Campaign Orientation March 3, Presented by: Diane LaVigna, CFRE, Director of Annual Giving & Marshall H. Ginn, CFRE, Vice Chair, Annual Giving

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1 Campaign Orientation March 3, 2015 Presented by: Diane LaVigna, CFRE, Director of Annual Giving & Marshall H. Ginn, CFRE, Vice Chair, Annual Giving

2 Q: What is BE the CAUSE? Cooperative Annual Fund Program Launched March 2014 Replaced Every Member Campaign Different from Chapter Impact Campaign March 3,

3 Orientation Objectives AFP Foundation for Philanthropy 2014 Campaign Highlights Foundation Development Chair (FDC)/BE the CAUSE Campaign Chair Responsibilities 2015 Campaign Overview Q&A March 3,

4 AFP Foundation for Philanthropy Charitable arm of Association of Fundraising Professionals March 3,

5 AFP Foundation Mission Statement The AFP Foundation enhances philanthropy and volunteerism through programs of education, research and service that benefit all those who lead, serve and support nonprofit institutions. March 3,

6 AFP Foundation Goals for 2015 Improve and expand our stewardship program Increase and enrich communication about AFP Foundation s purpose and impact Enhance database system and online donation tools Identify and inform new prospects among next generation of fundraising professionals March 3,

7 AFP Foundation Staff Members Martha Kirkland, Executive Vice President (800) , ext. 480 or (703) Diane LaVigna, CFRE, Director of Annual Giving (800) , ext. 446 or (703) Melissa Gusdorf, Development Associate (800) , ext. 470 or (703) (Direct) Suzan Weihofen, Gift Processing Specialist (800) , ext. 448 or (703) (Direct) Mimoh Shrestha, IT Consultant (800) , ext. 458 or (703) March 3,

8 2014 BE the CAUSE Campaign Highlights Thank you all for a successful year! March 3,

9 2014 Results & Revenue Allocation March 3,

10 Your 2014 Gift Helped Support 136 Chamberlain scholarships, 17 collegiate scholarships and 12 diversity scholarships for 2014 AFP International Conference Special events management initiative that led to new research and benchmarking tools TypeCoach project for fundraisers to learn their personality type and how to work with donors and colleagues more effectively Structure and framework for three-year plan to implement a new Major Gifts Program focused on external funding. Upgrades to online donation system and optimization of BE the CAUSE website for tablet and mobile usage March 3,

11 2014 Distribution Timeframe 2014 Annual Fund Distribution 2015 Q3 Jul Aug Sep March 3,

12 2014 Donor Survey Highlights May 2014: 591 of 5,072 donors responded 11.6% response rate BE the CAUSE campaign cited as significant improvement 100% board participation is primary motivator for donors Foundation does not do a good job communicating impact Foundation s acknowledgement process still problematic for some, while others suggested major advancements I love the changes that the Foundation has made in the last couple of years. Foundation is moving in the right direction. March 3,

13 With Special Thanks! To your chapter s 2014 chair To chapters with supportive leaders To chapters with 100% Board participation To chapters that embraced and utilized campaign materials To each and every one of YOU that made a personal donation Thank you, thank you, thank you! March 3,

14 Responsibilities of FDC/ BE the CAUSE Campaign Chair Thank you for volunteering to take on this important job! March 3,

15 FDC Job Description Role: Foundation/Chapter Liaison for BE the CAUSE Responsibilities: 1. Coordinate the Be the Cause Campaign in your chapter 2. Share stories about people and/or organizations served by key chapter programs with AFP Foundation 3. Make a personally meaningful gift to the annual campaign (consider monthly giving thru Alpha Society) March 3,

16 Be the Cause Campaign Tasks 1. Participate in establishing the chapter s annual campaign goal 2. Recruit members to serve on your chapter s annual campaign committee 3. Communicate the value of the campaign 4. Educate chapter leaders and members about the activities of the Foundation 5. Implement the annual campaign 6. Provide appropriate acknowledgment and recognition of donors at the chapter level March 3,

17 Campaign Implementation 1. Utilize campaign materials to ask for donations throughout the year 2. Encourage chapter leaders to achieve 100% board participation 3. Motivate individual members to increase chapter participation rate 4. Report to chapter leaders and members regularly on progress toward campaign goals 5. Check donor reports for progress and accuracy 6. Follow-up with donors who have outstanding pledges March 3,

18 Campaign Data Spreadsheet Step 1: Set Goals March 3,

19 Be the Cause Campaign Tasks Distribution Agreement Form Step 2: Complete Forms a Distribution Agreement Form b. 100% Board Participation Form c. Calling Program Suppression Form Deadline: April 30 March 3,

20 Campaign Planning Tool Materials/Strategy Mar Apr May Jun Jul Aug Sep Oct Nov Dec Distribute at Distribute at Brochure event NPD Calling Program Case Statement Chapter Website Conference Challenge Donor Recognition Donor Photos FAQ's Flyer I give because Placard Impact Statement Outstanding Pledge Calls Step 5: Plan Strategies Send to all members Distribute at event Ask donors who have given to date to stand BE the CAUSE Campaign Planning Tool RuffaloCODY pre-call Add donor photos to website RuffaloCODY begins calls Add donor list to chapter website Add success stories to chapter website Add donor list to chapter website Ask donors who have given to date to stand Give out donor pins RuffaloCODY ends calls Ask donors who have given to date to stand Take photos of a few donors with I give because card Distribute as necessary or may just be useful for campaign committee and board members so they can answer member questions Distribute at event Ask Board memebrs or donors to fill out cards Distribute at event Committee and/or Board members to call donors with outstanding pledges Add donor list to chapter website Ask donors who have given to date to stand Committee and/or Board members to call donors with outstanding pledges Ask donors who have given to date to stand Committee and/or Board members to call donors with March 3, outstanding pledges

21 Campaign Planning Tool BE the CAUSE Campaign Planning Tool Materials/Strategy Mar Apr May Jun Jul Aug Sep Oct Nov Dec Brief PowerPoint presentation at event Promotional Buttons Put on tables Put on tables Response Card Include with letter to major donors Social Media Posts Facebook post Tweet Facebook post Tweet Tweet Facebook post Tweet Facebook post Solicitation (s) Send #1 to all other AFP members Send #2 to all other AFP members Send #1 to all other AFP members Solicitation Letter(s) Success Stories (Beneficiaries) Talking Points Tent Cards Video (Campaign 2:13) Video Clips (FAQs) Send Ltr #1 to major donors Put cards on each table Put cards on each table Show video at start of event Collect success stories Make brief remarks Put cards on each table Show 1 or more FAQ video clips Put cards on each table Make brief remarks Put cards on tables for NPD Show video at NPD Put cards on each table March 3,

22 2015 BE the CAUSE Campaign Overview And we re off! March 3,

23 New Campaign Tagline in 2015 March 3,

24 Strengthening the Case Focus on transparency Demonstrate we are good stewards of our donors investments Highlight reasons why AFP members give Feature stories of those benefiting from programs and services March 3,

25 Where will Your Gifts Go in 2015 Build AFP Foundation s capacity and infrastructure Support initiatives, such as: Changing Faces of Philanthropy project to attract and retain a workforce more representative of the diverse communities we serve Collegiate Chapter Leaders Conference to recruit and mentor the next generation of fundraisers CFRE Review Course curriculum revision to ensure top notch fundraising continues across the sector March 3,

26 Tiered Cooperative Annual Fund Distribution Model Tier Cooperative Annual Fund Distribution Criteria 1 15% From first dollar raised 2 25% 3 35% Meet low-range goal PLUS achieve one performance metric Meet high-range goal AND 100% chapter board participation PLUS achieve two performance metrics March 3,

27 Tiered Cooperative Annual Fund Distribution Model Performance Metrics 100% chapter board participation in 2015 Pledge fulfillment rate of 90% or higher in 2015 Increase in total funds raised from 2014 Increase in participation rate from 2014 At least 3% donors give through Alpha Society, monthly giving program At least 20% donors at Ambassador s Club-Sapphire level ($100-$249) in 2015 At least 2% donors at Ambassador s Club-Ruby level ($250-$499) in 2015 At least 2% donors at Ambassador s Club-Emerald level ($500-$999) in 2015 At least 2% donors at President s Club level ($1,000-$2,499) in 2015 March 3,

28 Blackbaud Join the Giveolution Challenge Make your gift to the AFP Foundation on March 29, 30 or 31 Blackbaud will donate $10 per donor* and it counts toward your chapter s campaign goal for the first 500 donors! Two ways to Be a Giveolutionary! 1. Donate online March 29, 30 or Join the Giveolution Challenge at the International Fundraising Conference in Baltimore *Blackbaud challenge donation is up to $5,000. March 3,

29 Donate Online March 29, 30 or 31 Go to afpfoundation.org/bethecause on March 29, 30 or 31 Click Donate Now button Make your gift (pledges do not count for this challenge) You re now a part of the Giveolution! Thank you! March 3,

30 Donate at the International Fundraising Conference in Baltimore Stop by the AFP booth Make your gift Pick up an I m the CAUSE button Share why you gave Go to the Blackbaud booth Show your I m the CAUSE button Take a pic (Polaroid ) and post it on the Giveolution wall Grab a sticker and add it to your post to showcase your gift to the AFP Foundation You re now a part of the Giveolution March 3,

31 RuffaloCODY Calling Program Services provided pro bono by RuffaloCODY Convenient way to reach members you don t see very often High participation rate from new members Four targeted scripts: LYBUNTS, SYBUNTS, new members & non-donor Chapters can remove donors/members from the calling list March 3,

32 Website Addresses BE the CAUSE Campaign Website For members & general public BE the CAUSE Chapter Toolkit For BE the CAUSE campaign chairs & chapter leaders March 3,

33 afpfoundation.org/bethecause Home

34 Why Give March 3,

35 Success Stories March 3,

36 Donor Quotes March 3,

37 I Give Because

38 Campaign Data

39 Contact Us March 3,

40 afpfoundation.org/toolkit Chapter Toolkit March 3,

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42 Toolkit Components Campaign Materials Logos Video Solicitation Templates (letters and s) Sample Chapter Materials Send samples to Chapter Resources Tiered Cooperative Annual Fund Distribution Model Instructions for accessing chapter tally report Forms March 3,

43 Case Statement March 3,

44 Tent Cards National = AFP Foundation logo only Chapter = Insert Chapter logo March 3,

45 Foundation Info on AFP Website Online Giving General info for members and the public Login with personal AFP membership username & password for chapter resources. Login with chapter username & password for campaign tally report. March 3,

46 Instructions to Access the Online Chapter Resource Guide Login to with your AFP membership username and password Click on the green Chapters tab Scroll down to the AFP Chapter Management Resource Guide section Click on the link for Foundation Development Chair and in the right-hand column under Chapter Leader Resources March 3,

47 Instructions to Access Chapter Tally Reports IMPORTANT: Be sure to allow pop-ups or disable popup blockers. Each browser has a different method for disabling popups. Go to (DO NOT LOG IN YET) From the home page at the top of the screen, click on My AFP Profile Scroll down to green box with heading: Foundation Development Chair Click on Chapter Tally Report Enter your username and password CHAPTERCODEBTC ALL CAPS 2015 will appear in box and click Continue You can export the file and save it in a variety of file types March 3,

48 One Click Online Donation Page Pledge Payments Alpha Society Pledge with Payment Schedule March 3,

49 Donor Acknowledgement Policy Donors who give <$250 online receive an automatic acknowledgement; Donors who give <$250 via check or credit card over the phone receive an acknowledgement within one week; and Donors who give $250+ receive an acknowledgement letter through the USPS within one week. March 3,

50 Donor Recognition Levels March 3,

51 Stewardship Present donors with donor pins at chapter events Order pins through AFP Foundation Invite donors to complete an I give because placard, take their photo and add them to your website or PowerPoint presentation Download placards from Toolkit Verbally acknowledge donors and ask them to stand at chapter events Recognize donors on your chapter website All donors will be listed on the AFP Foundation website and in the 2015 annual report March 3,

52 Important Dates & Deadlines Apr 30 Deadline Finalize 2015 BE the CAUSE campaign goal for U.S. chapters a collaborative effort between the U.S. Foundation and each chapter Apr 30 Deadline Submit 2014 BE the CAUSE 100 Percent Chapter Board Participation Form (U.S. and Canadian Chapters) Apr 30 Deadline Submit 2015 Distribution Agreement Form Apr 30 Deadline Submit 2015 Calling Program Suppression Form (if applicable) May 30 Deadline Submit your chapter s 2014 Chapter Impact Campaign Gift/Pledge Form (U.S. and Canadian Chapters) May TBA Meeting Foundation Development Chair s BE the CAUSE Conference Call (Time - TBA) Sep TBA Meeting Foundation Development Chair s BE the CAUSE Conference Call (Time - TBA) Dec 31 Deadline Deadline to reach your chapter s 2015 BE the CAUSE Campaign goal March 3,

53 Questions How will I know if our members have outstanding pledges? What if I think our chapter s goal is too high? Can non-afp members give to the Be the Cause Campaign? When does the calling program begin? What s the process for sending donor acknowledgement letters? What if a chapter member has questions about their giving? March 3,

54 Thank you from the AFP Foundation for Philanthropy! Thank you for volunteering to serve your chapter and work with the AFP Foundation! Thank you for taking the time to participate in today s webinar! Thank you for your annual gift to BE the CAUSE! March 3,