Beyond Grants, Galas, and Golf: Set Your Sights on Sustainability with Roberta A. Healey.

Beyond Grants, Galas, and Beyond Grants, Galas, and Golf:Golf:

Set Your Sights on Set Your Sights on SustainabilitySustainability

with Roberta A. Healeywith Roberta A. Healey

Roberta A. Healey

More than 30 years in non-profit management and development work

Senior Member, Farr Healey Consulting, LLC Served several faith-based organizations as Chief

Development Officer, including The Hickman Executive Committee Chair, International Board of

Directors of Fundraising Professionals Founding Member of American Association of Homes

and Services for the Aging Adjunct Faculty at Villanova University

GOALSFor Tonight’s Program

To gain an overview of a successful, sustainable fundraising program

To learn what an integrated development plan for your school should contain

To envision the full range: annual giving, major gifts, and planned giving

To hear how to organize your board, staff, and volunteers -- who, together, can get the job done

Requirements for a Successful Philanthropy Program

Based on its record of service, image and reputation, the organization must be deemed worthy of support. Potential supporters must have confidence in the institution.

 The organization must attract strong volunteer leadership. It will require enthusiastic and generous leaders and volunteers.

Requirements … continued

The Case for Support must be understood and accepted.

The constituents must have the capability to support the project at the necessary giving levels. The funds must be available and attainable.

Requirements … continued

The philanthropic environment and timing must be right.

The program must be well organized and staffed with individuals capable of undertaking and supporting a major project initiative and fundraising program.

Leadership must be enthusiastic and generous supporters.

Individuals$222.89 75.6%

Foundations$6.50

12.4%

Bequests$22.917.8%

Corporations$12.724.3%

2006 contributions: $295.02 billion by source of contribution

Source: Giving Institute 2007

Individuals$229.03 74.8%

Foundations$38.52 12.6%

Bequests$23.157.6%

Corporations$15.695.1%

2007 contributions: $306.39 billion by source of contribution

Source: Giving Institute 2008

Environmentand animals

$6.602.2%

Foundations$29.510.0%

Human services$29.5610.0%

Internationalaffairs$11.343.8%

Arts, culture, and humanities

$12.514.2%

Public-society benefit$21.417.3%

Unallocatedgiving and carry overs

$26.088.5%

Health $20.226.9% Religion

$96.82 32.8%

Education$40.9813.9%

2006 contributions: $295.02 billion by type of recipient organization

Source: Giving Institute 2007

Environmentand animals

$6.962.3%

Foundations$27.739.1%

Human services$29.649.7%

International

affairs$13.224.3%

Arts, culture,

and humanities$13.674.5%Public-

society benefit$22.657.4%

Unallocated

giving and carry overs$23.737.7%

Health $23.157.6% Religion

$102.32 33.4%

Education$43.3214.1%

2007 contributions: $306.39 billion by type of recipient organization

Source: Giving Institute 2008

Roberta A. Healey

Understanding Donor Giving Options

Donor

Cash Assets

RestrictedUnrestricted

Unrestricted

Deferred DeferredCurrent Current

Roberta A. Healey

Reasons For Giving

Being asked to give by someone you know well 1Being asked by clergy 2Reading or hearing a news story 3Being asked at work to give 4Someone coming to the door asking you to give 5Telethon or radiothon 6Receiving a letter asking you to give 7Advertisement in a newspaper or magazine 8Television commercial 9Receiving a phone call asking you to give 10Being asked by a celebrity 11

Roberta A. Healey

Define the Case! Organizations do not have any needs … it is the people you serve who have needs

Donors do not support “needy causes”. They want to make “wise investments” in well managed organizations

The Fundraising Plan

Your integrated development plan incorporates annual, capital and planned giving strategies to effectively raise funds to meet operating, capital and endowment need.

Plan Essentials

Based on Mission and vision Long-range plan

Includes Annual Giving Capital/Major Gifts Planned Giving

Roberta A. Healey

Where do you start?

Strategic Plan Long Range Planning

Program Physical Plant

Operational Plan Program Physical Plant

Renovations Upgrades Routine Maintenance

Integrated Development Plan Annual Giving Major Gifts Planned Giving

Drafting the Plan Document

Assess and quantify organizational needs

Identify target prospect/donor constituents for each need area

Develop broad and individual strategies for each constituency

Select from among strategic alternatives

Draft and Approve plan document Implement, review, evaluate, update

The Plan Document

Section for Each Program/Strategy Action outline:

Tactics Dates Assignments

Goals Number of prospects Number of donors/participants Number of gifts/participants Number of dollars

Executive Summary

Roberta A. Healey

Integrated Development Plan

IndividualsDuring their lifetimeEstates

InstitutionsFoundationsCorporations

Roberta A. Healey

Annual Giving

Any organized effort by a gift-supported organization to obtain gifts on a yearly basis, usually to support operations. Individuals Organizations

Roberta A. Healey

Major/Capital Giving

Funds provided for buildings, including construction and equipment, endowment and scholarship. Individuals Organizations

Roberta A. Healey

Planned Giving

The integration of sound personal, financial and estate planning concepts with the individual donor's plans for lifetime testamentary giving. Individuals

Roberta A. Healey

Roles & Responsibilities

BoardStaffVolunteers

Roberta A. Healey

3 Fundamental Board Tasks*

As the chief leadership body, the board: As Stewards, is ultimately responsible for the health and effectiveness of the enterprise

In Sustaining Capacity, the board offers wisdom, oversees the work, and attends to the foundations of its wealth

In Preserving Credibility, the board brings the weight of the good will and generosity of the organization to the community.

* Fearless Fundraising for Nonprofit Boards, BoardSource, pages 1-2

Roberta A. Healey

BoardSource Responsibility #4

“ENSURE ADEQUATE RESOURCES: One of the board's foremost responsibilities is to provide adequate resources for the organization to fulfill its mission. The board should work in partnership with the chief executive and development staff, if any, to raise funds from the community.”

Roberta A. Healey

The philanthropy team

Board of Directors Staff

Executive Director Development Director

Respect for the culture and traditions must be flexible/adaptable ALWAYS MOVING FORWARD

Roberta A. Healey

Participate fully in the implementation of the integrated development plan.

Clearly articulate the mission, vision and program.

Make your own generous gift. Refer prospective donors. Sign or write personal notes on solicitation letters and thank you letters

Cultivate and solicit personal gifts. Adopt and implement a strategic plan that ensures necessary funds to turn the plan into reality.

Roles: Board

Roberta A. Healey

Participate fully in the implementation of the integrated development plan.

Clearly articulate the mission, vision and program.

Make your own generous gift! Attend all fundraising programs and events. Call on prospects as appropriate. Sign letters and other correspondence as appropriate.

Roles: Head

Roberta A. Healey

Draft and, following board approval, implement the comprehensive integrated development plan.

Clearly articulate the mission, vision and program.

Make your own generous gift! Market the agency as a major philanthropic

choice Research donors. Ensure accurate receipt, recording,

acknowledgement and reporting of gifts. Work cooperatively with finance staff as

appropriate. Monitor legislative, regulatory and demographic

trends.

Roles: Chief Development Officer

Roberta A. Healey

Where is Your Board?

Level One* Little personal risk … all activities done as a group such as approving staff plans and setting goals, priorities

Level Two* Prospect cultivation and outreach, board begins to understand the need for relationship building, events as a “point of entry” for new prospects.

Level Three* Generous personal giving, personal asking, focused relationship building

* Fearless Fundraising for Nonprofit Boards, BoardSource

Roberta A. Healey

Identifying Benchmarks

Fund Raising: Evaluating and Managing the Fund Development Process, James M. Greenfield, FAHP, ACFRE; John Wiley & Sons Median giving Cost to raise a dollar Number of prospects Number of donors Number of Volunteer

Better Business Bureau Wise Giving Alliance

Roberta A. Healey

Thank You

[email protected] 610-996-4650

3 more webinars:

•Sticking to Priorities: Making Advancement Happen While You’re Jugging 20 Other Balls•The Sweet Spot: Asking for Major Gifts and Getting Them•Train Your Trustees: Short Fundraising Exercises for

Board Meetings

Regional workshops Podcasts coming in the spring