East Orange police officer Ramsey Scott, East Orange police officer

Montclair Hospital

Children’s Institution

ARC of Southern Maryland 1975: Calvert ARC founded 1976: 1st employee begins working 1977: Calvert Learning Center opens 1978: Grant funding to purchase and manage 8 homes for adults

ARC of Southern Maryland Serves our 3 focus counties, as well as Montgomery and Prince Georges Leading advocate for children and adults with intellectual and developmental disabilities Serves over 1,100 individuals and families Supported by 400 employees Houses 103+ individuals in one of 30 residences in tri-county area

ARC of Southern Maryland

Financial Analysis 2017 Range of Corporate Donations Price Range Number of Donations Total Amount Donated in Price Range Percentage of money from corporate donors Over $15,000 1 $36,152 36% $3,334 to $15,000 $15,000 15% $1,000 to $3,333 21 $29,789 30% $500 to $999 16 $9,882 10% $250 to $499 14 $3,956 4% $1 to $249 51 $5,429 5% Totals 104 $100,210   The Arc is receiving donations from a broad range of corporations which translates to a great opportunity to maintain, cultivate and strengthen the relationship with these corporations and thereby increase their donations.

Fundraising Initiatives: Events   Total Donations Number of Corporate Donors at Event Total Corporate Money Donated at Event % of Event Donations from Corporations % of Total Corporate Donations from Event Average Corporate Donation at Event 5k $4,531 5 $2,250 47% 2% $450 Golf Tournament $24,093.40 32 $17,695 73% 17% $553 Annual Appeal $7,605 4 $825 11% 1% $206 Potential goals to be considered for future large fundraising events: Retain the large number of corporate donors that gave less than $250. Encourage the corporate donors that donated less than $250 to give more; make sure they become part of the Arc family and increase their donations from year to year, providing incentives to do so. Broaden the base of donors that contribute to the 5k and give as part of the Annual Appeal. Take steps to encourage the donors in the $250 to $999 range to get into the $1000 and over range. Reach out to the corporate donors that contribute to the golf tournament and 5k and encourage them to give additional donations throughout the year (that are not tied to the 5k or golf tournament).

ARC Proposed Financial Goals The following is the 3-year goal we propose for the Arc and its corporate development plan: 2019 - status quo is to maintain current corporate donations as compared to the previous year, 104 total corporate contributions. 2020 - increase the total contributions by a 10% minimum, 115 total corporate contributions minimum. 2021 - increase the total contributions by a 20% minimum; 137 total corporate contributions minimum.

Strategic Goals Assure development team’s abilities and resources to execute the Development Plan. Use a Strengths, Weaknesses, Opportunities, and Threats (SWOT) analysis, generally presented in a four-quadrant chart, to evaluate your internal strengths and weaknesses, and also external opportunities and threats.  Use the SWOT analysis (contained in Appendix A) to assess these elements, ask your team important questions, and align around achieving your goals in a more effective manner.  Review your development team’s strengths; diagnose areas for improvements; forecast and align around your organization’s opportunities; identify the factors that may put your organization at risk of being successful.

Branding Recommendations to improve marketing and raise public awareness, increase funding opportunities and provide value to donors. Develop a more robust social media presence following on Facebook and Twitter (particularly around fundraising opportunities, recognizing donors, etc.) Focus on relationship building- attend business events, networking, meet regularly with other non profits. Be relatable- feature your volunteers, local donors, and staff- feature those who make the organization run. Value proposition/ROI items – using step-up incentives based on level of donation

Bryan Barthelme, Jen Brown, Theresa Kuhns, Julie Randall, Samuel Wiest