LCIF MDC Training.

LCIF MDC Training

Agenda LCIF Updates Roles and Responsibilities
Planning Ahead & Goal Setting Club Visits Leadership Participation District Coordinator Training

Donations from FY 2015-2016* June 30 *unaudited and figures in US$
$39.48 million 95% of goal Goal: $41.3 million $24.2 million Unrestricted $10.5 million restricted $4.6 million measles Donations received last year total US$39.48 million, which is 95% of our goal for the year. Thank you for your support. I am asking for your help in continuing to encourage Lions to support our foundation. Specifically, you can see here that we received a total of US$24.2 million in unrestricted donations last year. However, we awarded more than US$23 million in grants from that fund. When you are speaking to Lions about LCIF, please encourage them to donate to the area of greatest need. These donations allow LCIF the flexibility to supplement initiatives where additional funding is necessary or where the need is most urgent. These funds meet diverse community needs beyond sight, disaster and youth, such as the measles program, water wells and vocational training programs for the disabled.

2015-2016 Total Funds Raised Per CA
Constitutional Area Total Funds June 30, 2016 June 30, 2015 Difference I US $4,321,939 US $4,314,407 US $7,532 II US $431,508 US $499,067 (US $67,559) III US $544,284 US $818,802 (US $274,518) IV US $4,075,312 US $5,504,209 (US $1,428,897) V US $26,072,380 US $23,951,118 US $2,121,262 VI US $2,244,721 US $2,149,129 US $95,592 VII US $854,705 US $1,212,273 (US $357,568) Non-Affiliated US $939,704 US $1,373,191 (US $433,487) TOTAL US $39,484,553 US $39,822,196 (US $337,643)

2015-2016 Goal Results Per CA Constitutional Area Total Funds
June 30, 2016 Goal % of Goal Short of Goal I US $4,321,939 US$7,183,619 60% (US $2,861,680) II US $431,508 US $686,451 63% (US $254,943) III US $544,284 US $1,325,058 41% (US $780,774) IV US $4,075,312 US $5,176,059 79% (US $1,100,747) V US $26,072,380 US $22.987,010 113% US $0 VI US $2,244,721 US $3,190,824 70% (US $946,103) VII US $854,705 US $710,268 120% Non-Affiliated US $939,704 - TOTAL US $39,484,553 US $41,259,290 96% (US $1,774,737)

Giving by Constitutional Area and Constituency 2015-2016
Individual Club District/MD Other Total I US$902,380 US $2,128,399 US $250,266 US$40,895 US $4,321,940 II US $34,590 US $369,504 US $25,260 US$2,155 US $431,509 III US $234,732 US $231,632 US $77,821 US$100 US $544,285 IV US $169,520 US $2,617,745 US $1,240,575 US $47,801 US $4,075,313 V US $24,086,458 US $2,017,745 (US $38,563) US $6,740 US $26,072,380 VI US $2,144,543 US $100,933 (US $1,254) US $500 US $2,244,721 VII US $129,536 US $671,208 US $24,532 US $29,430 US $854,706 Non-Affiliated US $163,751 US $197 US$0 US $775,757 US $939,705 TOTAL US $27,865,510 US $9,137,034 US$1,578,637 US $903,378 US $39,484,553 * Last fiscal year, only 6% of Lions members financially supported LCIF. If the OSEAL (CA V) region is excluded, only .5% of the membership supported LCIF.

Leadership Donor Participation 2015-2016
Officers # of Individuals # of Donors Rate of Participation International Director 34 100% LCIF Trustee 21 16 76.2% Council Chairperson 115 39 33.9% LCIF MDC 132 70 53% District Governor 742 254 34% LCIF DC 658 257 39.1% Club President 46,274 5,319 11.5%

Key Findings Only 6% of individuals made a gift to LCIF this fiscal year, a 1% increase from Only 53% of Multiple District Coordinators and 39% of District Coordinators have donated to the foundation In , 71% of financial support came from individuals 28% of the clubs made a gift to LCIF (excludes personal gifts) The average personal gift is US $328 and the average club gift is US $704

Global Philanthropy- Grants figures in US$
During the year, LCIF awarded 453 grants totaling more than US$45.2 million

Grant Totals By CA figures in US$

Special Initiatives in Grants
Disaster Relief: US $231K in disaster relief for the earthquake in Ecuador US $109K for the Canadian wildfires US $2.2 million in disaster relief for the Tianan Earthquake (Japan) US $925K in disaster relief for the Tibet Earthquake US $2 million for trachoma elimination in Ethiopia US $865,717 to develop an eye care center in Madagascar US $1,148,905 to develop an eye care center in Cameroon US $1,643,147 for the reconstruction of nine schools after the Nepal earthquake US $1,750,000 for trachoma elimination in Ethiopia US $2 million for a Kids Cancer Genome Project in Australia US $1,825,900 for the 2016 Special Olympics US $33,548,750 raised in (One-for-one match by the Global Alliance for Vaccines)

Donations by Constitutional Area 2015-2016
Total Donations Percentage of Clubs Donating Percentage of Individuals Donating Percentage of Goal I US$4,348,686.74 42.14% 1.54% 55% II US$426,082.90 40.24% 1.03% 56% III US$543,110.86 21.14% 0.81% 37% IV US$4,073,091.43 32.66% 0.28% 78% V US$26,044,327.21 71.22% 23.55% 113% VI US$2,231,119.00 20.92% 1.27% 70% VII US$854,705.63 48.68% 0.87% 120% Unassigned US$939,955.65 -- Here is a diagram of how much each constitutional area donated to LCIF last year. Constitutional Areas V and VII surpassed their goals again this year. But there is a lot of potential: Only 6% of individuals made a gift to LCIF this fiscal year; that is a 1% increase from Excluding OSEAL, only 11,210 donors made an individual gift to LCIF 71% of financial support came from individuals 28% of the clubs made a gift to LCIF (excludes personal gifts) The average personal gift is US$328 and the average club gift is US$704

One Shot, One Life: Lions Measles Initiative
400 people still die every day from measles Lions provide physical support through social mobilization and advocacy Partnership with Gavi, The Vaccine Alliance will raise US$30 million for measles vaccinations by 2017 US $17 million raised to date I am sure by now you have heard about the horrible statistics associated with measles – 400 people die every day, most of them children. And, for many children, even if they survive the disease, there can still be severe complications, including blindness. Yet vaccines are inexpensive – about US$1! That is why we partnered with Gavi, The Vaccine Alliance. By committing to raising US$30 million for measles by our centennial, we are helping families around the world to remain healthy and protected from this disease. What if every Lions club donated US$100 per member to LCIF this year? Some could give more, some could not give as much… but we could raise US$136 million! You will also see that we have raised 4.6 million raised for the measles initiative last year, this puts us at an estimate of 17 million raised for measles. We still have to raise 13 million dollars so that we are able to reach our goal of 30 million by our 100th anniversary in For $1USD, a child can be vaccinated against measles. Lions can also provide physical support for measles vaccination campaigns – we are in the communities in need – we can provide support and advocacy around the world for vaccination, through both campaigns and routine services. There are many ways to provide support for people in need. In order to be able to provide that support, we have certain financial goals in mind each year. (transition to financial goals)

Thank You!

LCIF Five Year Goals

LCIF’s Five Year Financial Goals
12/03/2010 LCIF’s Five Year Financial Goals US$50 million in for 50 year anniversary of LCIF

Why does LCIF need to grow our support?
Case for Support Why does LCIF need to grow our support? It’s simple. There is more demand for grants and we are also moving into new areas in response to global needs and the interests of our members.

Case for Support figures in US$
You can see in this bar graph that grants approved exceeded our grant budget for several years. This graph does not include fundraising or grants for our work in the Measles Initiative or other restricted programs such as SightFirst. We have been able to approve more than we budgeted in some years because of our fiscal responsibility in managing donations prudently through investments, and also keeping our fundraising and administrative expenses low. But, there is great potential to achieve more donations – currently less than 50% of our clubs give to LCIF.

2015-2016 Grants vs. Funds Raised figures in US$
] ($5,746,211) Difference!

LCIF Updates

LCIF Board of Trustees Dr. Jitsuhiro Yamada, Japan, LCIF Chairperson
N.S. Sankar, India, 2nd largest membership country, PID Chancellor Bob Corlew, USA, International President Ching-Li Lee, Taiwan, largest per member giving country, PID Naresh Aggarwal, India, 1st International VP Gudrun Yngvadottir, Iceland, 2nd International VP Chikao Suzuki, Japan, 2nd largest per member giving country, PDG Jung-Yul Choi, Korea, 3rd International VP Clement Kusiak, USA, CA I, PIP Dr. Joong-Ho Son, Korea, 3rd largest per member giving country, PID Garnet Davis, Canada, CA II, PID Fabio de Almeida, Brazil, CA III, PID Joe Preston, USA, Immediate Past LCIF Chairperson, PIP Philippe Gerondal, Belgium, CA VI, PID Shinji Kayamori, Japan, CA V, PID Shyam Malpani, India, CA VI, PID Barry Palmer, Australia, Past LCIF Chairperson, PIP Nigel Jeny, Australia, CA VII, PDG Wing-Kun Tam, China, Board Appointee Dr. S.P. Amin, Africa representative, PID Joesph Marcheggiani, USA, Board Appointee Robert Littlefield, Ph.D., USA, largest membership country, PID This is the group of LCIF Trustees for the year of Current trustees and current directors of Lions Clubs International nominated Lions to serve on the LCIF Board of Trustees. These Trustees will serve a three year term.

Contributing Member Program
Beginning July 1, 2016: Giving Criteria: US$20 Bronze pin US$50 Silver pin US$100 Gold pin Every donation will qualify for both Contributing Member and Melvin Jones Fellowship credit Pins will not be sent automatically All clubs where each individual has given US$20 or more will qualify as a 100% Contributing Member club The giving criteria will remain at the following levels: US$20 Bronze pin US$50 Silver pin US$100 Gold pin Every donation will qualify for both Contributing Member and Melvin Jones Fellowship credit Contributing Member pins will not be sent automatically. Donors must request a Contributing Member pin by checking the appropriate box located on the Contributing Member form All clubs where each individual has given US$20 or more will qualify as a 100% Contributing Member club Club donations do not qualify for Contributing Membership credit

Centennial Service Challenge
One unrestricted donation to LCIF per fiscal year will count toward CSC recognition. Only clubs that report their LCIF CSC donation through MyLCI will receive credit.

Log into myLCI

Remember to select a CSC Campaign for your club’s donation!

LCIF ambassadors on the club level
LCIF Club Coordinator LCIF ambassadors on the club level Motivate their club to support LCIF Presentations / updates to clubs The LCIF Club Coordinator will serve as ambassadors for Lions Clubs International Foundation in their clubs. They will share the stories of LCIF programs, motivate others to support LCIF, and enable the foundation to advance its humanitarian work in their communities and around the world.

LCIF Club Coordinator MDC DC Club Coordinator This year, we are implementing a train the trainer model. It will be your responsibility to train your District Coordinators to turn around and train their club coordinators. So, as we move through today’s presentation, I encourage you to take notes on how we have structured the day and important components of the training that you might implement. You will be equipped with a PowerPoint to use in your DC training that will be very similar to the one we are about to see, so if you have questions as we move forward please feel free to ask.

Roles and Responsibilities
So, with the addition of the club coordinators, the roles and responsibilities have shifted a bit.

Multiple District Coordinator
Train the DCs Establish goals with DCs Monthly check-ins with DCs Quarterly check-in calls with Trustee Attend at least 1 Council of Governors meeting Plan and present at MD Convention Gather LCIF success stories Identify major donors, local foundations, and corporations Multiple District Coordinator Responsibilities Train the Trainer – District Coordinators Establish goals with the DCs Monthly check-in with DCs Club visits LCIF updates from LCIF staff Help plan District Convention Quarterly check-in call with Trustee Progress towards goal Problems with DCs Attend at least 1 Council of Governors meeting Leadership giving/ask for gifts Plan and present at MD Convention Prepare presentation LCIF booth Recognition event Promoting stories to share with DC Communicate with DG or CC Write a story and take pictures Hire locals or local Lions Newsletters, websites, Facebook, etc Grant applications Fundraising and fundraising strategies Identify major/lead donors Work with staff and Trustee Get info from DC Help identify local foundations and corporations

District Coordinator Train Club Coordinators
Work with MDC and DG to establish goals Quarterly check-in calls with Club Coordinators Attend 1 District Cabinet meeting Club visits to select clubs Plan and present at District Convention Gather and promote LCIF success stories

Club Coordinator Educate Lions about the mission and success of LCIF and its importance to Lions Clubs International Make at least one presentation to club about LCIF Implement LCIF development strategies within club Collaborate with LCIF DC to promote LCIF The LCIF Club Chairperson is nominated by the clubs nominating committee, elected as an officer and will serve a one-year term until re-nominated the following year. LCIF Club Chairperson works closely with local club leadership and communicates directly to LCIF DCs to ensure alignment with district goals.

Planning Ahead Fiscal Year

Timeline When to do training DC training completed by September 30
Monthly check-ins with DCs Quarterly check-ins with BOT September, December, March, June Hand out calendar DC training should be completed by September 30 so they can complete Club Coordinator training by the end of October/November First call – train the trainer; have you scheduled your training? What do you plan to cover? If you’ve hosted it already, how many DCs came? What did you cover? Second – half way update on money raised and club presentations done by club coordinators (obtain number from DCs) Third – conventions; what is the plan for convention? Do you have a goal for money raised at convention? Are you DCs presenting at district conventions? Fourth – final donations update, discuss recognition, thank you for the hard work

District Coordinator Survey
Fundraising: Ex: What are some activities that you plan to do that would help increase club donations? Support Ex: How often did you communicate with each club either by , telephone/video call, or in person this past year ( )? Marketing Ex: What are some activities that you do to raise awareness and educate Lions Clubs about LCIF? In efforts to improve the fundraising and marketing efforts of our organization, Lions Club International Foundation. We are requesting the valuable feedback of all district coordinators. This will allow us to assess the needs and define the current practices of the LCIF fundraising and marketing efforts. Our hope is that that the results of the survey will help us define best practices for each participating constitutional area, and aid in the development and implementation of a LCIF fundraising and marketing strategy for each district. In order to keep this survey short and sweet, we will cover three general topics: Fundraising Support Marketing/Promotion This survey will take approximately 15 minutes to take. Your response and time is greatly appreciated.

District Goal Setting Based on per member giving and last year’s totals, establish a district goal 10% increase from last year (minimum) Divide the MD goal up among their DCs as they see fit Pass out goals handout This year, we are doing goals a bit differently. Our worldwide goal is to raise US$45.38 million dollars. CA ___ goal is ___. As you can see on your sheet, we have calculated the total amount your MD needs to raise to help us reach our CA total. The number was calculated by taking the per member giving goal and multiplying it by the number of Lions in your MD. Now, we realize that for some, these goals might be too low, and for others they might be too high. If your calculated goal is too low, we ask that you adjust it to aim for 10% more than you raised last year. If your goal is too high, again we ask that you aim for at least 10% more than last year. You may divide the MD goal across your district in any way you see fit. You can breakdown the MD goal further by diving the goal by total lions in the MD to find the per member giving goal, and then multiply it by the number of Lions in each district. Or perhaps one district performs better than another and is able to make up the difference for the underperforming district. No matter how you decide to divvy it up, please keep this number in mind when working with your DCs to make goals. LCIF’s need will continue to increase, and therefore, we must commit to raising our share of support. Remember, the current pace of grants is unsustainable.

Goal Setting Exercise 30 minutes

Fundraiser Brainstorm
Think Outside the Box! What can you or your DCs do to raise funds in your area? Go beyond selling pins or hosting pancake breakfasts. Can you host a run/walk? Can you have a booth at a local fair to collect donations? What are some other ideas that you’ve tried or want to try?

LCIF Recognition I’d like to spend a few minutes going over all the types of recognition we offer at LCIF. Many Lions enjoy being recognized for their gifts to our foundation, as they should because their support is crucial to our humanitarian service. It’s important that you and your DCs are aware of all the programs we have.

Individual Recognition
Contributing Member Program All contributions are MJF eligible MJF/PMJF Friend of Humanity Award LCIF Helping Hands Award Humanitarian Partners As we talked about earlier, all CM contributions are now MJF eligible As usual, we want to encourage MJF recognition, as well as moving up the levels of the Fellowship program Friend of Humanity Award - recognizes a few Lions each year who have supported LCIF at the highest level. The LCIF Chairperson determines the recipients, who are awarded with a medal. LCIF Helping Hands Award - recognizes Lions who promote greater awareness of and support for LCIF at the club, regional, district or multiple district level or through the media. To apply, complete the nomination form and provide documentation of the Lion’s efforts Humanitarian Partners - honors individuals whose cumulative donations exceed US$100,000, $200,000, $300,000 and $500,000, respectively. Recipients receive an elegant bronze, silver, gold or platinum pin, respectively. The program has recently introduced new pin levels recognizing donations in US$20,000 increments through the US$300,000 level.

End of Year Recognition
Top 5 Clubs certificates Total donations Per member average Top 5 Districts certificates Top 5 Multiple Districts certificates At the end of every year, we distribute certificates based on the above criteria Recognize any MDC in the room who may have received recognition

Club Recognition Club plaque / patch / chevron 100 Percent MJF Banner
100 Percent Contributing Member banner patch Club plaque/patch/chevron – clubs that donate $1,000 or more to 100 Percent MJF Banner – all current club members are MJFs 100 Percent Contributing Member banner patch – all current club members are contributing members

Chairperson’s Medal District must donate at least US$30,000 and have 10% increase over previous year US$100,000+ receive recognition automatically Five levels of recognition corresponding to donations: bronze, silver, gold, platinum and diamond There is a new program to recognize the hard work and dedication of district governors and coordinators. The established criteria for the new Chairperson’s Medal are: • Districts must raise a minimum of US$30,000 to be eligible for recognition. If the minimum is achieved (i.e. US$30,000), then those district governors and coordinators who have an increase of 10% over the previous year will receive the medal • District governors and coordinators whose district donates US$100,000 or more will automatically receive the medal •District governors and coordinators who qualify for the Chairperson’s Medal will receive the following levels of recognition: Less than US$100,000 Bronze Level US$100,000 – US$249,999 Silver Level US$250,000 – US$499,999 Gold Level US$500,000 – US$999,000 Platinum Level US$1 Million or more Diamond Level • Multiple district coordinators will qualify for the award if 50% or more of the districts within their multiple qualify for the award.

Club Giving Patches The Club Giving Patches are a new form a recognition that we are offering at the club level. There are five levels: $50, $100, $250, $500, and $1,000. This recognition is calculated by taking the club’s total giving and dividing by the number of Lions in the club. If the club obtains a per member giving average at any of these levels, it will receive a banner patch

What motivates YOUR Lions?
Motivation What motivates YOUR Lions? What motivates the Lions in your region? Recognition? Specific causes? Proactive projects? Reactive projects? Discuss 5 mins

Club Visits With the new position, the club visit model will change a bit

MDCs responsibilities:
MDC Role with Clubs MDCs responsibilities: Help DCs set their goals surrounding club visits Help DCs prioritize which clubs to target Coach DCs on how to conduct a successful club presentation Follow-up with DCs to ensure that all clubs received a presentation LCIF goal for EVERY club to receive a presentation about LCIF Foster / strengthen relationships with clubs that currently donate Broaden base of donating clubs With regards to club participation and club visits, your responsibility as an MDC is: help DCs set their goals surrounding club visits DCs should collaborate with Club Coordinators Clubs without an appointed CC should be visited by DC Top donating clubs should receive a personal visit from DC help DCs prioritize which clubs to target Use LCIF reports to identify top clubs coach DCs on how to conduct a successful club visit Use LCIF resources to get presentations, hand outs, pins, etc. Follow up with club after they are visited follow-up with DCs to ensure that all clubs received a visit As ambassadors for LCIF, it is important for LCIF Coordinators to ensure that Clubs know about LCIF and LCIF programs. Part of your goal for is to ensure that all clubs receive a presentation about LCIF from their LCIF club coordinator and/or their District Coordinator. Club presentations not only help LCIF foster relationships with clubs that currently donate, but also broaden our base of donating clubs.

Promoting LCIF to Clubs
28% of clubs donated to LCIF in Average gift was US $793 Importance of club participation Importance of education through clubs Opportunity to increase/reach more clubs

Club Visit Goals LCIF goal: every club receives a presentation
DCs work with Club Coordinators DC should personally visit top clubs in area 4 visits per quarter DC develop plan for following up with Club Coordinators and Club Presidents after club presentations How was the presentation? Will you make a club gift? Will you make a personal gift? LCIF goal is for each club to receive a presentation Worldwide club participation rate is ___ Club participation rate in your CA is ___ DCs need to work with Club Coords DC is responsible for presenting at any club with no appointed Club Coordinator DC should personally visit top clubs in area (we recommend at least 4 visits per ¼) DC can develop a plan for following up with C Coords/CPs after club visits PRIYA

DCs should be targeting two types of clubs:
Prioritizing Clubs DCs should be targeting two types of clubs: Clubs with potential to support LCIF Are active fundraisers Have many members Past involvement with an LCIF grant Other reasons why they would like to support LCIF! 2) Clubs with a history of supporting LCIF List of 30 clubs to target Which clubs should DCs visit? DCs should be targeting two types of clubs. 1) Clubs with a history of supporting LCIF 2) Clubs with potential to support LCIF. 1) When you meet with your DCs, review the list of top donating clubs (all time, last year, previous 3 years). We recommend creating a list of 30 clubs to target. Each quarter, DCs should have a goal of visiting at least 5 of the top donating clubs. 2) Clubs with high potential to support LCIF. Clubs with high potential may not have donated to LCIF in the past but, there is reason to believe they have potential to donate. Your list of potential supporters should be made up of clubs who: -Are active fundraisers for non-LCIF projects (have never been asked) -Have lots of members -Have been directly involved with an LCIF grant -Or you have any other reason to believe they would like to support LCIF! Your DC should use MyLCI to get a list of club president names/ s. Reach out to those club presidents and ask to be a guest for a minute presentation. DCs should create a calendar of club visits to share with you. If you are in the area, you may wish to join the DC on their club visit to help support them. (*Use myLCI to get Club President names/ s.)

Prioritizing Clubs Rating 3 Year Average A $5,000+ B $3,000 C $1,000 D
Below $1,000 In efforts to help with prioritize clubs for those that have a history of giving with LCIF, we have created lists of clubs for each Multiple District and rated them using the following scale. For clubs that have a 3 year average rating of $5,000 or more they are rated as A. For those that have a 3 year average of $3,000 , they are rated as B. For those clubs that have given about 1,000 , they are C.. For any club that has had a 3 year average of giving below $1,000, they are rated as D.

List of Clubs with Rating Sample
Club Name District Club President Name Code 3 Year Total Giving 3 Year Average Lions Club 1 District V Lion Fred A $25,600 $8,500 Lions Club 2 District W Lion Bob $19,180 $6,00 Lions Clubs 3 District X Lion Carol B $4,900 $1,650 Lions Club 4 District Y Lion Sue C $2,900 $990 Lions Club 5 District Z Lion George D $1000 $300 This is an example of a club history list. We are in the process of making this We have made these club of lists with fundraising code for each MD, and uploaded them onto the flash drive. What will be our plan to engage with these types of club?

Example Plan with Time Line
Clubs Sep-Oct Nov-Dec Jan-April A Thank you letter to club president Meet & Greet w/LCIF Trustee/Chairperson Secure pictures MDC or DC Club presentation Certificates Formal Request from Yamada $ Follow up Send electronic report Update with grant approvals B Contact DC or DG to get input on club DC club presentation Send electronic annual report C Thank you to club president Contact DC to get input on future interest DC/CC request club presentation Update with grant approvals. D Can we plan a monthly timeline to engage with these types of clubs? For club A: We can have Oakbrook send a letter to the club presidents thanking them for their generous contributions and telling them about the impact their donations have globally..among other activities.. We can confirm if any club members will be attending Europa Forum. If so, we can perhaps seek opportunity for the chairperson/LCIF Trustee and representative to meet.. Secure photos and letters/ testimonials from country who engaged in the particular activities of the MD For club C+ D, We can send an to club president ho how LCIF funds were used in We can coordinate with club LCIF coordinator to provide a club presentation Make formal request for specific fundraising consideration ($500)

Tailor club presentation to specific club
Coaching Your DCs Tailor club presentation to specific club Use standard LCIF PowerPoint presentation if possible Hand out brochures and other resources Leave contact information and business card Consider asking a grant beneficiary to speak about their experience Club visits should be tailored to the specific club that is being visited. If there is the ability to present, use the standard PowerPoint presentation and adjust for your audience. Bring brochures and other resources to hand out Give out your contact information and business card in case anyone has questions in the future If your area has recently received a grant: consider asking a grant beneficiary to come and talk about their experience, for example if LionsQuest is active in your area, you may ask a student who has participated in the program to come and talk about their experience Consider asking a Lion who was involved with the project to talk about what the experience meant to them

Club Visit Follow-Up DO NOT EXPECT THAT A CLUB WILL DONATE JUST BECAUSE YOU VISITED THEM. ALWAYS FOLLOW-UP! Thank the club! Answer questions If the club is interested, but not ready to make a donation: Offer to visit again If there is an active LCIF project in your area, see if it’s possible to engage the club Invite them to any fundraisers or events that you are planning If the visit was positive, ask club president if they are planning to make a donation How to make a donation Recognition programs Always follow up after a club visit: DO NOT EXPECT THAT A CLUB WILL DONATE JUST BECAUSE YOU VISITED THEM. YOU ALWAYS NEED TO FOLLOW-UP!!!!!! Thank the club for hosting you. Provide answers to any questions that were asked. If the club is interested, but not ready to make a donation: Offer to meet with them again If there is an active LCIF project in your area, see if it’s possible to engage the club Invite them to any fundraisers or events that you are planning If the visit was positive, ask the club president if they are planning to make a donation Provide them with logistical info (how to make a donation) Provide information regarding recognition programs that may interest the club

Resources for Club Visits
LCIF PowerPoint Melvin Jones Fellowship Donor Contribution Forms LCIF By the Numbers One Life One Shot: Measles LCIF At A Glance Help Support Programs/Grants Overview Pledge cards Ways to Give and Types of Recognition Among others, these are some of the resources we can send to you and your DCs for distribution

Making the Ask Fundraising Basics

2015 Giving USA Report figures in US$
*In 2015, Americans gave $ billion – a $15 billion increase from 2014.

Where the Money Came from in 2015: USA figures in US$
Individuals $264.58 Billion Donors born before 1965 account for almost 70% of individual giving. Bequests $31.76 Billion By 2061, $58 trillion will be passes on to the next generation. Foundations $58.46 Billion Family foundations comprise nearly 64% of giving by this group with a total of $28 billion donated in 2015. Corporations $18.45 Billion Nearly half of companies increased total giving from

Why People Give

Larger gifts can be beneficial: Tax benefits
Major Gifts Larger gifts can be beneficial: Tax benefits More opportunities for recognition Planned giving LCIF staff and LCIF BOT can help secure large gifts ($1,000 to $1,000,000) Provide LCIF staff with names of Lions who may have the potential to give at higher levels As an LCIF coordinator, major gifts should be left to LCIF staff and LCIF BOT. However, it may be helpful for each of you to know the basic steps in making a major gifts ask. Staff and Trustees will rely on you to identify potential major donors

Understanding Donor Motivations
Four types of motivation: Philanthropy: Donors who have a desire to make a difference or change the world for the better Affinity: Donors with a strong personal connection to a cause Mutual Benefit: More transactional form of giving seen with corporations Social Donors: Motivated by the social dimension of giving Philanthropy: Donors who have a desire to make a difference or change the world for the better. They often have a vision for the future and a conviction that they should use their resources to do good. Affinity: Donors with a strong personal connection to a cause – based on either positive of negative experiences. (With the structure of Lions Clubs International, donors within our clubs are going to have a natural affinity to our cause.) Mutual Benefit: This is a more transactional form of giving. Typically, corporations will be motivated by mutual benefit and expect some commercial advantage in return for their support whether it be placement of their logo at Lions events, etc. Social Donors: Motivated by the social dimension of giving. This might include wanting to be part of a particular group, meet specific individuals or join a ‘club.’ Social donors are often strongly influenced by the person who asks them for a gift. (A direct link to our club structure!)

Thank you and stewardship
7 Steps Identify Research Plan Cultivation Ask Close Thank you and stewardship There are typically 7 steps to making an ask

Step 1: Identify Build a list of the right people 3 Criteria:
Capacity: Prospects with financial resources to give Propensity: People who have an interest in supporting your charity Connection: Individuals who have a personal connection with someone already connected to your organization The purpose of this step is to build a list of the right people who are likely to fund your cause. During this stage, you are looking for individuals who match three key criteria. These are: Capacity: Prospects who have the financial resources to give at the required level. (You may want to focus your energies on clubs in your districts that historically have supported LCIF at a larger dollar amount.) Propensity: People who have an interest in supporting your charity at the required level. (While we want to assume that ALL Lions have a propensity to support LCIF, you may consider focusing on clubs that have consistent given to LCIF in recent years.) Connection – Individuals who have a personal connection with someone already connected to your organization. (Again, let’s assume that all Lions have a personal connection to LCIF. But what about individuals or corporations outside of Lions? Do other members have personal connections to non-members that would potentially generate a donation to LCIF?)

Step 1: Identify Sources to identify prospects: Existing event attendees LCIF grant beneficiaries and their families High net worth Lions

Step 2: Research Basis for effective solicitation plan
External research provides: Giving behavior Interests Family connections Other basic data External sources of information include: Google searches – profiles and interviews Online registries and directories Annual reports and publications of charities operating in your area Corporate annual reports Magazines and newspapers Careful research is important as the basis for an effective solicitation plan

If you fail to plan, you plan to fail!
Step 3: Plan If you fail to plan, you plan to fail! Formula of how you will engage individual or group Write it down! Details Timeline Notes about interactions The purpose of this step is to formally set out how you are going to engage with the individual or group you plan on soliciting. Writing down goals and plans is a proven way to hold yourself more accountable. Make the plan as detailed as possible. Create a timeline or calendar to help you stay on track. Make notes about every interaction/conversation you have with prospect.

What amount should you request? For what area of work/project?
Questions to Prepare What amount should you request? For what area of work/project? When is the right time to ask? Who should ask? What amount should you request? (Using the reports provided to you from LCIF, there are a few considerations you may want to make before determining an amount. Does the club have a goal set for the fiscal year? If so, this would be your asking amount. If not, you may want to look at the amount the club has historically brought in each year to determine a challenging but reachable goal that can become your asking amount. Or you may want to look at what other clubs in the area in bringing in and establish some competition between clubs.) For what area of work? (LCIF has four areas of program support: humanitarian, sight, youth, disaster. In order to receive MJF credit, clubs would need to give to either of those four broad categories, or to the area of greatest need. You may want to take into consideration the club’s interest before making a pitch for funding.) When is the right time to ask them? (This is really dependent on your and the club’s availability to set aside time to meet. However, you may want to consider what part of the fiscal year would garner the highest results. It could be at the beginning of the fiscal year, giving clubs time to plan their support to LCIF. Or would it be better to make an ask toward the end of the calendar year, when individuals are more likely to be thinking about tax benefits. Or possibly toward the end of the fiscal year, so there is urgency in meeting goals in a final push. Or a combination of all three.) Who should ask them? (Should the ask come from yourself, a district coordinator, club coordinator, club president, or district governor? It really is up to your determination as to who would be the most effective in making the big ask. You may consider your role as providing information about LCIF to clubs in your area, and relying on an influential figure to make the final pitch. If you choose this last option, careful coordination between you and the asker is imperative as you’ll want to confirm that the ask is actually being made.

Step 4: Cultivation Bring the person closer to the cause
Most time consuming phase, but most important Learn more about the specific interests of the prospect Many ways to cultivate Convention Club visits Invite potential donors to see LCIF projects Invite prospects to add input to LCIF’s future The purpose of this stage is to bring the person closer to the cause so they end up committed to your work and want to help. This step can legitimately take the longest of the seven steps but it is very important that you not allow too much time between contacting them to avoid potential “drift.” During the cultivation process, you can learn more about the specific interests of the prospect – which will help you answer some of the questions from the previous slide There are lots of ways to cultivate potential supporters. You might include events such as a convention, opportunities to meet with clubs, taking potential donors on visits to see LCIF dollars at work, or taking part in discussions about the future plans for LCIF. What would they like to see that’s not being done?

Make an explicit request for support from the individual or group:
Step 5: Ask Make an explicit request for support from the individual or group: Right amount Right area of work Right time Right person If you receive a “Yes” on your first try, move directly to Step 6 The purpose of this step is to make an explicit request for support from the individual or group concerned – at the right level, for the right area of work, at the right time and by the right person. If you receive a “Yes” on your first try, then it’s time to move directly into Step 6.

Step 5: Ask Possible Responses: Possible Response Your Response
“No not for this.” “What area of work would you be interested in? “No not you.” “Who would be more appropriate?” “No not me.” “Do we need to involve someone else – who?” “No not unless…” "What are your conditions – and do they fit with our objectives?” “No not in this way.” “Is there a more convenient way of providing support” “No not now.” “When would be more appropriate?” “No too much.” "What level would make more sense to you?” “No too little.” "What do you have in mind?” “No go away.” “Thank you for your time. Goodbye” Otherwise, there are any number of possible responses you may receive. Given that you’re approaching Lions Clubs and other Lions members, many of these responses won’t be applicable. But just in case, here are the possible responses:

Step 6: Close Secure the donation!

Step 7: Thank and Steward
Essential for maintaining long-term relationships with key donors Purpose is two-fold: Acknowledge the important contribution Lay the ground for future gifts High quality thanking and stewarding is essential for maintaining long-term relationships with key donors. It is impossible to understate its importance in fundraising. 2 reasons for thanking and stewardship Acknowledge – in ways that are meaningful to the donor – the important contribution they have made to your work. Second, to lay the ground for future gifts and to ensure he or she becomes a long-term supporter of the charity.

Making the Ask Activity 20 mins
1 person makes the ask, the other is a fellow lion Ask someone to become an MJF Ask a club to make an annual gift Switch

Making the Ask Discussion
Spend another 15 minutes gathering impressions from the group. What felt comfortable? What felt uncomfortable? What were some barriers that were encountered? How would the group get past these barriers? Discuss common barriers to talking about money, identify common anxieties around asking for money, and will compare their feelings about being asked vs. asking for money. Asking for money makes me feel… Giving money makes me feel…

Leadership Participation
Lead from the front! You are in a leadership as an MDC, and many of you are PDGs or PCCs. You have influence in your Lions community, and we need you to set an example. Talk the talk AND walk the walk. Make a PERSONAL donation to LCIF. We also need you to encourage other Lions leaders to make a personal gift – CCs, DGs, DGEs, VDGs, CPs, DCs, Club Coordinators

Leadership Donor Participation 2015-2016
Officers # of Individuals # of Donors Rate of Participation International Director 34 100% LCIF Trustee 21 16 76.2% Council Chairperson 115 39 33.9% LCIF MDC 132 70 53% District Governor 742 254 34% LCIF DC 658 257 39.1% Club President 46,274 5,319 11.5%

Shows fellow Lions the commitment of our leadership
LCIF Commitment Forms New LCIF tool Shows fellow Lions the commitment of our leadership Can be used for your DCs, Club Presidents, and fellow Lions. As a new tool for 2017, LCIF has created commitment forms that were sent out to Lions leadership. Handout pledge cards for MDCs - LCIF is asking each of you to make a personal pledge today to support your foundation. Your pledge card shows fellow Lions the commitment our leadership has in serving our community. This tool can also be used for your DCs, Club Presidents, and fellow Lions.

Train the Trainer

Coordinate DC Training
MDC responsible for arranging DC training Coordinate in-person meeting, conference call, or webinar Staff can assist with set-up Use LCIF DC PowerPoint if possible As I mentioned earlier, you are responsible for training your DCs to train their Club Coordinators. We also have a toolkit for DCs which includes a PowerPoint that they can use to train their coordinators.

2 hour session to cover the roles and responsibilities
LCIF 101 Basic PowerPoint and standard informational materials to train Club Coordinators 2 hour session to cover the roles and responsibilities Reserve local hall Light refreshments PowerPoint and handouts New website coming soon! Basic PowerPoint and standard informational materials to train Club Coordinators 2 hour session to cover the roles and responsibilities Reserve local hall Light refreshments PowerPoint and handouts New website

Marketing

Capturing LCIF Stories
Inform about grant process Grant administrator’s role is to report back to LCIF How can DCs assist? Collect stories Take pictures Assist with reporting Write newsletters and social media posts Allison Danes – LCIF Marketing Manager Extra focus on grant stories Example of grant story We NEED more compelling stories. Our vision is to have a library of stories to pull from Another area of the foundation that we haven’t touched on is the grant process. While out raising money, it also our jobs to let Lions know that there are a plethora of grant opportunities to take advantage of. Ensure that you and your District Coordinators are informed of the grant processes, status of grants, and grant options available in your area. Be careful not to overstep the grant administrator, but rather, support them in any way you can (collecting stories, taking pictures, reporting back to LCIF, writing newsletters and social media posts)

Find the emotional core of LCIF! Connect it to your local Lions
Make a Connection Find the emotional core of LCIF! Connect it to your local Lions Stories can be more effective than statistics Your primary job is to find the emotional core of LCIF and connect it to Lions. Give them the opportunity to feel great by doing good. For some people, a heartfelt story is more effective than numbers or statistics. Data is an important tool and has its place, but sometimes an anecdote pulls at the heartstrings a bit more Personal connections and stories have a big effect on a Lion’s inclination to help.

Reports ERICA

Which clubs have MJF unnamed donation credits?
Which clubs have members with MJF credits? Are there any clubs with both club and member credits? Which clubs, district or individual can name an MJF without sending in an additional donation? How large a donation does the district need to name two MJFs? How will this information inform your fundraising and promotion plan for the year?

Personalize based on their own reports
Personalize based on their own reports... Does not have to be specific to this report. What is the name of this report? How many PMJFs have been named for these clubs? 7 When did Janet Esser of the Bismarck Club become and MJF? 04/29/2010 Do you notice something particular about the Beulah club?

How did this group of coordinators do to meet their goals?
Who had the greatest increase? If you were the MDC, who would you reach out to more to provide support?

Review the number of clubs that donated last year and encourage the DG to aim for 100% club participation or at least an increase over the prior year Which district is closest to 100% L

Which clubs have donated to LCIF? Which haven’t?
Which clubs count towards LCIF participation? Which clubs seem to donate towards the end of the year? Which clubs donate at the beginning of the year? Which are the largest donors? Are more donations from clubs or Lions? Are gifts designated or undesignated? How will this information inform your fundraising and promotion plan for the year?

Thank you! Questions?

LCIF MDC Training.

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