Mike Bell, President Advisors in Philanthropy www.mikebellandassociates.com mbell34695@gmail.com 727-798-4401 2013 1
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Participants will be able to identify and implement The critical components of a comprehensive annual campaign strategy Best practices in staff and volunteer engagement 5 keys to a successful annual campaign 2013 3
Fund Raising Gives people opportunities To act on their values Volunteer Invest 2013 4
Philanthropy Value-based Transformational Fund Raising Gives people opportunities To act on their values Volunteer Invest 2013 5
Philanthropy Value-based Transformational Development Uncovers shared values Fund Raising Gives people opportunities To act on their values Volunteer Invest 2013 6
Job #1: Creation of Transformational Experiences Guide Transformations Stage Experiences Deliver Services Make Goods Extract Commodities Pine & Gilmore, The Experience Economy 1999 2013 7
Director Strategic Planning to Target: Annual Fund/Resource Development Special Events Direct Mail, Social Media, etc. Thrift Shops Grant Development Major Gifts (75-150 prospect portfolio) Capital Campaign(s) Endowment Campaign(s) Planned Giving (7-15 year investment; 1/5-7 ratio) Estate Planning/Wills Campaign Charitable Gift Annuities Special Gifts (real estate, etc.) 2013 8
Chart your course have a plan! Set a clear, measurable goal that pushes the organization Develop a targeted list of prospects and donors Involve staff and volunteers Celebrate! Advisors in Advancement 2013 9
Environmental scan Budget Timeline Advisors in Advancement 2013 10
Direct Mail Electronic Solicitation Special Events Grants Advisors in Advancement 2013 11
Case for support Measurable financial goal(s) Realistic, yet aspirational Advisors in Advancement 2013 12
Recency, Frequency & Means Acquisition direct and indirect A community of shared values Advisors in Advancement 2013 13
Leadership CEO & CDO Allocate resources Create strategic experiences Give and Ask Board Provide prospects Make a personally significant gift Ask Staff and Volunteers Volunteer Provide prospects Participate in campaigns Advisors in Advancement 2013 14
Theme Milestones Stewardship Advisors in Advancement 2013 15
Trends over prior periods Sources of gifts and pledges Donor retention rates Average cost per gift by source Net income by source ROI Advisors in Advancement 2013 16
National Average $.20 /$1.00 raised Capital Campaign/Major Gifts $.05 to $.10 per dollar raised Corporations and Foundations (Grant Writing) $.20 per dollar raised Direct Mail Renewal $.20 per dollar raised Planned Giving $.25 per dollar raised (and a lot of patience!); 1/5-7 known; 15 years to mature Benefit/Special Events $.50 of gross proceed Direct Mail Acquisition $ 1.00 to $ 1.25 per dollar raised 2013 17
It often takes two to three years for a development office to bring in sufficient funds to cover expenses. Start up costs may be substantial, and it may take a while to develop a donor base. Some things to include in your budget are: Personnel Professional Development Software and Equipment Dues and Publications Office Supplies Communications and Collateral Materials Seed Money for Events and Appeals Goal: 60/20/20 2013 18
I WE Hoffman, R., Casnocha, B., and Yeh, C. (2013) Tours of Duty The New Employer-Employee Compact. Harvard Business Review, 91(6), 48-58. Advisors in Advancement 2013 19