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

Q: What is BE the CAUSE? Cooperative Annual Fund Program Launched March 2014 Replaced Every Member Campaign Different from Chapter Impact Campaign March 3, 2015

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, 2015

AFP Foundation for Philanthropy Charitable arm of Association of Fundraising Professionals March 3, 2015 March 3, 2015 4

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. AFP serves its members the Foundation works in the interest of the public good March 3, 2015

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 Our individual giving program March 3, 2015

AFP Foundation Staff Members Martha Kirkland, Executive Vice President (800) 666-3863, ext. 480 or (703) 519-8480 mkirkland@afpnet.org Diane LaVigna, CFRE, Director of Annual Giving (800) 666-3863, ext. 446 or (703) 519-8446 dlavigna@afpnet.org Melissa Gusdorf, Development Associate (800) 666-3863, ext. 470 or (703) 519-8470 (Direct) mgusdorf@afpnet.org Suzan Weihofen, Gift Processing Specialist (800) 666-3863, ext. 448 or (703) 519-8448 (Direct) sweihofen@afpnet.org Mimoh Shrestha, IT Consultant (800) 666-3863, ext. 458 or (703) 519-8458 mshrestha@afpnet.net March 3, 2015

2014 BE the CAUSE Campaign Highlights Thank you all for a successful year! March 3, 2015 March 3, 2015 8

2014 Results & Revenue Allocation Our individual giving program March 3, 2015

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, 2015

2014 Distribution Timeframe 2014 Annual Fund Distribution 2015 Q3 Jul Aug Sep You WILL receive your chapter’s allocation much earlier in the year. Foundation will advance this timing from the fourth quarter—as is happening now— to the third quarter 2014. March 3, 2015

2014 Donor Survey Highlights 11.6% response rate May 2014: 591 of 5,072 donors responded 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, 2015

With Special Thanks! Thank you, thank you, thank you! 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, 2015

Responsibilities of FDC/ BE the CAUSE Campaign Chair Thank you for volunteering to take on this important job! March 3, 2015 March 3, 2015 14

FDC Job Description Role: Foundation/Chapter Liaison for BE the CAUSE Responsibilities: Coordinate the Be the Cause Campaign in your chapter Share stories about people and/or organizations served by key chapter programs with AFP Foundation Make a personally meaningful gift to the annual campaign (consider monthly giving thru Alpha Society) March 3, 2015

Be the Cause Campaign Tasks Participate in establishing the chapter’s annual campaign goal Recruit members to serve on your chapter’s annual campaign committee Communicate the value of the campaign Educate chapter leaders and members about the activities of the Foundation Implement the annual campaign Provide appropriate acknowledgment and recognition of donors at the chapter level helping others to understand how it supports the chapter’s education and professional development agenda; March 3, 2015

Campaign Implementation Utilize campaign materials to ask for donations throughout the year Encourage chapter leaders to achieve 100% board participation Motivate individual members to increase chapter participation rate Report to chapter leaders and members regularly on progress toward campaign goals Check donor reports for progress and accuracy Follow-up with donors who have outstanding pledges Encourage chapter board members to support the campaign and achieve 100% board participation; Resolve report discrepancies with AFP Foundation for Philanthropy staff. March 3, 2015

Campaign Data Spreadsheet Step 1: Set Goals March 3, 2015

Distribution Agreement Form Be the Cause Campaign Tasks Step 2: Complete Forms 2015 Distribution Agreement Form 100% Board Participation Form Calling Program Suppression Form Deadline: April 30 March 3, 2015

Campaign Planning Tool Step 5: Plan Strategies March 3, 2015

Campaign Planning Tool March 3, 2015

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

Campaign Tagline in 2015 New March 3, 2015

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, 2015

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, 2015

Tiered Cooperative Annual Fund Distribution Model   Tier Cooperative Annual Fund Distribution Criteria 1 15% From first dollar raised 2 25% Meet low-range goal PLUS achieve one performance metric 3 35% Meet high-range goal AND 100% chapter board participation PLUS achieve two performance metrics March 3, 2015

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, 2015

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 31 2. Join the Giveolution Challenge at the International Fundraising Conference in Baltimore *Blackbaud challenge donation is up to $5,000. March 3, 2015

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, 2015

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, 2015

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, 2015

Website Addresses BE the CAUSE Campaign Website For members & general public www.afpfoundation.org/bethecause BE the CAUSE Chapter Toolkit For BE the CAUSE campaign chairs & chapter leaders www.afpfoundation.org/toolkit March 3, 2015

afpfoundation.org/bethecause Home

Why Give March 3, 2015

Success Stories March 3, 2015

Donor Quotes March 3, 2015

I Give Because…

Campaign Data

Contact Us March 3, 2015

afpfoundation.org/toolkit Chapter Toolkit March 3, 2015

Toolkit Components Campaign Materials Sample Chapter Materials Logos Video Solicitation Templates (letters and emails) Sample Chapter Materials Send samples to mgusdorf@afpnet.org Chapter Resources Tiered Cooperative Annual Fund Distribution Model Instructions for accessing chapter tally report Forms March 3, 2015

Case Statement March 3, 2015

Tent Cards National = AFP Foundation logo only Chapter = Insert Chapter logo March 3, 2015

Foundation Info on AFP Website www.afpnet.org Online Giving Login with personal AFP membership username & password for chapter resources. Login with chapter username & password for campaign tally report. General info for members and the public March 3, 2015

Instructions to Access the Online Chapter Resource Guide Login to www.afpnet.org 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” The Foundation wants to help you succeed in your role as Foundation Development Chair and will routinely update information available to you on the AFP website. For a complete FDC job description, Foundation staff contact information, an explanation of the changes to the annual fund, a list of important dates and deadlines and other links, please follow these instructions: March 3, 2015

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 www.afpnet.org (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, 2015

One Click Online Donation Page Alpha Society Pledge Payments Pledge with Payment Schedule March 3, 2015

Donor Acknowledgement Policy Donors who give <$250 online receive an automatic email acknowledgement; Donors who give <$250 via check or credit card over the phone receive an email acknowledgement within one week; and Donors who give $250+ receive an acknowledgement letter through the USPS within one week. Throughout the year, this is when and how donors will receive acknowledgements March 3, 2015

Donor Recognition Levels March 3, 2015

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, 2015

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, 2015

Questions Can non-AFP members give to the Be the Cause Campaign? How will I know if our members have outstanding pledges? When does the calling program begin? What if I think our chapter’s goal is too high? What’s the process for sending donor acknowledgement letters? What if a chapter member has questions about their giving? March 3, 2015

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, 2015