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Effective CAP Fundraising Civil Air Patrol - Development April 2019

Learn effective fundraising strategies and relationship-building tips to enhance philanthropy in Civil Air Patrol. Develop a culture of giving, cultivate donors, and utilize corporate matching grants for maximum impact. Strengthen connections and raise funds successfully

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Effective CAP Fundraising Civil Air Patrol - Development April 2019

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  1. Effective CAP Fundraising Civil Air Patrol - Development April 2019 Kristina E. Jones, CFRE – Chief of Philanthropy

  2. CAP NHQ is Placing Emphasis on Fundraising • Build Right Infrastructure, Systems & Processes for Long Term Success • Focus on Consistency of Messaging and of CAP’s Impact, Building Trust • Create a Culture of Philanthropy with HQ, Regions, Wings & Squadrons "Creating a culture of philanthropy and stewardship is not about creating an organization of solicitors— but rather creating a group of people who believe in the power of philanthropy and the organization’s mission, and who embrace their role in that work," Karen Osborne, The Osborne Group • Our Targeted Priority –Donor Cultivation & Solicitation of Corporations, Industry Partners, Foundations and Major Donors

  3. CAP Development Team

  4. The Culture of Philanthropy

  5. Cycle of Philanthropy It’s About Relationships!

  6. Friendraising • We have a GREAT program…it practically sells itself! • Spend your time identifying who your unit’s “friends” should be. • Don’t skimp on this step • Then spend some time developing the STORY of your unit and your program. • This will change and evolve over time…but it’s NOT just the NHQ story. • A STRONG STORY IS CRUCIAL!

  7. Great Squadron Activity! We Hold Relationships…We Just Need to Connect the Dots • We Know Who We Know…List At Least 2 People, You Know Personally • Who know everyone in town – whether through their business, their religious affiliation, or just their gregarious nature (etc.) • Who own a small business or work at a large company, in any capacity – entry-level employee, manager, C-Suite or… • Who are teachers or decision makers at local schools • Who belong to a community organization, like Rotary, Jr. League, etc. • Who have kids who are active (or have been active) in CAP or anyone who is a past member of CAP? • Who have led interesting lives • Member(s) who work for a corporation or foundation Source: “FriendRaising…Community Engagement Strategies for Boards Who Hate Fundraising but Love Making Friends ”Hildy Gottlieb

  8. Five Ways To Raise $$ Today – #1 Corporate Matching

  9. More Matching = More Impact! • From Oct 1 – March 31, 2019 more than $100,000 has been raised by matching gifts and volunteer hour grants from corporations • Top Matching Gift Companies In US  • General Electric • Soros Fund Management • BP • Gap Corporation • State Street Corporation • ExxonMobil • CarMax • Johnson & Johnson • Choice Hotels • Microsoft • Top Volunteer Hour Companies In US • ExxonMobil • Aetna • Outerwall (Coinstar/Redbox) • Verizon • ConocoPhillips • Microsoft • Dell • RealNetworks • Time Warner and Subsidiaries • Allstate • Pfizer • Capital Group • Bristol-Myers Squibb • Coca Cola • IBM • Avon • Air Products and Chemicals • American Express • FM Global • MBIA

  10. Search By Company Name

  11. More Matching = More Impact! More than 19,000 Companies Will Match Donations and Volunteer Hours of their Employees & Retirees Search Today www.gocivilairpatrol.com/giving/corporate-matching

  12. Five Ways To Raise $$ Today – #2 Wal-Mart Grants • Know Your Local Manager Before You Apply • Talk to the Manager About Interest in Your Application • Stores Fund Programs more than Capital Improvements • Say THANK YOU to the Store • http://giving.walmart.com/walmart-foundation/community-grant-program

  13. Five Ways To Raise $$ Today – #3 Other Community Grant Programs • Kiwanis • Rotary • VFW • Military Spouse Groups • Jr. League Field Fundraising Best Practices Guide

  14. Five Ways To Raise $$ Today – #4 Wreaths Across America • Start Today • Roll Out Program in July • Training Available www.gocivilairpatrol.com/fieldfr/wreaths

  15. Five Ways To Raise $$ Today – #5 Business & Corporate Asks • Get to Know the Community Relations Director • Research website and ask how best to apply • If Company has a Regional Presence or is a National Company, please Contact NHQ to Make Sure We Are Not Duplicating Efforts Field Fundraising Best Practices Guide

  16. Five Ways To Raise $$ Today – #BONUS Sign-Up For Monthly Newsletter www.gocivilairpatrol.com/fieldfr

  17. New Resource – Field Fundraising Webpage www.GoCivilAirPatrol.com/FieldFR

  18. www.GoCivilAirPatrol.com/FieldFR

  19. Giving Page Giving Page www.GoCivilAirPatrol.com/giving

  20. Nationwide Programs Shop with Amazon Smile Donate your Birthday on Facebook

  21. How To Be Successful In Fundraising • Build Relationships • Refer to CAP Regulation 173-4 • Tax Rules for Acknowledging Gifts of $250 or more • Tax Rules for taking in-kind gifts • NHQ Rules about vehicles, equipment, etc. • Squadron and Wing Commander Must Give Approval for Fundraising Activities • Corporate & National Foundation Asks– Talk to NHQ Development to Clear Companies with National or Multi-State Presence • Updated Regulation 173-4 In Process

  22. As Philanthropy Takes Flight • Matching Gifts Program to Scale • Connect with Alumni www.CAPAlumni.org • Recognition List of Donors from FY 18 • Scholarship Campaign • Legacy Society – Estate Planning • Corporate Contacts & Visits • Activating the CAP Foundation • Updated Regulation 173-4 In Process

  23. Choose ONLY ONE word to describe your unit’s fundraising program...

  24. Before You Start • Some rules of the road • 501c3, no lobbying, no politics, AF uniform restrictions, no personal inurement, Wing Approval, etc. • Why do you need funds? And how much do you need to raise? • Exercise – Program or Project, with timeline and need-for-funds

  25. Rules Of The Road • CAP Regulation 173-4 “Fundraising/Donations” (in rewrite) • CAP is federally tax-exempt under 26 U.S. Code Section 501c3 • “To be tax-exempt under section 501(c)(3) of the Internal Revenue Code, an organization must be organized and operated exclusively for exempt purposes set forth in section 501(c)(3), and none of its earnings may inure to any private shareholder or individual. In addition, it may not be an action organization, i.e., it may not attempt to influence legislation as a substantial part of its activities and it may not participate in any campaign activity for or against political candidates.” -IRS

  26. Rules Of The Road • What does all of that mean? • “none of its earnings may inure to any private shareholder or individual.” No funds can be raised for an individual member, cadet or senior. • “it may not attempt to influence legislation” That means no lobbying, no soliciting funds for any particular legislative goal, and no ties with ANY political figures that could be interpreted as trying to influence a bill or a law. • “may not participate in any campaign activity for or against political candidates.” Just what it sounds like: no politics, not only in uniform but when out of uniform and representing CAP or its interests. • E.g., a legislative squadron member can’t ask other CAP members to campaign on his/her behalf or to endorse him or her as a CAP member

  27. Other Rules... • No USAF uniforms during fundraising…not even cadets* • Wing Commanders must approve ALL fundraising activities • Donors must be provided with receipts, whether for $$ or in-kind contributions • Certain fundraisers are NOT permitted • Flying in airshows for reimbursement • Games of chance • Professional percentage-compensated fundraising arrangements • Alcohol sales • Read the CAPR 173-4!

  28. Before You Start • It’s important to ask “Why do we need funds? And how much do we need to raise?” • You’ll be more successful if you have a specific project or program to fund, with a realistic budget, a definite end-goal and date, etc. • Exercise – Program or Project, with timeline and need-for-funds

  29. Exercise: Your Program or Project • Timeline • Need for Funds

  30. Exercise: What Is Your Unit’s Story? • Where is it? • Who does it serve? • Is it named for a town founder? • What have you done LATELY? • How many cadets? How many missions? How many finds or saves? How many scholarships? HOW MANY?

  31. Deep Dive: How NHQ Finance Works • GUEST LECTURER: Ms. Brandy Robbins, NHQ/FM

  32. Practical Tips: What Do I Do Now? • Fundraising vs. donations vs. grants • Gift sources • Sample letters • Grants How-Tos

  33. Types of Fundraising • Corporate donations • In-kind Support • Employer-support programs • Volunteer Hours • Matching Gifts • Individual donations • Endowments/planned gifts • Local sponsorships • Local and state government programs (appropriations, grants) • Local, state, federal “campaigns” • CFC is very important

  34. Sponsorships • Businesses with a strong local component • E.g., car dealers, insurance agents, real-estate agents, restaurants • “The Little League Memorial Stadium” • Local chapters of like-minded organizations • E.g. Veterans of Foreign Wars, American Legion, AF Association, etc.

  35. Local & State Governments • Grants • There may be grant programs available for civic groups and institutions from your town, city, county or state • Grants are generally tied to specific projects • Appropriations • Your municipality or even your state may have programs designed to fund activities that build up youth, deter gang activity, encourage a drug-free lifestyle or even to support local emergency resilience. EACH COMMUNITY IS DIFFERENT

  36. Local, State & Federal Campaigns • Combined Federal Campaign • Workplace giving program for federal employees and military members throughout the U.S. • Can be complicated, but can also be high-return! • Most successful when it is LOCAL! • Wreaths Across America • Selling individual sponsorships for wreaths to be placed at National cemeteries in December • $5 returned to the unit for each sponsored wreath

  37. Corporate Donations & In-Kind Support • Corporate Donations • Relevance is LOCAL, not necessarily military or USAF • In-Kind Support • IT equipment, computers • Food and supplies for large event • Emergency Services response gear • Etc.

  38. Employer Support Programs • Matching Gifts • Many employers match, dollar-for-dollar or even more, donations their employees make • Squadrons should ALWAYS ask their members if their employers offer such programs and encourage participation • Matching Hours/Support Hours • Many large employers also offer cash payments for volunteer hours • As above, ask if your members’ employers do this; in many cases THEY DON’T KNOW

  39. Endowments & Planned Gifts • Planned Giving/Estate Giving • Not a donation per se • Planned from a person’s financial holdings or their estate at death • Unusual at the squadron level, but possible

  40. Foundations • Corporate, Private, Community Foundations • Youth Development • AE/STEM Education • Emergency Services

  41. Foundations (cont.) • Foundation Focus • Foundations are guided in their grant-making by their focus as stated in their organizing documents. Two important “Focus Areas” are: • Geography/Location • Field of Interest • If a grant request falls outside of either of the Foundation’s stated criteria in these two areas, chances of receiving a grant are virtually zero. • THIS PUTS A PREMIUM ON RESEARCH – INVEST THE TIME UP FRONT TO ENSURE RELEVANCE!

  42. Foundations (cont.) • How To Research Focus Areas • Online tools, such as, the Foundation Center’s Foundation Directory Online (FDO) web-based product exist. • FDO has the capability of identifying grant funders by both geographic and field of Interest focus areas simultaneously. • CAP NHQ is making FDO searches available to units on request • Units can also use their local library – the Foundation Center has arranged for free use of the FDO at many local libraries.

  43. Exercise: Fundraising Letter • Never “cold” or unsolicited. • Always specific. • Focus on benefits to donor (recognition, community support, etc.) • NEVER promise anything of value or compensation! • Details! (Spelling, punctuation, unit stationery, etc.)

  44. Let’s Look At Some Examples:

  45. Grant-Writing Tips • Be clear, specific and time-based on what you want to accomplish • Research the grant-making organization’s mission and goals to match • Review successful grant-seekers’ proposals to see what worked • Write carefully, and get help with writing, editing and proofing • Develop “marketing” for your unit to include (remember our Story?) • Demonstrate you can be a good steward of funds and prove need • If you can make contact with the Fund Administrator DO IT! • Plan enough time to meet all requirements by the deadline; don’t rush or skimp • Consider cooperating with another organization locally in a joint proposal

  46. Questions & Discussion?

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