Summer Development ConferenceJune 20, 2011

Sally Dunkelberger, Director of Development, Maret School Patricia King Jackson, Principal, Patricia King Jackson Associates

Raising EndowmentA Case Study

Second Century Campaign

Our Next 100 Years of Extraordinary

Teaching and Learning

Centennial Fundraising Goals and Progress as of June 16, 2011

Second Century Campaign $15,000,000 $14,530,000*Faculty and Programs Financial Aid General Endowment

Centennial Annual Fund $1,600,000 $1,730,000$1.6 million for the operating budget; anything raisedabove this amount will go toward endowment.

Scholarship Auction $480,000 $621,000100 Years of Maret Magic!

Total $17,080,000 $16,751,000

* $130,000 of Annual Fund is included in Campaign total as well, but not in Total.

• Endowment and other capital gifts to support the FY08 Strategic Plan.

• Reach back to $4.7 M in gifts to support Plan since FY08.

• Publically launched in October 2010 with $10 Million in commitments.

• Special Alumni effort – targeted for first-time capital gifts.

• Campaign ending on October 1, 2011.

THE CAMPAIGN PLAN

“If you don’t know where you are going, any road will get you there.”

-Lewis Carroll

Goals

1. Raise $15 Million for endowment, term endowment and other capital and special purposes by October 1, 2011.

2. Leave Maret in a strong position to sustain fundraising at higher levels in the future

3. Develop invested alumni who see Maret as an institution that merits annual and capital support

4. Develop institutional culture that views philanthropy as an essential value.

Policies – The Elements

• What counts toward the campaign goal

• When does the campaign start

• When does it end

• Do Planned Gifts Count

• Naming policies

• Role of the Gift Acceptance Committee

Campaign Timeline

July 2007- May 2010 May 2010-Oct 2010 Oct 2010 - Dec 2010Jan 2011 - June 2011 July 2011 - Oct 2011 Oct 2011 - June 2014

Advance Gifts 3 years 5 months

Campaign Planning 5 months

Public Campaign 12 months

Pledge Period for capital gifts Six Fiscal years (8 calendar years)

Annual Gift Counts in Cmp. in excess of $1.6M

Interim Benchmarks $4.7 Million $10 Million $12 Million $14 Million $15 Million!

Committee Structure

Major Gifts Committee$100,000 +

Mary ZientsChair

Development Committee

Ian CameronChair

Centennial Annual Fund

Paul KhouryChair

AlumniSecond Century Club

Leslie Morgan Steiner '83Chair

Special Gifts$25,000 - $99,000

Ian CameronChair

Campaign SteeringCommittee

Mary ZientsChair

Board of Trustees

Nancy CaseyPresident

TEN Sure Fire Rules for Solicitors

1. Be Prepared.– Know the Rules– Make your own gift first!

2. Meet face to face. (exception for Special Gifts!)3. Use a team approach. (Applies only to Major gifts)4. Lead with an idea.5. Ask for the gift.6. Listen.7. Agree on the next step.8. Follow-up.9. Understand answers other than yes.10. Be yourself!

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THREE Important Roles in Major Gifts Solicitations

1. Lead Solicitor

2. Co-Solicitor

3. Assigned Staff

For Special Gifts and Second Century Club, there are only a Solicitor and a Staff member to support.

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SIX Steps/ Four Steps

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For Major Gifts1. Accept the

Assignment.2. Set up a Strategy

Meeting.3. Get an appointment.4. Meet with your

prospect.5. Follow-up reports and

thank yous.6. Close with a gift.

For Special Gifts1. Accept the Assignment2. Get appointment3. Make case/ask4. Follow up reports

EIGHT Elements of the Solicitation

1. The Introduction2. The Update on Maret3. The Case for the Campaign4. Fundraising Update5. Personal Testimony6. The Ask7. Ask for Volunteer Role (if appropriate)8. Close – with agreement of what comes

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THE CASEA $15,000,000 effort to help fund priorities in

Maret’s Strategic Plan with a focus on Endowment.

• Keep Tuition Increases to a Minimum• Sustain Maret’s Programs• Secure Maret’s Fiscal Health• Surpass Maret’s Current Achievements

Building Upon Our Success

• Institute for Curricular Innovation & Excellence• Library & Center for Inquiry • Maret Athletic Program Facilities – Jelleff Field • Teachers – Compensation Enhanced to Top Quartile of Peer

Schools• A “First-Choice” School in Washington, DC• Financial Aid – Increases:

2005 = 15% of Students on Aid 2010 = 21% of Students on Aid

3.0

3.5

4.0

4.5

5.0

5.5

6.0

6.5

7.0

Percentage

2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11

Years

Tuition Increases

Average

Maret

Maret’s tuition increases are lower compared to our peer schools.

The Commitment: Keep Tuition Affordable

Tuition and Fees 86%

Scholarship Auction 2%

Release from End/Res 2%

Investment Income 0.50%

Other Income 2%

Annual Fund 8%

•$21 Million Annual Operating Budget

•86% of Revenues from Tuition/Fees

•$1.6 Million Raised by Annual Fund (8%)

•2% Contribution from Endowment

The Challenge: Reducing Dependence on Tuition

Operating Revenue

The Challenge: Maintaining Competitiveness

Increasing Maret’s endowment will provide more endowment income per student in the operating budget.

Centennial Fundraising Goals to Secure Fiscal Health

Second Century Campaign $15,000,000Faculty and Programs Financial Aid General Endowment

Centennial Annual Fund $1,600,000$1.6 million for the operating budget; anything raisedabove this amount will go toward endowment.

Scholarship Auction $480,000100 Years of Maret Magic!

Impact: Endowment Contribution to the Operating Budget

The NAIS recommends that a school of Maret’s caliber have an endowment = 2 to 3 times operating budget. Maret’s operating budget is $21 million. As of June 2010, Maret’s Endowment equaled $12.7M. As of January 1, 2011, endowment with Campaign pledges equals $19.8M.

Board of Trustees Resolutions• WHEREAS…

• NOW, THEREFORE, BE IT RESOLVED BY THE BOARD OF TRUSTEES OF MARET SCHOOL:

 • THAT the School move forward to launch a one-year Centennial Campaign to be known

as the Second Century Campaign as outlined in the Campaign goals, policies and timelines presented today in the Campaign Plan; and

 • THAT the Campaign goal is now affirmed as $15 million to be added to the School’s

endowment and/or other capital assets, with gifts directed to the Strategic Plan since 2007 continuing until October 2011; and

 • THAT the Board commits itself individually and collectively to providing the leadership

necessary to bring this Campaign to success, by making the kinds of commitments of time and treasure that will inspire other members of the Maret community and credibly demonstrate the Board’s high level of commitment to the goals of the Campaign and the Strategic Plan. The Board believes that the generosity of the Maret community will succeed in achieving Maret’s vision for sustainability.