NP-3 Seizing Opportunities in Not-for-Profit Resource Development
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Transcript of NP-3 Seizing Opportunities in Not-for-Profit Resource Development
NP-3 Seizing Opportunities in Not-for-Profit Resource Development
October 7-10, 2007, Boston, MAMonday October 8 10:30 am – 12:30 p.m.
Charles M. Hiatt, Ph.D. Executive Director
The Evangelical Lutheran Good Samaritan Foundation
Contact Information
The Evangelical Lutheran Good Samaritan Foundation
Charles M. Hiatt, Ph.D.Executive Director4800 W 57th Street
Sioux Falls, SD 57108
Phone: (605)[email protected]
GSS MAP240 Campuses – 24/25 States
Learning Objectives
1. Understand the potential that exists for fund-raising in the 21st Century.
2. Develop a checklist of "to do" items in order to launch a fund-raising effort
3. List three new opportunities that a local campus could begin to increase their fund-raising in the next
year.4. Brainstorm strategic partners in the community that
could help provide planned giving assistance to the donors connected to a long term care campus.
5. Learn how to calculate return on investment for resource development dollars spent.
Source: Giving USA FoundationSource: Giving USA Foundation™™ / / Giving USA 2006Giving USA 2006
Individuals$199.07 76.5%
FoundationsFoundations$30.00$30.00 11.5% 11.5%
BequestsBequests$17.44 $17.44 6.7% 6.7%
CorporationsCorporations$13.77$13.775.3%5.3%
2005 CONTRIBUTIONS: $260.28 BILLION 2005 CONTRIBUTIONS: $260.28 BILLION BY SOURCE OF CONTRIBUTIONBY SOURCE OF CONTRIBUTION
Transfer of Wealth
• $41,000,000,000,000• 1998-2052 • Boomers Receive!
• Boomers Give?• Cattle on a Thousand
Hills
Connectedness
10
101
Mortensen Model
The “Olde Fashioned” Way Still Works
Memorial Gifts
Annual Gifts
Capital Gifts
Endowment/ Planned Gifts
TO DO: A Twelve Step Program1. Discover top 12 donors
2. Visit face-to-face to say thank you
3. Take a Board member along if possible
A Twelve Step Program (con’t)
4. Dream big –create a vision worthy of funding by inviting your department heads and Board members to dream about a preferred future for your campus
5. Create “wish list” ranging from $100 to $50,000
6. Plan two direct mail appeals:– Spring – Mother’s Day or Memorial Day – October to December – an end-of-the-year appeal
A Twelve Step Program (con’t)
7. Identify 7-12 donor prospects that you can touch once per month for the next year to cultivate a major gift toward your vision.
8. Make the visiting of these prospects a priority that is both important and urgent
9. Believe these people will delight in helping advance your mission and vision.
A Twelve Step Program (con’t)
10.ASK ASK ASK.
11.THANK THANK THANK.
12.Repeat all 12 steps annually.
How to Dream
• Scenario with Department Heads
• Bad News - Aunt Harriett died
• Good news - She left $250,000
• Per year for 4 years!!!
• If you had a million over 4 years . . .
• Let’s dream
Try Some Baby Steps
• Highly Desired Program
• $25,000 level may fit better than 250,000
• Get Some Donors Started
Three Opportunities
1. Converting Dream to Reality
2. Start a $1,000 Club
3. Design a Simply Powerful Campaign
1. Converting Dream to Reality
• Good News – Aunt Harriett did not die
• Bad news – no easy $250,000
• Get it the old fashioned way
• Raise it from friends of/on your campus
• Staff will help because they want their dreams
Unlikely Options
• Two pennies from 12,500,000 people
• Two pennies doubled for 25 days
• $1.00 wrist bands to 250,000 people
• Mrs. I. M. Rich for a single gift
Double Two Pennies
Day 1 - .02Day 2 - .04Day 3 - .08Day 4 - .16Day 5 - .32Day 6 - .64Day 7 - 1.28Day 8 - 2.56
Day 17 - $1.311 18 - 2,621 19 - 5,243 20 - 10,486 21 - 20,972
22 - 41,94323 - 88,88624 -167,77225 -335,544
More Likely Option
• Simple Campaign
• with a Structured Gift Pattern aimed at
– Donors of Record (see 12 Step Program)
– or Friends Waiting to be Asked
2. Start a $1,000 Club it’s “magic”
• President’s Circle
• Friends of . . .
• Compassion Circle for Benevolent Care
• Staff Scholarship Program
• Gift Options$1,000 per year for 5 years 5,000 per year for 5 years 15,000 per year for 5 years
3. Design a Simply Powerful Campaign
• Mission +Vision + Values = Power
• Seek Help of Board Members
• A Compelling Case for Support– Why would anyone care - Mission– Why would they give – Vision (not needs)– What are the benefits to residents –Values
• QR + CA = MG
Gift Pattern for $25,000• 1 @5000 5,000 • 2 @3000 6,000 • 3 @1000 3,000
14,000 56%• 10 @500 5,000 • 12 @300 3,600 • 15 @100 1,500 • 20 @ 50 1,000 • 63 25,000 or more
Gift Pattern for $250,0001 @25,000 25,000
3 @15,000 45,000
6 @10,000 60,000
130,000 52%
10 @5,000 50,000
12 @3,000 36,000
15 @1,000 15,000
20 @ 500 10,000
50 @ 300 15,000
117 gifts totaling 250,000 or more
Who You Gonna Call (ask)?
• That really smart, good looking person you see in the mirror every morning– Ask not before you
giveth– Empowering Act
• Board Members• Key Staff• Friends• Donors• Mainstreet
– Your Town– Celebrate Economic
Impact– Salaries x 7 = ???
Planned Giving 101
• Wills or Bequests – pleasant positive surprises
• Somebody Did the Work
• Charitable Gift Annuity
• Will Designations
• Life Insurance Gifts
• Who Can Help You Do This?
Planned Giving Help
• Community Foundation
• Some Attorneys
• Most Financial Planners
• Board Members via personal or professional experience
Cost-to-Raise-a-Dollar
• Benchmarks in Industry
• BBB
• American Institute of Philanthropy
• What is the magic number for you?
Do the Math
• I = income of 142,000
• E = expense of 42,600
• E ÷ I = Cost-to-raise-a-dollar of ___ cents
• Brainstorm 3 strategies to lower this cost
• Ask this Baptist pastor working for the Lutherans to tell his bar room benchmark!!!
Questions and Answers
NP-3 Seizing Opportunities in Not-for-Profit Resource Development
Pack Your Suitcase 3 __________
X 90 __________
= 50% __________