In the latest episode of Campus Convos, BibliU CEO and Co-Founder Dave Sherwood speaks with Dr. Daniel Kinney, President of Iowa Western Community College (IWCC), about fundraising—one of the most challenging aspects of higher education leadership. The discussion reveals similarities between raising capital in the tech sector and securing donor support in higher education, both requiring strategic storytelling, data, networking, and adaptability.
Whether fundraising for a tech startup or a community college, the key is demonstrating value. In tech, this may mean showing product-market fit; in higher ed, it’s about illustrating community impact and student success. Donors want data-backed stories that show tangible outcomes. Here, we build on Dave and Dr. Kinney’s conversation with actionable strategies to help institutional leaders maximize fundraising opportunities.
Much like tech companies create pitch decks to showcase their worth and vision to investors, institutions should craft a compelling narrative that highlights their mission, impact, and long-term vision. Whether it’s sharing student success stories, emphasizing the role of the college in economic development, or illustrating how donor contributions create lasting legacy, the story should evoke a sense of urgency and opportunity. A well-crafted narrative builds an emotional connection with donors, inspiring them to see their gifts not just as fiscal donations, but as investments in a shared future.
A crucial part of this storytelling is justifying the "why" behind fundraising efforts. Are you raising funds to improve specific programs? Increase first-year student retention? Enhance campus facilities? Too often, institutions rely on generic messaging rather than data-driven narratives that resonate with donors and speak for themselves.
While storytelling taps into emotion, data provides concrete evidence that reinforces those narratives. Donors increasingly seek transparency and tangible results to justify their contributions. Providing solid data that supports positive outcomes from institutional initiatives can make all the difference.
As Dr. Kinney puts it, “Having data allows you to go in and have a conversation that resonates. It will stick with them, and they can always refer back to it later.”
Dr. Kinney shares how his team at IWCC compiled numbers on retirements in the area and how IWCC plans to fill those workforce vacancies through certain programs. This data allowed him to engage in meaningful dialogue with local businesses, showing why their financial support today can benefit their industries in the future. This example underscores the importance of collaborating with research and institutional effectiveness offices to gather the most relevant, up-to-date data.
Arizona State University’s approach to leveraging data to showcase donor impact is through a dedicated landing page on their website, which highlights key insights such as growth in sponsorship recipients, showcasing tangible outcomes of donor support. This method and others like it will not only build donor confidence but also align fundraising efforts with the institution’s strategic priorities.
To maximize engagement with potential givers, college leaders should segment their donor base and tailor outreach to specific groups—such as STEM alumni, athletics supporters, or legacy families. Customizing the approach to align with each donor’s interests strengthens connections and fosters greater giving. For example, using RFM (Recency, Frequency, Monetary) analysis to identify giving patterns ensures that outreach resonates with donors' preferences. As Dr. Kinney points out, crafting messages that align with individual passions is key to success.
Additionally, launching micro-campaigns targeting specific groups, like tech alumni or former student-athletes, can deepen engagement and attract focused support. Personalizing communications has been shown to increase response rates by 40%. For example, Morehouse College secured a $2 million gift from The Ray Charles Foundation by aligning the donation ask with the foundation’s focus on business major scholarships. Similarly, Boise State University leveraged AI-powered outreach, resulting in an 87% increase in donors.
Long-term fundraising success doesn’t come from quick, one-off asks—it’s about cultivating meaningful relationships and staying actively engaged in the community. As Dave Sherwood and Dr. Dan Kinney discuss in the Campus Convos episode, institutional leaders should leverage their existing networks and current donors to connect with potential supporters.
Dr. Kinney emphasizes the importance of engaging with community boards and attending local events to build relationships with regional industries. He notes, "Sometimes we're the best-kept secret in southwest Iowa," highlighting how even well-established institutions like Iowa Western can benefit from increased visibility.
By engaging with organizations such as local chambers of commerce and economic development boards, Dr. Kinney has positioned himself—and by extension, IWCC—as a pillar of the community. This involvement is essential, not only for enhancing public relations but also for opening doors to new funding sources, partnerships, and collaborative initiatives.
In addition to building these key community relationships, leaders can leverage peer influence to drive participation and momentum in their fundraising efforts. For example, publicly showcasing early donors and recognizing their contributions creates a sense of social proof, encouraging others to give. Another effective strategy involves highlighting early investors or donors—similar to how BibliU showcases current investors to encourage further commitments—by making their support visible to potential donors. This approach fosters friendly competition, increases visibility, and motivates others to follow suit. The 2025 Cornell Giving Day, which raised over $11M, is a prime example of how leaderboards, matching gifts, and alumni challenges can create momentum and harness peer influence to achieve impressive results.
Many institutional leaders are also focused on strengthening the ties between local industry and higher education. As noted in Forbes, more colleges are investing in workforce education, recognizing its growing importance. For example, IWCC is raising funds and securing equipment to support its Career and Technical Education (CTE) program, ensuring students are prepared to meet the needs of local employers. Highlighting initiatives like these helps cement the institution’s reputation as an essential partner in regional workforce development, attracting support while reinforcing the mutual benefits between the college, its students, and the surrounding community.
Once strong relationships are established, it's essential to set realistic fundraising goals that reflect the support and momentum you've built. Fundraising doesn’t always follow a linear path, and setting achievable targets while preparing for setbacks is crucial to a healthy campaign and long-term financial stability. College presidents and leaders should analyze their market and adjust expectations accordingly developing a fundraising plan. A thoughtful process of due diligence, as discussed in Graham Pelton’s article on university fundraising, includes reviewing donor histories and tailoring asks to match giving capacities.
Contingency planning is also vital. Fundraising campaigns can experience unexpected gaps or delays, so having strategies to bridge those disparities is essential. Dr. Kinney recommends maintaining a balance between persistence and patience—overly aggressive tactics can harm relationships, while being too cautious might leave money on the table. He advises revisiting key donors near the campaign's end to secure additional support.
Tracking what works—and what doesn’t—is essential to this process and refining your institution’s fundraising approach over time. Keeping detailed records and using tools like EverTrue and GiveCampus to regularly review strategies allows institutions to pivot when needed, guaranteeing a more efficient and effective approach to bolstering enduring engagement. But the process of refinement doesn’t just apply to the big numbers: it can truly be helpful at every level of fundraising. A/B testing—experimenting with email subject lines, giving amounts, or send times—can provide key insights. According to HubSpot, organizations using A/B testing see a 37% increase in email engagement metrics by optimizing content. Institutions must continuously observe trends and adapt on both a large and small scale to reach their maximum fundraising potential.
As with any industry, a crucial part in higher education fundraising is making the giving process easy and accessible. Just as ease of use drives adoption for BibliU among faculty and students, the donation experience should be seamless for donors. Smooth, efficient systems that encourage the use of tech products like the BibliU platform can be mirrored in the donation process by offering mobile-friendly, user-friendly donation pages, one-click giving options, or QR codes. These features eliminate barriers for donors and lead to higher conversion rates. A report from Blackbaud found that mobile-responsive pages can increase donations by 34%, proving that a frictionless donation process can significantly enhance fundraising success.
By blending actionable insights—such as well-researched market data and donor history—with a compelling narrative, leaders can align their fundraising efforts with the institution’s broader mission. Engaging with the community and building strategic relationships with individuals and foundations can also open new doors for support. Setting realistic goals and preparing for potential setbacks allows leaders to remain agile, adjusting their approach as needed while minimizing stress during the fundraising process.
In higher education, as in any sector, a successful fundraising campaign is not just about meeting financial goals. It’s about creating a vision for the institution's future, demonstrating how that vision will benefit students and the community, and inviting donors to be part of that journey.
Catch the full conversation with Dave and Dr. Kinney on YouTube and Spotify for more expert tips on transforming your approach to fundraising. Don’t miss out—stay connected for more insights on the future of higher ed!
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