The Pathways to Excellence workshop series is an outgrowth of The New York Community Trust Nonprofit Excellence Awards Program, managed by the Nonprofit Coordinating Committee of New York in collaboration with The Trust and The Clark Foundation. WYNC is the media sponsor

Moderator: Matthew Cheng, Development Coordinator, NPCC

Panelists:

Emmett Findley, Manager of Communications at God's Love We Deliver

Margot Steinberg, Chief Development Officer at Row New York

Anne Rehkopf Townsend, Principal at Anne R. Townsend Strategic Fundraising (2017 Selection Committee member)

Agenda 10:00 AM – 10:05 AM Welcome

10:05 AM – 10:20 AM Moderator and Panelist Remarks

10:20 AM – 11:20 AM Panel Discussion and Useful Tools & Resources

11:20 AM – 11:25 AM Peer Sharing

11:25 AM – 11:55 AM Q & A

11:55 AM – 12:00 PM Closing Remarks

Table of Contents

Organizational Profiles of Panelists…………………………………………………………...…….... 2-4

Tips & Strategies from Workshop Panelists………………………………………………….…….....5-6

Nonprofit Excellence Awards: List of Past Winners ………………………………..………...……......7

Resources: o God’s Love We Deliver 2018 KPI Tracking……………….………………………......……...8-9 o God’s Love We Deliver Scorecard Template………………………………………………….10 o Row New York Resources………....…………………..………………………………………..11 o Anne Townsend Strategic Fundraising Donor Cultivation – The 5 Rs…………..………….12

Notes Page……………………………….……..................................................................................13

ORGANIZATIONAL PROFILE

God’s Love We Deliver 2010 Winner for Management Excellence The mission of God's Love We Deliver (God’s Love) is to improve the health and well-being of men, women and children living with HIV/AIDS, cancer, Alzheimer's disease, multiple sclerosis, and other life-altering illnesses by alleviating hunger and malnutrition. God’s Love does this by cooking and delivering nutritious, individually-tailored meals to people, who, because of their illness, are unable to shop or cook for themselves. Recognizing the stress that illness causes families, God’s Love also provides meals for clients' children and senior caregivers. God’s Love provides ongoing nutrition education and counseling to clients, their families, care providers and other service organizations. Founded in 1985 when one woman began delivering food on her bicycle to a man dying from AIDS, God's Love now cooks more than 7,000 meals each weekday, delivering them to clients living with life-altering illnesses in all five boroughs of New York City, Westchester and Nassau Counties, and Hudson County, New Jersey. All of our services are provided free of charge to our clients, their children and to the senior caregivers of our senior clients, without regard to income, and we have never maintained a waiting list. Because we believe the combination of hunger and serious illness is a crisis, we deliver food within 24 – 48 hours of first being contacted. God's Love We Deliver is a non-sectarian organization, providing meals with the strong belief of "food as medicine." To that end, we employ a team of registered dietitians who individually tailor meals to each client's specific medical requirements. God's Love provides all services by employing a small but dedicated professional staff and with the critical assistance of 10,000 volunteers annually. Examples of Excellence Identified by the 2010 Selection Committee:

Strategic planning helped organization embrace big projects for the next 4 years: increased program capacity, doubled the size of its building, and launched capital/expansion campaign ($20 to $30 million)

Demonstrates diversified revenue streams reducing reliance on one or two funding sources; foundations, corporations, individuals, special events, direct mail and government (foundations/corporations = 23%; individuals = 25%; government = 21%)

Pathways to Excellence 2

ORGANIZATIONAL PROFILE

Mission & History: Through the discipline of rowing and rigorous academic support, Row New York transforms the lives of New Yorkers, regardless of background or ability. Since its founding in 2002, Row New York has taught thousands of young people the sport of rowing, and through it the values of tenacity, focus, teamwork, and confidence. The organization began rowing on Meadow Lake in Queens in 2002 with 12 young women and a borrowed boat. In 2012, Row New York expanded to a second facility, the Peter Jay Sharp Boathouse in upper Manhattan, enabling them to double the number of youth they serve year-round. And in 2016, Row New York launched a new on-water program in Canarsie, Brooklyn. Core Youth Programs: Row New York currently works with 240 middle schoolers and high schoolers in its year-round intensive program, and more than 2,000 more across all its programs, including physical education classes in New York City public middle schools, summer camps, para-rowing for athletes with physical and/or cognitive disabilities, and programs for adults.

● Rowing & Athletic Conditioning to prepare student-athletes for competition, improve health and fitness, and reinforce 21st century skills.

● Academic Services, including tutoring, workshops, and comprehensive college access and success support.

● Social and Emotional Development to help students improve skills like persistence, executive functioning, and financial literacy.

● Career Readiness Activities such as resume-writing workshops, mock interviews, career panels, job information sessions, and summer employment opportunities.

Community Programs: As part of its commitment to expanding access to the sport of rowing for all New Yorker’s, Row New York also delivers Community Programs including:

● Para-Rowing and Adaptive Programs, which offer individuals with physical and cognitive disabilities opportunities to experience the sport of rowing.

● Freedom Rows, which leverages the power of rowing to help veterans build community connections and improve physical fitness, including strength, speed, endurance, and mobility.

● Youth Justice Program, which delivers on-site indoor rowing instruction and outdoor rowing opportunities for youth at juvenile detention centers and in foster care across the city.

Impact & Achievements: In 2017, 100 percent of Row New York seniors graduated from high school and gained acceptance to college. These achievements have earned Row New York local and national recognition. In 2017, the organization was named a finalist for the Robert Wood Johnson Foundation’s Sports Award, and in 2014 we received the Nonprofit Coordinating Committee of New York and New York Community Trust Nonprofit Excellence Award for outstanding management practices.

Pathways to Excellence 3

Anne Rehkopf Townsend, CFRE has over 20 years of professional fundraising experience. Prior to launching her consulting business in 2005, Anne served as the Director of Development of the Brooklyn Historical Society and the National Academy of Design, two NYC based cultural organizations giving her direct experience with major gift strategies, membership programs, capital planning and campaigns, event management and planning, foundation and government grants, direct mail campaigns, board recruitment and development planning. Working in a small shop, Anne developed the skills needed to manage multiple projects while understanding the best and most effective ways to use her time and engage other staff members and the board in the fundraising efforts of her organizations. Working with dozens of organizations over the past ten years, Anne has worked with clients in fundraising planning, coaching, and training, teaching the staff, board, and volunteer leadership how to work together to succeed in fundraising. Throughout her career, Anne has consistently volunteered her time in her community. She has served on a number of nonprofit boards including the Junior League of Brooklyn, Rebuilding Together, and the Association of Junior Leagues International. She currently serves on the board of the Cobble Hill Tree Fund, the Professional Advancement Committee of the Association of Fundraising Professionals NYC, and the Selection Committee for the Nonprofit Coordinating Committee’s Nonprofit Excellence Awards. She received a BA in art history in from Newcomb College, Tulane University and is a Certified Fund Raising Executive (CFRE).

Pathways to Excellence 4

Culture of Philanthropy

Tips from the Workshop Panelists

God's Love We Deliver

Have a “yes, and” attitude o Listen to peoples’ ideas and go with them, as much as you can. You never know which new

event or campaign is going to be a big hit with your audience and this is a good way to diversity your events/campaigns/etc. This heightens peoples’ trust and personal investment in the organization.

Involve as many people as possible in your storytelling: o Get staff/volunteers/the people you serve to send pictures and share quotes about the impact

your organization makes. Everyone’s commitment to your organization is personal – find out why. People tune in more to testimonials, and might start looking for ways to be featured.

Make your work as personal as possible o Involve staff one-on-one in the mission. Cross-train folks in office departments so they see the

work of the more “on the ground folks.” This way you get to see what the day-to-day is like for your colleagues, and also what the real and actual impact of your organization.

Have fun o Take time to celebrate your successes and spend time together outside of the office in a social

setting.

Row New York

Change takes time!!! It is a long-term approach. Everyone agrees that developing a culture of philanthropy is important to the organization. Research shows that an organization’s culture dramatically affects its effectiveness. Culture is pervasive, affecting all areas of the organization, including fundraising. A culture of philanthropy refers to your organization’s attitude toward philanthropy and fund development (fundraising). Some people define philanthropy as voluntary action for the common good. Many talk about fund development as the engine that drives philanthropy, or, the essential partner of philanthropy. As a charitable organization, an essential part of your organizational culture must include philanthropy. First, focus on culture, not strategy. Why is a culture of philanthropy so important? Philanthropy is not just about raising money. It’s not just another management function. Philanthropy is part of the mission of the nonprofit. Successful nonprofit pursue two missions: program and philanthropy. Organizations that operate with a culture of philanthropy understand three things: the value of organizational culture, the importance of philanthropy, and the inextricable link between philanthropy and fund development.

Components in creating a culture of philanthropy: a holistic cultural approach to advancing philanthropy

a) Everybody has a role. Everyone is an ambassador or advocate and after some training can articulate the case for giving. Being an ambassador means doing one’s own job well, understanding how all the various jobs in the organization create one integrated system, and—most especially—treating all of the organization’s customers (clients, donors, volunteers, community people, etc.) with care and respect. If board members don’t talk enough about the organization with their friends and colleagues, it doesn’t matter how hard the leadership tries to raise funds. b) Everyone understands the significance of what is taking place and how it works.

c) Your organization fundraises as a way to engage supporters by creating opportunities for donors to engage, ex. Events, travel to sites for firsthand experiences, one on one meeting to explain programs and research efforts. d) Fundraising is a part of the whole effort to engage supporters of the mission. Development is everyone’s responsibility—not just the development professional’s. e) A culture of philanthropy honors your donors by asking for more than money; it is the opportunity to listen to donors; involve them in panel discussions. Donor centrism—paying deep attention to what the donor values and needs—is key. f) A culture of philanthropy creates more friendly relations and ultimately donor retention.

Anne Rehkopf Townsend, Principal at Anne R. Townsend Strategic Fundraising (2017 Awards Selection Committee member)

Three key elements for successful fundraising 1. A fundraising plan that is based on the strategic or long-range plan of your organization 2. A true understanding of the resources needed to implement the plan (financial and human

resource) 3. A Culture of Philanthropy that is infused throughout the organization at all levels

A Culture of Philanthropy refers to your organizations attitude toward fundraising and fund development. According to a study released in 2016 by the Evelyn & Walter Haas Jr. Fund, successful organizations of all sizes thrive when the following understandings are in place: 1. The responsibility of fund development is shared across the staff. Development leads the effort, but

all departments/staff/board understand that they play a role in supporting the fundraising efforts of the organization.

2. Fundraising is seen as an engagement with all constituent groups involved in the organization –

staff, board, volunteers, donors, and prospects. Understanding how all these groups communicate, read, and learn about your organization is critical in building engagement.

3. Fundraising is seen as a key element to delivering the mission of the organization. It is integrated

within the organization and aligned with mission.

4. Fundraising builds strong relationships with donors and prospects, it is no longer seen as purely a transaction between the donor and the organization. The donor is seen as a partner in the success of the organization.

The full study, Beyond Fundraising: What Does It Mean to Build a Culture of Philanthropy, can be found here: https://www.haasjr.org/resources/beyond-fundraising

New York Community Trust Nonprofit Excellence Awards

35 Winning Organizations 2007 - 2017

America Needs You, 2015 Winner

BRC, 2015 Winner

Brooklyn Community Services, 2017 Winner

BronxWorks, 2013 Winner

Center for Urban Community Services, 2007 Winner

City Harvest, 2011 Winner

Children’s Aid, 2017 Winner

Community Health Action of Staten Island, 2008 Winner

CSH, 2013 Winner

Families United for Racial and Economic Equality, 2007 Winner

GMHC, 2017 Winner

God’s Love We Deliver, 2010 Winner

Good Shepherd Services, 2007 Winner

Graham Windham, 2014 Winner

Groundwork, Inc., 2009 Winner

Harlem Academy, 2011 Winner

Harlem RBI, 2009 and 2012 Winner

Ifetayo Cultural Arts, 2008 Winner

Institute for Family Health, 2008 Winner

Jewish Board of Family and Children’s Services, 2016 Winner

Leake & Watts, 2014 Winner

Neighbors Link, 2016 Winner

Neighborhood Economic Development Advocacy Project, 2009 Winner

New York Cares, 2009 Winner

New York Common Pantry, 2015 Winner

New York Lawyers for the Public Interest, 2010 Winner

Open Door Family Medical Centers, 2012 Winner

Per Scholas, 2016 Winner

Red Hook Initiative, 2012 Winner

Row New York, 2014 Winner

Sadie Nash Leadership Project, 2010 Winner

Sanctuary for Families, 2011 Winner

The Children’s Village, 2013 Winner

Vera Institute of Justice, 2009 Winner

WITNESS, 2007 Winner

God's Love We Deliver - Key Performance Indicator, Development

Donor Retention Rates

Overall Donor Retention Industry Average 41%

*FY15 Donor Trends

Total number of Donors in FY15

Number of donors from FY15 who also gave in

FY16

Overall Donor Retention Rate

Existing Donor Retention Industry Average 66%

*FY15 Donor Trends

Number of Donors in FY15 who had made at

least one gift prior to July 1, 2014

Of donors above who gave in FY15, how many

returned in FY16

Existing Donor Retention Rate

New Donor Retention Industry Average 22%

*FY15 Donor Trends

Number of Donors in FY15 who made their first

gift

Of donors above who made first gift in FY15,

how many returned in FY16

New Donor Retention Rate

2/20/20184:11 PM Pathways to Excellence 8

God's Love We Deliver - Key Performance Indicators, Development

July August September October November December January February March April May June

Year to Date

TotalFY2018 Actual

FY2018 BudgetActual vs Budget Month

Actual vs. Budget CumulativeFY2017 Actual

Actual vs FY2017Actual vs FY2017 Cumulative

Love Rocks NYC! 2017 Cumm.Love Rocks NYC! 2018 Cumm.

Pathways to Excellence 9

Development and Volunteer Scorecard: (DATE)

Direct Response Code Total YTD FY16 Budget plan YTDVariance to

BudgetLast FY YTD YOY # Donors # Gifts Average Gift Total FY16 Budget

Variance to FY16

Budget

Direct Mail - Renewals -$ -$ #DIV/0! -$

Major Donors-Mail -$ -$ #DIV/0! -$

DM - Acquisition Appeals -$ -$ #DIV/0! -$

Newsletters -$ -$ #DIV/0! -$

TOTAL -$ -$ -$ -$ -$ - #DIV/0! -$ -$

Digital Campaigns -$ -$ #DIV/0!

Notes

Major Donors Code Total YTD FY16 Budget plan YTD No. Donors No. Gifts Average Gift Variance to Budget Last FY YTD YOY Total FY16 BudgetVariance to FY16

Budget

Major Donors (incl. EFT) #DIV/0! -$ -$ -$

includes: Major Donors EFT -$

Major Donors-Mail #DIV/0! -$ -$ -$

TOTAL - - - -$ -$ -$ -$ -$

Notes

Corp. and Foundations Code Total FY16 Budget plan YTDVariance to YTD

BudgetTotal FY16 Budget

Variance to FY16

Budget Last FY YTD YOY %

Foundations -$ -$ -$ #DIV/0! Facebook

Corporations -$ -$ -$ #DIV/0! Twitter

TOTAL -$ -$ -$ -$ -$ -$ -$ #DIV/0! Instagram

Notes

Bequests Code Total FY16 Budget plan YTDVariance to YTD

BudgetTotal FY16 Budget

Variance to FY16

Budget Last FY YTD YOY %

Bequests -$ -$ -$ #DIV/0! # Monthly

Notes Hours Monthly

# Yearly

Events Code Total YTD FY16 Budget Variance to

BudgetLast FY YOY Expenses Expense Ratio

% Hours Yearly

GHA -$ -$ #DIV/0! #DIV/0!

RTD -$ -$ #DIV/0! #DIV/0! vol groups

AIK -$ -$ #DIV/0! #DIV/0! YTD vol groups

MSD -$ -$ #DIV/0! #DIV/0!

Assisted -$ -$ #DIV/0! #DIV/0!

TOTAL -$ -$ -$ -$ -$ -$ #DIV/0! #DIV/0!

In house event space

Notes

Individual Giving Code Total YTD FY16 Budget plan YTDVariance to YTD

BudgetTotal Gifts FY16 +/- PY

Total Gifts FY15

Total FY16

Budget

Variance to

FY16 Budget Last FY YTD YOY

Individual -$ - -$ -$

includes: Individual EFT - -$

TOTAL -$ 730,000$ -$ -$ -$ -$

Notes

Online Giving Current Year # Gifts +/- Prior Year GiftsCurrent Year

Amount

+/- Prior Year

Amount

Current Year Avg.

Gift+/- Prior Year Prior Year # Gifts

Prior Year

Amount

Prior Year

Avg. Gift

RTD 0 -$ #DIV/0! #DIV/0! #DIV/0!

Non-RTD 0 -$ #DIV/0! #DIV/0! #DIV/0!

Crowdrise 0 -$ #DIV/0! #DIV/0! #DIV/0!

Non-Crowdrise non-event 0 -$ #DIV/0! #DIV/0! #DIV/0!

TOTAL 0 -$ #DIV/0! #DIV/0! #DIV/0!

Notes

Communications

Volunteers

Pathways to Excellence 10

Tools and References for Participants: Culture of Philanthropy http://www.minnesotanonprofits.org/events-training/leadership-conference/2014-leadership-conference-handouts/Cult https://www.slideshare.net/carolinachamber/preparing-your-board-for-a-culture-of-philanthropyure_Philanthropy.pdf https://ssir.org/articles/entry/building_a_culture_of_philanthropy Evelyn and Walter Haas Jr. Fund https://www.haasjr.org/sites/default/files/resources/Haas_Culture of Philanthropy_FI_O.pdf

Pathways to Excellence 11

Developed by:

Marti Fischer Group Anne Townsend Martifischergroup.com Strategic Fundraising marti@martifischergroup.com www.annertownsend.com

anne.townsend@mac.com

The Donor Cycle and the 5 Rs

Building Donor Engagement

Time spent on each stage of donor cycle: RESEARCH Identify prospects – 25%

ROMANCE Educate and Cultivate – 35% REQUEST Solicit – 5%

RECOGNIZE and thank – 10% REPORT and engage – 25%

RESEARCHIdenify Prospects -

Open personal contact lists, review donor lists and lists from like minded

organizations, focused donor research

ROMANCEEducate and cultivate - newsletters, events,

social media, meetings, thank you letters, annual report,

site visits

REQUESTSolicit - face to face

meetings, letters, emails, cultivation

events

RECOGNIZEThank and recognize -personal notes, phone

calls, events, publishing names in

print, emails, informal thank yous when you

see the donor

REPORTReport and engage

donors - Tell them how their gift made a

difference, let them know the impact of

their gift. Ask them to volunteer, to join the

board or advisory board, advocate for

organization..

Pathways to Excellence 12

Workshop Notes:

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Pathways to Excellence 13