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bcbsncfoundation

Capacity Builders Clinic Development Audit & Sustainability Project January 2011 – January 2012 Donna Diversification sustainable@capbldrclinic.org 919-765-4514 www.capbldrclinic.org. Outcomes as of February 2012. bcbsncfoundation.org. Anticipated vs. Actual Outcomes.

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bcbsncfoundation

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  1. Capacity Builders ClinicDevelopment Audit & Sustainability ProjectJanuary 2011 – January 2012Donna Diversification sustainable@capbldrclinic.org919-765-4514www.capbldrclinic.org Outcomes as of February 2012 bcbsncfoundation.org

  2. Anticipated vs. Actual Outcomes bcbsncfoundation.org

  3. Outcomes • What is different now than it was when you started your project? • Individual giving has increased, both from Board members and from non-board. We anticipated the average Board gift would increase from $1,765 to $1,945. It actually increased to $2,166. • Reserves stand at $400k which represents 4.34 months of personnel expenses and 2.62 months of operating expenses. This happened in a year when the size of our staff grew by 30%. • We moved from a standard fundraising database system to a Constituent Relationship Management (CRM) database, which will support more robust individual giving activities. • We hired an Individual Gifts Officer as a full-time employee. This position has responsibility for developing our Annual Fund and Major Gifts program. • We have created a half-time Development Services Assistant position and are receiving applications for this position, which more fully supports our strategic plan. bcbsncfoundation.org

  4. Outcomes (continued) • Board member engagement has increased. Two board members attended the BCBSNC Foundation Healthy Community Institute. • We created a menu of Board member activities that support philanthropy. Each Board member has indicated several ways they are willing to support fundraising activities with their hands-on participation. • We are partnering with an outside vendor on a comprehensive Annual Fund campaign that includes snail mail and email. bcbsncfoundation.org

  5. Keys to Success • List significant accomplishments and strides made throughout your grant • Having an outside consultant was highly effective in reinforcing the importance of a higher level of Board engagement in the fundraising process. • The Development Plan was created by the Philanthropy Committee of the Board and covers three years. Roll out in stages to the full Board. At the June Board meeting, we launched a friend-making campaign. The goal is for each Board member to introduce three new individuals to the organization with the potential to become a significant individual donor. We will cultivate each new friend in the appropriate way. • Our consultant raised awareness internally about the roles and responsibilities for fundraising. This resulted in the commitment to expand the Development Department from one person to 2.5 FTEs. bcbsncfoundation.org

  6. Lessons Learned • What were your course corrections? • The notable change (from our original grant request) was to develop a 3-year plan (instead of 5 years). • We recognize that our Board members – many of them CEOs of their own organizations – are very busy people. We have created tools to help them engage in the process of fundraising in ways that work for them, and that will have a strong positive impact on our fundraising activities and results. • The Philanthropy Committee is helping to lead their peers. New Individual Gifts Officer will support the Board in their activities and their outreach. • It will be necessary for Board engagement to continue to increase, as we set our sights on identifying and cultivating donors with the potential to be transformational. • We also need to educate the Nominating Committee to the importance of having transformational donors on our Board. This is one of many new strategies in the 3-year Plan. bcbsncfoundation.org

  7. Summary of Future Plans • Next up • The Individual Gifts Officer & Philanthropy Committee will push forward with activities during the current year. We will follow this with recommended activities from the Plan during the following two years. • We anticipate steady expansion of our fundraising activities and results to make our organization more sustainable. • Future Targets • Our goal is to gradually increase the percentage of income from individual donors to 25%, expand service income to 25%, and decrease grant income to 50%. • It will be important to increase the number of prospects for individual giving. Right now this pool is very modest – only a few hundred people. • How We’ve Changed • Strong Board engagement and staff involvement at all levels. bcbsncfoundation.org

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