Fundraising Events & Major Gifts: How Do We Get From One To The Other?

Fundraising Events  
& Major Gifts:  
How Do We Get From
One To The Other?
9/17/15
11am Eastern
The presentation will begin shortly.

Before We Get Started
3
This presentation is being recorded!
The recording and slides will be emailed to you
later this afternoon.
Please chat in any questions for our guest.
We will answer them in the formal Q&A session
at the end of the presentation.

3
Our guest presenter »
Kent Stroman, CFRE
• Principal, Stroman & Associates
• 25+ years in higher education
• Consults in fundraising, board
governance, strategic planning and
leadership development
• Frequent speaker to regional,
national and international audiences

When your campaign is about more than money.
www.StromanConsulting.comThe Intentional Board www.StromanConsulting.com
Fundraising Events
How do we get from
one to the other?
bloomerang webinar
September 17, 2015
and Major Gifts

M. Kent Stroman
[America’s ASKING Coach]
Introducing:
Purpose in life: Equip, Inspire & Encourage
 Published Author
 Popular Speaker
 Dedicated Leader
 Frequent Award Recipient
 Trusted Consultant (since 1999)
 Certified Public Accountant (CPA)
 Background in Higher Ed. (25 years)
 Certified Fund Raising Executive (CFRE)

Kent’s next books:
(early 2016)
Use coupon code “intentional20”
at CharityChannel.com to get
your 20% discount plus free shipping!

BigTwo Questions
1.How successful is our event?
2.So what?

the lament . . .

BigQuestion 1#
How successful
is our event?

Dimensions
 Financial
 Non-financial

See
beyond...

Analysis Tools
A. Financial Summary
B. Revenue Details
C. Direct expenses
D. INdirect expenses
E. Overall Assessment
Fundraising Event

A.FinancialSummary
2015 2014 2013
1 Income
2 Gross Revenue 125,000 135,000 120,000
3 Adjustments (17,900) (23,900) (15,900)
4 Net Income 107,100 111,100 104,100
5
6 Expenses
7 Direct 60,000 68,000 57,000
8 Indirect 20,000 23,000 17,000
9 Overhead (Calculated at 8.5%) 6,800 7,735 6,290
10 Total Expenses 86,800 98,735 80,290
11
12 Profit
13 Gross 20,300 12,365 23,810
14 Opportunity Costs (17,500) (21,000) (11,000)
15 Net Profit 2,800 (8,635) 12,810
16
17 ROI
18 Total Volunteer Hours (60 volunteers @ 7 hours each) 420 420 420
19
20 Effective wage rate/volunteer hour 6.67$ (20.56)$ 30.50$

B.RevenueDetails
Gross Revenues
– Adjustments
= Net Income

B.RevenueDetails
2015 2014 2013
1 Revenues
2 Sponsorships 16,000 16,000 18,000
3 Table sales 23,000 23,000 20,000
4 Ticket sales 39,000 40,600 36,000
5 Outright donations 7,000 7,000 10,000
6 Employer matches 3,700 3,700 5,000
7 In-kind gifts* 7,700 11,600 6,600
8 Live auction sales 21,000 24,000 17,000
9 Silent auction sales 4,000 5,500 3,000
10 Wine pull 1,200 1,200 -
11 Mulligans 2,000 2,000 4,000
12 Product sales 100 100 100
13 Other 300 300 300
14 Total Gross Revenue 125,000 135,000 120,000
15
Gross Revenues

B.RevenueDetails
16 Adjustments
17 Gift shifting** (2,000) (2,000) (2,000)
18 Purchased auction items (2,000) (8,000) -
19 Board support:***
20 Sponsorships (2,000) (2,000) (2,000)
21 Table sales (5,000) (5,000) (5,000)
22 Ticket sales (2,000) (2,000) (2,000)
23 Auction purchases (1,000) (1,000) (1,000)
24 Outright donations (1,000) (1,000) (1,000)
25 Employer matches (900) (900) (900)
26 Corporate ads**** (2,000) (2,000) (2,000)
27 Other - - -
28 Total Adjustments (17,900) (23,900) (15,900)
29
30 Net Income 107,100 111,100 104,100
Revenue Adjustments
Net Income
2015 2014 2013
1 R

C.DirectExpenses
2015 2014 2013
1 Salaries & wages 10,000 11,000 8,000
2 Office supplies 2,000 2,000 2,000
3 Printing, postage & mailing 1,000 1,000 1,000
4 Advertising & promotion 5,000 5,000 5,000
5 Decorations 2,000 2,000 2,000
6 Rental 4,000 3,000 4,000
7 Entertainment 2,900 4,500 2,900
8 Travel, meals & lodging for entertainers 800 900 800
9 Auctioneer, spotters, cashier, supplies 1,000 1,000 1,000
10 Food, catering, refreshments, bar 6,000 9,700 5,000
11 Sales tax & gratuities 1,200 1,200 1,200
12 Licenses, fees & permits 600 3,200 600
13 Gifts and appreciation 2,000 2,000 2,000
14 Committee expenses 3,000 3,000 3,000
15 Clean-up & trash removal 4,000 4,000 4,000
16 Hole signs (sponsors) 5,000 5,000 5,000
17 Event signage (directions to venue) 3,000 3,000 3,000
18 T-shirts 1,300 1,300 1,300
19 Products for sale 800 800 800
20 Door prizes and favors 900 900 900
21 Event insurance 1,000 1,000 1,000
22 Damage and repair costs 2,000 2,000 2,000
23 Employee expense reimbursement 500 500 500
24 Total DIRECT Expenses 60,000 68,000 57,000

D.INdirectExpenses
2015 2014 2013
1 Staff salaries & benefits
2 VP for Development 3,000 3,000 2,500
3 Support staff 2,000 3,000 1,500
4 Volunteer coordinator 3,000 4,000 2,500
5 Event planner 3,600 3,600 3,000
6 Supervision & oversight (CEO, VP, etc.) 2,000 2,000 1,500
7 Office supplies 800 1,000 800
8 Office support 1,200 2,000 1,000
9 Technology - phone, computer, internet 600 600 600
10 Gift processing, receipting, thanking 1,200 1,200 1,000
11 Volunteer support 800 800 800
12 Volunteer intake & screening 600 600 600
13 Volunteer transportation 400 400 400
14 Volunteer insurance 800 800 800
15 Other - - -
16 Other - - -
17 Other - - -
18 Total INdirect Expenses 20,000 23,000 17,000

E.OverallAssessment
 Net Profit
 Non-Financial Impact
 Evaluation

E.OverallAssessment
2015 2014 2013
1 Net Profit 2,800$ (8,635)$ 12,810$
2 Total Volunteer Hours 420 420 420
3 Effective wage rate/volunteer hour $6.67 -$20.56 $30.50
Net Profit

E.OverallAssessment
Non-Financial Impact
2015 2014 2013
5 Non-financial impact:
6 Image + 4 - 1 + 3
7 Reputation + 5 + 1 + 4
8 Publicity + 5 - 2 + 2
9 Mission Awareness + 4 + 3 + 1
10 News Coverage + 3 + 4 + 2
11 other A n/a n/a n/a
12 other B n/a n/a n/a
13 other C n/a n/a n/a
14 Overall Score 21 5 12
+ / - Scale of 1 to 5

E.OverallAssessment
16 Evaluation:
17 a. It the result worth the effort?
18 b. Should the event be repeated?
19 c. If yes…How can it be made more rewarding?
20 d. How can it be made more profitable?
21 e. How can we increase revenues?
22 f. How can we decrease expenses?
23 g. How can we reduce the burden?
24 h. How can we expand the impact?
25 i. Who needs to be involved to take the event to the next level?
26 j. If no…How can we gracefully exit?
27 k. What publicity or communications issues are at stake?
28 l. What should replace the event?
Evaluation

BigQuestion 2#
So what?

How should we spend our time?
few donors
BIG money
LESS money
many donors

Tips
to raise larger giftsHow to use SPECIAL EVENTS

Use
volunteers,
but don’t …
#
raise larger gifts

Connect
with people
#
raise larger gifts

Grant an
“ASK PASS”
#
raise larger gifts

Debrief
robust ~ prompt
#
raise larger gifts

Follow-up
#
raise larger gifts

Evaluate
your culture
#
raise larger gifts

&answers
Questions

expands!
– Murray Banks
Whatever we
focus on …

TODAY’S
MOST IMPORTANT
POINT

APPLICATION

Thank you
for your kind attention.
I wish you all the best
as you move from events
to larger gifts!

reach new heights
subscribefor:HAPPENINGSBLOGTWEETSABOUTNEWSPOSTS
KentStroman.com

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Fundraising Events & Major Gifts: How Do We Get From One To The Other?

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