RRFC: Introduce Self and Annual Giving Staff Co-Presenter 2011 RRFC Institute

Learning Objectives Educate Engage Thank Retain Lead RRFC: Our discussion today will touch on all of these points, and hopefully include helpful discussion and idea sharing that will enable you to return to your zones and improve communication with other Rotarians. What resources and opportunities are available to help you educate Rotarians about Annual Giving and the Foundation? Through education, what ways can you identify to engage Rotarians in giving to APF-SHARE? What recognition opportunities do you find to be most helpful in thanking donors and recognizing their support? Does recognition help retain donors or encourage recurring giving? How do you establish a culture of annual giving in your club or district? Do the leaders in your zone lead by example? Have current district governors and club presidents made a gift this year to the Annual Programs Fund?

EREY Supports: Peace and Conflict Prevention/Resolution Disease Prevention and Treatment Water and Sanitation Maternal and Child Health Basic Education and Literacy Economic and Community Development RRFC: What does Every Rotarian, Every Year mean to you? How do you explain it to others? Why do you give to the Annual Programs Fund? What do you think motivates others to give? What stories do you share with others to explain the work our Foundation does?

Annual Programs Fund Every Rotarian Every Year SHARE system Contribution Reports and Recognition AGO: CONSIDER SOME BACK POCKET STATISTICS REGARDING INDIVIDUAL AND CLUB PARTICIPATION FIGURES (Clare? Stats on polio online giving promotion) Why is the Annual Programs Fund so important to our Foundation’s programs? What publications and other resources do you use to help tell the stories of our Foundation? What reports are most useful to you in monitoring contribution progress or recognizing annual supporters? (PHS Eligibility report only available in N. America – focus on EREY Eligibility and CRS reports; MCR) What key meetings and trainings do you participate in to educate members? What events do you use as an opportunity to identify significant prospective donors? How can you use the Club Goal Setting Process as a way to educate your clubs? When do you begin discussing Goal Setting, and with whom?

Club Goal Setting AGO: How can goal setting help with goal achievement? What specific goals are established? A way to engage clubs; a way to identify committed Rotarians to serve beyond the club level; to identify prospects for major gifts; a way to identify larger challenges The Club Goal Form is an important fundraising tool to establish real and achievable goals for each club and, in turn, each district. Submitting meaningful club goals in a timely manner (Forms due to DG by 1 May) is crucial to overall district planning and fundraising efforts. To put it in terms of sheer dollars and sense, the statistics support of goal setting. Clubs that do not set a goal have an average per capita contribution of US$54.13. Clubs that set goals average $110.46. It not only suggests the likelihood of increased contributions, but it reduces the likelihood of non-participating clubs: 31.8 percent of clubs that do not set a goal end up being non-contribution clubs. Only 8.1 percent of clubs that set a goal end up not participating financially. Can anyone share how Goal Setting is perceived in your area, and how it is conducted in your Districts? How can we work to re-package the goal-setting process not as another administrative task, but as an opportunity to engage and educate a club in our Foundation? Ultimately, we must use the process to engage our members in the programs. Goal setting is a story-telling opportunity and an educational opportunity. It allows us to talk about what our contributions are doing…..

Donor Acquisition Non-contributing clubs Promoting a culture of individual giving AGO: (explain what do we mean by Acquisition? Retaining? Upgrading?) What is Donor Acquisition? Why are there clubs that do not contribute? In 2009-10, there were over 8,000 non-contributing clubs. What are some methods you use to work with non-contributing clubs? How are others in your zone working to increase giving among all clubs? How do you think you can create a culture of individual giving within each district and club in your zone? (Use Zone 33 as an example or an example from your own experience if necessary – OR – work with co-presenting RRFC to find great example) Donor Acquisition and New Members—Rotarians often become more committed to Rotary through participation in the Rotary Foundation. Thoughts?

Donor Retention A culture of giving Recurring contributions Contributing online AGO: What is Donor Retention? What strategies can we use to promote recurring giving? (do clubs or districts send out reminder letters? Phone trees? Do any of your clubs include an option line-item for a contribution on their dues statement?) (SPEAKERS NOTE: Ask a North American or Australian RRFC what TRF-DIRECT is) If TRF-DIRECT is available in your area, how do you encourage Rotarians to use it? Given its success in North America and more recently in Australia, the Foundation is looking very closely at opportunities to roll-out TRF-DIRECT on a global scale, allowing for online enrollment and transactions and settlement in local currency. Please begin thinking about how such a recurring giving program could be successfully promoted and implemented in your region in the months ahead. What type of recognition events are held to thank ongoing supporters? How can we retain non-Rotarian donors? What are the benefits to contributing online through www.rotary.org? What are the challenges? (can only give in US currency and can only get US tax receipt; may be hefty exchange rate fees when contributing using different currency)

Donor Upgrading EREY to Sustaining Membership Paul Harris Societies District recognition programs Major Donors and Major Gifts AGO: What is Donor Upgrading? How do we move someone from giving $10, 25 or 50 to $100 every year? What opportunities exist for encouraging even larger annual gifts? Who can explain what a Paul Harris Society is? PHS members must contribute $1000 annually to be eligible. How can you promote this Society and recognition to encourage Rotarians who are almost contributing at this level? The Paul Harris Society is a district-administered recognition for those who elect to personally contribute US$1,000 or more each year to the Annual Programs Fund, PolioPlus, or an approved Humanitarian Grant. At their October 2009 meeting, the Trustees encouraged every district to establish a Paul Harris Society. Please work with your Zone Teams to ensure that every district that has not yet started a Paul Harris Society receives zone team assistance in helping districts set up this important program. Do your districts have any other unique ways of recognizing and thanking donors? What methods do you find to be effective for upgrading dedicated donors? What strategies do you use in identifying and soliciting new major donors? What strategies are used for identifying, cultivating and soliciting new major gifts? (NOTE: if lack of participation, ask “What is the difference between a major donor and a major gift to The Rotary Foundation?”)

Fundraising Priorities RRFC: Rotarians are presented with multiple fundraising priorities for The Rotary Foundation. How do we successfully raise funds for the Annual Programs Fund and Polio at the same time? How can we continue to encourage contributions be directed to APF-SHARE rather than directly to grants? How can the Permanent Fund be promoted as a compliment rather than as in competition to APF? Note: In your Planned and Major Gift Session you will have an opportunity to discuss promoting the Permanent fund more in-depth. What are the specific goals for each of these four fundraising needs? Key points Every Rotarian, Every Year, which raises money for the Annual Programs Fund, encourages every Rotarian to give something to The Rotary Foundation every year. Goal of US$100 per capita worldwide. Rotary’s polio fundraising challenge is an important opportunity to fulfill our promise to eradicate polio. Goal of US$200 Million by 2012. The Trustees have set a goal of securing US$95 million for the Rotary Peace Centers by 2015 to give long-term stability to the program. The Trustees have set a goal of raising US$1 billion for the Permanent Fund by 2025 (in net assets and expectancies). All the goals discussed work toward one common goal, supporting The Rotary Foundation. Rotarians are tasked with balancing the fundraising priorities in order to address all goals set by The Rotary Foundation.

Fundraising & Future Vision Six Areas of Focus Annual Programs Fund Support RRFC: What are the challenges to encouraging charitable giving under the new grant model? How will the Future Vision plan encourage giving to APF? What kind of feedback are you getting concerning Fundraising and the Future Vision Plan?

Additional Challenges to Fundraising Understanding of APF-SHARE Ease of giving Desire to give locally RRFC: While we have discussed many of these common challenges, are there any additional tips you have for responding to them? What are the opportunities? What do you say when a Rotarian expresses a desire to only “give locally,” often times through club foundations? What other Fundraising challenges do you encounter when visiting clubs and districts? What objections do you hear most from Rotarians when asked to give to the Annual Programs Fund?

Action Items Lead by example Education / Training Club Goal Setting Club Participation Paul Harris Societies RRFC: In regards to these trends, there are several items you can help with: Lead By Example—How and When do you Give? (How are YOU going to Lead in your Zone?) Simply Educate and Inspire Rotarians at every level. Tell stories of our Foundation’s impact. We feel that 20% of our Rotary clubs are not participating because they do not understand what our Foundation does. Encourage your clubs to submit contributions as they are received and at a minimum (where feasible) quarterly or semi-annually. Waiting until the end of June creates unnecessary delays. This can also help reduce the number of non-contributing clubs at year-end. Emphasize the importance of goal setting at the club level. Over the past three years, the number of clubs who set their own contribution goals has grown by more than 10% each year and our Annual Programs Fund has received increasing contributions at a rate greater than 10% each year. There is a direct correlation between goal-setting and increased contributions. Clubs who set Foundation goals have shown to participate at a rate of 3-4 times higher than clubs who do not. It is a function of ownership. Establishing/Growing Paul Harris Societies - In 2009-10, 21,051 donors (less than 2%of total membership) personally contributed US$1,000 or more to APF-SHARE.  This small group of donors, however, comprised 33% percent of TRF’s Annual Giving contributions.