WHY INDIVIDUAL GIVING?

Member Dues: includes Membership Dues only Member Fees: includes Program Activity Fees, Day Care Fees, Camp Fees Other: includes Other Income, Rental Income, Concessions, and Non-Government Pass-Through Grants from BGCA Government Income 26% Private Sector Income 40% 2012 Sources of Local Non-Military Organization Revenues (2012 BGCA Annual Report, Preliminary) Private Sector Funds: Bequests Individual Contributions Corporate Contributions Foundation & Trust Contributions Special Events United Way Investment Income Value of Contributed Services Member Dues Member Fees  Other Income Federal Government Income Federal Govt Income - BGCA Pass-Through State Government Income Local and Tribal Government Income

COST OF FUNDRAISING

According to Fund-Raising: Evaluating and Managing the Fund Development Process (1999)

SOLICITATION STAIRCASE Face to Face Phone Handwritten Letter Typed Letter Mass-produced Letter Video Newsletter News Item Advertisement $ Small Group

WHAT MATTERS TO DONORS

 20% said performance mattered the most,  15% said image mattered the most,  65% said Exposure, Interaction, Face Time mattered the most

RELATIONSHIPS % I can no longer afford to donate54 I feel other causes are more deserving36.2 Death/Relocation16.0 No Memory of ever supporting18.4 Did not acknowledge my support13.2 Did not inform me how my money was used 8.1 Survey of 4000 lapsed donors in USA 2000/2001

No longer needed my support5.6 Quality of support by X was poor5.1 Was asked for inappropriate sum4.3 Communication by X was inappropriate3.8 Did not take account of my wishes2.6 Staff were not helpful2.1 continued…

WHY PEOPLE GIVE Research covering the last 20 years suggests the number one reason to give cited by donors who give: “I believe in your mission” Source: Chronicle of Philanthropy

OTHER REASONS PEOPLE GIVE  Care about their community  Fiscal stability of the organization  Trust and like the Leadership  Respect for and/or experience with organization  Engaged with the organization’s work  Asked in the “right” way by the “right” person

PHILOSOPHY

Old to New Giving not Asking Donor Old to Investor Outsider to Insider

BIG GIFTS

 $5 million Kimmel Center for the Performing Arts in Philadelphia Sidney Kimmel.  $1 million to Old Dartmouth Historical Society from Anonymous  $2.5 million to help build a new full-service YMCA at Fort Mill's Baxter Village subdivision in North Carolina Anonymous

 $15 million to Mercy Foundation from Alex G. Spanos  $1 million to Maddie’s Fund from David and Cheryl Duffield  $4.75 million to CARE and Save  $1 million to University of Kentucky from an employee, Richard Barbella. continued…

 $1.7 million to the University of Georgia's College of Education Eileen Russell, a former professor at the school.  $6.2 million to the CDC Foundation from Zell Kravinsky.  $5.1 million gift in trust to East Carolina University Charles and Hazel Freeze. continued…

 $3 million to High Point University from La-Z-Boy Chairman Patrick Norton.  $1,499,534 to the Lev Foundation from Bill and Melinda Gates Foundation continued…

THE DONOR PYRAMID Planned Gifts Capital Gifts S pecial Gifts Renewed Donor Newly Acquired Donor The Universe Amount of Gift Personal Contact & Involvement

FUTURE GIFTS 79% of bequest donors have some affiliation with the charitable beneficiary. Membership and being a past recipient of charity’s service are the most frequently cited types of affiliation (31% and 24% respectively). The average length of affiliation with the charitable beneficiary is 23 years. Source: National Council on Planned Giving

WHAT YOU CAN EXPECT!

FEEDBACK FROM PILOTS SITES

“It Just Takes One is already showing the potential to be one of best things to happen in terms of moving us toward a best practices annual campaign, energizing our board leadership, thinking long term and following advice of BGCA & outside gurus to do what we know we should have been doing for a long time anyway, especially in driving home "the most effective and efficient fundraising is one volunteer face to face with a peer!" Club CPO

QUESTIONS