A Conversation with D-SIP Alumni

Editor’s Note: As many of our FLiP readers are aware, we continue to enjoy a relationship with the University of Michigan’s innovative Development Summer Internship Program (D-SIP).  To give you a real sense of the value of the program for its participants, we sat down with four alumni to learn about their experiences.  You’ll read about what it’s been like for these individuals to begin their careers in philanthropy; consider this a Mega Meet-A-FLiP – Michigan style!

FLiP: What do you do for a living? Where are you located?

Natalie Wowk (NW): I'm a Peace Corps Volunteer in a small town in Namibia called Arandis. I work for a corporate foundation as a math tutor for high school students. I'm also part of the PC Namibia fundraising committee. We raise money for HIV/AIDS related projects and issue small grants to fellow PCVs.

Amy Pfaehler (AP): I currently reside in our nation's capitol city, Washington, DC. I work at a small campaign strategies/consulting firm in DC where I fund-raise for Members of Congress. Through my job I have had the wonderful opportunity to attend the 2008 Democratic National Convention in Denver, CO, and have been able to work with and for some of the brightest leaders in the country.

Kellen Sarb (KS): I am now living and working in Boston, MA. I accepted a job as the Annual Giving Coordinator for Boston University’s Parents Program, and have been at my position since the beginning of July.

Layne Scherer (LS): I am currently working at Public Citizen in Washington, D.C. as their Foundations Relations Coordinator.

FLiP: Did the D-SIP program impact your career decision? Have you used any skills you learned in the D-SIP program since you graduated?

KS: The D-SIP program absolutely impacted my career decision. I knew I wanted to work somewhere in the nonprofit field and was originally looking to do Foundation or Community Relations work for a sports team (I was a Sport Management major). Through my internship with Michigan’s Office of Development last summer, I realized how much I enjoyed working in a higher education environment and decided to focus my post-graduation job search on that field. As I said, I have only been in my position for about three weeks, but I have still been able to relate a lot of what I learned in my past internship to my current position at BU. In my short time here, I have gotten to work directly with donors and meet with parents to educate them about our program and about the University in general. Through these interactions, I realize how important the networking and fundraising skills I learned last summer truly are.

LS: Without the D-SIP experience, I do not think I would have known about the possibilities of a career in development, let alone be searching for a career in the field. The experience in the architecture school's annual giving program gave me insight into the rigor it takes to stay connected to alumni through outreach projects, campaigns, and stewardship. It was a great first experience and I've been able to continue to apply that knowledge into my current position.

AP: D-SIP introduced me to the wonderful world of philanthropy and fundraising. Had it not been for the D-SIP program, I may have not considered fundraising and development as a potential career path. I really enjoyed working at the Department of Urology at the University of Michigan hospital, where I had two wonderful development mentors that gave me an unforgettable and valuable experience. I jumped into making contribution requests within the first week of my internship, and assisted with planning and executing the second annual Michigan Fantasy Football Experience with Coach Carr, which raised over $250,000 for prostate cancer research at the University of Michigan. It felt great to know that the contributions from the event would benefit a cause that is a global concern for men and their families.

NW: I don't yet know if D-SIP has changed my career decision but I do believe it will open doors for me because I eventually would like to remain in the NGO field. D-SIP has challenged me to rethink what I knew about fundraising and about running an NGO in general. I do think I will use my skills to help raise funds for PCV projects, whether it's writing a donation letter or brainstorming new ways to reach contributors. It will be an interesting challenge to adapt these skills to an entirely different social setting, however.

FLiP: What do you intend to do with your career?

LS: For my career, I intend on pursuing a job in fundraising and development. I hope to get continued exposure to different areas and roles in the field to help me decide what kind of organization and position fits my passions and skills best. I do plan on returning to graduate or professional school within the next three to six years in order to supplement my career, but do not know what kind of further education I plan on applying for yet.

KS: I would like to continue to work and grow in the Development field. I really enjoy interacting with donors, so at some point in my life I would like to become a Leadership Gift Officer. I realize I have a long way to go until that point, but it’s nice to have that goal in mind to have something to work towards.
NW: Currently, I am interested in the field of local economic development. After Peace Corps I hope to attend graduate school and work for an NGO or local government in urban planning.

AP: I would love to continue fundraising in any capacity. Political fundrasing is a bit different from development in higher education institutions like the University of Michigan because there are many federal regulations involved with political fundraising that do not apply to the gifts and contributions one can make to Universities and other non-profits.

FLiP: Did D-SIP impact your experience at Michigan or opinion of the University?

KS: D-SIP did impact my experience at Michigan. It opened my eyes to how much development affects a community—much more than most people can actually see. The Office of Development works hard to control the disparity between tuition and actual costs of education. Tuition only covers a small percentage of what it actually takes to educate a Michigan student, and the rest comes from the hard work of a dedicated development staff. D-SIP also made me realize how great Michigan alumni are. There are thousands of Michigan alumni across the country, and many are very committed to their school. The University would not be where it is today without its amazing graduates, and I hope to be considered one of these valued alumni one day.

AP: D-SIP came to me at the perfect time during college. It was a pleasure to spend my last summer in Ann Arbor meeting many people that make such a difference within the University and greater educational community. I realized how important it is to retain connections with Michigan alumni, who have a vast network that stretches across the world. When I moved to Washington, DC after the D-SIP program concluded, I participated in another Michigan internship program and was able to incorporate skills learned through the D-SIP program to help raise funds for the Michigan in Washington internship program. I made wonderful contacts and relationships with other Michigan students and faculty, and felt comfortable sharing my experience with others to help foster a sense of giving-back to their program and community.

NW: I'm glad I did D-SIP immediately after graduating because I feel that I got to see a whole different side of the University. As a new alum it was interesting to watch the development of the U's relationship with alumni. Also, one of the things that impressed me the most was how everyone in development there is so proud to be working for the U.

LS: D-SIP didn't necessarily impact my view on the University of Michigan, but it expanded my understanding of the organization and the way in which the institution operates. It gave me a greater insight and appreciation for the quality of education and programs offered here.

FLiP: Have you found enough professional resources and educational opportunities in your community since you graduated?

AP: The contacts and relationships I developed with my peers and Michigan faculty while a part of the D-SIP program are invaluable resources. Once I realized I had a passion for fundrasing and development, I felt confident that I would be able to find other opportunities to enrich my skills. The networking skills I gained while a part of D-SIP have enabled me to make important connections. I have found that sometimes in the field of development, it's essential to meet and connect with a variety of people. These contacts may serve as future resources to help me in the future, no matter where I am working.

The D-SIP staff could not be more encouraging to their alumni- every time I receive a piece of mail from the University of Michigan, I have a greater appreciation for how the University fosters relationships with donors and alumni. My D-SIP classmates were some of the greatest students I met while at UM, and we continue to keep each other updated on what we are involved in, and how we can be of service to one-another. D-SIP also taught me the importance of "giving back." I plan on making an annual contribution to the program for as long as possible, and hope that other D-SIP students, and those influenced by the program, want to give back as well. I feel very privileged to have been part of such a fabulous program.

LS: I have found a great outreach from the professionals in the area. My supervisor has introduced me to many different people in development, all of whom seem excited to hear about the D-SIP program and the new wave of development officers coming into the industry.

NW: Such resources are pretty limited in Namibia. However, there are many resources and training opportunities within the Peace Corps community. I have learned a lot about grassroots development through my work here.

KS: I absolutely have. I recently joined Women in Development, a nonprofit professional association whose mission is to promote and support the advancement of women in the development profession for those in the greater Boston area. It is great to know that there is a whole community of development professionals to support you and learn from, right in your own city.
Being in Boston, one of the most prominent centers of educational opportunities, there are a tremendous amount of educational resources at my fingertips. I hope to go back to school as some point in the future, and Boston seems like the perfect place to do so, as well as a great place to grow as a Development professional.

For our corporate philanthropy readers: check out a great new blog!

For those of you who, like me, work in the realm of corporate philanthropy, or CSR more broadly, I want to point you to a terrific new resource.  One of FLiP's founders, our friend Jessica Stannard-Friel, has started Reimagining CSR.  The blog focuses on innovations and trends in corporate social responsibility, with an emphasis on initiatives that serve both a social impact motive and a profit motive.  Jess, who comes from the world of corporate philanthropy consulting and is now wrapping up her MBA at Harvard Business School, delivers of-the-moment content and inspires some really interesting conversation with her readers.  Want to join them?  Visit Reimagining CSR!

Future Leaders in Philanthropy Meets:

Joseph Donahoo, Executive Director of External Affairs for UCLA’s Samueli School of Engineering and Applied Science

Every once in a while, Future Leaders in Philanthropy “meets” (in this case, six-degrees-of-Kevin-Bacon style) more experienced professionals in the nonprofit sector who are willing to give us a peek into their day-to-day work.

Our friends at University of Michigan connected us with UCLA through an Academic Impressions conference last December.  Academic Impressions is a professional development forum for higher education administrators and managers, with a multi-disciplinary approach to addressing issues and concerns in higher education.

Like many of us working in this sector, Joe did not exactly plan on becoming a fundraising professional. Of course falling into fundraising is becoming less and less common because of the phenomenal growth of philanthropy in the last 10 to 20 years, paralleled with the increase in higher education programs with development and philanthropy concentrations.

Still, it’s always fascinating (at least for us at FLiP) to read/hear about how someone became involved in the nonprofit sector.

Future Leaders in Philanthropy (FLiP): Describe your role at UCLA.

Joe Donahoo (JD): I lead external affairs for the Henry Samueli School of Engineering and Applied Science. That includes fundraising, alumni relations, corporate relations, and marketing/ publications.

FLiP:  What is your educational background? What brought you into the nonprofit sector? 

JD: I earned a Bachelor's Degree in finance, and later earned a Master's in computer information systems. Both degrees have served me well - finance for the more complex gifts, and computers for all the data we mine in this work.

I started in fundraising after four years in financial services. I joke that I ask people for money, and now I tell them they will never get it back. With the current stock market, it isn't so funny.

FLiP:  What is the most satisfying aspect of your position? What is the most challenging?

JD: I really enjoy working with my team; they are dedicated and talented. I also enjoy the application of engineering to solve problems. For instance, our way of life is a product of engineering. The electricity, water, and Internet, which we take for granted, are all products of engineering. The problems we face as a global society will be solved by engineers. Getting that message across effectively can be challenging, especially to non-engineers.

FLiP: How do you get that message across effectively?

JD: I talk about the real-world applications of the work achieved by engineering, the things that we take for granted like a cellphone. And then I discuss the next generation potential of these real-world examples that our students are researching, like the potential for a cellphone to become a health monitor. It’s a possibility….

FLiP: In terms of day-to-day responsibilities, how is your role different at UCLA than from other nonprofit organizations? How is it the same?

JD: UCLA is an amazing organization. It has many top-notch programs, including medicine. In that sense, it is highly complex to understand all the synergies, but that also makes for some unique opportunities as well. For instance, many faculty in engineering are working on health-related research - with the Geffen School of Medicine.

FLiP: What would be your recommendations to someone who is interested in pursuing a similar path?

JD: My biggest decision was to make the jump to philanthropy in 1998, but I had good mentors, and that made a huge difference. In the end, I chose to continue to work in higher education. At UCLA, there is always someone with more experience, and another way to approach a donor strategy - and that help is immeasurable. It is a great industry, and I chose a great time to change careers; it was really just beginning explosive growth.

FLiP: Where would you be and what would you be doing if you were not working in the nonprofit sector?

JD: Funny enough, I would probably be unemployed: after I earned my Master's, I was offered positions with Lehman Brothers, Arthur Andersen, and a web start-up that also went belly-up. Talk about signs!

FLiP:  In your opinion, what are some issues within the sector that may be relevant to Future Leaders in Philanthropy?

JD:  We need to constantly adapt to donors. For the major donor, flexibility is key; there is more than one way to skin a cat. Get to know the other philanthropic outlets, such as community foundations and donor advised funds. Working with those can be tricky, but making it smooth for the donor shows you really care. When someone sells a business or finds themselves with a liquidity event, they have a lot of options. Being open and knowledgeable earns their trust.

Similarly, in early 2006, I was asked once which online community I liked best. My response was: 'Whatever the market chooses, and it will not be some service we buy. It will be a third party that everyone chooses.' So, why not use LinkedIn, Facebook, etc and others to engage alumni; they are already using those services - by choice!

FLiP insights needed for upcoming book

As Dr. Susan Raymond, Changing Our World’s Executive Vice President of Research, Evaluation, and Strategic Planning, embarks on her third book, Finance for Hard Times: Strategies for Strengthening Nonprofit Revenue When Economies Falter, a partnership with FLiP was inevitable.  The book, due out from Wiley later this year, will include commentary on the differing ways in which new generations of engaged philanthropists look at nonprofit support. 

Dr. Raymond is looking to get buy-in not only from experts, but also from young people in the philanthropic sector. She (naturally) turned to FLiP as a reliable network of young people who are dedicated to philanthropy.

Please take a few of minutes to fill out the FLiP Survey:  Attitudes Toward Giving During an Economic Crisis by Friday, February 13th.  All survey respondents will receive a summary and analysis of the survey findings.

Thanks for your participation!

Secrets to the Success of The Michigan Difference Campaign

By Shikha Dalal

Hats off to the University of Michigan whose Development staff recently celebrated the success of their record-breaking campaign, which raised $3.200 billion-- 28% above their $2.5 billion goal!  Donors to The Michigan Difference campaign, the largest in the history of public higher education, have made tremendous impact, generating $545 million in student support, creating 1,969 new endowed scholarship funds, endowing more than 191 new professorships, and funding the construction 22 new donor-supported buildings. 

The final numbers revealed a total of 365,000 donors who participated in the campaign. Five percent of the total donors gave 85% of the money raised.  The largest donor to the campaign was Stephen Ross of New York City, Head of Related Companies, who donated $100,000,000 to the Business School and $5,000,000 to build the Athletic Academic Center.

Most interesting to note is that, The University has had four earlier campaigns, each smaller and each successful, including their last campaign which was the first campaign at a public institution to set a $1 billion goal and surpass it.

Now that you’re wide-eyed and inspired, we will spill the secrets on how this most recent success was achieved.  In an interview with Judy Malcolm, Senior Director of Executive Communications from the Communications and Donor Relations department, we were informed about the thinking behind campaigns.  Taking a deeper dive into their process, Judy gave us some insight that will give FLiPs a good sense of the planning that took place to execute such a large campaign. 

Remember that campaigning gets people focused.

Judy talked about what it means to be in a campaign-mode.  “Having a campaign provides a focus to accomplish something specific, whether it’s expanding a project or creating a sense of urgency on why funds are being raised for that specific project”, she said.  While most organizations and schools are fundraising all the time, a campaign creates a distinct timeframe to accomplish something.

In the early planning stages, identify a “wish list” and monetary goals.

Creating a wish list helped U Mich establish what its greatest needs were, especially insofar as helping each individual school increase its capacity.  Working with the Office of University Development, each school created its own goals.  To do so, each school identified its needs, e.g. student financial aid, faculty support, research and facility needs and analyzed its past fundraising ability.  When you add the school totals including the 22 planned building projects, (e.g. a Children’s Hospital and a new wing for Museum of Art ) the full University campaign goal totaled $2.5 billion.

Looking at the goals for all schools, colleges and fundraising units (such as the Library, Botanical Gardens, University Musical Society, etc) of the University, the goal for faculty support was $425 million, student support was $400 million, research and program support was $775 million, buildings was $500 million, totaling all cash and pledges at $2,100 million.  Include the new bequests of $400 million and the grand total of the campaign was topped at $2.5 billion.  “Breaking down the groups this way gave us a sense of how to target donors from each group”, she said. 

Build an individual case for support that identifies the most critical needs of your campaign.

Each school and college built its own case for support, using its wish list to guide its writing.  The Development Office then created a centralized case which was used to create the overall purpose for soliciting support.  The main case was supplemented by the appropriate individual cases, helping the University make targeted appeals to different constituencies. 

Support should start from the top.

University President Mary Sue Coleman contributed to the campaign effort by being vocal and highlighting specific goals.  She also proclaimed that the University would back up the campaign and contribute money in the form of challenges, which would further build excitement around the campaign.  To encourage gifts for undergraduate need-based financial aid, she announced a 1:1 match   for graduate and professional student support, a 1:2 match, $1 of University funds for each $2 gift.  To encourage the creation of 20 endowed professorships that would require a gift of $2 million each; she provided a total of $10 million: $500,000 for each pledge of $1.5 million so donors were able to create endowed professorships at a reduced rate. 

You’re probably wondering: just how did the University attempt pull this off during an economically unstable time?  Judy told FLiP that the campaign began counting gifts in 2000 at which point it was in what she called a “silent phase.”  During this period actual fundraising began, but no definite goals were to allow re-evaluation for feasibility.  Once given the go-ahead in 2004, the campaign went public and full force.  The economic downturn only occurred during the final months of this campaign, once most of the fundraising had been completed.   Judy further reinforced that relationship building is critical in fundraising; “It’s all about the relationships”, she said.  “Our relationship with Stephen Ross has been going on for 25 years, long after he had graduated.” 

So what can FLiP’s take away from this success?  Proper planning and having the right operational structure in place are important ingredients for success and can lead an academic institution towards achieving (and in U Mich’s case, shattering!) campaign goals.  Finally, never forget the importance of maintaining relationships; without your donors, campaign goals are meaningless!