J. Milito & Associates, Inc.

1. J. Milito & Associates, Inc. • We have been successfully conducting telephone fundraising for the past 15 years • We work exclusively with Arts, Academic, Community, Religious and Health and Human Service organizations • in Michigan, Illinois, Indiana, Ohio, Wisconsin, Pennsylvania, Minnesota and Missouri.

2. Services we provide… • Annual appeal follow up which include renewals, upgrades and acquisition • Additional gift asks • Capital Campaign ‘clean-up’ • Membership renewals • Naming opportunities • Planned giving leads generation and • Prospect cultivation • Thank you calls and more…..

3. The calling team of J. Milito & Associates, Inc. has more than 60 years of combined telephone fundraising experience

4. Did you know… • There are more than 1.5 million nonprofit organizations in the USA, with more being added every day • 50% of all nonprofits in the USA use telephone fundraising • Americans donate more than $10.5 billion annually to nonprofit organization who use professional telephone fundraising services • Last year more than 70% of all American households were solicited for gifts via the phone

5. According to statistical evidence gathered by the Association of Fundraising Professionals, the main reason why people don’t give to charitable organizations • Is….

6. Nobody asked them

7. The human voice is the most powerful tool to use when connecting with your donors • It’s the next best thing to being face-to-face with your donor • It affords two-way conversation and provides valuable information that you can use to update your records and do future marketing • It helps to build new and stronger relationships

8. 5-easy steps to get ready for a telephone fundraising campaign… • Strategy planning • Records preparation • Script development and fulfillment • Training and kick off • Campaign reporting

9. Strategy planning • Who to call • What time of year to call • When to call • Where to call from • Why are we raising money

10. Records Preparation • Current donors • Lapsed donors • Never donors • Who are… • Alumni, friends, parents, grandparents, vendors, employees, teachers • In other words, everyone with a connection to your school

11. Script and Fulfillment • See handout of typical script and calling sheet that can be used for initial fulfillment

12. Trainingand Kickoff • Recruit lots of volunteers • Formula for estimating how many calling hours you will need

13. Campaign reporting • How many pledges • How many refusals • How many send info requests • How many records not contacted • Total $$$ • Average $$$ pledge

14. Catholic High School Telephone Fundraising Statistics • Stats are from January 2011 • School is 9-12, co-ed, 130 years old, 4 generations: • Phone-a-thon is always done in January for the last 10 years • 3,041 records consisted of donors and non-donors who were alumni, parents, friends • 70.35% database penetration • 612 pledges, reaped $64,663.00 in gifts of support • Average pledge $105.65 • Total per record cost was $12,292.55 • Cost per $1.00 pledged was $.19 • ROI was $5.26 for each dollar spent • 81 of the 612 gifts were >LY or 13.23% of all gifts • 7 gifts greater than $1,000.00 • 9 commemorative gifts to honor 130 years of Catholic education • 260.50 hours spent on the telephone

15. Christian High School Telephone Fundraising Stat… • Stats are from October 2010 • school is 9-12, co-ed • 1,329 records consisted of current and lapsed donors who were alumni, parents, friends (no NON donors were called) • 83.72% database penetration • 592 pledges, reaped $69,781.00 in gifts of support • Average pledge $117.87 • Total per record cost was $5,515.35 • Cost per $1.00 pledged was $.07 • ROI was $12.65 for each dollar spent • 276 of the 592 gifts were >LY or 46.62% of all gifts • 4 gifts greater than $1,000.00 • 130.7 hours spent on the telephone

16. Grade School Telephone Fundraising Stat… • Stats are from 2010 • School is PK-8, co-ed, Christian • 1,694 records consisted of donors and non-donors who were alumni, parents, friends, some businesses • 72.51% database penetration • 455 pledges, reaped $51,590.00 in gifts of support • Average pledge $113.38 • Total per record cost was $5,590.20 • Cost per $1.00 pledged was $.10 • ROI was $9.22 for each dollar spent • 137 of the 455 gifts were >LY or 30.10% of all gifts • 1 gift greater than $1,000.00 • 119.36 hours spent on the telephone for this campaign

17. Our company 2010/2011 report card • 67 clients served • 179 separate campaigns • 112,280 records completed • $1,892,280.00 raised • 15,161 pledges – 13.5% pledge rate • $124.84 average pledge • $.20 / $1.00 client cost to raise a dollar • $4.86 / $1.00 ROI

18. Put us to work for you… • As a follow up to any direct mail solicitation • Renew donors • Upgrade donors • Acquire NEW donors • Monthly sustainer programs • Capital campaign ‘clean-up’ • Thank you calls • Reminder/Stewardship calls

19. Let us help you reach your constituents!! • …”It’s for you Bob.  It’s your Alumni Association.”

20. References • Marigale Watts Harrington, Trinity High School, • Director Of Alumnae Relations • 708-453-8328 or mharrington@trinityhs.org • Michelle DeGroot, Hudsonville Christian School, Assistant to the Administrative Principal • 616-669-6689 or mdegroot@hudsonvillechristian.org

21. Juddee Milito CFRE, President • J. Milito & Associates, Inc. • juddee@telephonefundraising.net • www.telephonefundraising.net • Cell is 616-540-0858