Transformational Gifts Case Study: A. Alfred Taubman and Lawrence Technological University

1. Transformational Gifts Case Study:A. Alfred Taubman and Lawrence Technological University Dino M. Hernandez President/CEO Strategic Advancement Solutions Stephen E. Brown Vice President for University Advancement Lawrence Technological University

2. Overview of Lawrence Technological University • Established 1932, private • “Theory & Practice” • Four colleges • College of Engineering • College of Architecture and Design • College of Arts and Sciences • College of Management • 68% Undergraduate, 32% Graduate • Over 100 degree programs, up to doctoral level • 83% employed upon graduation • Top 20% return on investment nationally, best in Southeast Michigan

3. Lawrence Technological University Advancement Office Structure VP Advancement Exec. Director Business Development Gov’t/Comm Relations Associate VP Development Exec. Director Marketing/Public Affairs • Alumni relations • Donor relations • Advancement services • Marketing • Communications • Publicity • Web • Graphics/Standards • C & F • Grants/Resources • Lobbying

4. Lawrence Technological University Cultivating from Cradle to Grave

5. LTU “Circle of Life” NEW CYCLE Legacy Program Life Stage AGE Cultivation of Future Students Planned Giving/ Bequests Alumni/ Donor Loyalty The “Experience” Helping Careers Alumni/ Donor Cultivation Becoming an Alum/ Graduate Student/ Both Graduation the “Adult” Learner Birth Announcements Wedding Announcements Congrats Helping Career Changes

6. Transformational Gift Sample A. Alfred Taubman Macro View of Engagement Presented by Steve Brown • Student • Honorary Doctorate (1985) • Early “connections” • Cultivation • Gift 1- Student Services Center (2004) • Book signing (2009) • Further Engagement (new Dean CoAD, new Team) • Course/Lecturer/Master program CoAD (2010) • Family connections (course, current campaign) • Gift 2 - (2011) • Continuous cultivation/social connections • golf, Tech Invitational, dinner – new giving society

7. Transformational Gift Sample Alfred Taubman Micro View of Engagement Presented by Dino Hernandez • Donor-Centric Culture at Lawrence Tech (“Donor-Centered Fundraising” – Penelope Burke) • Donors Need to Feel Engaged • Donors Need to Connect Emotionally to Your Story • Donors Need to Understand and Empathize With Your Case for Support • Donors Need to Be Asked • Donors Desire to Be Acknowledged – Appreciate Being Appreciated! • Donors Expect Stewardship…and deserve it! • They need to know their gift made a difference • You Must Build a Long and Enduring Relationship with the donor AND their family! • Spouse, Children and Extended Family

8. Stewardship Cultivation Gifting Solicitation Life Cycle of a Donor Relationship (Courtesy of Doug Stewart, Max and Marjorie Fisher Foundation) Identification

9. The Major Gifts Process(Courtesy of Doug Stewart, Max and Marjorie Fisher Foundation) The Seven I’s

10. Transformational Gift Sample Alfred Taubman Micro View of Engagement • Strategic Moves Management Plan on Mr. Taubman since 1999 Moves Management Defined: “A series of initiatives or moves to develop each prospect's Awareness of, Knowledge of, Interest in, Involvement with, and Commitment to the institution and its mission.” • Dunlop & Ryan – CASE Currents from “Demystifying Moves Management” • Pre-Active Cultivation Phase – 1977-2003 – Consistent Annual Fund Donor • Active and Strategic Moves Management Plan on Mr. Taubman since 1999

11. Transformational Gift Sample Alfred Taubman Team-Based Strategic Moves Management – Deep Dive • Honorary Doctorate (1985) • First Successful “Strategic” Move – Recognizing a Very Successful Non-Matriculant with an Honorary Doctorate (President Richard E. Marburger) • Early “connections” and Active Cultivation – LTU Leadership Team (1980-2006) • President Emeritus Richard E. Marburger and the late President Emeritus Charles M. Chambers • Steve Ragan, Senior Vice President for Advancement (1999-2006) • Gift #1- A. Alfred Taubman Student Services Center (2004): $4 Million • Active and On-Going Stewardship – Hard Hat Tours during Construction Phase; Visits to Manhattan (Display Model); Campaign Status reports; Building Dedication and Quad/Campaign Wrap-Up • Family Engagement was critical! (Gayle, Robert “Bobby” and William “Billy” and Spouse Judith) • Each member of the Advancement Team Contributed to Successful Moves Management on first gift – Special Events/Stewardship/Front Line Fundraising/Marketing & Public Affairs • Proverb: “It takes a Whole Village to Raise a Child” • Dino’s Proverb: “It takes a whole advancement team to close on a transformational gift!”

12. Alfred Taubman Team-Based Strategic Moves Management – Deeper Dive in The Strategy • Active Stewardship and Strategic Moves Management after first transformational gift- planning for next gift – new campaign • A Commitment to Our Students Campaign Wraps Up June 30, 2006 Goal: $20M Completed $46.6M • Began Feasibility Study/Campaign Readiness Planning – Taubman Engagement- Strategic Moves Management – Pre-Leadership/Silent Phase of a $75M-$100M Campaign • Provided Status Reports on A. Alfred Taubman Student Services Center – Photos of Building Usage/New Quad – Unsolicited Gift Emerged – “Our Quad was crying out for a sculpture.” – Mr. Taubman Commissioned and Funded it! (2007) • Strategic Moves Management – Get to Know Your Donor – Celebrate Successes, Donor’s Interests and Engage in the Life of the University • Remembered significant life events – Happy Birthday Cards/Hannukah/Thanksgiving/Holiday Gift Sent to his home (Annually) • Further Engagement – Introduction to the new Dean CoAD, New Team – New President and New VP Advancement (2007) • Launch of Mr. Taubman’s Book “Threshold Resistance” – On Campus Book Signing (2009) • Invited Mr. Taubman to attend and design a Course/Guest Lecturer- Master’s program CoAD (2010) – Brought world renowned architects back to campus (Michael Graves; Vinoly; etc.) • Strategic Moves Management – Engage the Family connections (course, current campaign) – Position Family for New ASK

13. Alfred Taubman Team-Based Strategic Moves Management – Deeper Dive in The Strategy • Strategic Moves Management – Make the ASK - $11M Gift Secured - $1M for Architectural Design/Planning and $10M Challenge (2011) • We must raise $20M in Three Years (May 2011- May 2013) to achieve challenge • Strategic Moves Management – Continuous Engagement and Stewardship • Annual Donor Recognition Event – Winterlude– Specifically Held at the Detroit Institute of Arts – Showcase the Taubman Wing at the DIA • Continuous cultivation/social connections – annually invite Mr. Taubman to golf on the President’s Foursome – The Tech Invitational • Strategic Moves Management – Continuous Engagement/Share the Detailed Plans • Prepared a comprehensive Proud Heritage Bold Future Campaign Plan and Report to Achieve the Challenge – For A. Alfred Taubman and Bobby Taubman (2011) • Strategic Moves Management – High Level Stewardship/Recognition - Inspire Others • Launch of the new Taubman Giving Society- Recognizing Donors of $5M+ (2011) • Nomination by LTU and Recognition at AFP National Philanthropy Day (2011) – Outstanding Philanthropist of the Year

14. StrategicMoves Management in Action Moves on Donor and Alumnus A. Alfred Taubman (Minimum 6 Significant Annually @ 12 Years) 2002 – First gift of $4 Million to Name the A. Alfred Taubman Student Services Center at Lawrence Technological University 2011 – Second Gift of $11 Million to Name the A. Alfred Taubman Engineering, Architecture and Life Sciences Complex

15. Strategic Moves Management • Key Learnings – Taubman Transformational Gift Study • “Don’t Let the Imperfect Situation stop you from making an ASK. The 100% perfect scenario does not exist – obstacles can be overcome- On-Going Engagement is critical.” – Steve Ragan • View the donor relationship as a never-ending continuum • Proverb: “It takes a Whole Village to Raise a Child” • Dino’s Proverb: “It takes a whole advancement team to close on a transformational gift!” • Donors Need to Feel Engaged • Donors Need to Connect Emotionally to Your Story • Donors Need to Understand and Empathize With Your Case for Support • Donors Need to Be Asked • Donors Desire to Be Acknowledged – Appreciate Being Appreciated! • Donors Expect Stewardship…and deserve it! • They need to know their gift made a difference • You Must Build a Long and Enduring Relationship with the donor AND their family! (Spouse, Children and Extended Family)

16. Q & A • Dino Hernandez, President/CEO , Strategic Advancement Solutions • Contact: (P) 248.390.3307 • Email: dino.m.hernandez@strategic-advancement.com • Web: www.strategic-advancement.com • Stephen. E. Brown, Vice President for University Advancement • Contact: (P) 248.204.2305 • Email: sbrown@ltu.edu • Web: www.ltu.edu