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Keys to Successful Collaboration:Corporate & Foundation Relations
andSponsored Projects
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Santa Clara University
Margaret McCarthyDirector of Corporate & Foundation Relations
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Santa Clara University
Founded in 1851, SCU is a comprehensive Jesuit, Catholic university offering its more than 8,600 students rigorous undergraduate curricula in arts and sciences, business, theology and engineering, plus master’s and law degrees, engineering Ph.D.s, and graduate studies through its Jesuit School of Theology. Distinguished nationally by one of the highest graduation rates among all U.S. master’s universities, California’s oldest operating higher-education institution demonstrates faith-inspired values of ethics and social justice.
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Loyola Marymount University
Noelle A. GervaisExecutive Director of Development, Corporate & Foundation Relations
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Loyola Marymount University
Founded in 1911, LMU is a premier Catholic university rooted in the Jesuit and Marymount traditions. With more than 5,500 undergraduates and 3,300 graduate and law students, LMU is the eighth-largest of the nation’s 28 Jesuit colleges and universities. LMU understands and declares it mission to be the encouragement of learning, the education of the whole person, the service of faith and the promotion of justice.
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Why we’re collaborating
• Tales of collaboration and cooperation between the Development and Sponsored Projects Offices
• Lessons learned: Some painful, but always instructive
• Discover benefits of collaboration over competition
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• Maximize fundraising potential through collaboration
• Secure more gifts and grants
• Help JAA leaders understand the importance of communication and collaboration
• Raise the profile and distinctive brand of U.S. Jesuit institutions
Why we’re collaborating
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Sharing our experiences
• Ways we’ve “bumped into” our SPO colleagues
• Becoming colleagues with a shared vision
• Show me the MONEY!
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Sharing our experiences
• Let’s learn from each other: What works and what doesn’t?
• How has collaboration been fostered or thwarted on your campus?
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Our common ground
Why are Jesuit campuses worthy of support?• Talented faculty• Faculty/student ratio• Ethical research• Dedication to social justice • Advanced facilities and
state-of-the-art labs• Productive community
volunteer force• Talent pool for
local employers
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Our common ground
Working together, SPO and Development will…• Secure resources• Advance Jesuit
higher education• Maintain outstanding
scholarship in competitive higher education markets
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Common purpose, distinct missions
What makes us different and what unites us?
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Collaboration trumps conflict because…
• Collaboration helps end turf wars• It’s important to know who gets credit
(honoring both units’ contributions)Collaboration = ProductivityWhy? Because collaboration…
• Breaks down bottlenecks• Limits time delays that can trap projects• Increases solicitations and grant applications• Shares information and empowers fundraisers
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Common purpose, distinct missions
Collaboration grows when…• Communications are
regular and honest• We recognize the strengths
of each office• We realize that both
offices serve distinct campus constituents
• We understand different reporting structures for each office
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Understanding the difference
Each office has a distinctive culture…
Development Culture• Establish and sustain relationships• Metrics: Fundraising, revenue goals,
performance expectations• The business unit in academia: Goals similar to
industry or corporate cultures
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Understanding the difference
SPO Culture• Serves and supports faculty: Research, training,
public service• Metrics: Grants awarded, funds distributed• Customer service orientation: Faculty members’
best friend within the academic culture
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Reporting structures: Development
• Division within the Development Office; reports to VP for Advancement
• Metrics: Proposals and solicitations, proposals submitted, number of proposals funded, number of new donors
• Timeline: Fiscal year rather than academic year
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Reporting structures: SPO
• Provost’s Office, the academic arm of campus• Metrics: Grant and government applications, grants
funded, grant funds under management/grant funds disbursed
• Timeline: Academic year and/or multiyear grant cycle
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Primary relationships
Who and what do you know?
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Development knows…
Who:• University alumni, corporate alumni and
corporate executives• Private, family and community foundations• Government relations: congressional appropriations
and elected local, county, state and national representatives
What:• History of the University, campus facts, industry
and philanthropy trends, endowment returns
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SPO knows…
Who:• Government agencies: National Science Foundation,
National Endowment for the Humanities• Government departments: Energy, Defense,
Homeland SecurityWhat:• Faculty research• Intellectual property issues• Human subjects• Compliance
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SCU Sponsored Projects
A view through the Sponsored Projects lens
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SCU Sponsored Projects
You say “tomato” and I say…
• “CFR” = “Code of Federal Regulations”• “Stewardship” translates into “award administration”• “Gifts and grants” translate into “grants, cooperative
agreements and contracts”• “Institutional commitment” translates into “cost-share”
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SCU Sponsored Projects
• Combined pre- and post-award office: Cradle-to-grave responsibilities
• Specialty: Projects with lots of administrative “red tape”
• SPO reports to the Associate Provost for Research Initiatives
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SCU Sponsored Projects
Process• Faculty prepare narratives• SPO prepares budgets,
required documents; submitsAward• SPO negotiates award, sets up
accounts, monitors expenses, prepares financial reports
• Announces notable awards on campus
• Contacts Development, Marketing & Communications
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SCU Sponsored Projects
SPO = Budget Guru• What does the project really cost?• Post-award implications• What is the institutional
commitment?– Covers total costs?– Sufficient to complete the project?
• Campus resource for complex CFR proposals
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SCU Sponsored Projects
SPO Roles• Support Faculty research• Ensure compliance
– Honor sponsor’s terms and conditions
– Accurate award administration
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SCU Sponsored Projects
The evolution of collaboration• Initially, few interactions
between the offices• Foundation requirements:
Primary contact• Campaign directive: Establish a
relationship with Development• Shared projects, regular
communication, effective collaboration
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SCU Sponsored Projects
• SPO doesn’t want to administer awards unnecessarily
• If an award doesn’t meet the SPO criteria, they’re delighted to send it to CFR!
• SPO provides regular updates to CFR on awards it administers that were solicited through Development
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Examples of collaboration
• Sharing a common goal• Setting defined roles• Communicating
time-sensitive information
• Appreciating roles of each unit
• Reconciling grant/gift reports
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LMU CFR and ORSP focus areas
CFRUniversity-wide focus• Presidential priorities• Dean’s priorities• Unrestricted in nature
ORSPDefined scope of work• Project-specific• Faculty-specific• Contractual in nature
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Grant Award vs. Gift
Gift• Unrestricted purpose• Minimal requirements• Minimal reporting• Irrevocable• Examples:
– Endowments– Capital– Scholarships– Professorships
Grant Award• Govt. contracts/grants and
selected foundation grants– Specific deliverables– Return of unexpected funds– Intellectual property rights– Restricts publication– Restricted reporting/fiscal
budgeting– Requires sponsor approval
to modify budget– Indirect cost rate
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LMU CFR and ORSP focus areas
The Gray Zone• Interdisciplinary project• Request For Proposal• Management of relationship vs. project
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Case Study Examples
LMU• Life Sciences Building• Howard Hughes Medical Institute• W. M. Keck Foundation
SCU• Lilly• Luce Foundation• Government Relations
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Share your stories…
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Let’s continue the collaboration
SCUMargaret McCarthy, Director, Corporate & Foundation Relations [email protected] • 408-554-4005
LMUNoelle A. Gervais, Executive Director of DevelopmentCorporate & Foundation [email protected] • 310-338-7880
