Welcome to "Advancement Amplified: AI for IA," a 5-part Pulse Check hosted by Dan Giroux, a higher education marketing and communications leader focused on elevating the strategic impact of Advancement. Advancement is at a pivotal moment. As institutions navigate shifting donor expectations, alumni engagement challenges, financial pressures, and the demand for greater efficiency, AI is emerging as a transformative force.

In today's Part 1, Dan Giroux sits down with Matthew Lambert, Senior Vice President for University Advancement at William & Mary, and Dan Frezza, Chief Advancement Officer at the College of Charleston. Together, they explore how artificial intelligence is reshaping the future of institutional advancement, from donor engagement to marketing and career services. With rapid technological shifts, both institutions are leveraging AI-powered tools, including autonomous virtual engagement officers (VEOs), to enhance outreach and optimize fundraising efforts.

Related Links:
Inside Higher Ed interview with Wren and Wren’s website
AGB magazine article around AI

• AI is not a replacement, but an enhancement. AI tools in advancement free up professionals to focus on high-value tasks while automating routine processes like contact reports and donor outreach.
• Virtual Engagement Officers (VEOs) are changing the game. AI-driven fundraisers at William & Mary and the College of Charleston are already fostering one-on-one donor relationships, leading to increased engagement and donations.
• AI adoption requires a culture of innovation. Institutions that embrace risk-taking and long-term thinking are better positioned to leverage AI effectively.
• Personalization is key. AI tools can customize communication, ensuring alumni and donors receive relevant, engaging content that strengthens their connection to their alma mater.
• Transparency builds trust. Clearly identifying AI-powered agents in donor interactions helps maintain credibility and donor confidence.
• Advancement leaders should experiment and iterate. Small-scale testing of AI tools allows teams to refine their approach while minimizing risks.

AI is playing an increasingly critical role in institutional advancement, helping teams engage donors, streamline operations, and personalize communications. Both William & Mary and the College of Charleston are leveraging AI-driven solutions like virtual engagement officers (VEOs) to handle donor outreach, allowing human fundraisers to focus on high-value relationships. AI is also being integrated into marketing, career services, and student engagement to drive deeper connections across the university ecosystem.

VEOs are AI-powered autonomous fundraisers that manage donor portfolios, initiate personalized conversations, and guide alumni through the giving process. At William & Mary, the VEO named "Wren" is engaging alumni by sharing curated content, answering inquiries, and even suggesting philanthropic opportunities based on donor interests. Similarly, the College of Charleston’s VEO, “Alex,” is successfully fostering engagement by tailoring interactions, including crafting poetry for an alum who tested its capabilities.

A key priority for both institutions is maintaining authenticity and transparency in AI-driven interactions. AI fundraisers introduce themselves as virtual engagement officers, rather than impersonating human staff members. Additionally, AI serves as a bridge to real fundraisers, helping schedule meetings or flagging high-potential donors for personal outreach. By handling lower-priority tasks, AI allows advancement professionals to deepen relationships with major donors and alumni in meaningful ways.

Implementing AI in institutional advancement comes with hurdles, including skepticism from staff, concerns over data security, and the need for institutional buy-in. Some advancement professionals worry about AI’s impact on job security, while others fear losing the human touch in donor relationships. However, leaders like Lambert and Frezza emphasize that AI is not replacing human fundraisers, but rather empowering them to be more efficient and effective.

Both William & Mary and the College of Charleston plan to expand their use of AI beyond fundraising. Future applications may include using AI for student engagement, career advising, and even enrollment marketing. As AI technology continues to evolve, its role in advancement will likely grow, offering new ways to personalize outreach, improve donor experiences, and drive institutional success.

AI is no longer a futuristic concept—it’s happening now, and institutions that embrace it strategically will have a competitive edge in advancement and fundraising.

Guest Names: 
Matthew Lambert, Senior Vice President of University Advancement, William & Mary; CEO, William & Mary Foundation
Dan Frezza, Chief Advancement Officer of Institutional Advancement, College of Charleston; CEO, College of Charleston Foundation

Guest Socials: 
Matthew - https://www.linkedin.com/in/matthewtlambert/
Dan - https://www.linkedin.com/in/dan-frezza-56203262/

Guest Bios: 
Matthew T. Lambert - Matthew Lambert leads University Advancement at William & Mary, overseeing all alumni engagement, private fundraising and philanthropic outreach, university marketing and communications, and career development & professional engagement efforts. Under his leadership, William & Mary successfully completed its record-breaking $1 billion For the Bold campaign, strengthening the university’s culture and philanthropy. As CEO of the William & Mary Foundation, he stewards more than $1 billion in endowments, ensuring long-term financial support for the university. A William & Mary alumnus, Matthew holds degrees from The Ohio State University (M.A.) and the University of Pennsylvania (Ed.D.). Before returning to W&M in 2013, he held leadership roles in Advancement at Georgetown University. In addition to his work in philanthropy, he is an active scholar in public policy and higher education, authoring Privatization and the Public Good (Harvard Education Press) and co-editing Advancing Higher Education (Rowman & Littlefield). Follow Matthew Lambert on LinkedIn. 

Dan Frezza - Dan Frezza serves as the Chief Advancement Officer at the College of Charleston, leading the university’s development, alumni relations, stewardship, and advancement services. In this role, he is responsible for fostering a strong culture of engagement and philanthropy across the institution. As CEO of the College of Charleston Foundation, he oversees institutional fund management and works to grow the university’s endowment. Before joining the College of Charleston in 2023, Dan spent over a decade at William & Mary, where he played a key leadership role in the university’s $1 billion For the Bold campaign alongside Matthew Lambert—driving alumni engagement and participation efforts. Prior to that, he led advancement programs at Appalachian State University and East Carolina University. Dan holds a Master’s in Higher Education Administration from North Carolina State University and a Bachelor’s in Communication with a minor in Business from Western Carolina University. Follow Dan on LinkedIn. 

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Connect With Our Host:
Mallory Willsea 
https://www.linkedin.com/in/mallorywillsea/
https://twitter.com/mallorywillsea

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