A SOLITARY EFFORT: FUNDRAISING WITH A DEPARTMENT OF ONE Capstone Conference, Saint Louis, Missouri, February 23, 2010
Do you feel as though you have too many hats for your ONE head?  Annual Fund  Marketing Donor Events Database “ Thank you”...
Your presenters are here to offer a helping hand.  <ul><li>Marcy Bursac, M.A. </li></ul><ul><ul><li>Development Director <...
Objectives:  <ul><li>Identify the common challenges associated with fundraising with limited resources  </li></ul><ul><li>...
Fundraising With A Department of One can be an emotional journey.  Frustration HOPELESS Dry/Stale Ideas Overwhelmed Unmoti...
You’re Not A Whiner, There Are Justifiable Reasons For Your Feelings <ul><li>The nature of nonprofits  </li></ul><ul><ul><...
How Do You Survive? Leverage Resources  <ul><li>Leverage Resources  </li></ul><ul><ul><li>Those you are serving  </li></ul...
How do you thrive? You only have one head.  <ul><li>Realize that you have limitations.  </li></ul><ul><li>Set priorities &...
The Real World <ul><li>Setting Priorities </li></ul><ul><li>Board Engagement </li></ul><ul><li>Steal Shamelessly </li></ul...
Setting Priorities –    Guy Organizing Files A last minute request Database cleanup Donor Research Web Content Additions P...
Setting Priorities –    Guy Analogy SAND  Marbles Golf balls Small Stuff Medium Stuff BIG STUFF
Board Engagement  Marcy <ul><li>Cultivate </li></ul><ul><li>Empower </li></ul><ul><li>Continuous </li></ul>
Steal Shamelessly    Sheriece  <ul><li>Engage in the nonprofit/fundraising events in your community. </li></ul><ul><ul><li...
Outside Creativity  Guy  <ul><li>Looks Expensive! </li></ul><ul><ul><li>May seem so at first </li></ul></ul><ul><ul><li>Ca...
Outside Creativity – An Example <ul><li>No Mailed Year-End Appeal </li></ul><ul><li>Created Year-End Appeal (in-house) </l...
Outside Creativity – An Example <ul><li>Evaluated 3 outside firms </li></ul><ul><li>Selected one – did it turn key </li></...
Outside Creativity
Outside Creativity <ul><li>Created Segments </li></ul><ul><li>New Copy & Theme </li></ul><ul><li>Historical Gift Informati...
Outside Creativity +
Outside Creativity – Was it Worth it? <ul><li>Results Year 6 - Outsourced </li></ul><ul><ul><li>Total Gift $ up 108% </li>...
Utilizing Volunteers Teresa <ul><li>Stems:  A Garden Soiree </li></ul><ul><li>Structure: </li></ul><ul><ul><li>Honorary Ch...
Stems Outcomes <ul><li>2008—1103 tickets sold; net $86,750 </li></ul><ul><li>2009—1502 tickets sold; net $162,530 </li></u...
Planned Giving -  Guy <ul><li>Assess fit with charity longevity </li></ul><ul><li>Planned Giving </li></ul><ul><ul><li>Beq...
Planned Giving - Bequests Backside of all #9 reply If you are remembering us in your will we are additionally grateful. Pl...
Planned Giving - Bequests I have already included…  I would consider including…. The Missionaries of the Holy Family in my...
Planned Giving - Bequests A Periodic Newsletter –  Selectively and consistently mailed. Cover Story if about Donor Inside ...
Contact Us <ul><li>Guy Parasch, CFRE </li></ul><ul><ul><li>Director of Mission Advancement  </li></ul></ul><ul><ul><li>Mis...
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A Solitary Effort: Fundraising in an Office of One.

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  • A Solitary Effort: Fundraising in an Office of One.

    1. 1. A SOLITARY EFFORT: FUNDRAISING WITH A DEPARTMENT OF ONE Capstone Conference, Saint Louis, Missouri, February 23, 2010
    2. 2. Do you feel as though you have too many hats for your ONE head? Annual Fund Marketing Donor Events Database “ Thank you” Major Gifts Accounting
    3. 3. Your presenters are here to offer a helping hand. <ul><li>Marcy Bursac, M.A. </li></ul><ul><ul><li>Development Director </li></ul></ul><ul><ul><li>Shalom House </li></ul></ul><ul><li>Sheriece Moses, M.A. </li></ul><ul><ul><li>Director of Marketing & Development </li></ul></ul><ul><ul><li>Dismas House of Kansas City, Inc. </li></ul></ul><ul><li>Guy Parasch, CFRE </li></ul><ul><ul><li>Director of Mission Advancement </li></ul></ul><ul><ul><li>Missionaries of the Holy Family </li></ul></ul><ul><li>Teresa Stohs </li></ul><ul><ul><li>Executive Director </li></ul></ul><ul><ul><li>Arts & Recreation Foundation of Overland Park </li></ul></ul>
    4. 4. Objectives: <ul><li>Identify the common challenges associated with fundraising with limited resources </li></ul><ul><li>Offer helpful strategies, tools and real-word examples for surviving and thriving in a department of one. </li></ul>
    5. 5. Fundraising With A Department of One can be an emotional journey. Frustration HOPELESS Dry/Stale Ideas Overwhelmed Unmotivated TIRED Driven
    6. 6. You’re Not A Whiner, There Are Justifiable Reasons For Your Feelings <ul><li>The nature of nonprofits </li></ul><ul><ul><li>Mission-centered/Do more with less </li></ul></ul><ul><li>Technology (or the lack thereof) </li></ul><ul><li>The economic climate & challenges </li></ul><ul><ul><li>The agency’s budget/financial challenges </li></ul></ul><ul><ul><li>External factors (decreasing revenues) </li></ul></ul><ul><li>Peer frustration </li></ul><ul><li>Your passion for the mission </li></ul>
    7. 7. How Do You Survive? Leverage Resources <ul><li>Leverage Resources </li></ul><ul><ul><li>Those you are serving </li></ul></ul><ul><ul><li>Donors/Volunteers </li></ul></ul><ul><ul><li>Board Members </li></ul></ul><ul><ul><li>Outsource </li></ul></ul><ul><ul><li>Consultants </li></ul></ul><ul><li>Be creative, but steal shamelessly </li></ul><ul><ul><li>Don’t spend time re-inventing the wheel </li></ul></ul>
    8. 8. How do you thrive? You only have one head. <ul><li>Realize that you have limitations. </li></ul><ul><li>Set priorities & mark your strategies </li></ul><ul><ul><li>Fundraising Plan </li></ul></ul><ul><li>Network </li></ul><ul><li>Engage </li></ul><ul><li>Celebrate your successes </li></ul>
    9. 9. The Real World <ul><li>Setting Priorities </li></ul><ul><li>Board Engagement </li></ul><ul><li>Steal Shamelessly </li></ul><ul><li>Outside Creativity </li></ul><ul><li>Utilizing Volunteers </li></ul><ul><li>Planned Giving </li></ul>
    10. 10. Setting Priorities – Guy Organizing Files A last minute request Database cleanup Donor Research Web Content Additions Policy & Procedure Planned gift cultivation Annual Appeal Milestone Annual Event Milestone Prep for Major Gift Meeting Major Gift Ask Thank yous Board/volunteer multiplier Each organization has their unique priorities which may change month to month. These are only examples… Recognizing your priorities is the skill needed. While all things may be important, they may not be time sensitive. Small Stuff Medium Stuff BIG STUFF
    11. 11. Setting Priorities – Guy Analogy SAND Marbles Golf balls Small Stuff Medium Stuff BIG STUFF
    12. 12. Board Engagement Marcy <ul><li>Cultivate </li></ul><ul><li>Empower </li></ul><ul><li>Continuous </li></ul>
    13. 13. Steal Shamelessly Sheriece <ul><li>Engage in the nonprofit/fundraising events in your community. </li></ul><ul><ul><li>How many golf tournaments or banquet dinner fundraisers </li></ul></ul><ul><ul><li>Example: Kids Night Out </li></ul></ul><ul><li>Strategies of other nonprofits with missions similar to yours in other markets </li></ul><ul><li>Garner ideas and put your spin on it </li></ul><ul><li>Learn from others’ mistakes </li></ul>
    14. 14. Outside Creativity Guy <ul><li>Looks Expensive! </li></ul><ul><ul><li>May seem so at first </li></ul></ul><ul><ul><li>Can be if you are not prudent. </li></ul></ul><ul><li>We don’t have the money. </li></ul><ul><ul><li>What about the next windfall? </li></ul></ul><ul><ul><li>Donor Investment </li></ul></ul><ul><li>Is there really a payback? </li></ul><ul><ul><li>‘ Expensive’ can be worth it! </li></ul></ul>
    15. 15. Outside Creativity – An Example <ul><li>No Mailed Year-End Appeal </li></ul><ul><li>Created Year-End Appeal (in-house) </li></ul><ul><li>Results improved for first 3 years </li></ul><ul><li>Results flat in years 3, 4, 5 </li></ul>Gifts Received
    16. 16. Outside Creativity – An Example <ul><li>Evaluated 3 outside firms </li></ul><ul><li>Selected one – did it turn key </li></ul><ul><ul><li>Creative Writing & Graphics </li></ul></ul><ul><ul><li>Implemented Variable Text Technology inside & out </li></ul></ul>Gifts Received
    17. 17. Outside Creativity
    18. 18. Outside Creativity <ul><li>Created Segments </li></ul><ul><li>New Copy & Theme </li></ul><ul><li>Historical Gift Information </li></ul><ul><li>Variable Data Personalized “P.S.” </li></ul>
    19. 19. Outside Creativity +
    20. 20. Outside Creativity – Was it Worth it? <ul><li>Results Year 6 - Outsourced </li></ul><ul><ul><li>Total Gift $ up 108% </li></ul></ul><ul><ul><li>Ave Gift $ up 30% </li></ul></ul><ul><ul><li>Gift $ increase covered Outsource Investment </li></ul></ul><ul><li>Year 7 </li></ul><ul><ul><li>Reused Design & Writing – No Creative Cost </li></ul></ul><ul><ul><li>Trimmed expensive print part of the package </li></ul></ul><ul><ul><li>CDR down 41% from before Outside Creativity </li></ul></ul><ul><ul><li>Total Gift $ up 104% from before Outside Creativity </li></ul></ul>Total Gifts
    21. 21. Utilizing Volunteers Teresa <ul><li>Stems: A Garden Soiree </li></ul><ul><li>Structure: </li></ul><ul><ul><li>Honorary Chair </li></ul></ul><ul><ul><li>Co-Chairs—2 </li></ul></ul><ul><ul><li>Area Chairs—15 </li></ul></ul><ul><ul><li>Steering Committee Subcommittees—19 </li></ul></ul><ul><ul><li>Total Volunteers—120+ </li></ul></ul>
    22. 22. Stems Outcomes <ul><li>2008—1103 tickets sold; net $86,750 </li></ul><ul><li>2009—1502 tickets sold; net $162,530 </li></ul><ul><li>2010 goals—1500 tickets, net $185,000 </li></ul>
    23. 23. Planned Giving - Guy <ul><li>Assess fit with charity longevity </li></ul><ul><li>Planned Giving </li></ul><ul><ul><li>Bequests are 85% </li></ul></ul><ul><ul><li>Annuities </li></ul></ul><ul><ul><li>Trusts </li></ul></ul><ul><li>Know your formal legal name </li></ul><ul><li>Have a “slang” name? Register a “dba” with state </li></ul><ul><li>Have a phrase and include in routine asks </li></ul><ul><ul><li>Reply Device and Envelope </li></ul></ul><ul><li>Have a “Society” </li></ul><ul><li>Quarterly/Semi Annual Mailing – from expert in field </li></ul>
    24. 24. Planned Giving - Bequests Backside of all #9 reply If you are remembering us in your will we are additionally grateful. Please remember us as: Congregation of the …..
    25. 25. Planned Giving - Bequests I have already included… I would consider including…. The Missionaries of the Holy Family in my estate plans
    26. 26. Planned Giving - Bequests A Periodic Newsletter – Selectively and consistently mailed. Cover Story if about Donor Inside is professionally written details about planned giving.
    27. 27. Contact Us <ul><li>Guy Parasch, CFRE </li></ul><ul><ul><li>Director of Mission Advancement </li></ul></ul><ul><ul><li>Missionaries of the Holy Family </li></ul></ul><ul><ul><li>3014 Oregon Avenue </li></ul></ul><ul><ul><li>Saint Louis, MO 63118 </li></ul></ul><ul><ul><li>314.577.6300 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Teresa Stohs </li></ul><ul><ul><li>Executive Director </li></ul></ul><ul><ul><li>Arts & Recreation Foundation of Overland Park </li></ul></ul><ul><ul><li>P. O. Box 26392 Overland Park, KS 66225 </li></ul></ul><ul><ul><li>913.322.6467 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Marcy Bursac, M.A. </li></ul><ul><ul><li>Development Director </li></ul></ul><ul><ul><li>Shalom House </li></ul></ul><ul><ul><li>1040 S. Taylor Avenue </li></ul></ul><ul><ul><li>Saint Louis, MO 63110 </li></ul></ul><ul><ul><li>314.534.1010 ext. 226 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Sheriece Moses, M.A. </li></ul><ul><ul><li>Director of Marketing & Development </li></ul></ul><ul><ul><li>Dismas House of Kansas City, Inc. </li></ul></ul><ul><ul><li>301 East Armour, Suite 201 </li></ul></ul><ul><ul><li>Kansas City, MO  64111 </li></ul></ul><ul><ul><li>816.531.6050 </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul>

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