Fund Development – PCCCA/LOM 2013

1. MariaShupe Highlands Camp and Retreat Center (303)747-2888 Maria@highlandscamp.org Rich Swartwood Pyoca Camp, Conf. & Retreat Center (866)251-2267 rich@pyoca.org Fund Development – PCCCA/LOM 2013

2. Why are you here? Do you do currently have an annual campaign? How much do you raise? How many donors do you have? Intros

3. Background in Fund Development Reasons for Nonprofits Basics of Fund Development Fund Development Plan/Gift Range Chart Special events Solicitation activity? Fund Raising 101

4. Non-profit organizations support various different purposes, which eventually leads to betterment of humanity. Exist to provide services that otherwise could not be provided by for-profit sector of government. Revenue from fees for services, sale of products, or earned interest on investments, government grants or contracts, private giving Nonprofit organizations are not prohibited from making a profit Why non-profits?

5. For-ProfIt vs. Non-Profit

6. What we have learned… • Mission support from Presbyteries not growing (and soon to be declining!) • We live in an abundance world versus a minimalist world. There is money out there! • Grants for religiously affiliated programs challenging to find. • Partnering is VITAL! • We can’t be embarrassed or ashamed to ask for donations. • YOU NEED TO ASK!

7. What we have learned (cont) • Outdoor ministry is an easy “product” to market! • Board development is crucial • Asking is FUN (kind of) • Giving is a ministry • “CRISIS” REDUCES OVERAL GIFTS • Stewardship and mission are synonymous • NEED TO SPEND $ TO GET $ • YOU NEED TO ASK!

8. Giving USA: The Numbers GIVING USA ESTIMATES 2011 contributions: $303.75 billion by source of contributions ($ in billions – All figures are rounded) 2010 contributions: $290.89 billion by source of contributions First time in decades a reduction in giving by $12.86 billion.

9. Giving USA: The Numbers GIVING USA ESTIMATES 2011 recipient organizations: $298.42 billion2010 contributions: $290.89 billion by source of contributions

10. Values Based Fundraising • Introduce people to organization • Inform – move people to be on the same boat • Inspire people to a deeper level of relationship • Involve people to keep them close • Turn people into strong Advocates/Ministry Partners

11. Thank you/ Acknowledgements • Donor recognition • Annual report • Thank you letters • Calls • Newsletters/information sharing • Appeal/request • Friend raising events • Donor dinner • Christmas Party • Seeing is Believing Fund Development plan (Calendar)

12. Individual Donor GUIDE • Donors NEED 7 Touches each year to stay connected. Not just an appeal! • Newsletters or letter with reply card/envelope • Send to everyone on your mailing list. • Electronic Newsletters with link to give • Annual Campaign letters with reply card/ envelope • Send to those who have given or interested in your program • Special Events • Donor acquisition (Introduce and Inform stages)

13. Transparency is essential • Actual expenses (true cost of camp/program) and why we need partners in ministry • How are funds going to be used • Report on how will they and how were they used Communication Henry A. Rosso, The Fund Raising School

14. What is the problem or social need that is central to your organization What special service or programs to you offer to respond to these needs? Who should support your organization What benefit can accrue to the contributor – “what’s in it for them?” Case Statement Henry A. Rosso, The Fund Raising School

15. Select Fund Raising Vehicle • Annual Fund • Direct mail • Benefits/special events • Project funding • Gift clubs • Capital campaign • Planned giving • Grants Henry A. Rosso, The Fund Raising School

16. Gift solicitation methods MORE EFFECITVE • Personal visit • Personal letter with postpaid return envelope • Personal telephone call • Impersonal letter • Impersonal telephone call • Social media (non personalized) • Media publicity or advertising. Henry A. Rosso, The Fund Raising School

17. Gift Pyramids Where should we spend our energy? Where DO we spend our energy? Henry A. Rosso, The Fund Raising School

18. Annual Fund Gift Range Chart - $40,000 goal

19. Identify Potential Giving Resources Henry A. Rosso, The Fund Raising School

20. Prepare Fund Raising Campaign • Plan for committee/volunteer/staff • Gather facts, prepare the plan, follow the plan, evaluate the plan and modify when necessary Henry A. Rosso, The Fund Raising School

21. Involve Volunteers • Fund raising is a people business! • Primary responsibility lies with board. • Board giving is essential to successful fund raising! • Authority and responsibility for fund raising belong to the entire governing body. Henry A. Rosso, The Fund Raising School

22. Solicit the gift • All fund raising is preparation! • For fund raising to work, you have to ask for some money! • Relationship building. You may not get the contact on the first visit, nor you may not even ask for it. • YOU HAVE TO ASK at some point! Henry A. Rosso, The Fund Raising School

23. Renew the gift Basic concepts… • Ask for the gift the first time so donor can be listed as a supporter • Seek a repeat gift to develop a habit and stronger tie to organization • Encourage larger gifts in the future. • TRAIN the person that every fall/spring for annual letter. • Developing 30 year relationships Henry A. Rosso, The Fund Raising School

24. Gifts from Denomination/committees/churches • Special programs or services may meet the committees mission as well. • Presbyterian Women from each church are asked for campership funds ($3,000). • Partner with local congregations for mission support in addition to denominational support. • Partner with youth committee to host events at your site (not necessarily donation, but relationship building!)

25. Train and Know your donors • Be consistent with donor plan- • Spring newsletter for scholarships • Fall annual letter • Quarterly updates • What type of request and when • Who to address it to? • How often do they expect communication? • Requests and acknowledgments • Anonymous donors People respond to urgency and need, but don’t paralyze them!

26. Donor Recognition • Thank you letters • Phone calls w/in 48 hrs • Camper thank you cards • Board Cards • Recognition in January newsletter

27. Donor Recognition Chart

28. We want a 30 year (lifetime) relationship • Challenge with that – turnover of staff • Record Keeping • Make it or break it • Donor Fatigue • Direct mail – donor acquisition, special events • Major Gifts – 10x more than usual support • Regular solicitation • Its all about THE relationship! What we have learned (The experience)

29. Special Events • Ferncliff

30. Special Events • Reasons for them- • Public Relations • Connections • Donor acquisitions • Thank you • Volunteer recognition • Relationship builder • Are they worth it for the organization? • How much money actually raised when including staff time and other expenses not directly tied with $? • $ spent worth $ raised? Spend time developing the perfect special event – for the right reason!

31. Special Events • Auctions/Dinners • Great volunteer recognition • Way to celebrate ministry • Incredible personal contact/touch for continued relationship • Seeing is Believing • Christmas Party

32. Special Events Golf Outings/Retreat “God and Golf” Retreat. Major event with lots of labor to coordinate and recruit.

33. Volunteer/In Kind • Huge savings for special projects and routine maintenance • The current estimated dollar value of a volunteer hour is $20.85 according to the Independent Sector • Weekend work group of 20 people working 6 hours = $2,502.00 in labor savings. • 5 weekends = $12,510!

34. Food Service donation for special events • Anniversary • Donor Appreciation • Staff Appreciation • Cash or product Vendors

35. Questions & Pay Day!

36. MariaShupe Highlands Camp and Retreat Center (303)747-2888 Maria@highlandscamp.org Rich Swartwood Pyoca Camp, Conf. & Retreat Center (866)251-2267 rich@pyoca.org Fund Development – PCCCA/LOM 2013