scenario

  8. Managing Your Work • Plan 3-5 months in advance;know where you are going and when • Have written strategy/stewardship plan for each of your top 25 prospects • Create a quarterly touch-base plan • Doesn’t have to be in person; just meaningful • Remember – not everyone is a football fan – there are many other great opportunities on campus to engage donors • Know your portfolio – development officer • How many calls do you have to make to get an appointment? • How many times do you try to contact before you dismiss?

  9. Engagement with Donors • Scholarship events • Student project team breakfast – donors • Newsletter; annual report; Save the Date • Examples of cultivation – campus event, alumni dinner, JazZoo concert • Remember your Development Officer is not your event coordinator • Thank you notes are significant • Relationship building with your donor • Continue stewardship after the gift

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