In spite of complicated economic conditions, corporate and foundation relations programs must continue to forge ahead. CFR professionals are challenged like never before to creatively serve our clients and partners and advance our institutional missions. This panel discussion will focus on tips and inventive ideas designed to help corporate and foundation programs move forward during these difficult times. Participants are encouraged to bring questions and share best practices. Dondi Cupp, Assistant Vice President for Advancement at the University of Washington, will moderate this interactive panel discussion. Presenters: Dondi Cupp, UW AVP for Corp. Found. Relations Joanna Glickler, Director of Corporate & Foundation Relations, UW Medicine Advancement Lorena McLaren, Director of Corporate & Foundation Relations, UW College of Engineering Tracy Ostrem, Assistant Dean for Advancement, UW College of Arts & Sciences

1. CASE District VIII Conference
“Tips for Tough Times” Panel
Joanna Glickler
Director of Corporate & Foundation Relations
Discussion
UW Medicine Advancement
Corporate & Foundation Relations
Lorena McLaren
Director of Corporate & Foundation Relations
College of Engineering
Tracy Ostrem
Assistant Dean for Advancement
College of Arts & Sciences

2. Foundation Relations
Stewardship, stewardship, stewardship
Communication is key
Do it in writing
Pick up the phone
Aim for face time

3. Foundation Relations
Do your best work
Quality is job 1
Do your research
Align your mission
Tell stories
Inspire confidence

4. Foundation Relations
Shake off the wet blanket
Challenge yourself to get moving
Plan your work, work your plan
100 Proposals in 100 Days”

5. Corporate Relations
Lead with your strengths
Document the impact – focus on stats
Be gracious and focus on customer experience
Practice great stewardship and always meet
commitments
Remember the basics
7-10 significant contacts prior to proposal
Be open and transparent
Provide more than is expected

6. Corporate Relations
Institutionalize the relationship with all key
constituents at the company
Share what you’ve done to cut back too
Stay positive – everyone wants to back a
winner!
Be visible

7. …a note about sponsorship
The first to be cut
Can you carry during difficult times?
Continue to steward even when no $
Create new prospect lists and cultivate,
cultivate, cultivate!
Be honest – how unique is this event?
Which donors truly care about the
project?

8. Small Shop Issues
Begin with simple advancement
management strategies:
Evaluate corporate and foundation programs to
increase efficiencies
Identify opportunities
Reallocate existing resources to align advancement
annual goals, advancement staff and budget resources
Focus on relationships and activity

9. Small Shop Issues
Evaluate your corporate and foundations programs
and ask questions regarding budget resources and
staff time.
Ask questions that help evaluate:
How effective were we? How much time did it take? What would
we do differently?
Did we meet the program goals? How many proposals did we
submit?
Who is responsible for CFR staffing in the College?
What additional resources would have been helpful? Who can
provide these resources in tough times?
What opportunities do we have for increased efficiency and
effectiveness in the future?

10. Small Shop Issues
Set advancement priorities
Define the budget resources and reallocate funds
Understand the essential functions of the staff and the team
composition
Preserve front-line staffing and continue activity
Define new, clear priorities with input from the team
Match responsibilities with appropriate staff
Clarify expectations for “new” and reassigned duties with
staff following realignment/reduction
Share the updated Annual Advancement Plan with
Advancement staff and College Executive team