Shining Sets – What’s Next? Development Report Angela Matthews February 23, 2013 “We can do the major gift to your campaign if you give us two generations to pay it off.”

Annual Fund History

Source of Funds Source of Funds Cash-in hand Cash-in hand Outstanding Pledges Outstanding PledgesTotal Annual Fund $443,007$9,500$452,507 Capital Campaign $325,652$26,315$351,967 Total$768,659$35,815$804,474 YearDueHouseholds 2013$66, $65, Total Gifts

Shining the Star: Final Campaign Results Capital Project Support$2,214,997 Trust Gifts$ 36,000 Planned Gifts/Bequests$2,445,450 TOTAL$4,696,447

Worth Noting  The public phase of the campaign produced significant results both in surpassing the Annual Fund goal and setting up a stream of gift income for the next two years.  The work benefitted from an expanded network of volunteers and enthusiastic leadership both for the 2012 Combined Appeal and for the campaign.  The intrinsic reward of goals achieved was motivating for every conference and every conference exceeded its goal as well as prior year results.  It will be to our advantage to maintain as much of the volunteer base from 2012 as possible.

Percent Giving by Conference

Capital Projects Gifts Only

Campaign Pyramid: Proposed - Actual *Proposed: 4 gifts 10 gifts 40 gifts 50 gifts 20 gifts 100 gifts Many gifts *Cap & PG *Proposed:$250,000$100,000$75,000$50-74,999$20-25,000$10-19,999$5,000$1,000 Under $1,000 *Cap & PG *Actual: 1 gift 10 gifts 15 gifts 39 gifts 26 gifts 45 gifts 63 gifts *Cap ONLY *Actual:$500,000$150,000$75,000$30-60,000$20-25,300$10-19,999$5-9,999$1-4,999$30-999

First Three Phases of Securing a Gift for Shining the Star Pre-Identification  11,306 records –7,886 have never given a gift –3,837 have attended a conference but never gave Identified  898 records  864 not rated  34 with external ratings –gave at least 2 out of the last 3 years –Lifetime giving of this group is $88,000  362 lifetime giving of $1,000+  441 lifetime giving of less than $25 Qualified  59 in this category –9 internally rated at $ ,999 –26 internally rated at $10-99,999Cultivated/Engaged  74 in this category  67 had Attachment Scores from wealth screening –15 with scores of 1 or 2 (most attached) –43 with scores of 3-5 (least attached to hostile!) (least attached to hostile!)  Most on this list declined to be solicited or evaded opportunities  Unrealized potential of $1,040,000

Solicitation Phase of Shining the Star Do not Solicit  36 households asked not to be solicited or were internally coded because they were Pels  8 were rated for major gifts representing $200,000 Incomplete Solicitations  61 solicited 1:1 representing $1.5 million  105 packets mailed to corporation members with no response

Observation of Stewardship Phase Capital Gifts and Grants Only  8 donors or 4 percent of donors gave 44 percent of total dollars raised  63 donors or 31percent of donors gave percent of total dollars raised  The largest number of 5-figure major gifts (59) were in the range of $10-30,000  There were 71 gifts in the $1-9,999 range  In total, 174 gifts (4-figure or more) account for 99% of the success

Stewardship Continued  Donors most frequently expressed surprise by the size of the suggested ask  Recommended ask amounts totaled $6.5 million, which produced $2.2 million in gifts for capital projects (yield = 34%)  In many instances donors enhanced their capital gift by including Star Island in their estate plans, which added $2.4 million bringing the total to $4.69 million  While some commitments seemed disappointing in scale to the ask, more disturbing were the number of highly affiliated prospects who refused to pledge. This group will need some individualized planning and perhaps 1:1 interviews to better understand their lack of participation.  Wealth screenings and internal ratings are only the outline of the donor picture. The donor makes it whole – colors in the outline.

What’s next Fundraising  Honoring a pause between campaigns and celebrate accomplishments with due recognition and appreciation  Continue to encourage monthly giving thereby offering donors the opportunity to increase their giving and develop the habit of pledging  Continue to expand the base of support for Star Island by increasing the number of event sponsors and officially establishing a Friends of Star Island giving circle  Interview/meet with every major donor to assess their opinions and satisfaction with the campaign and with the results of their generosity Facilities  Future campaigns will work best if focused on discreet projects rather than comprehensive facilities improvements  Maximize resources where possible by managing appropriate construction projects through a combination of a volunteer workforce and purchased materials. Communications  Take advantage of the enhanced communication capacity inherent in the new database/software and existing social media platforms to strengthen relationships with donors and key stakeholders and to access their networks  Maintain contact with younger shoalers through social media  Establish a column in the newsletter that features investment in improvements