Worcester Polytechnic InstituteMarch 25, 2008

Office of Development & Alumni Relations

Presentation GoalsPresentation Goals

• Status report: fundraising at WPI today• Understanding of alumni and friend

engagement at WPI as it relates to investing in our future

• The Campaign for WPI• Why do we do what we do?…

General AnnouncementsGeneral Announcements

• PeopleAdmin – Human Resources• Commencement 2008

– Keynote Speaker: GE President and CEO Jeffery Immelt

– Honorary Degree Recipients: Dr. Woodie Flowers, Dr. Richard Lyman and Dr. Jing Lyman

• East New Residence Hall Green Roof Planning/Planting

• Workflow, ODS and Luminis• Gordon Library Director Search

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$295 Billion $295 Billion Donated Last Year

1.8 Million Registered Non Profits in US

• 30,000 graduates worldwide / 48,000 + records in database

• We track up to 102 total variables in database per record

• We have a 65% year-to-year giving renewal rate

• More than 11,000 graduates have given at least one gift

• 121 first time donors year to date

• 5,987 gift transactions / on-line gifts nearly double year to date

• 60 students and coaches volunteered to call and thank donors

• 8,518 phone conversations year to date

• 109,772 pieces of mail (73,516 solicitations/36,256 non-solicitations) in addition to Transformations, The Hill and the President’s Report etc.

Key Development PointsKey Development Points

Number of Prospects by StateNumber of Prospects by State

Page #6© 2006 Blackbaud

Number of Prospects by CountyNumber of Prospects by County

Page #7© 2006 Blackbaud

Likelihood & CapacityLikelihood & Capacity

© 2004 Blackbaud

Page #8

LIK

EL

IHO

OD

CAPACITY

Projects

Upgrade Top Prospects

Low Yield

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Engagement Engagement - Approximately 700 face-to-face substantive

conversations with key alumni and friends about giving- On average, we host 2 WPI specific events per week

somewhere in the world- International Outreach with alumni in Panama, United

Kingdom, France, Hong Kong, Taiwan, Thailand; (India next)

- Faculty outreach nationally through our WPI In Your Neighborhood Events

- Imagine and Achieve Town Halls: Boston, Providence, Worcester, Manchester, Hartford, Cape Cod, Naples, Washington D.C.

- Regional Chapter/Club Events- * Alumni Day Saturday, May 3- * 2008 Reunion Weekend June 5 -8

Inform, Inspire, ConnectInform, Inspire, Connect

5-Year Giving Comparison5-Year Giving Comparison

$1

3,8

19,6

83

$1

3,8

19,6

83

$1

1,9

91,1

38

$1

1,9

91,1

38

$1

2,0

91,5

03

$1

2,0

91,5

03

$1

4,7

68,1

25

$1

4,7

68,1

25

$2

0,1

36,6

93

$2

0,1

36,6

93

$2

2,0

00,0

00

$2

2,0

00,0

00

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Development and Alumni Relations Development and Alumni Relations

ImpactImpact

$400,000$400,000 First major gift to the Sports and Recreation Project

$4.5 million +$4.5 million + Professorships and academic programs

$6 million$6 millionUndergraduate Life Sciences Facilities

$1.3 million +$1.3 million + Area of greatest need – Annual Fund

$1 million +$1 million + Student Financial Aid Scholarships

$7 million +$7 million + Building our future Endowment – Planned Giving

$4.5 + million in financial aid scholarships

$2.5 + million faculty and academic programs

$110,000$110,000 First Year Experience Great Problems Seminars

…and several very interesting conversations underway with potential donors interested in professorships, capital projects, scholarships, and annual giving totaling $30 million +…$30 million +…

0.5-0.25GRAD_DISTINCTION

0.25-0.5STU_HONOR_SOC

-0.251.0STU_SCH_INVOLVE

0.00.75STU_MUSIC

0.00.75STU_PROF_SOC

0.00.25STU_CLUB_SPORT

0.0-0.5STU_INTL_CLUB

1.0-0.5STU_GPA

0.5-0.25STU_PROJECT_CTR

-1.01.0ALUM_VOLUNTEER

-1.01.0REUNION

0.01.0CLS_AGENT

0.50.25HAD_SCHOLARSHIP

0.00.5NUM_OF_CHILD

0.01.0WPI_SPS

-0.75See ZipCodes Tab

RES_ZIP

0.00.75VARSITY_SPRTS

-0.51.0FRAT

0.00.75NON_WPI_DEG

Score Factor for Blank

Score factor for Non-Blank

Binary Factors

Linear normalization to

0—20 scale

Bucket Number in Bucket Number In and Above Bucket

1 26 23977

2 166 23951

3 889 23785

4 1495 22896

5 1994 21401

6 2516 19407

7 2684 16891

8 2567 14207

9 2167 11640

10 1856 9473

11 1560 7617

12 1351 6057

13 1260 4706

14 910 3446

15 770 2536

16 596 1766

17 547 1170

18 394 623

19 185 229

20 44 44

Example:Example: 9,473 in categories 10-20 prospects/suspects

Bucket Number Total Donated Average Donated % Donating

1 26 213.00 8.19 0.192

2 166 2,270.00 13.67 0.193

3 889 9,379.70 10.55 0.193

4 1495 42,968.96 28.74 0.221

5 1994 111,552.00 55.94 0.288

6 2516 299,821.27 119.17 0.354

7 2684 440,223.54 164.02 0.454

8 2567 743,970.23 289.82 0.569

9 2167 765,887.36 353.43 0.651

10 1856 1,166,773.37 628.65 0.727

11 1560 1,316,358.37 843.82 0.812

12 1351 1,404,935.98 1,039.92 0.848

13 1260 2,114,790.42 1,678.41 0.891

14 910 1,723,911.92 1,894.41 0.915

15 770 2,775,350.54 3,604.35 0.953

16 596 3,036,108.51 5,094.14 0.960

17 547 5,111,812.67 9,345.18 0.976

18 394 5,872,892.80 14,905.82 0.987

19 185 2,496,311.58 13,493.58 0.973

20 44 841,839.70 19,132.72 1.000

:

Major Asset CategoriesMajor Asset Categories

• Public company stock• Private company equity• Real estate

Page #18© 2004 Blackbaud

Households whose net worth is between 1M - 10M (Source:2003 IRS data, published in 2006)

CAMPAIGN TABLE OF GIFTSCAMPAIGN TABLE OF GIFTS$200,000,000$200,000,000

Gifts/ProspectsGifts/Prospects

Prospects Prospects IdentifiedIdentified

$ Range$ Range Prospects Prospects NeededNeeded

TotalTotal

1/3 1 $20,000,000 22 $20,000,000

2/6 4 $10,000,000 - 19,999,999

22 $20,000,000

6/15 13 $5,000,000 - 9,999,999 22 $30,000,000

12/30 14 $2,500,000 - 4,999,999 1616 $30,000,000

23/60 58 $1,000,000 - 2,499,999 22 $23,000,000

39/117 38 $500,000 - 999,999 7979 $19,500,000

70/210 57 $250,000 - 499,999 153153 $17,500,000

130/390 193 $100,000 - 249,999 197197 $13,000,000

140/420 275 $50,000 - 99,999 145145 $7,000,000

many many <$50,000 manymany $180,000,000

423/1,254 653 (601)(601)

Annual Fund $20,000,000

Total $200,000,000$200,000,000

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4,4

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4,4

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$2

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Some key pointsSome key points• Appropriate focus on major gift fundraising • Alumni engagement• Clearly communicate about the impact of giving• Recruit talented staff• Thoughtful/Strategic prospect development• Fill the leadership giving pipeline • Enhance donor retention• Campaign volunteer development• Unify focus on campaign priorities• Complete database redeployment and renewal• Secure $80 million by fall 2010 ($100 million)

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