January 29, 2014 International Fundraising: Giving Without Borders Preparing Your Institution for a Global Future

San Francisco, CALIFORNIA

John J. Glier President and Chief Executive Officer

Grenzebach Glier and Associates Consultants in Philanthropic Management Today’s Agenda

Landscape and 1 a Few Challenges

Global Philanthropic Growth: 2 The World Giving Index 2013

An Initial Survey 3 of CASE Participants

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 2 The Landscape for North American Higher Education

++The steady globalization ++Increased philanthropic ++The push from our University of our student bodies, our activity in support of higher leaders to seek broader global curricula, our faculties, education on every continent; philanthropic support, to our alumni, and our public policy and form global partnerships, voluntary leaders government initiatives and to compete for the best global students with ++The rise of global rankings; ++A new willingness to invest scholarship resources substantial growth in in global engagement as we academic outreach, global move out of the “trough” of partnerships, new campuses the economic downturn

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 3 Broad Strategic Challenges

++Ensuring that our institution ++Building upon local, ++Utilizing institutional and has developed a global indigenous philanthropic academic thought leaders: “strategy”, integrating the culture and practice; logistics, costs, partnerships, disparate initiatives across recognizing tax and timely access, both on our campuses policy issues, and the campus and abroad local PR context ++Generating sufficient ++Big ideas that can inspire initiative and follow-up ++Effective engagement cross-border gifts, and across time and distance platforms: global programs connect to issues that and events, regional are relevant to those Boards and voluntary global donors structures, mainstream campus engagement

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 4 Key Challenges For Our International Fundraising Staffs

++Making the case for program ++Devising “effective” ++Tracking and “aligning” the growth; redefining ROI, short organizational structures and increasing variety of global term and long term program strategies; regional initiatives emerging across and campus-based our campuses ++Finding experienced major gifts professional talent, with ++Building the right “Case” ++Managing the unique sufficient cultural dexterity, and compelling, granular challenges that come with and the ability to travel gift opportunities that can long distance and culturally align culturally, inspire diverse constituents: international donors with vetting major gift prospects, what matters to them admissions pressures, etc.

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 5 Charities Aid Foundation: World Giving Index 2013

++The aim of the World Giving ++Charities Aid Foundation is a ++This report is primarily based Index is to provide insight leading institutional charity upon data from Gallup’s World into the scope and nature registered in the United View World Poll, an ongoing of giving around the world. Kingdom, with nine offices research project carried out The Charities Aid Foundation, covering six continents. in 135 countries in 2012 that with the help of the Gallup together represent around Inc. presents giving data 94% of the world’s population from around the globe (135 (approx. 4.9 billion people). countries) over a five year The survey asks questions on period (2008-2012). many different aspects of life today including giving behavior.

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 6 Charities Aid Foundation: World Giving Index 2013

In order to ensure that it is understood in its various forms, the World Giving Index looks at three aspects of giving behavior:

Did you donate Have you volunteered Have you helped a 1money to a charity? 2your time to an 3 stranger, or someone organization? you didn’t know who needed help?

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 7 The World Giving Index: Top 20

World Giving World Giving Helping a Donating Volunteering World Giving Index Index stranger money time Index between 5 year 5 year 5 year 5 year 5 year 1 year 1 and 5 year ranking score (%) average (%) average (%) average (%) score (%) score (%) 1 58 70 62 42 61 3 of America 2 58 66 71 36 55 -3 3 57 67 66 40 58 1 Ireland 4 57 63 74 36 57 0 5 56 66 65 38 58 2 6 54 60 74 28 57 2 7 54 51 74 37 54 1 8 49 52 48 46 48 0 9 46 63 58 17 51 5 10 46 56 68 14 44 -2 11 46 43 72 23 47 1 12 46 57 21 59 42 -4 13 45 50 64 22 42 -3 14 45 80 11 45 n/a n/a 15 45 43 76 16 40 -5 16 45 51 56 26 45 1 17 43 55 48 26 43 0 18 42 43 55 29 42 -1 19 42 73 20 34 n/a n/a 20 42 56 30 40 45 3

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 8 The World Giving Index 2013: Top 10 in Helping a Stranger

Helping a stranger People Helping a stranger People country and ranking (%) country and ranking (m) United States 1 373 1 77 of America 2 253 Qatar 2 73 United States 3 197 State of 3 72 of America 4 70 4 70 5 68 5 63 6 62 6 67 New Zealand 7 60 Nigeria 8 66 8 53 Germany 9 40 10 40 9 65 United Kingdom

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 9 The World Giving Index: Top 10 in Donating Money

Donating money by People Donating money by People country and ranking (%) country and ranking (m) 1 85 India 1 244 United States United Kingdom 2 76 2 158 of America Malta 3 72 China 3 113 Ireland 4 70 Indonesia 4 110 Thailand Pakistan 5 45 Netherlands 6 69 United Kingdom 6 39 Canada 7 68 Thailand 7 38 Australia 8 67 Brazil 8 34 New Zealand Germany 9 34 Hong Kong Myanmar 10 34 10 63 Indonesia

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 10 The World Giving Index 2013: Global Participation Over 5 Years

60 6.0

47.1 47.0 45.2 50 43.9 44.6 5.0

40 4.0

30.5 30.2 28.5 27.9 27.2 30 3.0 21.2 20.0 19.7 17.9 18.3 20 2.0

10 1.0 GDP 2.8 GDP -0.6 GDP 5.2 GDP 4.0 GDP 3.2 0 0 2008 2009 2010 2011 2012

-10 -1.0

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 11 The World Giving Index 2013: Continental Scores

Asia Continental World Europe Giving score 32% Continental World Giving score 32% +1%

5 year score 31% Americas +2% Continental World 5 year score 30% Giving score 36%

+2% Oceania Continental World 5 year score 34% Giving score 57%

Africa -1% Continental World Giving score 28% 5 year score 58%

-1%

5 year score 29%

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 12 The World Giving Index 2013: Continental Scores

Asia 44.6% 31.3% 20.1% Europe 42.7% 33.7% 18.9% 5 year score 43.8% 30.6% 19.7%

+0.8% 5 year score +0.7% +0.4% Americas 39.5% 32.5% 17.2% 50.6% 31.9% 25.0% +3.2% +1.7% +1.2% 5 year score Oceania 48.5% 31.2% 22.8% 65.5% 67.0% 37.0%

+2.1% +2.2% Africa +0.7% 51.4% 17.0% 16.8% 5 year score 66.3% 68.5% 37.9%

-0.8% -0.9% 5 year score -1.5% 50.9% 17.8% 17.0%

+0.5% -0.2% -0.8%

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 13 The World Giving Index 2013: Continental Scores

Sweden 39 Iceland 17 11 33 93 93 Russia 123 China 93 133 Denmark 120 102 25 84 Republic of 66 88 Germany 101 41 Ireland Netherlands 22 Czech 5 8 Republic 78 73 Canada 103 2 105 52 118 50 64 Luxembourg 28 The former Hong Kong 118 Yugoslav Pakistan 55 17 44 123 Republic of 53 Austria Macedonia Bangladesh Lao People’s 57 15 89 Democratic Republic United Kingdom Turkmenistan 41 6 26 133 Bosnia and 78 116 Herzegovin United States 12 109 of America 135 35 1 77 116 126 Myanmar 93 132 2 Thailand MaltMalta 38 69 57 12 113 India 55 93 76 21 128 71 71 24 Syria 30 35 64 28 68 Sri Lanka 10 82 89 Dominican 127 Republic 103 107 115 39 State of Libya Palestinian 105 14 Territory Costa Rica 109 31 23 123 109 Qatar Indonesia 48 93 9 17

Niger 108 61 74 Philippines 120 93 (Region) 16 Senegal Colombia 26 57 91 57 31 131 66 Burkina 130 128 Faso Democratic 109 Nigeria Republic of Brazil 20 the Congo 91 84 61 48 Kenya 54 120 33 Cameroon 63 78 Australia 74 45 84 7 Congo New Zealand 93 45 2 35 United Republic 47 of 51 84 MalawMalawi 78 43 82 113

South Africa 69

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 14 World Giving Index 2013 Several Conclusions

++The United States has ++The most substantial growth ++Philanthropically, India and reclaimed first place in the is in the number of people China have different strengths World Giving Index helping strangers ++Myanmar reminds us that ++Giving has bucked a trend, ++Global youth are driving the giving is about more than growing in 2012 rise in volunteering just wealth

++Helping a stranger is the key to ++Levels of giving remain below ++Women are established as the rise in giving to charity those recorded five years ago being more likely to give money than men

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 15 World Giving Index 2013 recommendations to governments around the world

++Make sure not-for-profit ++Promote civil society as an ++Encourage charitable organizations are regulated independent voice in public giving as nations develop in a fair, consistent and life and respect the right of their economies, taking open way not-for-profit organizations advantage of the world’s to campaign growing middle classes ++Make it easy for people to give and offer incentives for ++Ensure not-for-profit giving where possible organizations are transparent and inform the public about their work

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 16 Survey of International Fundraising Programs participating institutions

++Brown University ++University of California, Berkeley

++Dartmouth College ++University of Cambridge

++Georgetown University ++University of Michigan

++Rice University ++University of Washington

++Stanford University ++Yale University

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 17 International Alumni International Alumni of Record (FY13)

Survey

Georgetown University 25,000 University of Michigan 25,000 University of California, 18,196 Berkeley Stanford University 16,900 Yale University 11,238 University of Washington 7,173 Dartmouth College 6,942 Brown University 6,000 Rice University 2,200 Mean 13,183 University of Cambridge 58,926

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 18 International Alumni International Alumni of Record (FY13) as a Percentage of Overall Alumni Population

Survey

Dartmouth College 9.7% Stanford University 8.0% Brown University 6.0% Georgetown University 6.0% University of Michigan 5.0% Yale University 5.0% Rice University 4.0% University of California, 4.0% Berkeley University of Washington 1.9% Mean 5.5% University of Cambridge 27.0%

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 19 International Students Enrolled International Students (FY13)

Survey

University of Michigan 6,000 University of Washington 5,874 University of California, 4,926 Berkeley Stanford University 3,722 Yale University 2,395 Rice University 1,600 Dartmouth College 968 Brown University 850 Mean 3,292 University of Cambridge 7,709

Source: Self-reported Georgetown was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 20 International Students Enrolled International Students (FY13) as a Percentage of Overall Student Population

Survey

Rice University 26.0% Stanford University 20.4% Yale University 18.0% Dartmouth College 15.0% University of Michigan 14.5% Brown University 14.0% University of California, 14.0% Berkeley University of Washington 11.5% Mean 16.7% University of Cambridge 38.0%

Source: Self-reported Georgetown was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 21 Governance Board Do You Have International Members In Your Primary Governance Board?

Survey

60% 40% YES NO

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 22 International-Specific Boards Do You Have One or More International-Specific Boards?

Survey

60% 40% ONE MORE

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 23 Global Strategy Do You Have an Explicit Strategy to Increase Your “Global Footprint”?

Survey

80% 20% YES NO

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 24 Philanthropic Support Philanthropic Support (Cash) from International Sources (FY13)

Survey

Stanford University $43.76M University of California, $42.30M Berkeley Brown University $30.00M Yale University $23.55M Georgetown University $15.00M University of Michigan $10.00M Rice University $3.00M University of Washington $2.04M Mean $29.48 University of Cambridge $95.67M

Source: Self-reported Cambridge data converted to $USD; Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 25 Philanthropic Support Philanthropic Support (Cash) From International Sources (FY13) as a Percentage of All Philanthropic Support

Survey

Georgetown University 35.0% University of California, 12.0% Berkeley Brown University 5.0% Yale University 5.0% Stanford University 4.3% University of Michigan 2.6% Rice University 1.5% University of Washington 0.6% Mean 8.2% University of Cambridge 93.3%

Source: Self-reported Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 26 Expenditures Estimated International Fundraising Expenditures (FY13)

Survey

Brown University $1,000,000 Stanford University $900,000 University of California, $685,000 Berkeley University of Michigan $500,000 Georgetown University $400,000 Rice University $400,000 University of Washington $400,000 Mean $612,143 University of Cambridge $78,000

Source: Self-reported Dartmouth & Yale were unable to provide data; Cambridge data converted to $USD, represents program only (salary data unavailable)

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 27 Changes in International Giving How has the Level of Giving from International Sources Changed Over the Past 3 Years?

Survey

0% 80% 20% Increased Remained Decreased Approximately the Same

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 28 Dedicated FTE Dedicated FTE Assigned to Fundraising from International Sources (FY13)

Survey

Brown University 6.00 University of California, 5.50 Berkeley Georgetown University 4.00 Stanford University 4.00 University of Michigan 3.00 Yale University 2.00 University of Washington 1.50 Rice University 0.50 Mean 3.13 University of Cambridge 5.50

Source: Self-reported Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 29 Dedicated FTE Travel Dedicated FTE Expected to Travel to International Locations (FY13)

Survey

Georgetown University 4.00 Stanford University 3.30 Brown University 3.00 University of Michigan 3.00 University of California, 2.00 Berkeley Yale University 2.00 University of Washington 1.00 Rice University 0.50 Mean 2.35 University of Cambridge 1.00

Source: Self-reported Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 30 Dedicated FTE Overseas Dedicated FTE Permanently Located Overseas (FY13)

Survey

Stanford University 0.80 Brown University 0.00 Georgetown University 0.00 Rice University 0.00 University of California, 0.00 Berkeley University of Michigan 0.00 University of Washington 0.00 Yale University 0.00 Mean 0.53 University of Cambridge 4.00

Source: Self-reported Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 31 Staff (FY14) Have You Added Staff and/or Budget for International Fundraising In FY14?

Survey

30% 70% YES NO

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 32 Staff (FY15) Do You Plan to Add Staff and/or Budget for International Fundraising During FY15?

Survey

60% 40% YES NO

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 33 International Staff Trips (FY13) International Trips by Fundraising Staff (FY13)

Survey

Georgetown University 26 Brown University 20 University of Michigan 20 Rice University 8 University of California, 8 Berkeley Stanford University 7 University of Washington 6 Yale University 6 Mean 13 University of Cambridge 5

Source: Self-reported Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 34 International CFO Trips (FY13) International Trips by Chief Fundraising Officer (FY13)

Survey

Georgetown University 26 Rice University 4 University of Washington 3 Brown University 2 University of California, 2 Berkeley Yale University 2 Stanford University 1 University of Michigan 1 Mean 5 University of Cambridge 5

Source: Self-reported Dartmouth was unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 35 International Trips: Senior Staff (FY13) International Trips by Senior Academics/Deans/Department Chairs/Faculty (FY13)

Survey

Georgetown University 50 Rice University 20 Stanford University 15 University of Washington 15 University of California, 12 Berkeley Brown University 10 Yale University 8 University of Michigan 6 Mean 17 University of Cambridge

Source: Self-reported Cambridge & Dartmouth were unable to provide data

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 36 Staff Travel Expectation How often are FTE expected to travel overseas?

Survey

0% 30% 40% 30% 12 or More 9 to 11 5 to 8 1 to 4 Trips Per Year Trips Per Year Trips Per Year Trips Per Year

Source: Self-reported

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 37 Top Gift Purposes Top Gift Purposes Targeted from International Sources

Survey

++Collections & ++Faculty Support ++Scholarships Architectural Heritage ++Financial Aid ++Staffing ++Current Operations (Academic ++Freedom to Discover ++Support for Engineering Division/Public Service) (Restricted/Unrestricted) ++Medicine ++Endowed Professorships ++Program Support ++Facilities ++Research

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 38 Challenges Important Challenges Faced in International Fundraising Programs

Survey

++Achieving a Critical Mass of ++Connecting, Communicating ++Demonstrating ROI with a Leadership in Key Countries With, and Cultivating New Program Alumni Abroad ++Admissions Expectations of ++Ensuring Frequent/Regular International Prospect Parents ++Culture of Philanthropy International Trips

++Building a Strategic Pipeline ++Currency Controls by Foreign Governments Preventing ++Connecting Donor Priorities Donations Being Made to Core Institutional Needs to the US continued on next page >

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 39 Challenges Important Challenges Faced in International Fundraising Programs...continued

Survey

++Escalating Travel Costs ++Message Coordination ++Targeting Resources to Best Overseas Prospects ++Finding Appropriate Tax ++Setting Metrics for Vehicles International Prospects

++Managing Deans’/ ++Small Staff Directors’ Expectations

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 40 Possible Next Steps

Follow-up telephone Feedback from this Develop an annual 1interview of initial survey 2audience as to key 3 online survey/website participants to verify questions upon to update this data, data provided, and fill in which to focus and track growth in the many gaps program investment, and structures

Confidential – Not for Duplication • Property of Grenzebach Glier and Associates PAGE 41