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AMERICAN ASSOCIATION OF COMMUNITY COLLEGES Thursday July 30 th , 2009 PRINCIPALS OF FUNDRAISING

AMERICAN ASSOCIATION OF COMMUNITY COLLEGES Thursday July 30 th , 2009 PRINCIPALS OF FUNDRAISING. SHABINA BAHL STEPHANIE HENSON KATIE NORTON. INTRODUCTION. SHABINA BAHL Director of Development (major gifts, board and program management) KATIE NORTON

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AMERICAN ASSOCIATION OF COMMUNITY COLLEGES Thursday July 30 th , 2009 PRINCIPALS OF FUNDRAISING

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  1. AMERICAN ASSOCIATION OF COMMUNITY COLLEGESThursday July 30th, 2009PRINCIPALS OF FUNDRAISING SHABINA BAHL STEPHANIE HENSON KATIE NORTON

  2. INTRODUCTION • SHABINA BAHL • Director of Development (major gifts, board and program management) • KATIE NORTON • Associate Director, Friends of Johns Hopkins Medicine (annual giving, direct mail) • STEPHANIE HENSON • Interim Director, Department of Donor Relations and Development Events

  3. DEFINING ANNUAL GIVING Gifts on an annual basis Annual gifts = current-use, unrestricted, sustaining, under a certain threshold Acquiring new donors, repeating, and upgrading gifts Bottom of the fundraising pyramid

  4. GIVING PYRAMID

  5. PURPOSES OF ANNUAL GIVING Consistency and flexibility Pipeline for major gifts Mode of communication Engagement and stewardship

  6. ANNUAL GIVING:PLANNING What are your goals? Who is your audience? What is your budget? What is your case for support?

  7. ANNUAL GIVING: SOLICITATION Direct Mail Phonathon E-Mail / Online Giving In-Person Asks

  8. ANNUAL GIVING: TESTING Factors to test in Direct Mail: Package Envelope: Window, Teaser Postage Front-end Premiums, fulfillment premiums Letter signer and copy Ask amounts, payment options

  9. ANNUAL GIVING: EVALUATING Result analysis Know what to expect Appeal codes Donor feedback Peer benchmarking

  10. MAJOR GIFTS • RESOURCE ALLOCATION • What do you need to run a successful major gifts program? • How to hire GREAT major gift officers • PHILANTHROPIC PRIORITIES • Who is in charge • What is realistic • BOARDS • You cant live with them, but you can’t live without them!

  11. MAJOR GIFTS • IDENTIFICATION • Pipeline development • CULTIVATION • Listen with your heart • Respond to what they said, not what you wish you heard! • Timing is everything • SOLICITATION • Right person, at the right time, for the right request • Oh no! They said NO. Now what?

  12. SUCCESSFUL STEWARDSHIP Customized Allows donor expression Brings the donor and institution together Shows spending as agreed and prudent management Create year-long plans Number of touches Pre-planned institutional activities Incorporate variety Coordinate schedules

  13. STEWARDSHIP COMPONENTS Acknowledgments/Letters Financial reporting Gift clubs Special events

  14. ACKNOWLEDGMENTS &LETTERS Determine letter thresholds (Chair, Dean, President) Should NOT contain the amount of the gift Separate from tax receipts Should be personalized to the gift and the donor Determine the correct timeframe for delivery Acknowledgments: 2-5 business days Letters/reports: annual

  15. Ensure correct data Amounts Documentation Transparency Annually updated templates Donors expect clear financial reports FINANCIAL REPORTING GIFT CLUBS • Run like effective volunteer boards • Member knowledge • Donors engaged in your mission and advance the threshold of their giving

  16. SPECIAL EVENTS • Establish goals and a budget • Determine your audience • Personalization • Dovetail with institutional events • Theme and “moment” variety • Correct branding, media coverage, government officials • Record all that you do

  17. THE MORE THE MERRIER Allow a donor to tell their story One-sentence quotes can be effective as an entire article Asking permission to tell the story is in itself powerful stewardship Use all of your institution to reinforce messages

  18. WHY DO WE STEWARD? To nurture identification and cultivate Cyclical deepening of relationship with the institution When it’s time to create the ultimate gift, your institution will come immediately to the donor’s mind

  19. THANK YOU FOR ATTENDING! SHABINA BAHL SHABINA@JHU.EDU

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