NP-3 Seizing Opportunities in Not-for-Profit Resource Development October 7-10, 2007, Boston, MA Monday October 8 10:30 am – 12:30 p.m. Charles M. Hiatt, Ph.D. Executive Director The Evangelical Lutheran Good Samaritan Foundation

Contact Information The Evangelical Lutheran Good Samaritan Foundation Charles M. Hiatt, Ph.D. Executive Director 4800 W 57th Street Sioux Falls, SD Phone: (605)

GSS MAP 240 Campuses – 24/25 States

Learning Objectives 1. Understand the potential that exists for fund-raising in the 21st Century. 2. Develop a checklist of "to do" items in order to launch a fund-raising effort 3. List three new opportunities that a local campus could begin to increase their fund-raising in the next year. 4. Brainstorm strategic partners in the community that could help provide planned giving assistance to the donors connected to a long term care campus. 5. Learn how to calculate return on investment for resource development dollars spent.

Source: Giving USA Foundation™ / Giving USA 2006 Individuals $ % Foundations $ % Bequests $ % Corporations $ % 2005 CONTRIBUTIONS: $ BILLION BY SOURCE OF CONTRIBUTION

Transfer of Wealth $41,000,000,000, Boomers Receive! Boomers Give? Cattle on a Thousand Hills

Connectedness 10 1 Mortensen Model

The “Olde Fashioned” Way Still Works Memorial Gifts Annual Gifts Capital Gifts Endowment/ Planned Gifts

TO DO: A Twelve Step Program 1.Discover top 12 donors 2.Visit face-to-face to say thank you 3.Take a Board member along if possible

A Twelve Step Program (con’t) 4.Dream big –create a vision worthy of funding by inviting your department heads and Board members to dream about a preferred future for your campus 5.Create “wish list” ranging from $100 to $50,000 6.Plan two direct mail appeals: –Spring – Mother’s Day or Memorial Day –October to December – an end-of-the-year appeal

A Twelve Step Program (con’t) 7.Identify 7-12 donor prospects that you can touch once per month for the next year to cultivate a major gift toward your vision. 8.Make the visiting of these prospects a priority that is both important and urgent 9.Believe these people will delight in helping advance your mission and vision.

A Twelve Step Program (con’t) 10.ASK ASK ASK. 11.THANK THANK THANK. 12.Repeat all 12 steps annually.

How to Dream Scenario with Department Heads Bad News - Aunt Harriett died Good news - She left $250,000 Per year for 4 years!!! If you had a million over 4 years... Let’s dream

Try Some Baby Steps Highly Desired Program $25,000 level may fit better than 250,000 Get Some Donors Started

Three Opportunities 1.Converting Dream to Reality 2.Start a $1,000 Club 3. Design a Simply Powerful Campaign

1. Converting Dream to Reality Good News – Aunt Harriett did not die Bad news – no easy $250,000 Get it the old fashioned way Raise it from friends of/on your campus Staff will help because they want their dreams

Unlikely Options Two pennies from 12,500,000 people Two pennies doubled for 25 days $1.00 wrist bands to 250,000 people Mrs. I. M. Rich for a single gift

Double Two Pennies Day Day Day Day Day Day Day Day Day 17 - $ , , , , , , , ,544

More Likely Option Simple Campaign with a Structured Gift Pattern aimed at –Donors of Record (see 12 Step Program) –or Friends Waiting to be Asked

2.Start a $1,000 Club it’s “magic” President’s Circle Friends of... Compassion Circle for Benevolent Care Staff Scholarship Program Gift Options  $1,000 per year for 5 years  5,000 per year for 5 years  15,000 per year for 5 years

3. Design a Simply Powerful Campaign Mission +Vision + Values = Power Seek Help of Board Members A Compelling Case for Support –Why would anyone care - Mission –Why would they give – Vision (not needs) –What are the benefits to residents –Values QR + CA = MG

Gift Pattern for $25,000 5,000 6,000 3,000 14,000 56% 5,000 3,600 1, , ,000 or more

Gift Pattern for $250,000 25,000 45,000 60, ,000 52% 50,000 36,000 15, , , gifts totaling 250,000 or more

Who You Gonna Call (ask)? That really smart, good looking person you see in the mirror every morning –Ask not before you giveth –Empowering Act Board Members Key Staff Friends Donors Mainstreet –Your Town –Celebrate Economic Impact –Salaries x 7 = ???

Planned Giving 101 Wills or Bequests – pleasant positive surprises Somebody Did the Work Charitable Gift Annuity Will Designations Life Insurance Gifts Who Can Help You Do This?

Planned Giving Help Community Foundation Some Attorneys Most Financial Planners Board Members via personal or professional experience

Cost-to-Raise-a-Dollar Benchmarks in Industry BBB American Institute of Philanthropy What is the magic number for you?

Do the Math I = income of 142,000 E = expense of 42,600 E ÷ I = Cost-to-raise-a-dollar of ___ cents Brainstorm 3 strategies to lower this cost Ask this Baptist pastor working for the Lutherans to tell his bar room benchmark!!!

Questions and Answers

NP-3 Seizing Opportunities in Not-for- Profit Resource Development Pack Your Suitcase 3 __________ X 90 __________ = 50% __________