Successful Development in This Challenging Economic Environment

1. Successful Development in This Challenging Economic Environment Sheila Alexander, PEJE Program Officer Financial Resource Development Stephanie Bash-Soudry, NJ Uri Cohen, NY Amy Einhorn, OH SSDSA May 26, 2009

2. Agenda • During this call we will review some important best practices for this economic climate. • We will hear from three development colleagues who have achieved success with a variety of strategic initiatives. • We will have the opportunity for discussion and questions.

3. Meet the Panel • Stephanie Bash-Soudry, Director of Development, SSDS Essex and Union, West Orange, NJ • Uri Cohen, Director of Development, Solomon Schechter School of Manhattan • Amy Einhorn, Director of Institutional Advancement, Gross Schechter, Cleveland, Ohio

4. A crisis is a terrible thing to waste Charities weather downturns when they have solid fundraising programs and compelling cases for support. Successful charities continue to request gifts for purposes that are meaningful to donors. They provide excellent stewardship and accountability so that donors know their funds have been put to good use. Giving USA

5. Keep your friends close and your best friends closer Remember people give because they are asked. One sure way to raise less money is to stop asking. Don’t apologize as part of your ask. We need to invite donors to give. Relationships are for the long run. And if a donor cannot give now, assure them that you appreciate what they have done, stay in touch and continue to communicate.

6. Treat the donor like an investor, not an ATM machine. The number one reason donors stop supporting a non-profit is how they were treated. Thank your donors three times as often as you appeal for donations. Be transparent. Be accountable. Be a partner. Network for Good

7. Tell your story Revisit your school’s key messaging and make sure that everyone—from the classroom to the parking lot to the board meeting– knows your school’s elevator speech- what distinguishes your school. Turn all of your stakeholders into ambassadors. When you are talking to a donor, shape the story to the donor’s known interests. Let them know the impact of their gifts to the school.

8. Amy Einhorn • Philanthropic Think Tank • Top solicitors and friends • Back to Basics: Annual Fund 101 • Leave no stone unturned • Don’t panic

9. Uri Cohen • Board matching grant • One challenge and seven board members  created a $60,000 match pool • SSSM subsequently raised $100,000 in increased gifts (not counting new gifts) • Read-a-thon • Achieved an easy and low-impact way for parents to participate • Showed "outside" board members that parents are pulling their weight • Engaged the students (using prize incentives), who engaged the parents, who engaged their contacts

10. Stephanie Bash-Soudry • Leadership from the Top: • Board Chair Special Campaign   • Constituency Development:   • Grandparents Outreach   • Alumni Scholarship Campaign 

11. Thank you! • Thank you to Stephanie, Uri and Amy for sharing their successful initiatives. • If you are a day school development professional and you are not a member of the PEJE Development Community of Practice, please contact Kirk@peje.org to join.