“An effective consultant takes the time to learn the client’s needs, know the client’s people and understand the intricacies of an institution’s program, which Campbell & Company always does. None of Campbell & Company’s solutions for PLU come from the textbook – they come from working through each individual situation with us.”
-Dr. Loren J. Anderson, President
THE CHALLENGE
Pacific Lutheran University (PLU) first enlisted Campbell & Company consultant Bill Hausman in 1997, as the University was rounding out its Make a Lasting Difference campaign. The campaign raised more than $72 million on a $52 million goal, but, as PLU looked toward its next major fundraising effort, leaders recognized the need to expand the prospect base beyond the close-knit group donors who had helped Make a Lasting Difference succeed.
For the subsequent campaign, The Next Bold Step, Campbell & Company worked with PLU to develop a broader base of prospects by facilitating leadership briefings that engaged a wide array of constituents and by helping the University implement formal relationship management practices. The firm also helped PLU determine how best to use its committed corps of volunteers to enhance fundraising efforts. The campaign far surpassed its $100 million goal, raising $128 million from more than 22,000 donors.
In its most recent fundraising effort, Engage the World, PLU looked to grow its endowment and renovate key campus facilities, including its student center. Campbell & Company helped plan for the campaign through a philanthropic market study where leadership briefings and individual interviews were conducted. The campaign is reaching a successful $100 million conclusion.
Campbell & Company worked with PLU to develop a broader base of prospects by facilitating leadership briefings that engaged a wide array of constituents and by helping the University implement formal relationship management practices. Throughout the partnership, Campbell & Company also helped PLU learn to listen closely to donors and seek out their interests rather than talking to them about the University’s priorities. Transitioning to this donor-centered philosophy has helped PLU establish a culture of philanthropy throughout the institution and build a richer development program that focuses on relationships, not just figures.
THE RESULT
Campbell & Company’s consultants and strategic partners have provided a variety of services for PLU over the past decade. In addition to guiding the University through institution-wide campaigns, Campbell & Company helped PLU plan for and implement a $5 million campaign for its public radio affiliate KPLU. The firm’s annual giving group conducted an in-depth analysis of the University’s annual fund program, recommending strategies to increase donor retention and acquire new donors, and the University turned to Campbell & Company’s talent management practice to find a new vice president of development and university relations.
To further enhance its development programs, PLU also has enlisted several of Campbell & Company’s affiliates, who have produced campaign communication themes and materials, resolved development database software problems and conducted an electronic wealth screening of PLU’s prospect database.
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