Step 3: Introduce yourself as a volunteer and explain why you volunteer with United Way.

Step 4: Thank the donor for their past participation and donation (if appropriate).

Step 5:Stateyourreasonforcallingandsharecompanyandindividualbenefits.

Step 6: Make the ask.

UnitedWayofGreaterMilwaukee&WaukeshaCountyfightsforthehealth,education,andfinancialstabilityofeverypersoninourlocalcommunity.Asasolicitor,youplayacriticalroleinthisfightbyensuringthegrowthandsuccessofourcommunitycampaign.

This Solicitor Guide is designed to make the entire process easy for you. Just follow the 9 easy steps outlined below. Tips, stories, and suggestions can be found in this guide.

Corporate • Workplacecampaign(Confirmambassador) • Corporategift(Confirmamount) • Volunteer project with United Way

(Confirmvolunteercoordinator) • Sponsorship or in-kind donation

(Confirmamountandcompanycontact)

Individual • Individual contribution

(Confirmamount) • Volunteer with United Way • Attend an upcoming event

OR

Step 1: Review solicitor report found in your folder and online. Login information will be emailed to you.Thisconfidentialreportgivesyouasnapshotofyourcalls,includinggoals andspecificrequests.

Step 2: Reach out to the companies and/or individuals on your report. Make initial contact by letter, phone, or email. Schedule in-person meetings with new prospects if possible. United Way account managers are available to accompany you.

Step 7: Address any issues. Responses to common hesitations and myths can be found inside.

Step 8:Obtainacommitment.Trytoobtainaspecificdollaramountforcorporateorindividualgifts and/or an agreement to run a workplace campaign or volunteer with United Way.

Step 9: Provide feedback to United Way staff as soon as you reach out, even if you have not confirmedacommitment.Oncethecallisresolved,UnitedWaystaffwillfollowupwithanyadditional action needed.

COMMUNITY CAMPAIGNSOLICITOR GUIDE

Find resources including letter templates and a link to the campaign toolkit in the volunteer portal.

Cristy Garcia-Thomas Advocate Aurora Health

David W. Gay EY

Michael Rowe American Transmission Company

Donald W. Layden, Jr. Baird Capital Quarles & Brady LLP

2018 Community Campaign Co-chairs

VOLUNTEER PORTALAccess online 24/7 to view your assignments and submit feedback.

Go to UnitedWayGMWC.org. Scroll to the bottom. Click on Solicitor Login.

These are United Way’s key messages. Please choose the points that speak to you and your audience. In addition to sharing these messages, be sure to share your United Way story – why you believe in United Way.

UnitedWayofGreaterMilwaukee&WaukeshaCountyfightsforthehealth,education,andfinancialstabilityofeverypersoninourlocalcommunity.

n We have a stake in creating a healthy, prosperous community. After all, we all win when a child succeeds in school, when a neighborhood is safe, when families have good health, and when workers have solid jobs.

n United Way is not a short-term investment; it’s about lasting change. We surroundthecommunity’smostcriticalproblemsandwefight.Wefightforthose who need a voice and those whose names we do not know.

n We address the complexity of people’s lives and communities by targeting the root causes of issues and responding to immediate basic needs.

n GivingtoUnitedWay’sCommunityFundisthemostefficientandpowerfulway to invest in your community. It is also the best way for United Way to leverage donor dollars strategically.

n All donations to the Community Fund stay local and results are measured and reported back to the community annually.

n With your help, we did some amazing things this past year: n Health: Our community is healthier. Last year, over 16,000 people were

connected to quality and affordable health and dental care. n Education: More youth are succeeding in school. Last year, over 68,000

students received youth development programming to keep them on track for the next grade level.

n Financial Stability:Morefamiliesareachievingfinancialstabilitythroughincreased adult education. Last year, over 3,600 adults utilized training and educational programs to connect them to employment.

n Inadditiontomakingfinancialinvestmentsinprogramsandcommunityinitiatives,UnitedWayhelpsincreasethecapacityandefficiencyofourprogram partners through technical assistance and training, as well as connecting them to volunteers and other resources.

Three top reasons to engage with United Way:

n Local. We invest in 220-plus programs at over 110 local agency program partnersintheareasofhealth,education,andfinancialstabilitylocatedinMilwaukee, Ozaukee, Washington and Waukesha Counties.

n Efficient. Donor dollars are leveraged with others to meet the most pressing needs in our community. Individuals can make one annual contribution and know it is impacting many. For organizations, it is not practical to have every nonprofitfundraiseattheirworkplaces.AUnitedWaycampaignisawell-organized opportunity for all employees to feel engaged in the community.

n Effective.Weonlyinvestinprogramsatagenciesthatareingoodfinancialhealth. Those programs’ results are measurable, sustainable, and meet current community needs. We invest nearly 90 cents of every dollar raised into community problem solving – and that far exceeds national standards.

n There is more work to do to make our local community stronger, safer, healthier, and more united.

n Change doesn’t happen alone. Hope isn’t a one-man band. And there’s no such thing as self-taught or self-made. We have one life. To live better, we must Live United.

Additional Resources:

Success stories UnitedWayGMWC.org/StoriesVideos UnitedWayGMWC.org/Videos

HOW TO TELL OUR STORY

We are more than fundraisers. We are hand-raisers. Game-changers.

Corporate Social Responsibility: Partnering with United Way will help your company develop and execute compassionate corporate social responsibility and community investment programs. You can do this by giving a corporate gift, running a workplace campaign, becoming a sponsor, providing in-kind support, and/or volunteering as a team.

Corporate Recognition: An enhanced community image helps your marketing and employee recruitment efforts. Your company will receive an electronic billboard highlighting your support of United Way. With a gift of $1,200+ your company will be featured in our Milwaukee Business Journal Thank You insert. Additionally, United Way highlights corporate partners through social media and sponsored advertisements throughout the year.

Employee Satisfaction & Retention: Companies that run a United Way campaign elevate themselves in the community and have employees who feel part of something bigger. This is especially true when companies get input from employees and allow them to spend some work time coordinating events and volunteering.

Staff & Professional Development: Working with United Way provides employees growth opportunities within your organization. It also brings together employees from all levels and departments who might not otherwise have the opportunity to work together – fostering a stronger, more cohesive, and more motivated workforce.

Connection to Your Community: Supporting United Way not only provides a means for your employees to give, but an opportunity to volunteer and learn about services they, or someone close to them, may need.

Individual Recognition: Build your personal, professional, and philanthropic networks through United Way events and volunteer activities. With an annual gift of $1,200+, individuals are invited to join leadership donor networks and will be recognized in our annual Leadership Registry.

Donations Stay Local: Gifts to United Way’s Community Fund are invested locally to create lasting change. The money you and your employees contribute is the cornerstone of a healthy and safe community, making it a better place to live, work, and do business.

A national study found that 90% of U.S. consumers say they would switch brands to one associated with a cause, given comparable price and quality.

• Partners with companies and respects their time, work environment, and culture.

• Supports company staff during the campaign and throughout the year.

• Provides speakers, printed materials, and online tools.

• Allowsindividualstomakeanannualgiftdirectedtowardsvariousissueareas,communityinitiatives,and/ornonprofits.

• Offersaone-stopshoptosetupvolunteerexperiencesforgroupsandindividuals,bothinandoutoftheoffice.

United Way:

THE BENEFITS

REMEMBER TO SHARE THAT IT’S EASY!

Pre-Call

4 Research the company or individual to understand their philanthropic interests.4Understandwhytheychosetoengageornotengageinthepast,andanyspecific

requests for this year.4 Check the United Way solicitor portal for any additional notes. 4 Determine a targeted approach. Send an introductory letter or email using the

template to request a meeting or phone call.4 Contact United Way staff if you have any questions or concerns.

The Call/Meeting

4 Meet with the CEO, local leader, or individual in person whenever possible, especially for new gifts.

4 Share your passion/connection with United Way.4 Share examples of companies from their industry who successfully partner

with United Way.4 Explain that United Way staff and volunteers can assist with a one-day workplace

campaign or a volunteer event around an issue their team cares about.4 Emphasize that it’s fun and easy to give back.4Discussspecificgivinggoalsandthepossibilityforanincreasedgift–donorsmay

not consider an increase unless directly asked.4 If no, explore why they may not be interested in partnering with United Way at this

time – this information helps us determine our future approach.

Post-Call

4 Report feedback using the volunteer portal as soon as call is complete (even if the answer is no).

4 Send personal thank you letter (with packet of information if not already delivered).

What constitutes a completed call?

Scheduling and attending an in-person meeting with the individual or decision-maker at a company. United Way staff are available to attend in-person meetings with you.

A phone or email exchange with the individual or decision- maker at a company in which a commitment is made. The commitment may include one or more of the following:• A corporate gift• An individual gift• A workplace campaign• A volunteer activity• A sponsorship• An in-kind donation

A meeting or conversation during which the contact declines to support United Way. Inthiscase,pleasefindoutthereason why.

Unabletoreach:Afterfivevoicemails, emails, or a combination with no response from the individual or company contact, let us know. We will be happy to reassign.

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Volunteer as a Team or Individual62% of employees feel more positive about and proud of an organization which allows them time to volunteer. As a one-stop shop, United Way connects your team to what matters to you – making volunteering fun and easy! Have your team read to children, collect school supplies, or make sandwiches for those who are experiencing homelessness. United Way creates customized experiences for groups of any size, on-site or off-site, to make a meaningful difference in our community.

Learn more: UnitedWayGMWC.org/Volunteer

Show Support Through a Sponsorship or In-kind DonationCo-brand with United Way through one of our many sponsorship opportunities to get your company’s name out in the community alongsideoneofthemostvaluablenonprofitbrandsintheworld.Learn more: UnitedWayGMWC.org/Sponsorships

TIPS FOR SUCCESS FROM PAST VOLUNTEER SOLICITORS

IN ADDITIONTO A FINANCIAL GIFT

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Johnson Controls Volunteer CenterThanks to a generous contribution from Johnson Controls, we have renovated the groundfloorofourSchlitz Park building into an epicenter of community engagement. The Johnson Controls Volunteer Center expands upon the already existing United Way volunteer programs to focus on additional ways for corporations, individuals, and families to give back to our community through the gift of their time and talents.

Opening August 30, 2018.

Charitable giving is a personal and voluntary decision. United Way encourages individuals, corporations, and foundations to do what is most comfortable for them and most aligns with their philanthropic goals. When making a gift to United Way, there are two ways to give.

A gift THROUGH United Way United Way understands that some donors choose todirectaportionoftheirgifttoaspecificagency.Asabenefittoourdonorsandaservicetothecompanies who host workplace campaigns, United Way processes these requests. However, United Way is unable to guarantee how these funds will be used.

Why the Community Fund is ImportantA gift to United Way’s Community Fund allows you to help more peoplethanagifttoasinglenonprofitcan.United Way experts look for gaps and duplications so Community Fund dollars go to the needs everyone is aware of but also to those needs less obvious but no less important.Our community’s problems are interrelated, and only the Community Fund’s diversity of programs work together to address the complex causes of poverty, school readiness, teen pregnancy, and many others – in a way that no single agency, donor, volunteer, or sector of the community can do alone. United Way works across our four-county region to leverage resources, volunteers, experts, and other service providers for short-term relief and long-term success.

Dollars given through United Way means more dollars across the board, both in United Way investments and designations to the community. However,ifeveryonedirectedtheirgiftstotheirfavoritenonprofit,manyservices would not be available for those in need in our community. We encourage all donors to consider giving a portion of their gift to United Way’s Community Fund. We suggest at least 60% of your total contribution be directed to United Way’s Community Fund.

THE BEST WAY TO GIVE

A gift TO United Way A gift to United Way is any gift directed to our Community Fund, one of our three issue areas (Health, Education, and Financial Stability) or one of our special initiatives. Each gift to United Way is combined with those from thousands of donors and invested directly into initiatives and programs that benefittheentirecommunity,notjustoneprogram,issue,orpopulation.

Programs supported by the Community Fund:

• Address the most critical issues and community needs • Receive oversight provided by United Way staff and volunteers • ProvidequarterlyfinancialstobereviewedbyUnitedWay • Depend on United Way’s ongoing and consistent support,

in addition to other funding sources • Make a measurable impact in our local community

6/18

THE BEST WAY TO GIVE

HealthOver 120 Programs Fundedincluding Community-wide Initiatives • Health Improvement Fund • Healthy Birth Outcomes Initiative • Healthy Youth Initiative • Opiate Abuse Treatment & Prevention Initiative • Teen Pregnancy Prevention

Education Over 60 Programs Fundedincluding Community-wide Initiatives • Helping Kids Succeed Initiative • Milwaukee Community Schools Partnership • Milwaukee Succeeds • Readers United

Financial StabilityOver 50 Programs Fundedincluding Community-wide Initiatives • Asset Building Initiative • Children’s Savings Accounts

For a list of funded programs visit: UnitedWayGMWC.org/What-We-Fund

THE MYTHS

Local Dollars are Spent NationallyAs part of a network of 1,800 local and independent United Ways, United Way of Greater Milwaukee & Waukesha County receives services and support from United Way Worldwide. However, dollars raised in our four-county region stay here. United Way of Greater Milwaukee & Waukesha County has itsown501(c)(3)certificationandisgovernedbyalocalboard of directors who oversee annual investments from the Community Fund.

United Way Only Invests in MilwaukeeUnited Way invests in 220+ programs at over 110 agencies in Milwaukee, Ozaukee, Washington, and Waukesha Counties. View a ZIP Code map of individuals impacted by our investments at: UnitedWayGMWC.org/Who-We-Help.

United Way is Just a MiddlemanDonations made to United Way’s Community Fund make the greatest difference and help the most people. United Way monitors results to ensure the programs are making an impact. You can be certain your money is well invested. In addition, your donation may qualify for matching funds, increasing the investment even more.

United Way has High Overhead CostsUnited Way operates at an extremely high rate of efficiency.Nearly90centsofeverydollarraisedisinvested into solving community problems. This greatly exceeds the minimum standard of 65 cents which isrequiredforanonprofittobeconsideredefficientandlivinguptoitsmission.IndependentnonprofitmonitoringgroupslikeCharityNavigatorandtheBetterBusiness Bureau give United Way of Greater Milwaukee & Waukesha County their highest marks in terms of efficiencyyearafteryear.

CEO Compensation is Too HighAn email circulated widely for several years, listing information about executive compensation and overhead costsatlargenonprofits.Thatdocumentcontainederroneous information about United Way Worldwide CEO Brian Gallagher. It makes false claims about perks and overhead costs.

POSSIBLE HESITATIONS

Charitable Dollars Are Already AllocatedPledges to the campaign can be paid in one time payments or regular installments over the next calendar. Please consider this flexibleoptionorgivingtoUnitedWayinthefuture.Whenwouldbea good time of year to reach out in the future? We would be happy to meet with you to discuss a variety of partnership opportunities including sponsorship and in-kind opportunities, which could be supportedbyanotherportionofyourbudgetandwouldbebeneficialtobothorganizations.Ifafinancialgiftisnotpossibleatthistime,consider engaging your employees through volunteerism.

Our Employees Aren’t Interested OR We Don’t Want to Pressure EmployeesUnited Way does not want employees to feel pressured to give either; however, running a workplace campaign makes giving easy. We often hear that the number one reason people don’t give is because they were never asked.

Our Workforce is Offsite OR We Don’t Have Time for a CampaignUnited Way is dedicated to helping with workplace campaigns and will support you and your staff with everything you need to run a campaign. This includes providing materials, templates, best practices, videos, data, scheduling speakers, organizing events, and almost anything else to make your campaign easy. United Way offers electronic pledging and email campaigns.

We Are a Small Company OR We Don’t Have an Employee to Run a CampaignCompanies who partner with United Way range from small LLCs to Fortune 500 companies and everything in between. United Way brings on additional staff (sponsored by our corporate and non-profitpartners)duringthecampaigntomakeyourworkplacecampaign easy! Your employees who help coordinate the campaign also develop skills that may translate to their other work with your organization. They also have opportunities to network with individuals from other organizations.

I Can’t Give a Large DonationIt’s not the size of one gift - it is all of us giving together that makes United Way a unique and powerful concept. Every donation matters! Over 50% of donors give $100 or less annually.

I/We Give to Other NonprofitsUnlikeagifttoasinglenonprofit,agifttoUnitedWay’sCommunityFund impacts many organizations and causes. United Way determinesthemostpressingissuesinourcommunity,identifies the strategies and organizations best equipped to address those issues, and works with them to make an impact. The United Way Campaign gives you and your employees choices to align with your passions,simplifiesyourgiving,andmakethemostimpacton your community.

United Way of Greater Milwaukee & Waukesha County does not, has not, and will not fund any abortion program or service. Planned Parenthood is not, nor has it ever been, a UnitedWayprogrampartner.Theunaffiliatedagenciesthatare listed on our pledge form do not receive funding from United Way’s Community Fund.

United Way Funds Abortions