Minsi Trails Council 2016 Development Plan

Minsi Trails Council 2016 Development Plan

Scouting Overview The Boy Scouts of America is the nation s foremost youth leadership development organization today Scouting in Minsi Trails Council (MTC) enjoys strong local support with a rich heritage dating to 1910 when the first Scout troops were established in our area Along with strong Scouting programs we also enjoy strong community support: 43% of local Scout families donate directly to support quality program delivery to the over 10,000 youth we serve Scout fundraising events and generous corporate donors raised record amounts over the last three years Community partner and chartered organization relationships remain strong Endowment funds and planned gifts have grown steadily Nearly 100% of Executive Board members and 100% of our staff donate annually to support local Scouting Successful development plan execution requires continued support from our Executive Board, Scout volunteers and members, parents and families 2

Scouting Case for Support Youth in our six Minsi Trails Council counties need Scouting. Just consider that today: 35% of kids live in single-parent homes compared to just 9% in 1960 50% of first children today are born to unmarried women Youth today spend 4.5 hours per day plugged into video games, TV, mobile phones, the internet, and other electronic devices Children s outside playtime has dropped by 50% since 1997 Just 19% of high school students volunteer their time to community service Voting rates among young adults are 20% lower than their parents Scouting offers solutions for youth and parents by building character, leadership, achievement, and citizenship while preparing youth for life through time-tested programs and dedicated adult volunteers. Research shows that Scouts are more likely than non-scouts to: graduate from high school and college, do better academically, be more physically fit, have higher self confidence, and be seen as leaders. A recent Tufts University study shows that Scouting changes youth for the better and promotes significant positive character development. Help Make a difference invest in youth invest in Scouting invest in tomorrow s leaders 3

Minsi Trails Council s Development Vision 4 To inspire, engage, and care for Scouting s charitable supporters and prospects in Minsi Trails Council and build a stronger culture of local Scouting philanthropy

MTC Development Mission Identify individuals who are motivated and inspired by Scouting s mission in Minsi Trails Council Qualify prospects and donors to find the best fit for them to financially support Scouting s local mission Be donor centric in our approach as we cultivate and educate prospects and donors to engage and support their full philanthropic potential Solicit support from prospects and donors for Scouting through a variety of donor programs using best-practice fundraising methods and philanthropy techniques that are effective and meet the quality standards for donor/fundraiser ethics in keeping with the Scout Law Steward donors in a way that meets or exceed their expectations and encourages long-term Scouting relationships that they truly value Over three years, 2016-2018 we will increase our operational fundraising by 25% Grow our endowment fund gifts and commitments by $1 million annually 5

Minsi Trails Council Development Purpose 6 To achieve current and future fundraising goals of local Scouting in Minsi Trails Council

MTC Development SWOT 7 Strengths Our Scouts improve our local communities Dedicated volunteers passionate about Scouting Strong Board with broad community reach High performing Council: Gold JTE, top 15% in US Solid staff with seasoned professionals Strong financially with balanced budget Strategic focus, balanced scorecard with solid metrics and bottom line driven Strong support from Scouting families Dedicated and generous donors Opportunities Repositioning Scouting towards STEM initiatives Scouting support of career/workforce development New BSA Blackbaud fundraising system by 2016 School supt. changes may open school access New business growth in area = new opportunity Grow marketing effort to better educate parents Increasing development staff Weaknesses Declining youth membership particularly with Cubs Staff wears too many hats and is stretched thin Heavy fundraising reliance on a few large tasks No fundraising software limits effectiveness Program relevance for today s Cub-aged parents Increasing expenses to pay down debt Public doesn t know benefits of Scouting Lack of a donor migration plan Limits on school access Threats Youth and parents are over committed, lack of time Attitudes and values of millennial families don t mesh with traditional Scouting aims and goals Negative PR stories Declining numbers of traditional families Negative perceptions toward fundraising Negative perception we vs. them toward council Local economics - general slow economic recovery Extensive training to get Blackbaud up and running

MTC Overall Development Efforts Key Fundraising Initiatives/Campaigns Family Friends Of Scouting (FOS) Executive Board FOS Community FOS Events (fundraising dinners, breakfasts, 5K run, motorcycle ride, etc.) Friend Raising Outreach (and PFL Fundraising Dinner) Friend Raising with Scouting Alumni, Eagle Scouts, and Eagle Parents Major Gifts Campaign Endowment Campaigns (general, camp, bequest, and James E. West appeals) Direct Mail (summer camp and year-end appeals) Lehigh Valley Leadership Dinner Pocono Friends Of Scouting Dinner Greater Hazleton Leadership Dinner Foundations and Grants Lehigh Valley Boy Scout Golf Classic & Pocono Boy Scout Golf Classic Sporting Clays Shoot (first year event planned for 10/21/2016) 8

MTC Overall Development Goals Key Fundraising Initiatives Program 2016 Goal 2015 Actual 2014 Actual Family Friends Of Scouting (FOS) $307,000 $295,997 $303,274 Community FOS Events & Dinners 268,000 242,074 261,490 Executive Board FOS 110,000 93,041 93,321 Major Gifts 97,000 104,340 98,845 Friend Raising Outreach ( and PFL Dinner) 55,000 56,334 57,966 Foundations 188,000 199,525 161,030 Project Sales 10,000 9,461 8,500 Lehigh Valley Boy Scout Golf Classic (net) 149,000 147,370 125,076 Pocono Boy Scout Golf Classic (net) 25,000 25,165 23,750 Lehigh Valley Leadership Dinner 369,000 364,920 386,075 Sporting Clay Shoot 12,000 0 0 Miscellaneous 5,000 11,763 9,854 Total Operating $1,595,000 $1,551,440 $1,529,181 Endowment $1,000,000 $390,500 $832,113 Popcorn (net) $307,000 9

Overall Development Strategies Expand and focus the Minsi Trails Council s development efforts through increased staffing and better fundraising planning Create an overall donor development plan to help the development team work more effectively with donors and prospects Structure the fundraising process to help ensure that donors/prospects have a primary contact person on the MTC development team Develop a more systematic approach toward donor and prospect identification Identify the best fit for donors among the various Scouting fundraising opportunities consistent with their interests, abilities and stage of life Continue to expand community outreach opportunities to grow our circle of friends and engage Scouting alumni Ensure that we remain donor-centric and live up Scouting s values as well as the AFP ethical standards in our fundraising efforts 10

Overall Development Tactics Encourage full-time fundraising professionals to pursue CFRE certification Hold regular development team meetings to coordinate donor and prospect actions, fundraising events/activities, and donor ask proposals Measure fundraising campaign effectiveness by tracking cost per dollar raised to help focus resources on most productive efforts Conduct research to help identify top prospects using WealthEngine and Blackbaud (when available) along with other available BSA resources Manage donor/prospect lists and ensure that moves management actions are logged regularly Ensure that donors and prospects have a primary contact on the fundraising team to help eliminate multiple asks and minimize donor confusion to enhance their experience with Minsi Trails Council Provide any new hires with training opportunities to further develop their abilities 11

Operational Fundraising Development Strategy #1: Create a donor development plan and increase annual operational fundraising by 25%. Tactics Tactic 1: Create and implement a council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories in all annual operational fundraising campaigns Results Expected: Measure of Success -Council-wide plan developed and being utilized. -Plan should include all operational, capital, planned giving and endowment fundraising efforts 12 Tactic 2: Create and implement an operational fund donor communications plan Tactic 3: As financial resources become available, hire a Development Officer to build a sustainable major gift program and increase the number of annual gifts made by individuals -Plan developed and implemented -Major Gift Officer hired (when resources available) -Prospect list of 150 individuals finalized -$60,000 raised in first year with incremental 15% growth in subsequent years

Operational Fundraising Development 13 Strategy #1: Create a donor development plan and increase annual operational fundraising by 25% (continued) Tactics Results Expected Measure of Success Tactic 4: Focus fundraising efforts on the most effective programs and activities Tactic 5: Consider additional fundraising efforts. Identify, evaluate and test new efforts used by other BSA Scout Councils and other organizations (sporting clays shoot, Pocono raceway event, partner with local sports teams/venues, etc.) -Streamline efforts for all campaigns to increase fundraising effectiveness -Hit desired cost per dollar benchmarks as established by Association of Fundraising Professionals if not already at desired levels (see below) -Special Events $0.50 -Individual Giving $0.25 -Direct Mail $0.25 -Foundations $0.20 -Conduct new fundraising initiatives generating a $25,000 net during 2016 Tactic 6: Secure and implement a systems-based fundraising software platform similar to Raiser s Edge for all fundraising campaigns. This effort is managed by the national BSA and is expected during 2016 after three+ years of development (dependent upon BSA rollout schedule has been delayed on multiple occasions) -Software installed and operational -Staff trained and using Tactic 7: Build sustainable operational fundraising using Benevon techniques to grow our circle of friends and secure multi-year gifts. Provide Executive Board with resources necessary for them to be friend-raising ambassadors -Generate $55,000 in gifts annually -Conduct two friend-raising presentation to prospect audiences generated through board efforts -Hold a PFL Fundraising Dinner annually

Endowment Fundraising Development Strategy # 1: Create and implement a donor development plan that builds stronger Scouting engagement with current and prospective donors to enhance our endowment fund growth and overall endowment funding base Tactics Tactic 1: Use a moves management process for tracking endowment donor engagement and fundraising results Tactic 2: Create a council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories including endowment Tactic 3: Create a focused quiet campaign to select donors that takes our endowment effort to a significantly higher level and further promoting even greater gifting Tactic 4: Conduct and promote endowment donor recognition activities Tactic 5: Implement, promote, and expand MTC s Alumni Association and NESA efforts to promote engagement and expand potential endowment donor base Tactic 6: Create awareness among area estate planning professionals of Minsi Trail s Scouting programs and promote our endowment efforts in the estate planning community Tactic 7: Evaluate current and future staffing needs to increase endowment development growth Tactic 8: Create a camp endowment fund within our overall trust to help fund annual camp maintenance projects (depreciation) Results Expected: Measure of Success -Make 150 annual endowment visits -Identify and research top 100 prospects and identify 50 new prospects annually -Move Excel endowment tracking to a systemic process (as available through BSA) -Conduct on-going donor research -Generate $1 million annually in new endowment commitments -Target fund growth at 6% of council expenses annually -Put Endowment, major gifts, FOS, and annual appeals on a consistent fundraising platform like Raiser s Edge -Create a development hierarchy to help migrate donors to higher levels of engagement and Scouting investment -Establish a short-term goal of $5 million in new gift commitments over two years -Indentify 30 key donors for this effort -Ask for significant commitments based $1 million each -Promote value of endowment to securing Scouting s future -Expand use of recognition societies -Hold at least one annual recognition event -Grow MTC Alumni Association to 500 members by 12/2016 -Hold at least two alumni events annually -Hold annual Eagle Gathering(s) -Target youth aging out for alumni membership -Sponsor Alumni & NESA camp visits and similar activities -Identify Scouting friends involved in estate planning fields -Build a core team of engaged estate planning professionals -Hold events and conduct ongoing communication to select planners and advisors -Assess current structure effectiveness and make recommendations -Create job descriptions for incremental staff and volunteer positions as needed -Gain approval for additions to staffing structure to further increase and expand endowment efforts -Create a list of prospective camp endowment donors -Cultivate and solicit donors -Generate $500,000 in new cash gifts annually for the next three years 14

Endowment Fundraising Development 15 Strategy # 2: Create and implement an integrated and comprehensive endowment fund donor communications plan Tactics Results Expected: Measure of Success Tactic 1: Use and keep current the MTC case statement for donor support and develop new specialized cases as needed Tactic 2: Implement the Crescendo-based online donor tools on Minsi Trails website Tactic 3: Inventory our current donor communications and create cohesive plan -Created and in use -Use the case to build multiple cases tailored to donor-centric interests -Created and in use -Ensure content is updated and current -Use BSA newsletter or create MTC specific version -Create new materials as needed -Timeline of annual communications -Provide ongoing annual marketing outreach Tactic 4: Expand our communication and outreach effort to all areas of the council -Identify area-specific endowment opportunities -Conduct outreach calls and endowment events to all council districts

Endowment Investment 16 Strategy # 3: Establish an ongoing process for review and oversight of fund investment performance and management to help ensure results outperform set benchmarks while maintaining appropriate risk tolerance Tactics Results Expected: Measure of Success Tactic 1: Review monthly fund performance and track to benchmarks -Process developed by Investment Committee currently in place Tactic 2: Meet at least quarterly with fund managers to discuss results, allocations and changes needed -Process developed by Investment Committee currently in place Tactic 3: Evaluate MTC trust fund results against similar trusts (as available) and consider changes as needed -Opportunity to benchmark against other similar funds Tactic 4: Inform Board annually of fund performance -More fully informed Board members

Donor Engagement Navigation Be Donor Centric, using moves management to engage donors/prospects before presenting an ask that best fits their interest Financial Ability Estimated Giving Capacity High $1M> 1 $500K - 1M 2 $250-500K 3 $100-250K 4 Moderate $50-100K 5 $25-50K 6 $15-25K 7 Minsi Trails Council Prospect Prioritization Chart F F G G VG VG S S S M F F G G VG VG S S M M F F G G VG VG S M M M F F G G VG VG U M M M F F G G VG U U M M M F F G G U U U M M M F F G 17 $10-15K 8 Low $10K< 9 Cultivation Level U U U U M M M F F U U U U U M M M F 9 8 7 6 5 4 3 2 1 Discovery/Cultivate Interest/Cultivate Involvement/Solicite Investment/Stewardship Low Current Interest or Involvement High Color Code Ranking for Major Gift / Endowment Grid Location Description of Prospects Cultivation Level: Guide to Current Interest/Involvement Green - Cultivate & Ask (Total score from adding both numbers) 9/9 Negligible Interest / Low Ability 9 Unknow n; not on any list Yellow - Cultivate & Engage 14-18 U - Unlikely Prospect 9/1 Negligible Interest / High Ability 8-7 Some identification as a prospect Red - Research & Contact 11-13 M - Marginal 5/5 Moderate Interest & Ablilty 6-5 Demonstrated interest (scout alumni, parent, POE) 9-10 F - Fair 6/9 Interested / Low Ability 4-3 Has been involved (leader, volunteer, reg. FOS) 8-7 G - Good 1/1 Very Involved / High Ability 2-1 Heavily involved; continued record of giving 5-6 VG - Very Good 2-4 S - Superior Consider Age <50 = Cash Gift, 50 to 70 = Cash & Planned Gifts, 70> = Cash, Planned Gifts & Bequests

Wealth Level Donor Contact Priorities Be Donor Centric and use the desired methods of contact and types of asks that best fits the donor s life stage and ability 18 Younger < 50 Middle-Aged 50 to 70 Mature 70 > Priority of Actions Higher Means Gifts of Cash Appreciated Property Charitable Lead Trusts Term of 3 Years Trusts Lifelong CRTs for Others Gifts of Cash Appreciated Property Charitable Lead Trusts Term of 2 Years Trusts Lifelong CRTs for Others Gifts of Cash Appreciated Property Charitable Lead Trusts Term of 1 Years Trusts Lifelong CRTs for Others Testamentary Lead Trusts CRT for Donor s Life Bequests Gift Annuities Retirement Plans Insurance 1 Personal Visits 2 Planning Seminars 3 Mail 4 Internet 5 Articles 6 Advertising Moderate Means Gifts of Cash 4 Gifts of Cash Appreciated Property Term of 3 Years Trusts Charitable Trusts For Life Pooled Income Funds Gifts of Cash Appreciated Property Charitable 2 Trusts for Life Term of Years Trusts Pooled Income Funds Bequests Gift Annuities Retirement Plans Insurance 1 Mail 2 Planning Seminars 3 Internet 4 Personal Visits 5 Articles 6 Advertising More Limited Means Gifts of Cash Gifts of Cash Gifts of Cash Bequests 4 4 Gift 3 Annuities Retirement Plans Insurance 1 Mail 2 Articles 3 Advertising 4 Seminars 5 Personal Visits Table illustrates possible donor gifting options, donor prioritization, and cultivation actions to be taken. Four key prioritization considerations include: age, wealth, Scouting engagement, and MTC giving history. MTC giving history includes: gift recency, gift frequency, gift longevity and gift amount. Those in category one are Highest Priority while those in category four are Lower Priority.

Development Tactics Implementation Tactics Operational Fundraising Results Completed Tactic 1: Create an annual council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories in all annual operational fundraising campaigns Tactic 2: Create and implement an operational fund donor communications plan Tactic 3: Hire a Development Officer to build a sustainable major gift program and increase the number of annual gifts made by individuals. Tactic 4: Create an updated lists of 150 prospects for current year (adult Eagle Scouts, alumni, parents, volunteers, honorees, community leaders) for both Dir. Of Dev. and Sr. Dev. Dir. (300 unique names in total) Tactic 5: Focus fundraising efforts on the most effective programs and activities. Streamline efforts for all campaigns to increase fundraising effectiveness and hit desired cost per dollar benchmarks (not including staff overhead) established by AFP: Special Events.50/dollar raised Individual Giving.25/dollar raised Direct Mail.25/dollar raised Foundations.20/dollar raised Tactic 6: Consider additional fundraising efforts. Identify, evaluate and test new efforts the BSA and other organizations utilize Tactic 7: Secure, and begin using a systemic fundraising software platform similar to Raiser s Edge for all operational fundraising campaigns. Timeline for all campaigns Completed by 2/1/2016. Priorities and flows from campaign to campaign Plan developed and being used Plan developed and In use by 12/31/2016. implemented $60,000 raised in first year Currently on hold pending resource funding. Lists created and used ongoing Created by 1/15/2016 Progress tracked daily Prspects cleared monthly Programs focused toward Finalized by 2/29/2016 generating income within target range Conduct new fundraising initiatives netting $25,000. Software installed and operational Dependent on BSA new system rollout Completed by 12/31/2016 Installed and in use 12/31/2016 19

Development Tactics Implementation Tactics Endowment Fundraising Results Completed Tactic 1: Use a moves management process for tracking endowment prospect/donor engagement and fundraising results; make 150 annual endowment visits; identify and research top 100 prospects; identify 50 new prospects annually; and identify area-specific endowment opportunities Tactic 2: Create a council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories including endowment Tactic 3: Move endowment, major gifts, FOS, and annual appeals to a systemic fundraising platform like Raiser s Edge Tactic 4: Create a focused campaign to select donors who can take our endowment effort to a significantly higher level and further promote even greater gifting levels. Identify 30 key donors for this effort. Promote value of endowment to securing Scouting s future. Tactic 5: Create a separate camp endowment fund and target key donors and prospects with a strong affinity to our summer camp properties Tactic 6: Conduct and promote endowment donor recognition activities; expand use of recognition societies and hold at least one annual recognition event Generate $1 million annually in new endowment commitments. Target restricted endowment fund growth at 6% of council expenses. Create a development hierarchy to help migrate donors to higher levels of engagement and Scouting investment System installed and in use Dependent on BSA new system rollout $5 million in new commitments generated over next three years Generate $1.5 million in new cash gifts over next three years More endowment donors and greater donor engagement/satisfaction Ongoing annually Completed by 2/1/2016 Completed by 12/31/2016 Completed by 12/31/2017 Completed by 12/31/2017 Ongoing annually 20

Development Tactics Implementation Tactics Endowment Fundraising Results Completed Tactic 7: Implement, promote, and expand MTC s Alumni Association and NESA efforts to promote engagement and expand potential endowment donor base; target youth aging out for alumni membership; sponsor Alumni & NESA camp visits and similar activities Tactic 8: Cultivate relationships with professional estate planners to promote our endowment efforts in the estate planning community; identify Scouting friends involved in estate planning fields; build a core PAG team; hold or participate in events and conduct ongoing communication to select planners and advisors Tactic 9: Evaluate current and future staffing needs to increase endowment development growth; assess current structure effectiveness and make recommendations Tactic 10: Update case statement for donor support; use the case to build multiple cases tailored to donor-centric interests Tactic 11: Ensure that the Crescendo-based online donor tools on Minsi Trails website remain current; use BSA newsletter or create MTC specific Tactic 12: Inventory our current donor communications and create cohesive communications plan; create new materials as needed; timeline of annual communications Grow Alumni Assoc. to 1,500 by 12/2016 Hold at least two alumni events annually Hold up to three annual Eagle Gathering(s) Core PAG team created and better awareness of MTC endowment efforts among estate planning community Present case for additions to staffing structure to further increase and expand endowment efforts Cases to be use to encourage investment in Scouting Use Crescendo to encourage engagement and investment Provide ongoing annual endowment marketing outreach Ongoing annually with 1,500 alumni enrolled by 12/2016 (17 MTC alumni members enrolled in 2013) Completed 12/31/2016 and ongoing Presented by 12/31/2016 Created and in use with ongoing updates as needed Created and in use now keep current Created by 6/31/2016 21

Potential Tactics for 2016 and beyond Ideas brainstormed during the 11/2015 Executive Board meeting and reviewed with the MTC development team Communicate more consistently with board members about their gifts and pledges Encourage board to be Scouting advocates with other individuals, trusts, and foundations Hold two friend-raising events annually where board members attend friend at least one friend that they personally invite Conduct an active effort to pursue lapsed donors, both companies and individuals, along with prior board members Ensure that all Board members understand the importance of 100% board giving to the grant process and their lead role in fundraising efforts Ask board members, and all donors, to review their employer s matching gift policy Hold a shotgun fundraiser event at LV Sporting Clays Contact and engage Eagle Scout alumni Identify new fundraising events galas, dinner shows (MusikFest Café/State Theatre), food/wine tasting, etc. Engage Scoutreach alumni who are now adults and may have the means for gifts to the program that helped them Provide the Board with a list of board givers (just names not amounts) and review recommended giving level and annual increase percentage Ask Scout parents and volunteers for their help in getting their employers and local companies more involved in Scouting Hold a prior Boy Scout Distinguished Citizen honoree reunion to just socialize and learn what Scouting is doing today Follow-up our Family FOS presentations with emails and letters communicating our Scouting fundraising needs Conduct Scout popcorn sales (show and sells) at local sports and entertainment venues 22