Philanthropy in Europe A difficult territory for higher education? Joanna Motion CASE Vice President for International Operations

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1 EUA Workshop February 2006 Philanthropy in Europe A difficult territory for higher education? Joanna Motion CASE Vice President for International Operations COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 1

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3 Ten good reasons why this won t work here! This isn t America, you know It s the government s business anyway We don t have the philanthropic culture We don t have the wealth This isn t what we appoint our Rectors to do COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 3

4 Ten good reasons. We can t get the staff continued Our alumni don t have close ties to us Corporates will commission research but not donate This is all very well for elite institutions but not for the rest of us We already tried this and it didn t work! COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 4

5 Top 20 Universities Billion Dollar Campaigns 1. Harvard 2. Cambridge 3. Stanford 4. UC Berkeley 5. MIT 6. Caltech 7. Columbia 8. Princeton 9. Chicago 10. Oxford 11. Yale 12. Cornell 13. UC San Diego 14. UCLA 15. Pennsylvania 16. Wisconsin - Madison 17. Washington - Seattle 18. UC San Francisco 19. Johns Hopkins 20. Tokyo COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 5

6 Completed Billion Dollar Campaign 1. Harvard 2. Cambridge 3. Stanford 4. UC Berkeley 5. MIT 6. Caltech 7. Columbia 8. Princeton 9. Chicago 10. Oxford 11. Yale 12. Cornell 13. UC San Diego 14. UCLA 15. Pennsylvania 16. Wisconsin - Madison 17. Washington - Seattle 18. UC San Francisco 19. Johns Hopkins 20. Tokyo COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 6

7 Completed/Announced Billion Dollar Campaign 1. Harvard 2. Cambridge 3. Stanford 4. UC Berkeley 5. MIT 6. Caltech 7. Columbia 8. Princeton 9. Chicago 10. Oxford 11. Yale 12. Cornell 13. UC San Diego 14. UCLA 15. Pennsylvania 16. Wisconsin - Madison 17. Washington - Seattle 18. UC San Francisco 19. Johns Hopkins 20. Tokyo COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 7

8 Philanthropic story in the USA $248bn to philanthropic causes in 2004 $34bn to education generally 83.6 percent from individuals COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 8

9 $ Billion by Recipient USA 2004 Religion Education Health Human Services Unallocated Arts Social Environment/animals International Foundations COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 9

10 $ Billion by Source USA 2004 Corporations Foundations Bequests and Legacies Individuals in Lifetime COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 10

11 Landmarks Campaign for Oxford 200m by 1993 Chalmers 38m by 1999 INSEAD 120m by 2000 Soros $250m gift to CEU 2001 Lille, Louvain, Umeä, Bocconi Copy and Steal Everything? COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 11

12 UK Higher Education Oldest university development offices c20 years old Over half universities now have development staff 80 universities supplying data for m +? 100m raised in 2003 COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 12

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14 Challenges for Europe Leadership Recruiting and training staff Shaping external influences Building a culture of giving Project-led or donor-led? Gaining confidence from each other Finding your balance COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 14

15 Key lessons Much comes from the few: Pareto Long term relationships with major donors Construct your pipeline Fundraising is a contact sport All boats rise with the tide COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 15

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17 The Relationship Cycle Identification Information Stewardship Awareness Commitment Knowledge Involvement Caring COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 17

18 Gift table for 50 million Level prospects gifts total cumulative 10m m 10m 5m m 20m 1m m 25m 0.5m m 30m 0.2m m 35m >0.2m many many 15m 50m COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 18

19 Useful sources ng_ap68.pdf) COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 19

20 Contact details Joanna Motion CASE Vice President for International Operations Tel: Fax: COUNCIL FOR ADVANCEMENT AND SUPPORT OF EDUCATION 20