Here is what I can offer a non-profit organization who would like to work on a lead generation and donor prospecting campaign with my professional team.

1. James Sullivan’s Work for Non-Profits
Boys Hope-Girls Hope Boys and Girls Clubs of San Francisco
Oakland Children’s Hospital Chinatown Business Development
Jewish Family and Children’s Services Jewish Partisan Educational Foundation
Jewish Community Center Holocaust Center of San Francisco
Pets Unlimited Catholic Near East Welfare Association
Exploratorium Rotaplast International
March of Dimes Hydrocephalus Association
Institute on Aging Friends of Recreation and Parks

2. 2
Jim Sullivan’s works with Non-Profits
Table of Contents
1. Strategy, planning, use of resources
• Schedules, budgets, expectations, Your DATA
2. Copywriting, design, style elements
• Tone, “The Ask”, flow, images
3. Production, printing, mailing, postage
• Design, paper stock, reply device
4. Results analysis, costs, learnings

3. 3
Strategy, Planning, Resources
Client: Boys Hope-Girls Hope
Challenge: Compose, create a complete
Newsletter from scratch
Mailing Quantity: 4,000+
Budget: Limited
Strategy, Planning, Resources
• Working directly with the new executive director,
I showed him a variety of sample designs and in
conversations with him, I helped write, craft, prepare
and create a suitable newsletter that informed their
donors (all levels-no segmentations) about the mission
of the non-profit to the community. I suggested that
selected scholars of the program as well as compelling
images of successful students be included as well as
upcoming events, board of directors and donors and
pictures of the current staff, with a response device.
I am currently still working with them for the last 4 years.

4. 4
All about Your Data
• The Accuracy and Recency of your data is
the MOST IMPORTANT ASPECT OF
YOUR MAILINGS. LOOK AT YOUR DATA

5. 5
Schedules,Budgets,Expectations
Client: Boys and Girls Clubs SF
Challenge: Compose, create
Annual Fund Appeal from scratch
Mailing Quantity: 8,000+
Budget: Limited
Schedules, Budgets, Expectations
• Working directly with a seasoned Annual Giving
Director, I provided her with a wide variety of 8.5 x 14
forms with a perforated reply card that captured all of the
data streams from her donor profile files. I offered color
and paper selections that she was agreeable to as they
were not of the standards of usage done before my works
with them. I worked with her on writing the copy, selecting
One story about a girl named “Olushade” from the Ernest
Ingold Clubhouse and the success story revolved around
her and how the works of the Boys and Girls Clubs of
San Francisco helped her and others like her succeed
under tremendous peer pressure and adversity. I helped
prepare the schedules, budgets, and expectations.

6. 6
More on Budgeting and expectations
Here is an easy to review budget as well as response expectations
Your results will vary.

7. 7
Copywriting, design, style, elements
Client: Oakland Children’s Hospital
Challenge: Write, design, style, create
Annual Fund Appeal
Mailing Quantity: 12,000+ 1 version
Budget: $14,000.00
Copywriting, design , style, elements
• I worked with the Annual Giving Director, whom
I had known from a previous non-profit organization. This
Annual giving mailing was critical to his success so we
wrote the copy together to maximize the strategy as well
as the results for the mailing. I suggested a compelling 1
Color A-6 closed face mailing with a one page (front
Back letter with donation levels in bold as well as with
Compelling images of the clients the hospital serves).
The images are duotones which brings out a depth of
color that is sometimes more dramatic than 4 color
printing. The copywriting was conversational in tone with
details about how much your donation will provide. The
main point was that every dollar will benefit those children
and families that the hospital serves, in a friendly
and conversational manner.

8. 8
Tone, “The Ask”, Flow, Images
Client: Oakland Children’s Hospital
Challenge: Write, design, style, create
Annual Fund Appeal
Mailing Quantity: 12,000+ 1 version
Budget: $14,000.00
Copywriting, design , style, elements
• Creating the proper mood for the copy tone to ensure
smooth transition from story telling about how much the past
donations have helped Oakland Children’s Hospital create a
compelling story about where and how the money was spent to
ensure that no child was not properly cared for, no matter whether
the parents could pay. This Annual Appeal mailing was to work on
several levels. First, it was to thank the donors for their previous
donations. Second, it was to remind them that their donations have
enhanced the hospital’s abilities to respond even quicker to
children emergencies in healthcare needs and quality of
delivery care. The ASK, was to offer them again, an opportunity to
continue to give to the hospital and to further explain how their
donations and the “suggested donor levels” help children afflicted
with a variety of needs and ailments. The Main point was to Thank
You for your gifts and to send a “leadership” level gift today.
Signature by the Senior VP and Chief Development Officer

9. 9
Production, printing, mailing, Postage
Here is an easy to read production specs of a mailing for 60,000 pieces.
Your results will vary. This spreadsheet shows a lot of details as needed.

10. 10
Production Segment Mail Matrix
Here is a Segment Matrix of a partial sheet of List Tests and control cell mailing
Your results will vary.

11. 11
Results Analysis, Costs, Learning’s
Here is an easy to review analysis of a Jewish Community Center mailing
results. Your results will vary.

12. 12
Resource Development
• Aid in the Fundraising development strategy
– Technical Print Production-Project Planning
– Planning, implementation and execution of all
direct mail solicitations, stewardship mailings
– Copywriting, communications of print materials
– Team Approach database and team members
– Weekly reporting status, monthly results
– Managing Tasks, working with resources
– Leading Meetings, offer solutions to challenges
– Present Results, learnings, next steps

13. 13
When Do I Start?
Identification
process of major
donors 25%
Research
Development
record-external
sources 25%
Manage the
Prospect
Management
Systems 25%
Maintain
Prospect Lists
25%
Prospect Management and Reseach
Identification process of major donors
Research Developmentrecord-external sources
Manage the Prospect ManagementSystems
Maintain Prospect Lists