1. 2009 Recap & Future Fundraising Activity
The Citadel Foundation
Development Team
2009 Recap & Future Fundraising Activity
Terry Mularkey
March 12, 2010

4. Executive Asst/Office Mgr
Management Team
Dennis Bergvall
CEO
Terry Mularkey
VP / CDO
Tom Walker
VP / CFO
Frances Bramlett
Dir of Donor Relations
Darlene Zimmerman
Executive Asst/Office Mgr

5. Annual Giving Team Rob Stephenson Director Brittany Meyers
Assistant Director
Lori Cook
Assistant Director
Laura Faulders
Gift Officer
Elizabeth Wyatt
Annual Fund Assistant

6. Class Reunion Campaign
Photo Not Available
Angie Ping
Sr. Dev’t Officer
50th CRC
Jessica King-Bernard
40th CRC
Rhonda Breeland
30th CRC
Olivia Montgomery
CRC Coordinator
Krystal Oliveira
Dev’t Assoc.
Ed Zur ‘09
Dev’t Assoc.
Ana deJesus ‘09
Dev’t Assoc.

7. Major Gifts Bill Yaeger ’83 Sr. Dev’t Officer Planned Giving
Craig Dellinger ’95
Dev’t Officer
Corps/Target Chas.
David Corry ’93
Dev’t Officer
Stadium Campaign

8. Development Support Team
Libby Davis
Research
Coordinator
Beth Inman
Director of Dev’t Support
Rhonda Paul
Dev’t Assistant
Leigh Lipscomb
Grant Writer
Kelly McAnulty
Assistant to the Vice President,
Special Events

9. Stewardship/Communications
Lauri Lechner
Stewardship
Manager
Chivon Jenkins
Database
Administrator
Jarret Sonta
Director of Communications
Blythe Manuel
Gift Processing
Coordinator 9

10. Financial/Business Operations
Joy Huber
Director of
Accounting
Shannon Mease
Business Operations 10

11. Fundraising Stats

12. 2009 Fundraising vs. 2008
Total $20,130,365* $20,455,211 +$324,000
Cash / Stock $6,045,841 $5,093,369 -$950,000
PG $2,742,303 $12,086,465 +$9,000,000
Pledges $7,842,220 $3,273,376 -$4,500,000
# Donors 7,969 8,
# Gifts 14, , ,533

13. TCF Revenue Summary Jan / Feb 2010 2009 2010
Number of Gifts 1,442 1,
Cash & Pledges $482, $1,528, $1,045,682.36
Planned Gifts (2) $550,000 (1) $50,000 -$500,000
CAA & TCBF are also showing increases in 2010 vs. 2009
Trend & indications of donors willing to give cash/pledges this year

14. TCF 2010 Goal: $20,000,000 with $10,000,000 in Cash & Pledges

15. Future Capital Campaign Pre-Planning Phase

16. Pre-Campaign Planning Phase
Potential Capital Campaign over the horizon?
2011, 2012, etc….
Use 2010 to create the Capital Campaign Plan
Four Phases:
Pre-Planning
Quiet Phase
Public Phase
Wrap Up

17. Pre-Campaign Planning Phase
Goals and Objectives?
$100 million
$150 million
$200 million
$250 million
Strategic Plans (TCF & The Citadel)
College needs and priorities are key aspects to a campaign

18. Campaign Timeline 2010 2011 2012 2013 2014 2015 2016 2017 2018 June
June
$32M
$32M
$32M
Year 7
Final Phase
Year 8
Post-Campaign
Phase
Year 6
Final Phase
$30M
Year 5
Public Phase
$28M
40%
Year 4
Public Phase
$28M
30%
Year 3
Quiet Phase
$25M
Year 2
Quiet Phase
$25M
Year 1
Quiet Phase
$20M
Year 0
Pre-Campaign
TCF
2010 to 2018 (9 years)
$252,000,000.00
$200M during the Campaign
30% cap on Planned Gifts = $60M
$140M in cash during the Campaign
Campaign Planning Phase
Staff Augmentation
Feasibility Study
Volunteer Training
CASE Statement

19. Cash Objectives
$35M
$32M
$32M
$32M
$24.5M Cash 9%
$30M
$22.4M Cash 6%
$22.4M Cash 0%
$22.4M Cash 0%
$21M Cash 7%
$28M
$28M
$19.6M Cash
12%
$19.6M Cash 0%
$25M
$25M
$17.5M Cash
75%
$17.5M Cash 0%
$20M
$10M Cash
43%
$17.8M
Campaign Goal = $200M
70% cash = $140M
$7M Cash

20. Volunteer Training on Fundraising (2010)

21. Volunteer Training
Use 2010 to provide fundraising training sessions for volunteers and key leaders
TCF Volunteers (200+):
Class Chairman (74)
CRC Committees (90)
TCF Board Members (23)
Parent and Young Alumni Committees (10)
Target Charleston Steering Committee (7)
Other Volunteers:
BOV
TCBF
School Advisory Boards (6)
Other Units with Volunteers

22. Volunteer Training Volunteer Training Volunteer Training
Key Leaders:
VPs
Deans
Provost
Commandant
Chaplain
Concept –
Quarterly training sessions
1 ½ days at The Citadel
½ day sessions offsite
3rd party support
Key Leaders:
VPs
Deans
Provost
Commandant
Chaplain
Concept –
Quarterly training sessions
1 ½ days at The Citadel
½ day sessions offsite
3rd party support
Key Leaders:
VPs
Deans
Provost
Commandant
Chaplain
Concept –
Quarterly training sessions
1 ½ days at The Citadel
½ day sessions offsite
3rd party support

23. Questions?

24. Director of Annual Giving
The Importance of Annual Giving and the Importance of Committed Volunteers
Rob Stephenson
Director of Annual Giving

25. Annual fundraising efforts drive database management, donor segmentation, and then major gift development and planned giving. 
In short, it is the functional engine for all fundraising activity of the organization.

26. A stepping stone to big money
Research shows that annual fund donors become a nonprofit’s future major contributors
A donor can be defined as reaching the loyal donor threshold after making gifts 3 out of 5 years, or 60% of the time
Those donors are more likely to advance to a higher level of annual giving, make a major gift, or make a planned gift

27. The Fundraising Pyramid

28. What is The Citadel Fund?
Unrestricted gifts to The Citadel
Support the greatest needs of the college
Provide scholarships and financial aid resources
Support cadet research and travel initiatives
Enhance the classroom experience and library resources
Engage and retain the most talented faculty and staff
Expand leadership and character development opportunities

29. Where are we and where do we need to be?
In 2009 TCF raised $1.06 million (cash) for The Citadel Fund
In the next 5 years, we need to be generating closer to $3 million (cash) for The Citadel Fund

30. Keys to a successful Annual Giving Campaign
Having an organized and well orchestrated plan
Utilizing several solicitation methods in tandem (person-to-person, personal phone calls, personalized direct mail, solicitation, etc.)
Keep donors informed about how their gifts are being used
Provide immediate “thank you” for any gift
Create an intentional process for first-time donors
Track results of all activities and adjust strategies as necessary

32. What is our plan? Creation of a Solicitation Calendar
Schedule class chairmen letters for twice a year – April and September
Outsource direct mail so that they are processed more timely
Use NetCommunity for Class Notes, Class Newsletters, and non-solicitation activity
Track data from appeals for future planning
Steward new donors through phone calls and Welcome to the Family postcards

33. Fundraising Vehicles Used by TCF
Direct Mail
2 Class Chairmen letters
Mid-year/Summer solicitation
End of year appeal
Call Center/Cadet Callers
E-Solicitations (Big Red Campaign)
NetCommunity – Class pages
Personal Visits

34. The Importance of a Committed Class Chairman
People give to people, not just causes
Before you ask someone to give, you have to give yourself

35. How can I help?
In addition to writing two very specific solicitation letters you can:
Update classmates information through NetCommunity
Send s, cards, or make phone calls to classmates thanking them for their contributions
Scrub your class roster and inform TCF of errors and out dated information
Identify major gift prospects in your class and work with TCF staff to cultivate a major gift or planned gift
Engage classmates who have not been givers in the past and encourage continuous givers to increase their giving
Stress the importance of participation for your class, every gift truly counts and each gift is an opportunity to increase participation

36. Questions?

37. Class Reunion Campaigns
Angie Ping
Senior Development Officer

38. Class Reunion Campaigns
CRCs - Beginning of a new era in Citadel alumni fundraising
Homecoming 2008: $3.5 Million in gifts from select reunion classes.
Two classes (‘68, ‘73) presented checks in excess of $1 Million…a Citadel first!
Homecoming 2009: $12+ Million in gifts from defined reunion (decade) classes.
Record-breaking checks given by two classes again:
$4.8 Million by Class of ‘69 and $6.6 Million by Class of ‘59!

39. CRC Scope 2010 2011 2012 Terry 60th ‘50 ‘51 ‘52 Angie 50th ‘60 ‘61 ‘62
Reunion
2010
2011
2012
Terry
60th
‘50
‘51
‘52
Angie
50th
‘60
‘61
‘62
Jessica
40th
‘70
‘71
‘72
Rhonda
30th
‘80
‘81
‘82
Laura
20th
‘90
‘91
‘92
Lori
10th
‘00
‘01
‘02
Supporting all fundraising activities for the CRC:
Development Associates: Krystal Oliveira, Ed Zur ‘09, Ana deJesus ‘09
CRC Coordinator: Olivia Montgomery

42. Questions?

43. Director of Donor Relations
Stewardship
Frances Bramlett
Director of Donor Relations

44. Why does Norm go back to Cheers?

45. Stewardship Management
Donor Relations & Stewardship
Gift Processing
Collaborators: Finance, Dept Heads, Athletics, TCBF, Volunteers
14,000 Gifts Processed Annually
Stewardship Management
Collaborators: President’s Office, Commandant’s Office, Financial Aid, Deans, Finance, Provost, Facilities, Volunteers
Acknowledgements
Impact Reporting
Events
Data Base Management
Collaborators: ITS, Admissions, Financial Aid, Athletics, CGC, CAA, TCBF, Volunteers
88,000 Records
Communications
Collaborators: External Affairs, Krause Center, IT, CGC, Provost, Cadet Activities, Volunteers
Website Management
Marketing Materials
Publications
Donor Recognition

46. Signature Events Leaders in Philanthropy Donor Days Scholarship
September 17 & 18, 2010
Scholarship
Donor Days
February 10 & 11, 2011

47. New TCF Website

48. Standardization and
Naming Guidelines

49. Annual Donor Recognition
Expanded Giving Levels
Recognizing Annual Commitment
Cadet Miniature Program
First Time Donor Post Cards and Thank You Calls
Regional Donor Appreciation Events
Young Alumni Happy Hours

50. Satisfied Customers …

51. Questions?