Keyworker Training

1. Keyworker Training TEAM(Together Everyone Achieves More) Combined Federal Campaign Potomac 2010

2. Together Everyone Achieves More Thank you for volunteering! Every ask leads to a gift that allows us to achieve more.

3. Together Everyone Achieves More Unless someone like you cares a whole awful lot, nothing is going to get better.  It's not.  ~Dr. Seuss

4. Agenda Potomac Combined Federal Campaign Keyworker Training I. Registration II. Opening Remarks III. Introduction IV. Speaker V. Training CFC at a Glance Gifts and Incentives Brochures, Pledge Cards and Turn-ins Marketing the Campaign and Group Meetings Handling Objections/ Where Do I Go From Here? VI Wrap Up

5. CFC at a Glance • Once-a-year charitable fundraising campaign for Federal civilian and military employees • Established in 1961 by President JFK (2011 50th Anniversary) • Administered and regulated by the Office of Personnel Management (OPM) https://www.opm.gov/cfc/ • Contributors are encouraged to designate • Employee benefit

6. CFC at a Glance • Eligible organizations must meet reasonable standards of financial integrity/public accountability • Today, there are over 200 combined campaigns throughout the U.S. • Rappahannock United Way (RUW) has equitably served Potomac CFC as the Principal Combined Fund Organization (PCFO) since 1984 • CFC is considered “Official Government Business”

7. The Impact Locally in 2009: $46,748 to the Fredericksburg Food Bank $29,567 to the Wounded Warrior Project $22,558 to the Fisher House $16,520 to the Fredericksburg SPCA Worldwide in 2009: $300 million donated $6.6 billion since inception.

8. Together Everyone Achieves More You are touching thousands of lives through your gift of time and effort. Every charitable act is a stepping stone toward heaven. - Henry Ward Beecher

9. The Gift • All donated funds, minus administrative expenses, go directly to the organization specified. Administrative expenses are approved by the Local Federal Coordinating Committee (LFCC). • Payroll deduction is easy and convenient. • Deductions begin with the first pay period in January and end with the last pay period in December. • Contributions are VOLUNTARY! • Contributors are encouraged to designate. Individuals can donate to as many organizations as they wish, they just have to fill out additional pledge cards. • Undesignated funds: the proportions are determined by • the amount designated for each agency

10. Incentives EVERY There is no set gift amount. contribution helps Friend of the CFC $150-$499 Can Koozie CFC Hero $500-$999 Grocery Tote Stars and Stripes Leadership Giver $1,000-$2,499 Cooler

11. Incentives, cont. Patriot Leadership Giver $2,500-$4,999 Stainless Bottle Platinum Leadership Giver $5,000 and up Pen Set “If a free society cannot help the many who are poor, it cannot save the few who are rich.” ~President John F. Kennedy

12. Brochure • Use ONLY 2010 Potomac brochure. • 3 Sections: Local, National, International. • Use 5 digit code to designate agency. • Do not write in an agency. • Each agency must meet a strict set of guidelines in order to be listed in the brochure. • The % at the end of each 25 word statement is the administration cost of the agency. • Taxonomy Codes • Great resource for answering questions!

13. Pledge Card-Page 1 FIVE-DIGIT CHARITY CODES The CFC code is entered on your pledge form to designate the charities of your choosing. All participating charities will use a five-digit CFC code assigned by OPM. This code remains constant across campaigns. IMPORTANT!!!

14. Pledge Card- Page 2 &3 Page 1: Payroll Copy Page 2: CFC Copy Page 3: Donor Copy FOR TURN IN PURPOSES: Turn in page 1 & Page 2 still attached to each other. SSN# will be blacked out on page 2 and page 3 of the Pledge Card. It is voluntary to submit your SSN#; however, failure to write in SSN# may result in errors or an unprocessed payroll deduction. Cash/Check Contributions DO NOT require SSN# IMPORTANT!!!

15. Pledge Card Info. • Pledge only to agencies in the book • Any designation code not in the book will default to Undesignated Funds • Donors may designate to more than five agencies, but must fill out additional card(s). Write 1of 3, 2 of 3, 3 of 3 in Top right hand corner. • Double Check all Math on pledge cards • No repeating decimals – do not round off (equal deductions) • All designations should not exceed total gift but can be less than total gift. (all monies less than total gift is marked as undesignated.) • Payroll Deduction must be a minimum of $1.00 per pay period for civilians and $2 for military

16. Cash or Check Donation • Cash or Check Donations • >Write Check to Potomac Combined Federal Campaign • >Staple or Paper Clip Check or Cash to pledge Card • >Circle Cash or Check on Pledge Card • >Total Cash or Check should be no more than Designation Total.

17. Together Everyone Achieves More Thank you for volunteering to make a difference. You help the needy.

18. Marketingthe Campaign • Be creative and make it “fun” fundraising. Share creative special events on the Facebook page for Keyworkers. Rosemary Higgs (rosemary.higgs@navy.mil) is your Special Events Coordinator • Use group meetings & the Speaker’s Bureau • Stress payroll deduction • Sponsor special events (all money collected during a special event goes to undesignated) • Don’t take objections personally • Never coerce or strong-arm • Say “Thank You”

19. Group Meetings • Remarks by keyworker • -Welcome • -Remarks endorsing the CFC • -Distribute brochure • Remarks by guest speaker (i.e., supervisor showing support, employees testimonial) • Explain the CFC system • -Reasons for giving • -General CFC information • -Discuss brochure and incentives • -Answer questions • Ask for contributions • -Hand out pledge cards • Say “Thank You”

20. How to HandleTypical Objections • Remember…it’s not personal. • It might not be real —Some objections are “stalls” rather than sincere objections. Try to find the real cause behind the concern. Often it has stemmed from a misunderstanding about CFC. • Be sympathetic—Listen carefully! If your prospective donor says “my boss MADE me donate last time.” Explain that the CFC is designed around volunteer donations only. • Don’t argue—Arguing will force your prospective donor to defend their objection on the spot. You may win the argument but lose the contribution.

21. How to HandleTypical Objections • Encourage him/her to ask questions—Let your prospective donor expand upon their concern and then address the situation. • Remember: If a question arises that you cannot answer, call your department representative or PCFO. A prospective donor will appreciate you taking the time to find the answer and get back with them. • Use brochures as a resource. • Feel confident assuring the donor that “This is a Great System.” • Be enthusiastic—it will rub off.

22. Report Envelope CIVILIAN # OF $ DONORS AMOUNT MILITARY # OF $ DONORS AMOUNT TOTAL # OF $ DONORS AMOUNT TYPE OF GIFT

23. Report Envelope and Turn Ins • Attend Turn-ins EVERY WEEK • Complete the Report Envelope (use the report envelope checker) • Separate Military and Civilian, Payroll, Cash and Checks • Keep Checks with the Pledge Cards • Keep Cash with Pledge Cards • Do not separate copies, turn both copies in at Turn-ins • Stay until a representative has verified the accuracy of the Report Envelope • Collect incentives at the Turn-in

24. Where Do I GoFrom Here? • Learn more about the CFC • Make your own gift • Organize a group meeting • If a group is not possible, begin making a one-on-one request for a contribution • Say “Thank You” • First turn-in date is September 16th • Give out incentives • Collect the brochures and recycle them

25. Where Do I GoFrom Here? • If you need further assistance contact: FC 1 Joseph Sheddan Campaign Chairperson: 540-653-1031joseph.sheddan@navy.mil Kathleen Smith PCFO Contact: 540-373-0041 x310 ksmith@rappahannockunitedway.org www.potomaccfc.org

26. Turn-in Dates • September 16 • September 23 • September 30 • October 7 • October 14 • October 21 • October 28 • November 4 • November 11 • November 18 • November 23 • December 2 • December 9 • December 16 • December 23/30 late • 12/7Victory Party • 11:00 – 1300 @ The Community House

27. Kickoffs Fort A.P. Hill Wednesday, September 15, 2010 Romenick Hall Arrival Time: 10:00 a.m. Agency Fair: 11:00 a.m. to 1:00 p.m. Space for 30 Agencies 125 Expected Attendees Quantico Dahlgren Thursday, September 9, 2010 Butler Stadium Arrival Time: 9:00 a.m. Agency Fair: 10:00 a.m. to 1:00 p.m. Space for 70 Agencies 500 expected attendees Tuesday, September 14, 2010 Bldg 1540T Side Parking Lot Arrival Time 6:00 am Agency Fair 7:00 am – 9:00 am Space for 20Agencies 125 Expected Attendees Dahlgren Parade Field Arrival Time: 10:00 a.m. Agency Fair: 11:00 a.m. to 1:00 p.m. Space for 40 Agencies 350 Expected Attendees

28. Together Everyone Achieves More Thank you for volunteering to make a difference. You never know who may need you!

29. Questions? Ask questions and you shall receive answers! Thanks for your time!