Randolph L. Clour, AEP, CFP, CFRE Executive Director AtlantiCare Foundation
Comprehensive Development 2008
Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Stewardship Mission infused Special Events 3
Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Stewardship Mission infused Special Events 4
Development - The synchronized utilization of all parts of a fundraising program (face to face, telephone, direct mail, special events) to all the constituencies of an organization (individuals, corporations, foundations and public sector). Philanthropy goodwill toward man; voluntary actions for the benefit of the common good Culture of Philanthropy???? 5
Four stages we progress through in the development process (verses transaction): Identification Cutlivation Solicitation Stewardship 6
WORLD CLASS Development program W = WORTHINESS D= DONOR CENTRIC C = CLARITY L = LEADERSHIP A = ASKING (where many otherwise good program fail) S = STEWARDSHIP 7
Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Mission infused Special Events Stewardship program Centralize Fundraising 8
Giving in America/ Review of Giving USA 2006 charitable giving = $295.02 billion Individuals $222.89 75.6% Corporations $12.72 4.3% Foundations $36.50 12.4% Bequests $22.91 7.8% Source: Giving USA Foundation / Giving USA 2007
Types of recipients of contributions, 2006 International Arts, culture, affairs and humanities $11.34 $12.51 3.8% Public-society 4.2% benefit $21.41 7.3% Health $20.22 6.9% Human services $29.56 10.0% Environment and animals $6.60 2.2% Foundations $29.50 10.0% Education $40.98 13.9% Religion $96.82 32.8% Unallocated giving $26.08 8.8% Source: Giving USA Foundation / Giving USA 2007
Total giving by source Five-year spans, adjusted for inflation Giving USA uses the CPI to adjust for inflation. $ in billions 1,200.69 1,381.94 551.47 563.91 597.70 671.94 766.08 829.65 1967 71 1972 76 1977 81 1982 86 1987 91 1992 96 1997 01 2002 2006 Individuals Bequests Source: Giving USA Foundation / Giving USA 2007 Foundations Corporations
The number of 501(c)(3) organizations 964,418 1,010,3951,045,9791,064,191 909,574 865,096 819,008 773,934 733,790 692,524 654,186 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 Source: Giving USA Foundation / Giving USA 2007 12
Comprehensive Development Definitions Trends / Donors Face to Face activity Case for Support Stewardship program Mission infused Special Events 13
Sources of contributions, 2006 Individuals are the single most important source. Individuals + charitable bequests = 83.3 percent. Source: Giving USA Foundation / Giving USA 2007 14
Given that individuals are the most generous constituent, we are going to focus on these resources. Special Events Personalized Direct Mail Phone Face to Face 15
Community Prospects Donors MG Prospects MG Donors Community at large People interested in AtlantiCare; People impacted by health issues; Engaged volunteers Supporters any level Philanthropists; Long time donors ; High Capacity individuals Special Gift Donors 16
People give to People The way we ask matters Research shows that: 2% of mail solicitations result in a YES 25% of phone solicitations get a YES 75% of face-to to-face solicitations result in a YES Source: The Osborne Group 17
Your organization s differentiating factor is your team s collective ability to passionately engage our community via face to face (F-F) interactions. 18
Reasons for a F-F Meeting Advice on a specific challenge Getting reaction on case for support Seeking input on strategic plan Asking advice within their area of expertise Reporting on a program they supported 19
True Donor story A donor had given $50,000 to an organization on which he served as a Board member And $1,000,000 to two local colleges. When the CEO of the $50,000 recipient asked him where on his list of priorities the CEO s organization stood You re number one. I don t understand, asked the CEO, You give others so much more. You never offered me a $1,000,000 reason to give you more. 20
This is a TEAM effort Board members, have a power that staff just doesn t bring to a solicitation. They can say: I believe! I support! Please join me! Those three statements are the best route to a successful solicitation!!! 21
Comprehensive Development Definitions Trends / Donors Face to Face activity Case for Support Mission infused Special Events Stewardship program 22
CASE FOR SUPPORT Rationale for philanthropic investment Community needs / goals Community benefit (opportunities) Define impact Unique ability to achieve vision Personal stories 23
CASE FOR SUPPORT Dispels Misperceptions & Myths We don t need philanthropy My $xx gift doesn t matter You re not a $xxxx charity You only help / serve 24
Comprehensive Development Definitions Trends / Donors Face to Face Activity Case for Support Stewardship program Mission infused Special Events 25
STEWARDSHIP Begins w/ prompt TY Impact on individual Donor Centric Feeling of an Insider Involve Board & CEO Make it a joyful experience First move to next gift 26
STEWARDSHIP - Examples Handwritten note from beneficiary Personalized photo Breakfast with CEO Insider newsletter / email Involve in day to day Scrapbook 27
Comprehensive Development Definitions Trends / Donors Case for Support Face to Face activity Stewardship program Mission infused Special Events 28
MISSION INFUSED SPECIAL EVENTS Opportunity to draw closer to mission Educate while entertaining Personal stories Cultivation / engagement Stewardship 29
CALL TO ACTION : Steps you can take tomorrow Create / refine case for support INCREASE face-to to-face solicitations Create / execute cohesive written cultivation strategies Execution of donor centered stewardship plan 30
Apply to all those whom you know will give something; next to those whom you are uncertain whether they will give anything or not, and show them a list of those who have given; and lastly, do not neglect those who you are sure will give nothing, for in some of them you will be mistaken. - Ben Franklin 31
Questions? 32