2. LISA MASKA, CFRE
Partner
Lautman Maska Neill & Company
JOSH ADLER
Director of Individual Giving
The Actors Fund of America
#MidLevelMagic @lautmandc @theActorsFund
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Our Conversation Today
The Actors Fund Case Study
• Challenges faced
• What’s working
• Lessons learned
Smart strategies for using direct response to boost upgrades
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4. #Bridge16
The Actors Fund
Since 1882, The Actors Fund has helped performing
arts and entertainment professionals in times of need,
crisis or transition.
•$33.1 million budget
•Headquartered in New York City with regional
offices in Los Angeles and Chicago
•Lots of celebrity support
•Heavy events and membership focus
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Revenue Breakdown
Individual Giving raises $5.7 million annually
Membership/tributes - $2.2 million
In The Spotlight ($2,500-$24,999) - $1.4 million
Planned Giving - $2.1 million
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Advancement Team of 20
Chief Advancement Officer (1)
• Individual Giving (8) • • • • •
• Special Events (5)
• Institutional Giving (2)
• Communications (4)
• Director
• Manager of Membership
• Manager of PG/Major Gifts
• Major Gift Officer (LA)
• Membership Associates (2)
• Database Assistant
• Membership/Comms Assistant
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Base of Dedicated Supporters
12,000 Members giving $25-$2,499
• Most acquired through direct mail
• Some acquired from industry unions – SAG, Equity, IATSE
305 “In The Spotlight” Members giving $2,500-$25,000
• Upgraded through direct mail
25 Major Donors giving $25,000+
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Direct Mail
How to Leverage Direct Response to Augment Your Team’s Efforts
#MidLevelMagic @lautmandc @theActorsFund
#MidLevelMagic @lautmandc @theActorsFund
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Mini proposal format used to drive upgrades for specific program need
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#MidLevelMagic @lautmandc @theActorsFund
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The Results
• Beat revenue goal by 69%
• 42 gifts $1,000+ totaling $98,000
• 3 gifts of $1,000 from $250 donors
• 15 gifts of $1,000 from $500 donors
• 2 gifts of $10,000 from $5,000 donors
• And – started the conversation between the donor and the
organization
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The Results
• 13 gifts $1,000+ totaling $48,500
• 1 gift of $1,000 from a $100 donor
• 1 gift of $1,000 from a $250 donor
• 9 gifts of $1,000+ from $500 donors
• 1 gift of $2,500 from a $2,500 donor
• And – a $30,000 gift from a $10,000+ donor!
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The Results
Naming opportunities at $300, $2500, and $10,000 price points
•$300 – 51 bricks sold
•$2,500 – 9 bricks sold
•$10,000 – 3 bricks sold
•Allows donors to raise their hand
•Creates a lasting connection between donor and organization
#MidLevelMagic @lautmandc @theActorsFund
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16. What’s the Secret?
• Benefits As a Way of
Engagement
#Bridge16#MidLevelMagic @lautmandc @theActorsFund
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17. We Were in a Bind…
#Bridge16
• Program was not organized
• Position had been vacant
• Focus on Events & Celebrities
• Donors were being ignored!
#MidLevelMagic @lautmandc @theActorsFund
#MidLevelMagic @lautmandc @theActorsFund
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Going Forward…
How do we build something new
without taking the steam out of
the old?
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How We Are Doing It
We began by adopting the higher education major gift model
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Organizing Donors
• Major gift prospects organized into discrete pools
• Assigned to the six staff members who serve as solicitors
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Communicate!
• Scheduled weekly prospect meetings
• Forum to discuss challenges and opportunities
• Develop a pipeline plan with donors
• Membership Associates included in meeting — they are the everyday front
line and have amazing relationships
#MidLevelMagic @lautmandc @theActorsFund
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Conversation Shift
• Shift conversations from membership (transactional) to donor-centric
philanthropy (what’s important to you)
• Seek to engage donors
• Show them that they have an opportunity to make a lasting
difference through a major gift.
• Discovered that some prospects with high capacity ($5mm+ in assets)
were only interested in the benefits of membership (house seats).
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Active Outreach
• Began to engage donors more personally
• Personal (email) acknowledgments for gifts
over $1,000 and handwritten note for gifts
over $5,000
• Daily gift report detailing the previous days
gifts
• Create small events for ITS members
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The Challenge
• Takes TIME to manage a
prospect pool of 687
prospects
• Progress is slow … but the
needle is moving
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Donors “Wanna Be In the Room Where
It Happens”
• Creating a top-tier giving society
• Recognize the members of the various
levels publicly to generate interest.
#MidLevelMagic @lautmandc @theActorsFund
#MidLevelMagic @lautmandc @theActorsFund
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Above All…
Pay attention to your donors!
If one thing isn’t working, don’t be afraid to try
something new
There is no special formula…
#MidLevelMagic @lautmandc @theActorsFund
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The Results
Year to year comparison for individual contributions:
•2014 -9.2% variance
•2015 -13.0% variance
•2016 +.04% variance (in the midst of a capital campaign)
#MidLevelMagic @lautmandc @theActorsFund
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The Results
Year to year comparison of ITS component:
•2014 -28.2% variance
•2015 -27.7% variance
•2016 5.9% variance
#MidLevelMagic @lautmandc @theActorsFund
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You Just Never Know …
Two True-Life Stories
Ruth Barry
#MidLevelMagic @lautmandc @theActorsFund
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30. Additional Strategies –
Takeaways for Everyone
Direct response can be used to enhance
mid-level and major gift work
• Educates donors
• Reports back and shows impact
• Engages donors in ways beyond just writing check
#Bridge16
#MidLevelMagic @lautmandc @theActorsFund
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33. DonDon’t forget to visit the’t forget to visit the
Solutions Showcase!Solutions Showcase!
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Editor's Notes
Direct mail can be used to enhance mid-level and major gift work
Educates donors
Reports back and shows impact
Engages donors in ways beyond just writing check
$2,500-$25,000 renewals were run in house
New renewal series created
Highly personalized
Expanded from 3 to 4 notices
Calls from staff as 5th notice
Excellent donor support/stewardship program to service members
“House Seat” member benefit extremely valuable
Two dedicated Membership Associates to handle ticket requests by phone
Membership Associates very savvy with relationship building
Membership manager and staff very responsive to members
Phone calls, emails and letters to members provided great cultivation and stewardship
“Everyone loves the bartender…”
Donors were “assigned” relationship managers but were not organized into prospect pools.
Many donors ultra high net worth individuals were members but were under the radar and giving at $2,500/yr level instead of $25,000/yr.
And hadn’t been outreached.
My position had been vacant for 6 months. Predecessor focused on events.
Major donors $25,000 were on CEO’s radar
Events were main focus
Capital Campaign underway
$2,500 to $25,000 donors were being ignored
Planned giving was an area for opportunity
Events provided visibility
Membership was main focus (membership upgrades were primary focus of Individual Giving).
But Membership was very successful (growing from $100k to $3.6mm).
(CEO, CAO, Director of Western Office, Director of Individual Giving, Planned Giving Manager, Major Gift Officer (LA)).
Scheduled weekly prospect meetings to discuss prospects.
Each solicitor to discuss prospects contacted in previous week and provide forum to discuss challenges.
Solicitors asked to develop a pipeline plan with donors (planned asks per month, ask amount, expected gift).
Membership Associates included in meeting to discuss some donors and flag some for attention. They’re the everyday front line and have amazing relationships.
Shift conversations from membership (transactional) to donor-centric philanthropy (what’s important to you at The Fund? In life?).
Seeking to engage donors and show them that they have an opportunity to make a lasting difference through a major gift.
Discovered that some prospects with high capacity ($5mm+ in assets) were only interested in the benefits of membership (house seats).
Began to engage donors more personally.
Personal acknowledgments for gifts over $5,000 from myself, CAO, or CEO depending on status of donor and size of gift.
Daily gift report detailing the previous days gifts
I send a quick THANK YOU! Email for every individual gift higher than $1,000.
Chance to look at the donor more closely to recognize consecutive giving record, capacity, giving patterns, etc.
Create small events in conjunction with Special Performances to encourage ITS members to bring a friend (or three).
I manage a prospect pool of 276 prospects.
Administrative duties hamper four Major Gift Solicitors’ ability to get face-to-face with donors.
Essentially, we were trying to change course of a supertanker in open water.
Takes TIME.
We’re not seeing the kind of progress I’d hoped to see over the past 12 months.
Creating a top-tier giving society
Very exclusive.
Recognizing donors who give cumulative $25k+ in a calendar year
To quote Aaron Burr in HAMILTON, they “wanna be in the room where it happens.”
Palm Springs fundraising event in March.
Jackie Autry, Helene Galen, Harold Matzner, etc.
Our donors tend to give to multiple things (membership, Gala table, direct mail appeals, capital campaign).
We have several high Q-rating donors among top donors within the Broadway community, but not with regards to general public.
Need to bring some Bill Gates-y Mark Zuckerberg-y donors in to get the buzz.
Colleen Dilen’s blog about what UHNWIs consider when making major gifts: http://colleendilen.com/2016/06/22/what-wealthy-donors-consider-before-making-a-gift-greater-than-one-million-dollars-data/
the most important component in the major gift process is to pay attention to your donors.
If one thing isn’t working, don’t be afraid to shift away from it and try something new.
There isn’t any kind of special formula, but there are lots of ideas out there and they may help you to craft the strategy that works for your donor pool.
Higher ed philanthropy is different than grateful patient giving, which is different than arts giving, which is different from poverty….
this is year-to-year for the first two quarters
this is year-to-year for the first two quarters
Ruth Nerken
Former client of mine when I was a voiceover agent also happened to manage a significant foundation started by her father. Had reached out to my CAO for lunch because she was on a hospital board and was moving off of it. Exploring the Fund. Had a great lunch and fell in love with our mission. Pledged to give us $100k/yr to various appeals (Encore $30k gift) and has joined our board.
Barry Kaye
ITS Gold member for many years. Had a health scare last year which affected his ability to walk. I spoke to him through the year, checked in on him, called to see how he was feeling. UHNWI. Gave two motorized wheelchairs to the Home. Thanked him. When he renewed his membership, he doubled the level to $10,000 and said that we should talk at the end of the year.