2018 Keyworker Training Welcome to your role as a Keyworker for the 2018 Combined Federal Campaign (CFC)! This year, you and thousands of Keyworkers like you will inspire your colleagues to Show Some Love to their favorite charitable causes and raise millions of dollars for those in need. This is a professional development opportunity, as you will be the primary point of contact for CFC information and motivation within your agency, increasing your visibility and positively impacting the charities supported through the CFC.

2018 Campaign Video Campaign Video Notes – we have a full agenda today but before we jump in, let’s watch our campaign video.

Agenda About the CFC Your Role & Responsibilities Materials, Resources & Tools How to make the “Ask” Follow Up

About the CFC Can anyone tell me what the CFC is?

CFC Quiz Does the CFC accept cash donations? The CFC has been around for 57 years. How much money have generous federal employees donated during that time? CFC Quiz Who is eligible to donate through the CFC? What are the ways to make a pledge? Does the CFC accept cash donations? Yes! That’s right, the CFC is a federal program that facilitates charitable giving within all federal workplaces. Let’s test your knowledge a little further with this quiz: Q: The CFC has been around for 57 years. How much money have generous federal employees donated during that time? A: $8.3 Billion!! Q: Who is eligible to donate through the CFC? A: All federal employees, military service members, USPS employees, federal contractors and federal retirees are eligible to give through the CFC. Q: Does the CFC accept cash donations? A: No. Q: What are the ways to make a pledge? A: Online or paper pledge form Q: What can federal employees pledge in addition to money? A: Volunteer hours (to charities that accept them) (Note: retirees are not able to pledge volunteer hours at this time) What can federal employees pledge in addition to money?

Confidence Convenience Choice Why the CFC Confidence • Regulated program • Giving is easy and secure • The CFC provides charities with an efficient way to connect with thousands of potential donors • CFC charities have been vetted • The Centralized Giving Portal allows donors to track their donation and confirm its distribution to their selected charity(s) Convenience • Payroll deduction makes it easy for donors to give generously • Donors can give to multiple charities through one pledge, • Charities rely on donations from the CFC because it is a consistent source of unrestricted revenue that can fund vital programs Choice • There are several ways to pledge • Payroll deduction for federal employees and annuity for retirees • Credit/debit card (one-time or monthly) • ACH bank transfer (one-time or monthly) • Donors can pledge volunteer time • CFC allows donors to give anonymously • There are thousands of local, national and international charities to choose from

How the CFC Works Step 1: Motivated campaign workers invite their colleagues to make a pledge. Step 2: Federal employees, retirees, and contractors choose their cause. Step 3: Donors pledge dollars and volunteer hours, either online or with a paper pledge form. Step 4: The charities chosen by the donors receive funds throughout the year. Step 5: Beneficiaries receive help and hope! Here’s how the CFC works: Motivated campaign workers (that’s you!) invite their colleagues to make a pledge. A regulatory requirement is to ensure every federal employee is given the opportunity to participate in the CFC and that the campaign should be aimed at collecting the greatest amount of charitable contributions possible. The BEST way to do this is through a personal ask. CONTRACTORS MAY NOT BE SOLICITED. 3. The federal community (military and civilian personnel, retirees and contractors) choose the causes and charities that are important to them. 4. Donors make their pledge online using the pledge portal or using a paper pledge form. 5. The Central Campaign Administrator (CCA) processes the pledges and distributes the funds throughout the year to the charities selected by the donors. 6. Local, national, and international charities and their beneficiaries receive the funds they need. Such as…

The CFC Impact [Trainers should feel free to use their own favorite charity story or personal story here. This one has been provided as an example.] We have probably all heard that some underprivileged children only really get one meal per day: the school lunch. One of the CFC supported charities works to help this situation by providing three services to children at risk of hunger when schools close over the weekends, holidays, and summer break. 1. They provide backpacks filled with food for the children to take home on Fridays so they can arrive to school on Monday morning without the distraction of severe hunger. 2. They deliver fresh produce and other healthy food to parents when they dropoff their children at school. 3. They provide a free lunch and snack to kids five days a week all summer long. These meals include fresh salads and locally grown berries, tomatoes and other fruits and vegetables. In their area of the country, 1 in 4 children is considered “food insecure.” And in the work they do $1 can provide up to 8 meals for hungry children. Talk about a big impact!

Who Can Pledge Now that you have what a big impact donations through the CFC can have, let’s review who can pledge and how they can complete their gift. [walk through who can pledge using each option]

2018 Enhancements Improved online pledge experience Enhanced online charity search Reorganized, user-friendly paper pledge form New hire pledging Let me tell you about a few changes that have been implemented to improve the 2018 CFC. The online pledge portal has been improved to allow donors to complete more than one pledge per account (for example, making a payroll deduction and then making another onetime pledge via a credit card); to pledge dollars and volunteer hours on the same pledge; and the expanded office/unit list will allow donors to attribute their pledge to the correct reporting unit. The online pledge portal will be open for donations from September 10, 2018 through January 11, 2019. Additionally, the enhanced online charity search helps donors find charities they might be interested in. It now features a reset button that allows donors to clear their results between different searches. Donors who still wish to pledge using paper will find a larger, more user-friendly format. And, newly hired federal employees outside of the pledge period can contribute during their first 30 days of employment (Feb – July)

Your role as a keyworker Now let’s talk about how you fit in.

8 Steps to Success Practice giving. Publicize. Get your supplies. Attend training. Get your supplies. Publicize. Practice giving. Here are a few critical responsibilities you have as a Keyworker. These first four are all about PREPARATION. This includes: Attend a training session. Learn about the great benefits of the CFC, all of the available giving options, and how to both answer questions about the campaign and confidently ask co-workers to give. Get your supplies. Work with your Campaign Manager to ensure you have enough pledge forms, charity lists, posters, donor cards, etc. Remember, there are many online resources available to you on our website. Publicize the campaign. Use emails, posters, brochures, messages from your leadership, social media, and campaign events to promote the CFC. Connect and engage with our local CFCNCA account and the national CFC account on social media. Practice giving. Ensure you are familiar with the online donation portal and the paper pledge forms so you can offer help as needed. Make your own pledge before you ask others to give.

8 Steps to Success (cont.) Make the Ask. Follow up. Submit completed pledge forms. Express gratitude. 5. Ask each of your co-workers to give. Talk to your co-workers in person about the campaign and ask them to Show Some Love to their favorite charitable causes through the CFC. Speaking face-to-face and using stories is the most effective way to inspire your co-workers to give. You can share your personal cause or use one of the charity success stories. 6. Follow up. Many people say “yes” and then forget to visit the giving portal and make a pledge. Others say “maybe” because they need time to think it over or talk with family. In either case, they typically welcome a friendly follow-up. Research has shown that donors often need four to six touchpoints before they give. Let your co-workers know that you will follow up at a later time. You may want to keep a list of who you’ve followed up with, so you don’t miss anyone. This will also serve as a record of those you have contacted. 7. Submit completed paper pledge forms. Encourage donors to promptly submit pledge forms to you or a designated drop-off location, if available. Review the completed form with the donor to ensure it is legible and all sections have been completed. Check the math to ensure the total pledge is equal to the charity allocation. Store all paperwork in a secure location until you are able to deliver them to your Campaign Manager. 8 Express gratitude. Always thank your co-workers for their time and for considering a donation through the CFC.

Additional Responsibilities Keep your leadership informed and involved Participate in campaign events Connect with the campaign via social media Attend weekly meetings with your Campaign Manager/Coordinator Promote and participate in #GivingTuesday Here are a few additional responsibilities to add to those eight critical steps. You will want to keep your leadership informed and involved. Brief them on your area’s campaign progress. See if they will send out communications in support of the campaign. If your Campaign Manager is planning any campaign events, get involved! Serve on the event committee, help publicize the event, and then attend the event. Be sure to connect with the campaign via social media so that you can stay informed of the latest information. Attend weekly meetings if scheduled by your Campaign Manager. These are excellent opportunities to share best practices and success stories and get updates and reminders. And promote and participate in #GivingTuesday. We are trying to make this annual event, the Tuesday after Thanksgiving, the largest online pledge day of the campaign. We have tools and resources available to help you promote this within your office/unit.

Campaign Materials, Resources & Tools As I mentioned, we have many tools and resources available to help you complete your job as a CFC Keyworker.

Keyworker Guide and Checklist The first two resources for you are the Keyworker Guide and Keyworker Checklist. The Checklist has been provided to you today and the Keyworker Guide can be found on our website in the “Training Materials” section in the Resources menu.

Charity Listing This hard copy brochure contains much more than just the list of CFC-participating charities. It includes information provided by OPM as well as information about our zone. Since we want to encourage pledging online, a limited number are available for Keyworkers. It can serve a visual reminder that the CFC season is open. Tip – Since there are not many printed listings available, you can use this knowledge to plan follow ups. If a co-worker asks for a charity listing let them know that you’ll need it back once they are finished.

Pledge Form and Pledge Tips Card Notes – While pledging online is encouraged, it is recognized that not all employees can access the system during the work day. The paper pledge form has been improved this year. The form is larger and more user-friendly with instructions. It also does not contain the address for the CFC Processing Center, so donors are encouraged to submit completed forms to a Keyworker so you can double check them before giving them to your Campaign Manager/Coordinator to send to the CFC Processing Center. We also have a handy Pledge Tips Card you can use when you make the ask. This card has tips for donors who are using the online pledge portal or completing a paper pledge.

Cancer Awareness Cause Card Back by popular demand is the My Cause card. It’s a great tool to engage your co-workers in conversation about what they care about. -Distribute them at CFC events and encourage people to share their cause -Build a cause wall in your area -Use them as a follow up tool – “I wanted to give you a chance to be a part of our office cause wall.” You have a printed version you can use in conjunction with your campaign kickoff and there are digital versions available on the website. Cancer Awareness

#GivingTuesday Card New this year is the Giving Tuesday card. Giving Tuesday is a national day of giving that was established as a way to bring attention to what the holidays are really about, providing a message that counters all the messages we received during the holiday shopping season. Over the past few years, the CFC has experienced a surge in pledges on the Tuesday following Thanksgiving. This card was designed to use a follow up tool so you can take advantage of the momentum generated for that day.

Posters Use these posters to help publicize the CFC in your office/unit. In addition to the printed posters provided, you can also download them and print them on 8.5 x 11 from the website.

Barometer Poster Use this poster to track campaign progress in your office/unit. You can track dollars raised, percent of employees contacted, or weeks left to pledge in the campaign period. TIP: consider waiting to hang this poster until you have some results to track. Looking at a blank barometer for several weeks can be disheartening.

Table Tent Cards These are a great option to display in common areas and cafeterias. They are a good alternative if your office has limited spaces for displaying posters.

Digital Resources and Toolkits There are additional resources available to you on the website. When you click on the “Resources” section under the Campaign Workers menu, you will find: Training Materials – which includes this training presentation, the Campaign Management guide as well as Keyworker training materials Logos and Templates – the Show Some Love and Show You Care logos, document headers, PPT template can all be found here Posters and Flyers – the campaign posters, infographics, flyers, and other printable promotional materials can be found here Emails and Speeches – This section contains templates of pre-written emails you, your Keyworkers, or your leadership can send during the campaign. You will also find sample speeches and talking points here. Toolkits – We have Start Strong, Giving Tuesday, Finish Strong, and Social Media toolkits available for you to use this year. Media and Advertising – find sample advertisements, radio and TV PSAs, and press releases in this section to be used in internal publications.

Make the “Ask” your most important responsibility This is your most important responsibility as a keyworker. The number one reason people give is because they are asked by someone they know and respect. We’re going to go through some tips to help you make this interaction feel comfortable and allow some time to practice.

What’s your favorite Cause? We all have causes we care about and the CFC approved charities represent every cause imaginable. I’d like to know what your favorite cause is? Invite the audience to share their stories. For an onsite session hand out to cause cards in advance. For a webinar session invite participants to share through the technology platform being used. You can ask the three questions: Which charitable cause is most important to you? Why? How does it make you feel to support that cause through the CFC? Thank you, what comes across is the passion you each have for your causes. That passion is what will make you a great Keyworker.

The Ask INVITE your co-worker to join you in making a pledge GIVE TELL your “why” GIVE the benefits of the CFC ASK about their favorite cause INVITE your co-worker to join you in making a pledge THANK them for their time Nothing is as effective as talking with people about the campaign in person. Using a personalized story-based approach can be powerful and effective. We practiced telling our own stories earlier in the training. So, you are already familiar with that piece. The next step is talking about the benefits of participating in the campaign. For example, the ease of giving a little each month through a payroll allotment, the confidence in giving knowing the campaign is regulated, the collective power of everyone’s contributions adding up to millions of dollars of help each year that that charities and their beneficiaries depend on. Next you can ask some questions. What is your favorite cause? Why? And that is usually a perfect segue into inviting them to make a pledge through the CFC. Finally, don’t forget to thank everyone for their time. Let’s put it all together and give it a try. [For onsite training ask for five volunteers and hand them each a notecard with the 1-5 sections of the Make the Ask script. Call out “step 1: Tell your story” and have the first volunteer read what is on the card. Continue through all five steps. For webinar training perform a role play of making the ask] Step 1: Tell your story. Hi. My name is Sam and I am your CFC Keyworker this year. The charitable cause that is most important to me is supporting veterans. My cousin had some problems with PTSD after returning from service and was able to get back on his feet by accessing resources and support through several CFC charities. Step 2: Explain the benefits of giving through the CFC. The beauty of the Combined Federal Campaign is that we can each choose the cause that is most important to us. The CFC allows us to give via payroll allotment which lets us give a little each month and makes it easy to give to multiple charities at once. I also love being able to give anonymously. My gift goes to the charities I choose, but not my name or contact information, unless I want it to. And all of our contributions added together really make a difference. Did you know the CFC raised over $100 million last year? Did you know that this year, in addition to giving money, we can also pledge volunteer hours? Step 3: Ask some questions. Do you have a favorite charitable cause? Why is that your favorite? Step 4: Invite your co-worker to make a pledge. I made my pledge yesterday online. It was really easy. Will you join me and make a pledge through the CFC this year? I am going to leave this card with you which has the pledge site web address and some other information. Step 5: Thank them for their time. Thanks for giving me the time to talk to you about this. I will follow up with you next week to see if you have any questions. And if you do make a pledge, be sure to let me know because I have a small thank you gift for you. That was great! Let’s give them a round of applause. Notes – [If in person invite the participants to pair up and practice. For webinar trainings recommend that they pair up after the session to practice]

Follow Up Follow up is critical to campaign success. People need reminders and if they are making the pledge online they will need to do that after you have left. Let people know that you will stop back to see if they have questions.

Resources for Following Up Email templates Flyers Stories Dollar impact statements Cause card Giving Tuesday card Once you have made the initial ask in person, you can follow up using various means including email. We have multiple resources on our website that you can use for this purpose, including pre-drafted email templates, flyers, stories from federal employees who have been impacted, examples of the impact a gift can have and two different cards.

Collect Completed Pledge Forms Common Pledge Form Errors Illegible writing Total gift and charity designation amounts not the same Not all funds specified to a charity Reporting unit info missing or inaccurate Authorization portion not signed SSN missing for payroll deduction If giving by check, attach that when submitting the form. CFC does not bill donors. One great way to follow up is to ask your co-workers if they have any completed pledge forms to submit. If they do, be sure to double check them for common errors before passing them off to your Campaign Manager/Coordinator.

Thank you and Recognition Notes – It’s important to thank people once they have completed their pledge. When following up with your co-workers ask if they have completed their pledge yet and give them a thank you card if they say yes. Adding a personal note to the card makes it more meaningful.

Important Guidance DO DO NOT Promote voluntary giving Encourage donors to select a cause Recognize and thank donors DO NOT Do not use coercion - it is not tolerated Do not show favoritism to a particular charity Do not create lists of non-donors or share a list of donors with management. I want to leave you with some final thoughts: some general dos and don’ts. [read through them]

Questions

For more information, be sure to visit [cfcnca.org] or Thank you For more information, be sure to visit [cfcnca.org] or [facebook.com/cfcnca] [twitter.com/cfcnca]