Darden School Corporate and Foundation Relations Office Student Club Fundraising Training

Objectives / Agenda:
*Discuss the student role in corporate
fundraising

*Share tips on successful fundraising and

corporate outreach

*Provide an opportunity for discussion

Clubs Need Companies

Companies
EMPLOYMENT Internships Full-time Hires

Students

Darden

FUNDING Conferences / Forums Fundraisers / Charity Guest Speakers

EDUCATION Workshops Classroom Sessions Networking

Companies Need Clubs

TARGET Access Relevant Audience Market Events

BUILD BRAND
Attend Conferences Support Student Event

GET INFORMATION

Companies
Student Needs / Wants
School News Networking Opportunities Recruiting

Students

Darden

Why Do Companies Give $ / ROI

* Always done it Auto Pilot
* Branding/Marketing Access Info

* New to School/Extra Visibility

* Philanthropy

Thought Exercise
* Target Event
* Target Company

* What You Want

* What They Want / Whats In It For Them

Fundraising Basics
1. Strategy 2. Targeting 3. Customizing Ask 4. Solicitation 5. Follow-Up
What are you trying to achieve? Be Creative Be Focused Who should you pick and why? Whats in it for each target? Buyers Needs One Darden/Cross School Long Term How to solicit? Answer questions Thank you? Dont leave them hanging

What You Want vs. What They Need

Sponsorship

Money! Food, Product, Swag

In-Kind Gifts

Key Parts of a Letter

* Connect With the Company
* Explain Why Writing

* Make Ask
* Next Action

Aligned With Buyers Needs

Follow Up Phone Call

Fundraising Process
STEP 1: PLANNING
Develop annual plan
Meet with OSA for event approval and to secure date Outline a fundraising strategy with club leadership that includes:
Overall event budget for year List of potential sponsors (to be reviewed by CFR) Solicitation letter

STEP 2: SOLICITATION
Contact approved companies
If you plan to contact more companies after approval, must contact CFR beforehand

STEP 3: FOLLOW-UP
Work with UVa Fund for reimbursements
BE PREPARED FOR DELAY IN USEABLE FUNDS Thank all companies and alumni for gifts and support

Keep Corporate Relations informed (no surprises!)

UVa Fund (with CFR copied) will invoice companies once sponsorship is secured Ensure sponsors receive all benefits (logo recognition on signage, announcements, etc.)

Send draft to CFR with list of companies for approval

1st

How to Receive Sponsorship Funds

Once corporate sponsorship is secured

1. Send UVa Fund Contact and CFR rep and email with invoice request
2. UVa Fund creates and sends invoice to the corporation 3. Money is sent to UVa Fund office and deposited into your club account, CFR notified 4. You will receive monthly statements (OSA will be reviewing these as well) and a purchasing card for club use 5. Submit expense form to UVa Fund 6. Check request submitted to UVa Fund 7. Bill/reimbursement paid

Highlights - Corporate Sponsors Program

Builds Partnership Provides flexibility to attract top MBA talent and puts company on faculty and student radar screens Enhances Visibility - Increase presence and brand on campus with students, faculty, and administration Preferential Treatment - Briefings, Interview Dates, First Coffee Dates, Club Activities Shows Commitment Indicates to students and alumni a commitment to Darden

Resources that Will Help You

Resources
Sample Letters
List of past contacts Advice/Ideas Past event material As a guideline

Description
Included in packet
Specific to your club

When to Use
Use as reference you can do better
As you plan Now Now, during planning

Resources To Help
* CDC * Corporate Relations * CFR/Corporate Sponsors * Student Affairs

Next Steps
* Set objectives for the year understand $ needs * MEET WITH PAST FUNDRAISING LEADER FROM CLUB to
receive ALL materials on company contacts

* Plan your budget for the year with club team * Begin working on solicitation and list of potential * FUNDRAISE OVER THE SUMMER

contacts to be approved by CFR everything must go through us first. After that consultation, its up to you!

* Im here to guide you

University of Virginia Fund

UVa Fund Darden School 2011

Service to the University Community

The UVa Fund serves as a fiscal sponsor organization, providing financial services to organizations throughout the extended University of Virginia community

Over 3,200 accounts maintained Number of accounts maintained Endowments University Related Foundations Schools/academic units Alumni Clubs Annuities/Trusts Student/alumni organizations 500 1,700 515 125 50 386

UVa Fund Service Model

University Community UVa Fund Services University Community

Gift Processing

Endowment Management

Distribution

Sponsorships
Notify UVaFund & CFP Rep Invoice Sent by UVaFund Funds returned to UvaFund

Notify
Gift Processing

Invoice
Endowment Management Distribution

Received

Reporting
Monthly Report Distributed by email Provides line item detail Deposit detail total by date Payment detail-Vendor and check information
Gift Processing Endowment Management Distribution

Distribution & Payments

Weekly check distribution Submit request no later than Noon on Tuesdays Checks available by 3:00 on Thursday Delivery options

Purchasing Card real time access to account

Gift Processing Endowment Management Distribution

Fees
Total Assets < $8,000: Assets > $8,000: Fee based on % of assets held
Amounts < $10million Amounts > $10million but <$20million Amounts >$20million 0.50% 0.25% 0.10%

Flat fee of $10 per quarter

All accounts in the U.Va. Fund are subject to an administrative service fee. The above fee structure was implemented in 1995 to help defray the cost of providing administrative support including gift recognition, monthly pledge reminders, check writing, banking fees, and the annual audit expense.

Getting Started..
Authorization Form
Provide officers that should receive monthly reporting Identify individuals authorized to use funds

Purchasing Card Application

Fiscal Sponsorship agreement

Questions????? Contact Lara 434.243.1141 or lem4k@virginia.edu