2015 WEB/AUDIOCONFERENCES

Transcription

1 Association of Fundraising Professionals 2015 WEB/AUDIOCONFERENCES Educating Fundraisers in the 21 st Century The Campaign Prequel: Success Begins Before the Campaign Plan Presented by: Matthew Cottle, CFRE August 25, :00 2:30 p.m. Eastern Noon 1:30 p.m. Central 11:00 a.m. 12:30 p.m. Mountain 10:00 11:30 a.m. Pacific 9:00 10:30 a.m. Alaska Association of Fundraising Professionals 4300 Wilson Boulevard, Suite 300, Arlington, VA (U.S. & Canada) (Mexico)

2 SITE ROSTER FOR SITE COORDINATOR ONLY: FOLLOWING THE PROGRAM, PLEASE COMPLETED ROSTER TO or FAX TO The Association of Fundraising Professionals WEB/AUDIOCONFERENCE 2015 August 25, 2015 Matthew Cottle, CFRE The Campaign Prequel: Success Begins Before the Campaign Plan If an AFP Chapter is sponsoring this site, please check the box and list the name of the sponsoring AFP Chapter: Site Coordinator/Registrant (the name of the person to whom the site is registered): Location (City) (State/Province) Total number of participants at this site Please Print Clearly NAME: ADDRESS: MEMBER (Y/N)

3 Matthew Cottle, CFRE Matthew Cottle is a senior member of the advancement staff for California Polytechnic State University. He also serves as vice president of the board for the San Luis Obispo Little Theatre. Matthew been a campaign leader for Princeton University, the University of Idaho, and the National Academy of Sciences, as well as serving as vice president for Franklin W. Olin College. As a consultant with Jeffrey Byrne & Associates, Matthew s clients included colleges, YMCA, YWCA, and human service organizations. Matthew is a long-time member and volunteer leader for the Association of Fundraising Professionals. He is a board member and president of the AFP San Luis Obispo County Chapter. He served as chair of the AFP Education Advisory Committee ( ) and currently is a member of the AFP Research Council.

4 AFP Webinar August 25, 2015 The Campaign Prequel: Success Begins Before the Campaign Plan Presented by Matthew Cottle, CFRE California Polytechnic State University Matthew Cottle is a senior member of the advancement staff for California Polytechnic State University. He also serves as vice president of the board for the San Luis Obispo Little Theatre. Matthew been a campaign leader for Princeton University, the University of Idaho, and the National Academy of Sciences, as well as serving as vice president for Franklin W. Olin College. As a consultant with Jeffrey Byrne & Associates, Matthew s clients included colleges, YMCA, YWCA, and human service organizations. Matthew is a long-time member and volunteer leader for the Association of Fundraising Professionals. He is a board member and president of the AFP San Luis Obispo County Chapter. He served as chair of the AFP Education Advisory Committee ( ) and currently is a member of the AFP Research Council. 1

5 The Age of Perpetual Campaigns? Once rare; a special, once-in-a-lifetime event The Age of Perpetual Campaigns? Once rare; a special, once-in-a-lifetime event High goal multi-year efforts now common 2

6 The Age of Perpetual Campaigns? Once rare; a special, once-in-a-lifetime event High goal multi-year efforts now common Biggest in hospitals and universities The Age of Perpetual Campaigns? Once rare; a special, once-in-a-lifetime event High goal multi-year efforts now common Biggest in hospitals and universities But growing more common in all nonprofits 3

7 Types of Campaigns Brick and mortar Endowment Combined campaign Comprehensive campaign Quick Poll: Future campaign plans? Have done at least one past campaign and thinking about another Considering a first-time campaign No current campaign thoughts but want to strengthen the major gifts program 4

8 Doesn t It Start With A Study? Doesn t It Start With A Study? Study only useful if Clear and convincing goal Inspiring case for support Potential lead volunteers Potential lead donors 5

9 Doesn t It Start With A Study? Study only useful if Clear and convincing goal Inspiring case for support Potential lead volunteers Potential lead donors 95% of the work comes before the feasibility study Preconditions for Campaign Success Proper planning 6

10 Preconditions for Campaign Success Proper planning Compelling project(s) and case Preconditions for Campaign Success Proper planning Compelling project(s) and case Realistic and believable goal 7

11 Preconditions for Campaign Success Proper planning Compelling project(s) and case Realistic and believable goal Board capable of leadership giving Preconditions for Campaign Success Proper planning Compelling project(s) and case Realistic and believable goal Board capable of leadership giving Prospects capable of 5-figure+ gifts over 3-5 years 8

12 Preconditions for Campaign Success Willingness to focus on a few key gifts Preconditions for Campaign Success Willingness to focus on a few key gifts Previous fundraising success 9

13 Preconditions for Campaign Success Willingness to focus on a few key gifts Previous fundraising success Staff training and internal structure Preconditions for Campaign Success Willingness to focus on a few key gifts Previous fundraising success Staff training and internal structure Experienced leadership (or a good consultant) 10

14 Where It Begins: The Strategic Plan Strategic Plan Mid-range 2-3 years 11

15 Strategic Plan Mid-range 2-3 years Shapes and guides the organization s identity Strategic Plan Mid-range 2-3 years Shapes and guides the organization s identity Mission statement 12

16 Strategic Plan Mid-range 2-3 years Shapes and guides the organization s identity Mission statement Vision statement Strategic Plan Mid-range 2-3 years Shapes and guides the organization s identity Mission statement Vision statement Buy-in from external and internal partners 13

17 Strategic Planning Strategic Planning Internal champion(s) 14

18 Strategic Planning Internal champion(s) Historical review is critical! Strategic Planning Internal champion(s) Historical review is critical! Get external input 15

19 Strategic Planning Internal champion(s) Historical review is critical! Get external input Leadership-level strategic planning sessions Strategic Planning Internal champion(s) Historical review is critical! Get external input Leadership-level strategic planning sessions Get buy-in 16

20 Strategic Planning Internal champion(s) Historical review is critical! Get external input Leadership-level strategic planning sessions Get buy-in Vision, objectives, resources needed Strategic Planning Outcomes Vision Objectives Resources needed We re goin to the Promised Land! 17

21 Compelling Case Focuses on 3 questions: Why is the project unique and most appropriate for this organization? Compelling Case Focuses on 3 questions: Why is the project unique and most appropriate for this organization? Why give now? 18

22 Compelling Case Focuses on 3 questions: Why is the project unique and most appropriate for this organization? Why give now? Why should the donor care about your organization? Why Is the Board So Important? 42.5-% of first time donors gave when asked by a Leadership Volunteer Penelope Burk, Fundraising in a Turbulent Economy 87% of donors motivated to give if asked by someone they know Prospect Information Network (pnnoline.org) Committed Leadership Volunteers are a criterion for success in capital campaigns Jeffrey Byrne & Associates 10-year capital campaign review 19

23 Get the Board On-board Own the strategic plan.because they helped write it Get the Board On-board Own the strategic plan.because they helped write it Prepared to make their own inspiring gifts first 20

24 Get the Board On-board Own the strategic plan.because they helped write it Prepared to make their own inspiring gifts first Willing to attend campaign meetings and encourage donations Get the Board On-board Own the strategic plan.because they helped write it Prepared to make their own inspiring gifts first Willing to attend campaign meetings and encourage donations Some major gifts experience 21

25 Get the Board On-board Understand inside out, top down fundraising Get the Board On-board Understand inside out, top down fundraising Know that most support comes from individuals, not businesses 22

26 Get the Board On-board Understand inside out, top down fundraising Know that most support comes from individuals, not businesses Committed, and recruit others Get the Board On-board Understand inside out, top down fundraising Know that most support comes from individuals, not businesses Committed, and recruit others Will be 30 60% of campaign goal 23

27 Quick Poll: What s the biggest challenges for boards? Picking a good CEO Ensuring adequate funding Monitoring without micro-management Ensuring effective planning Recruiting new members Setting the mission and purpose Strengthening the Fundraising Board Governance Committee 24

28 Strengthening the Fundraising Board Governance Committee Optimum board characteristics Board Skills Matrix 25

29 Strengthening the Fundraising Board Governance Committee Optimum board characteristics Board orientation Strengthening the Fundraising Board Governance Committee Optimum board characteristics Board orientation Self-evaluation process 26

30 Board Meeting Evaluation Board Annual Evaluation 27

31 Are There Enough Prospects? Successful annual fund program Do at least 25% of mailing list contribute annually? Giving records? 20 X Annual = pledge 10 leadership donors? Up to figure donors in the database? Are They Good Prospects? Propensity to give 28

32 Are They Good Prospects? Propensity to give Interest in the mission Are They Good Prospects? Propensity to give Interest in the mission Gives to other causes 29

33 Are They Good Prospects? Propensity to give Interest in the mission Gives to other causes Engaged with the organization Are They Good Prospects? Propensity to give Interest in the mission Gives to other causes Engaged with the organization Past donor to the organization 30

34 Involve Best Prospects Early Ownership goes hand-in-hand with enthusiasm Start early to build close relationships with key donors Get their input on strategic plan Informal visits to share vision and plans Involve Best Prospects Early Ownership goes hand-in-hand with enthusiasm Start early to build close relationships with key donors Get their input on strategic plan Informal visits to share vision and plans 21 months and 9 substantive contacts 31

35 Is the Development Office Ready? Operations manual? Gift policies and accounting rules Gift processing Checks Pledges Securities Gift receipts and thank-you Quick Poll: Gift Policies We have a gift acceptance policy and regularly review it We have a gift acceptance policy but it s likely out-of-date We have no written policy 32

36 Gift Policies and Accounting How will gifts of stock be handled? Accept non-cash gifts like art work or real estate? Will non-cash gifts count for the campaign? Gifts of life insurance? Other life gifts maturing in the future? Indispensible Software Many options but NOT Excel or Access Easily access past donor giving for prospecting Divide prospects by tiers: leadership, major gifts, general campaign, etc. Record and track multiyear pledges 33

37 Indispensible Software Personalized appeals? Campaign reports for board and management Cash flow projections Is Staff Up to the Task? Minimum team: ED willing to devote ½ time for duration Development director focused on fundraising Full-time assistant Must be a person focused on campaign coordination 34

38 Is Staff Up to the Task? Are You Ready? Strategic Plan Attractive project with reasonable goals Board on-board Enough prospective donors Track record of fund raising success Staff Internal structure 35

39 Resources AFP Resource Center Hot Topic: Capital Campaigns Fundraising Consultants and Resources Directory Trends for Campaigns More numerous, more frequent Brick and mortar still most common, but endowment too Debt reduction campaigns Prospect research more sophisticated Top 10% focus for campaigns Volunteers have less time 36

40 If you enjoyed today s webinar, please consider checking out AFP s extensive library of archived webinars covering almost every aspect of fundraising! We ve recently reduced prices on the archives, so not only do you still receive 1.5 CFRE continuing education credits and can watch at your convenience, they re now much more affordable! You ll find the archives here: ompage.php?pageid=135 37

41 Coming Next. September 16, :00 2:30 p.m. ET In It for the Long Haul: How Donor Retention and Major Gifts Can Transform Your Nonprofit John Greenhoe, CFRE For a listing of the 2015 AFP Webinar Series, please visit our website at in the professional development section. 38

42 CERTIFICATE OF PARTICIPATION I was a participant in the AFP Webinar held August 25, :00 2:30 PM Eastern The Campaign Prequel: Success Begins Before the Campaign Plan Presented by: Matthew Cottle, CFRE Full participation in this session is applicable for 1.5 points in Category 1.B Education of the CFRE International application for initial certification and/or recertification. Signed This is for your records only.

43 Association of Fundraising Professionals August 25, 2015 The Campaign Prequel: Success Begins Before the Campaign Plan You may use this form to capture your immediate impressions. Please complete the evaluation online by September 2nd, 2015 at: EXCELLENT AVERAGE POOR (7) (6) (5) (4) (3) (2) (1) 1. OVERALL RATING 2. CONTENT 3. HANDOUTS 4. AUDIO QUALITY 5. EASE OF REGISTRATION 6. SIMILARITY OF ACTUAL PROGRAM VERSUS ADVERTISED CONTENT 7. VALUE PRESENTER: OVERALL EFFECTIVENESS 8. Matthew Cottle, CFRE MY SITE PARTICIPATED AS: A WEBCONFERENCE AN AUDIOCONFERENCE WOULD YOU PARTICIPATE IN ANOTHER VIRTUAL SEMINAR? YES NO WHAT WAS YOUR OVERALL IMPRESSION OF THE EVENT AND THE VIRTUAL SEMINAR FORMAT? ANY ADDITIONAL COMMENTS? NAME (OPTIONAL): SITE LOCATION: YOUR FEEDBACK IS IMPORTANT! YOU MAY COMPLETE AN ELECTRONIC EVALUATION AT

44 Association of Fundraising Professionals 2015 WEBINARS Educating Fundraisers in the 21 st Century JANUARY 28, 2015, WEDNESDAY INTEGRATING PLANNED GIVING INTO YOUR CAMPAIGN/MAJOR GIFTS PROGRAM BRIAN SAGRESTANO, JD, CFRE FEBRUARY 18, 2015, WEDNESDAY MAKING EACH RUNG COUNT: HOW TO BUILD A DONOR LADDER THAT GOES FROM ANNUAL GIFT TO ULTIMATE GIFT MICHAEL DELZOTTI, CFRE & CHRISTOPHER KASAVICH, MBA, CFRE MARCH 4, 2015, WEDNESDAY IS YOUR ORGANIZATION SUSTAINABLE? SIMONE JOYAUX, ACFRE MARCH 17, 2015, TUESDAY DONOR RETENTION: CURRENT RATES ARE PLUMMETING! WHAT CAN EVERY FUNDRAISER DO TO REVERSE THE TREND JAY LOVE APRIL 14, 2015, TUESDAY FUNDRAISING ON A SHOESTRING (FUNDRAISING FOR THOSE WITH NO TIME TO FUNDRAISE) ALICE FERRIS, ACFRE & JAMES ANDERSON, CFRE JUNE 3, 2015, WEDNESDAY MAKING FRIENDS WITH FINANCIAL STATEMENTS: ACCOUNTING AND BUDGETING CONCEPTS FOR FUNDRAISERS STEPHANIE CORY, CFRE JUNE 18, 2015, THURSDAY WHY AND HOW TO USE SOCIAL MEDIA TO SHOW GRATITUDE TO DONORS STEVEN SHATTUCK JULY 15, 2015, WEDNESDAY WIN WIN WIN: BUILD DEEPER RELATIONSHIPS WITH YOUR CORPORATE PARTNERS THROUGH CAUSE MARKETING TANIA LITTLE, CFRE AUGUST 12, 2015, WEDNESDAY WHAT YOU NEED TO KNOW ABOUT PLANNED GIVING WHEN PLANNED GIVING IS NOT ALL THAT YOU DO TIMOTHY D. LOGAN, FAHP, ACFRE AUGUST 25, 2015, TUESDAY THE CAMPAIGN PREQUEL: SUCCESS BEGINS BEFORE THE CAMPAIGN PLAN MATTHEW COTTLE, CFRE SEPTEMBER 16, 2015, WEDNESDAY IN IT FOR THE LONG HAUL: HOW DONOR RETENTION AND MAJOR GIFTS CAN TRANSFORM YOUR NONPROFIT JOHN GREENHOE, CFRE APRIL 29, 2015, WEDNESDAY FIND HIGH CAPACITY PROSPECTS HIDING IN PLAIN SIGHT RACHEL MUIR, CFRE SEPTEMBER 29, 2015, TUESDAY CREATIVE AND COMPELLING FUNDRAISING MESSAGES FOR DIGITAL SOLICITATIONS DERRICK FELDMANN MAY 7, 2015, THURSDAY SEVEN SECRETS OF SUCCESSFUL SOLICITATIONS ANNE MELVIN, J.D. MAY 20, 2015, WEDNESDAY ENGAGING YOUR BOARD IN FUNDRAISING FOR THE SMALL SHOP SANDY REES, CFRE CFRE APPROVED CONTINUING EDUCATION PROVIDER EACH WEBINAR SESSION OFFERS 1.5 CFRE POINTS! OCTOBER 14, 2015, WEDNESDAY SOCIAL MEDIA AND ETHICS IN FUNDRAISING DAVID TINKER, CFRE & LISA CHMIOLA, CFRE OCTOBER 28, 2015, WEDNESDAY HOW TO RAISE MAJOR GIFTS THE RIGHT WAY AMY EISENSTEIN, ACFRE & DR. ADRIAN SARGEANT NOVEMBER 18, 2015, WEDNESDAY TEN IDEAS TO ELEVATE YOUR SMALL SHOP FUNDRAISING PROGRAM LIGIA PEÑA, CFRE DECEMBER 10, 2015, THURSDAY THE WHATS, HOWS AND WHYS OF MAJOR GIFT SOLICITATION JILL PRANGER, ACFRE Webinars will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central 11:00 a.m. 12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska FEES: $159 (U.S.) per member session; $295 (U.S.) per nonmember session Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time!

45 AFP 2015 WEBINAR SERIES January 28, 2015 February 18, 2015 March 4, 2015 March 17, 2015 April 14, 2015 April 29, 2015 May 7, 2015 May 20, 2015 June 3, 2015 June 18, 2015 July 15, 2015 August 12, 2015 August 25, 2015 September 16, 2015 September 29, 2015 October 14, 2015 October 28, 2015 November 18, 2015 December 10, 2015 Brian Sagrestano, JD, CFRE: Integrating Planned Giving into Your Campaign/Major Gifts Program Michael Delzotti, CFRE & Christopher Kasavich, MBA, CFRE: Making Each Rung Count: Building a Donor Ladder that Goes from Annual Gift to Ultimate Gift Simone Joyaux,ACFRE: Is Your Organization Sustainable? Jay Love: Donor Retention Alice Ferris, ACFRE & James Anderson, CFRE: Fundraising on a Shoe String (Fundraising for Those With No Time to Fundraise) Rachel Muir, CFRE: Find High Capacity Prospects Hiding in Plain Sight Anne Melvin, J.D.: Seven Secrets of Successful Solicitations Sandy Rees, CFRE: Engaging Your Board in Fundraising for the Small Shop Stephanie Cory, CFRE: Making Friends with Financial Statements: Accounting&Budgeting Concepts for Fundraisers Steven Shattuck: Why and How to Use Social Media to Show Gratitude to Donors Tania Little, CFRE: Win Win Win: Build Deeper Relationships with Your Corporate Partners Through Cause Marketing Timothy D. Logan, FAHP, ACFRE: What You Need to Know About Planned Giving When Planned Giving Is Not All That You Do Matthew Cottle, CFRE: The Campaign Prequel: Success Begins Before the Campaign Plan John Greenhoe, CFRE: In it for the Long Haul: How Donor Retention and Major Gifts can Transform Your Nonprofit Derrick Feldmann: Creative and Compelling Fundraising Messages for Digital Solicitations David Tinker, CFRE & Lisa Chmiola, CFRE: Social Media and Ethics in Fundraising Amy Eisenstein, ACFRE & Dr. Adrian Sargeant: How to Raise Major Gifts the Right Way Ligia Peña, CFRE: Ten Ideas to Elevate Your Small Shop Fundraising Program Jill Pranger, ACFRE: The Whats, Hows and Whys of Major Gift Solicitation This order is for [ ] Live Event, [ ] Download, [ ] CD ($8.95 for shipping in the U.S., $20 for International orders) Four ways to register: Webinars will be held at 1:00-2:30 p.m. Eastern / 12:00-1:30 p.m. Central 11:00 a.m. 12:30 p.m. Mountain / 10:00-11:30 a.m. Pacific / 9:00-10:30 a.m. Alaska FEES: $159 (U.S.) per member site per session; $295 (U.S.) per nonmember site per session Special AFP Member Bundle - $99 per session when registering for 10 or more programs at one time! Online: Fax: Phone: Mail: Peach New Media, Inc. Dept. 3616, PO Box , Dallas, TX Please print clearly (especially the address) Name Member ID# Title Organization [ ] My Site is sponsored by an AFP Chapter Chapter Name Address Street City State/Province Zip/Postal Code Country Phone Fax Can t make a Webinar? Purchase the recorded session as a download or on CD. Call or visit our website at (Payment must accompany registration and must be paid in U.S. funds) Method of payment (check one): [ ] Check enclosed payable to Peach New Media [ ] MasterCard [ ] VISA [ ] AMEX [ ] Discover Card # CVV Code Exp. Signature 3-digit code on back of card Billing Address:_ City State Zip