1. Charting Cross Divisional
Involvement in Development
Erik Pihl, Vice President for Development
Pacific Science Center
Association of Science Technology Centers (ASTC)
Conference 2010

2. Seven Core Competencies
1. Organizational Planning
2. Fundraising culture and environment
3. Board and volunteers
4. Development program activities, outcomes and
evaluation
5. Donor management and stewardship
6. Donor and marketing communications
7. Development infrastructure, technology and
systems

3. Seven Core Competencies
1. Organizational Planning
2. Fundraising culture and environment
3. Board and volunteers
4. Development program activities, outcomes and
evaluation
5. Donor management and stewardship
6. Donor and marketing communications
7. Development infrastructure, technology and
systems

4. Why is this culture important?
1 M Visitors

5. Why is this culture important?
1 M Visitors
Developme
nt

6. Why is this culture important?
1 M
Visitors
All
staff
Development

7. People give to people
not organizations

8. PSC Relationship Management
• Comprehensive philosophy towards relationship
management
– From visitors to members to major donors
– Working in two dimensions
– High level of customer service
– Strategic Initiative One: visitor experience
• This strategy has produced significant results
– Growth during economic downturn
– Stability in membership and increased support from
donors

9. Two Dimensions Strategy
Broadening
Deepening
Annual Fund
Corporate Membership
Membership
Upperlevelmembership
MajorGifts-Individuals
CorporateSponsorship
Endowment/Capital

10. Is it working?
• Membership renewal
– From 41% in fy 2007 to 55% in fy 2011
• Visitor to member conversion rate
– From 2% in fy 2007 to 4.5% in fy 2011
• Corporate contributions
– From $312,000 in fy 2007 to 817,304 in fy 2010
• Major gift relationships under management
– From 10 in fy 2006 to 150 in fy 2011

11. National Giving Statistics
• Giving USA Report 2009
– 2009 $303 billion raised
– 2008 $307 billion raised
• 3.2% drop from prior year
• Fundraising for 2009 was much better than
anticipated

12. National Giving Statistics
• Giving USA 2009 by Source
– Individual (living and through bequests) 83%
• (Individuals 75%; Bequests 8%)
– Foundations 13%
– Corporations 4%
• 2008: Individuals 83%; Foundations 12%;
Corporations 5%

13. Building Sustainable Institutions
• Philanthropic support is essential
• Diversified sources essential for sustainability
• What is ideal mix?
– Individuals
– Corporations
– Public
– Foundations

14. Building Sustainable Institutions
• Philanthropic support is essential
• Diversified sources essential for sustainability
• What is ideal mix?
– Individuals 80%
– Corporations
– Public
– Foundations

15. Building Sustainable Institutions
• Philanthropic support is essential
• Diversified sources essential for sustainability
• What is ideal mix?
– Individuals 80%
– Corporations
– Public 20%
– Foundations

16. Sustainable model
Individuals 80%
All others 20%:
Corporate
Foundations
Public

17. What are the trends in Science Centers
• Private support:
– Of 13 science centers/museums studied, private
support ranged from 12% to 55% with an average
of 32% (based on 990 data)
• Specific mix at PSC
– Private 73%
• Individuals 34%
• Foundations 8%
• Corporations 31%
– Public 27%

18. Specific ways others are engaged
• Staff
• Board
• Members