Fundraising Bright Spots California school-age consortium Lupine reppert, director of development Ruth Obel-Jorgensen, Executive Director “Fundraising is the gentle art of teaching the joy of giving.” - Hank Rosso, Author and fundraising mentor

Fundraising Bright Spots Fundraising is core to the organization’s identity Fundraising is distributed broadly across staff, board and volunteers Fundraising succeeds because of authentic relationships with donors Fundraising is characterized by persistence, discipline and intentionality

Culture of philanthropy Integration and Alignment with Mission Shared Responsibility for Development Strong Donor Relationships A Focus on Fundraising as Engagement

Bright spots Staff support from across program, development and operations Shared success for fundraising across team All staff participated in making direct asks Development strategy informed by the full staff team and board Fundraising is largely done through existing programs and with constituents Trial and error, willing to explore new ideas and shift as needed

Tools Spheres of Influence Donor Invite (prospecting) Pictospecting (prospecting) Milestones Planning Fundraisings 101 Logistics for peer to peer Webinars

Individual Giving Goal: $75,000 • Amount Raised: $76,507 Success! 56% GROWTH in individual giving over 2015* 67% INCREASE in board give/get over 2015* 346 DONORS in 2016 268 NEW DONORS in 2016 63% GROWTH in donors over 2015 Individual Giving Goal: $75,000 • Amount Raised: $76,507

Culture of philanthropy “Mission-driven fundraising is tough and it isn’t necessarily driven by the goal to raise the most money. It’s driven by the goal to change the world.” - Beth Rayfield, CHIRLA (Coalition for Humane Immigrant Rights of Los Angeles)

Donor Voices Hallmarks of a Culture of Philanthropy The use of data is not just about having a donor database. It’s also surveying your donors; it’s getting feedback from your fundraisers on what messages are resonating; and it’s studying the performance of every fundraising campaign and event. “Donor” is one aspect of many to the relationships that committed supporters forge with an organization. Donor Voices 53% say tiered gifts don’t influence the amount they give, 38% somewhat 50% say we do Extremely Well recognizing donors, 44% Very Well 38% are Extremely Likely to donate again, 47% Very Likely “CalSAC is a partner in my mission in life. :)” “When I was drowning [CalSAC] helped keep me afloat, with encouragement, opportunities, mentorship, and the reminder of what it looks like to have a community who understands, supports, and aids in the difficult moments when you feel you're all alone!”

Climate Responsiveness Hallmarks of a Culture of Philanthropy High trust and accountability among staff and board members - allowed leaders to weather fundraising’s inevitable ups and downs together. Being genuine about who you are and what you stand for as an organization is core to fundraising success. The conversation about fundraising goals and progress belongs everywhere. It’s not contained in a single department or to a single team. Climate Responsiveness Original concept for a “climate responsiveness campaign” was aligned with values All staff participated in shifting the messaging for the campaign in consideration of the current political environment Created space for all staff to share concerns and determine a solution together

emerging Fundraiser Hallmarks of a Culture of Philanthropy Fundraising is not the purview of a select group of professionals, but a process, if well- supported, that anyone can engage in. Development directors are organizational leaders focused on skills building, culture change, and systems development to support others in fundraising. More important than having a perfect system is working whatever system you have with a stance of rigor and continuous improvement. emerging Fundraiser Going into Giving Tuesday campaign with some staff uncomfortable with making direct fundraising ask Ongoing process to collect feedback and inform staff Provided training prior to the campaign Offered coaching and technical assistance during the campaign Celebrated success in the moment

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Legacy Hallmarks of a Culture of Philanthropy Fundraising is a form of organizing and power- building, not merely a strategy for financing the organization’s work. Fundraising is not the purview of a select group of professionals, but a process, if well- supported, that anyone can engage in. Authentic relationships with donors are part of a larger organizational culture that values relational rather transactional interactions with everyone. Legacy Fostered a philanthropic culture within the organization – across board and staff Donors are largely constituents – out-of-school time youth workers – giving to what they believe in and paying it forward All staff and board contribute to the fundraising strategy and campaigns 100% giving board AND 100% giving staff 56% growth in individual giving, 67% increase in board give/get and 63% growth in donors (from year 1 to year 2)

onward Deepen culture of philanthropy through distributed fundraising Activate our networks - constituents and donors as fundraisers Donor retention and major gifts, portfolios Strengthen systems using tools provided Use data to inform donor engagement Invest in staff capacity – hire .5 – 1 FTE