Developing and Implementing a Successful Major Fundraising Campaign

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Developing and Implementinga Successful Major
Fundraising Campaign

• Case Study
• by
• Vern Ingraham, 33
• Executive Secretary
• Scottish Rite Foundation of Colorado
• www.wingsofwords.org

2004 RiteCare Conference Nashville, Tennessee
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2.0 MillionEndowed Chair Campaign
Deborah Hayes, Ph.D. Kelley Family/Schlessman
Family Scottish Rite Masons Chair in Childhood
Language Disorders at The Childrens Hospital -
Denver
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Critical Success Factors to the ColoradoSRF
Campaign

• Commitment and High Level Planning
• Campaign Leadership
• Concentrated Campaign Phases
• Focused Marketing
• Results and Donor Recognition

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The Three BesBe FlexibleBe PositiveBe
Detail Oriented
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Critical Success Factors to the ColoradoSRF
Campaign

• Commitment and High Level Planning
• Campaign Leadership
• Concentrated Campaign Phases
• Focused Marketing
• Results and Donor Recognition

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CommitmentandHigh Level Planning

• Have a Clear Vision and Purpose
• Identify and Resolve Critical Issues

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Vision and Purpose
INTO THE NEXT MILLENNIUM REPORT OF THE LONG
RANGE PLANNING COMMITTEE THE SCOTTISH RITE
FOUNDATION OF COLORADO DECEMBER, 1999
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Elements of Case for Support

• Chairs Purpose
• Ensure on-going clinical leadership
• Support program assessment and review
• Support expansion and coordination of Scottish
  Rite services statewide
• Promote community development and recognition

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Critical Issues

• Key Management Issues
• How do we do this?
• How do we obtain staff and training?
• Key Fundraising Issues
• Will our base support the campaign?
• What if we dont succeed?

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CommitmentandHigh Level Planning

• Develop Campaign Strategy and Plan
• Develop a Convincing and Marketable Case
  Statement
• Create a Meaningful Name and Theme
• Establish Realistic but Challenging Goals

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Campaign Strategy Plan

• Organization
• Key Responsibilities
• Campaign Phases
• Fundraising Goals
• Campaign Phase Materials
• Timeline
• Donor Recognition
• Budget

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8-Page Campaign Strategy and Plan
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Key Campaign Steps

• Summary
• A. Board Commitment
• Committee Appointment
• Plans Development
• Materials Development
• Phase Implementation
• Donor Recognition

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Case Statement and Name
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Campaign Goals

• Fundraising
• Campaign target
• 1st day - 1.5 million
• 60 days into campaign increased to 2.0 million
• Campaign phases

• Member Participation
• Rally involved members
• Raise awareness
• Increase support
• Increase standards of giving
• Create post-campaign momentum

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Critical Success Factors to the ColoradoSRF
Campaign

• Commitment and High Level Planning
• Campaign Leadership
• Concentrated Phases
• Focused Marketing
• Results and Donor Recognition

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Campaign Leadership

• Recruitment Focus
• Proven Leadership
• Motivational Abilities
• Valley Buy-In

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Campaign Leadership

• Positions Recruited
• Campaign Chairman
• Campaign Committee
• Foundations Administrative Position

Don Schultz, 33, Chairman Deborah Hayes, Ph.D.,
Chair Lt. Gov. Jane Norton
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Campaign Organization
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Critical Success Factors to the Colorado SRF
Campaign

• Commitment and High Level Planning
• Campaign Leadership
• Concentrated Campaign Phases
• Focused Marketing
• Results and Donor Recognition

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Concentrated Campaign Phases

• Quiet Phase
• Public Phase
• Pledge Fulfillment Phase

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Key PointsforCampaign Phase Planning

• Quiet Phase for Lead Gift Development
• Public Phase for General Membership
• Pledge Fulfillment Phase for Pledge Conversion
  and Wrap-Up
• Logical Sequence Continuity
• Accommodates Evolving Plans

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Campaign Phase Timelines
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Campaign PhaseFundraising Goals
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Quiet Phase Steps
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Meeting the Prospects

• SGIG solicits Board members.
• Board members make personal contacts with lead
  prospects.
• Campaign Committee members make personal contact
  with selected high value prospects.

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Public Phase Steps

• Summary
• Campaign Events
• Direct Mail Contacts
• Specially targeted groups
• General membership

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Public Phase Contacts
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Critical Success Factors to the Colorado SRF
Campaign

• Commitment and High Level Planning
• Campaign Leadership
• Concentrated Campaign Phases
• Focused Marketing
• Results and Donor Recognition

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Focused Marketing

• Key Activities
• Campaign Phase Contacts
• Honormen Activities
• Consistory Programs
• Fun Events Rockies Ballgame

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Quiet PhaseContacts

• Initial personal contact
• Campaign material follow-up
• Personalized follow-up letter
• Lead gift pledge form
• Synopsis of Long Range Planning Report
• Written explanation of Endowed Chair

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Lead Gift Pledge Form
Comment Although this form was provided with
material following the initial contact, the
commitment for lead donor gifts was generally
achieved as a result of the personal contacts.
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Public PhaseContacts

• Solicitation Letter
• Campaign Brochure
• Multiple-Option Pledge Form
• Consistory Newsletter Articles

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General Membership Solicitation Letter
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Campaign Brochure
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Multiple-Option Pledge Form
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Other Written Materials

• Scottish Rite Journal Article
• Published in July 2000
• Special 8-page Campaign Publication
• Published in August 2000

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(No Transcript)
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8-Page Campaign Publication
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Honormen Activities

• Banquet for 33 Masons
• Complimentary 200 guests
• Advertised as promotional event
• Held at The Childrens Hospital
• Pitches made by SGIG Dr. Hayes
• Campaign materials at each table place setting
• Special Mailing for 32 KCCH Masons

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Consistory Programs

• Held in September, October, and/or November, 2000
• Short program held in each Valley
• Included wives and guests
• Clinic Representative introduced patient
• Patient (current or former) testimonial
• Special marketing pitch by Campaign Committee

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Critical Success Factors to the ColoradoSRF
Campaign

• Commitment and High Level Planning
• Campaign Leadership
• Concentrated Campaign Phases
• Focused Marketing
• Results and Donor Recognition

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Campaign Budget Report

• Approved Budget - 32,000
• Campaign Expenditures - 25,800
• Budget Savings 19.4

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Expenditures
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Campaign Results
62 of donations in Pledge Fulfillment Phase are
increases in lead donor and high value donor
pledges. The balance represents continuing
support from the membership.
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Campaign Results
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Campaign Results

• Non-Masonic Donors 114,439
• Includes 7 Colorado Foundations
• Includes several individuals
• Masonic Donors - 1,891,561
• 711 Donors
• 8.6 of 2000 Scottish Rite Membership Colorado
  Rolls

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Growth TrendAnnual Donors
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Total Donors
Some double counting of donors occurs between
annual and campaign categories.
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Growth TrendAnnual Gifts(excluding bequests)
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Public Recognition Results

• Non-Masonic organization donors increased 250
  between 2000 and 2004
• 2 donor organizations in 2000
• 7 donor organizations in 2004 (as of 7/31)
• Value of non-Masonic organization gifts increased
  887 between 2000 and 2004
• 15,000 in 2000
• 148,000 in 2004 (as of 7/31)

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Public Recognition

• 2002 Outstanding Philanthropic Organization in
  Colorado Award
• National Philanthropy Day in Colorado
• Governors Commission on Community Service
• 2003 Frances Owens Communities Helping Young
  Children Award
• Colorados First Lady, Frances Owens
• Early Childhood Intervention Awareness Day

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Plaque Presentation Mel Tillis Concert
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Sold Out House Mel Tillis Concert
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Wall Plaque Major donors (l,000 or more)
engraved on plaque. Plaques installed in each
Consistory and at The Childrens Hospital.
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Lessons Learned

• Board commitment and support is essential to
  success.
• Campaign administrative point person facilitates
  program development and fund raising.
• Dedicated campaign committee is essential for
  program development and fund raising.

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Lessons Learned

• A Quiet Phase facilitates focus on major giving
  and is necessary for developing about 80 of the
  campaign goal.
• A Quiet Phase also provides the opportunity to
  plan activities and materials for the Public
  Phase.
• A short Public Phase (with general membership)
  enables a strong focus on message without tiring
  out potential donors. Avoids overselling to
  and turning off the general membership.

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Lessons Learned

• Dont panic when goals are not satisfied in
  accordance with the plan. Keep the activities
  going.
• Dont be afraid to adjust plans when necessary
  with concurrence of authorizing body where
  needed.
• Always be positive even though things may not
  appear to be going right, a lot is happening
  beneath the surface.

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Lessons Learned

• Keep the authorizing body (trustees) informed of
  progress and issues that deserve their attention.
  Dont belabor them with less important items.
• Do continuous measurement and statistical
  tracking to chart progress and identify
  weaknesses/strengths.
• Rally the membership in a positive, constructive
  way.

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Questions?