Clay BallantineChief Advancement Officer

Hampshire College

Who is here today?

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How are higher education and camp fundraising similar?

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SMART ◦Specific◦Measurable◦Achievable◦Realistic◦Time-Based

SMART

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Goal 1______________

Goal 2______________

Goal 3______________

Volunteers____________________________________________________

Grants_________________________________________________________________

Remixed from Idealware’s Nonprofit Social Media Decision Guide (www.idealware.org)

Other_________________________________________________________________

Events________________________________________________________

Online donations_________________________________________________________________

Personal Solicitations_________________________________________________________________

Direct Mailings_________________________________________________________________

Email Solicitations_________________________________________________________________

Board of Trustees________________________________________________________________

Corporate Giving____________________________________________________

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With a partner share an example of a recent “major” donation to your camp.

Answer the following three questions:

◦ Who engaged the donor? ◦ How was the donor engaged?◦ What results occurred?

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Head of camp Board member Another camp alum Counselor Parent Coach Etc.

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Invited to coffee Invited back to camp Received phone call Event invitation

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Recruited new camper Volunteered Joined the board

Gave money!

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The mission of the Office of Institutional Advancement is to build and sustain positive relationships across multiple constituencies and to engage robust philanthropic support from many different sources in order to fully realize the academic mission and potential of Hampshire College.

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Good Data

Gift Pyramid

Challenge Gifts

Engagement

Communications

Volunteers

13by Clay Ballantine, Hampshire

College

Segment

Personalize

Prospect Research

Database Screening

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$Centralize

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Centralize$

$

Good Data

Gift Pyramid

Challenge Gifts

Engagement

Communications

Volunteers

18by Clay Ballantine, Hampshire

College

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Gift Pyramid- $4 Million Gift Pyramid- $4 Million GoalGoal

Gift Level

# of Gifts Needed Total

prospects needed

(4:1)

Gifts Rec'

d Gift totals

Balance of

prospects needed

$1,000,000 1 $1,000,000 4 1 $1,000,000 0

$500,000 2 $1,000,000 8 2 $1,000,000 0

$250,000 2 $500,000 8 1 $250,000 4

$100,000 6 $600,000 24 2 $200,000 16

$50,000 16 $800,000 64 12 $600,000 16

< $25,000 30 $100,000 120 10 $0 80

misc 50 $50,000 200 50 $0 0

Total 107 $4,050,000 428 78 $3,050,000 116

19 by Clay Ballantine, Hampshire College

Good Data

Gift Pyramid

Challenge Gifts

Engagement

Communications

Volunteers

20by Clay Ballantine, Hampshire

College

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Alumni Parents Board of Trustees Graduating Students

Grandparents

21 by Clay Ballantine, Hampshire College

Good Data

Gift Pyramid

Challenge Gifts

Engagement

Communications

Volunteers

22by Clay Ballantine, Hampshire

College

What are your best ideas?

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 Events are a great tool for engaging donors!

Get alumni and parents to camp!

Intimate gatherings with camp director or board members.

Get out to them.

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Regional GatheringsNew York, NY; 10/27/2009

Amherst, MA; 10/28/2009

Washington, DC; 11/9/2009

Miami, FL 12/3/2009

Good Data

Gift Pyramid

Challenge Gifts

Engagement

Communications

Volunteers

26by Clay Ballantine, Hampshire

College

Constituen

ts

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◦ Newsletters and Magazines◦ E-newsletters◦ Facebook ◦ Twitter

28 by Clay Ballantine, Hampshire College

Book note: Three alums from Hampshire simultaneously on NYTimes bestseller lists - Jon Krakauer, Jeff Sharlet, Ken Burns11:49 AM Oct 8th from TwitterBerry

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Blogging

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Videos- Vimeo.com; Youtube.com

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Letters & Notecards to beneficiaries

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Dear Donor: I would like to take this opportunity to thank you for contributing to the Hampshire Fund. I am incredibly

grateful for the opportunity to attend Hampshire College and, without financial aid made possible by donors such as yourself, it would not be possible for me and many of my fellow students to attend.

 I grew up just outside of Boston, the daughter of an Episcopal minister and a graphic designer. I see myself as

being very influenced by my mother’s artistic eye and creative sprit and my father’s concern for others. The desire to honor these interests in an integrated fashion, which would most likely have fallen into different departments at a traditional institution, was one of the major factors that led me to Hampshire. I fell in love with this college and there is no doubt in my mind that it has been the perfect place for me to explore my interests.

In my Division III, which I will begin in the fall, I hope to critically evaluate the medical model of psychology and the human cost of emphasizing efficiency in the field of psychology. I am interested in how to create and facilitate safe expressive spaces for others in a therapeutic setting and beyond.

 I have worked as a Residential Life intern for two years, learning and working to build and strengthen the

Hampshire College community, to reach out, and to be a resource for my fellow students. Before my experience working with Residential Life, I considered myself shy, but I have made connections with people all over campus and I really feel like I’ve found my voice in this vibrant community.

 Thank you again for your generous contribution to the Hampshire Fund and for what you have made possible

for me personally. I hope to see you in the fall at the inaugural scholarship luncheon.  Sincerely, A Grateful Student

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Good Data

Gift Pyramid

Challenge Gifts

Engagement

Communications

Volunteers

36by Clay Ballantine, Hampshire

College

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Rule of Thirds◦ 1/3 will work successfully on their own◦ 1/3 will work if reminded◦ 1/3 won’t get it done

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Alumni giving rate (5 percent). This reflects the average percentage of living alumni with bachelor's degrees who gave to their school during 2006-07 and 2007-08, which is an indirect measure of student satisfaction.

Foundation Giving

Future Major Gifts and Planned Giving Donors39

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15071612 1682 1730

15511349 1253 1243

1366

1804

0

200

400

600

800

1000

1200

1400

1600

1800

2000

28.7% 29.5% 29.7% 29.3% 25.4% 21.3% 19.1% 18.3% 18.4% 22.6%

5249 5460 5666 5895 6107 6348 6556 6805 7433 7971

2001 2002 2003 2004 2005 2006 2007 2008 2009 2010

Grad Alum Participation to All Funds 2001-2010

Do no harm

More is not always better

Don’t reinvent the wheel

What makes your camp unique?

Sometimes it’s just more…

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Goal 1______________

Goal 2______________

Goal 3______________

Volunteers____________________________________________________

Grants_________________________________________________________________

Remixed from Idealware’s Nonprofit Social Media Decision Guide (www.idealware.org)

Other_________________________________________________________________

Events________________________________________________________

Online donations_________________________________________________________________

Personal Solicitations_________________________________________________________________

Direct Mailings_________________________________________________________________

Email Solicitations_________________________________________________________________

Board of Trustees________________________________________________________________

Corporate Giving____________________________________________________

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What is the one idea you can take

back and implement right

away?44

THANK YOU

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