1. 2018 Keyworker Training
Welcome to your role as a Keyworker for the 2018 Combined Federal Campaign (CFC)!
I know some of you are here because you have a charity or mission you support through the CFC, and you volunteered because of your belief in this program. Some of you are here because you have been told this is your task this year. In either case, I also understand this is an additional duty for you. I appreciate your time, and I hope you walk away with an understanding not only of how to do this job, but also of how important your job is to your colleagues, to charities in your community and communities around the world, and to those who benefit from each charity’s mission. The work you do for the next few months will make a big impact in the lives of many people.
This year, you and thousands of Keyworkers like you will inspire your colleagues to Show Some Love to their favorite charitable causes and raise millions of dollars for those in need. This is a professional development opportunity, as you will be the primary point of contact for CFC information and motivation within your unit, increasing your visibility and positively impacting the charities supported through the CFC.

2. 2018 Campaign Video Add Video Here
Notes – we have a full agenda today but before we jump in, let’s watch our campaign video.

3. Agenda About the CFC Your Role & Responsibilities
Materials, Resources & Tools
How to make the “Ask”
Follow Up
Here’s what we’ll discuss today:

4. CFC Regulatory Requirement:
About the CFC
CFC Regulatory Requirement:
100% of DoD employees
are informed of the opportunity to give
(also known as contact).
Federal employees have always been very generous. Charities eventually realized that federal workplaces were really reliable places to campaign, but eventually there were so many drives, pledges, and fundraisers that it was a huge mission disruption. President Kennedy signed the CFC into effect in 1961 to relieve the burden of so many drives, but to still give federal employees the opportunity that they want to give!
Your role is essential to the campaign. As a Keyworker, you ensure that the CFC-Overseas meets its regulatory requirement: that 100% of all DoD employees are informed of the opportunity to give. We call this “making contact”. This is your most important task, and I’ll explain how we define making contact, and how you can fulfill this job in a minute.
First, let me tell you what happens when this 100% contact requirement is fulfilled:
Your colleagues and friends are able to support a cause or organization they really love through a program that is highly regulated; where giving is easy and secure; where charities are vetted to ensure the money really goes to the missions they support; and where donors can track their donation via the online giving portal.
It’s also convenient for your colleagues to give in multiple ways, or even donate volunteer hours.
And organizations that rely on the CFC have a chance to get in front of federal employees, which are a major source of stability for them year over year. Many charities have missions that would need to be reduced in size or cut if the CFC program did not exist. Your effort makes these missions possible.
Couple points:
No coercion is tolerated; no one has to give to the campaign. If they want to make a gift of volunteer hours instead of a donation, that is something they can do. If they do not want to make a gift, that is okay, too.

5. Confidence Convenience Choice About the CFC: Why Give Confidence
• Regulated program
• Giving is easy and secure
• The CFC provides charities with an efficient way to connect with thousands of potential donors
• CFC charities have been vetted
• The Centralized Giving Portal allows donors to track their donation and confirm its distribution to their selected charity(s)
Convenience
• Payroll deduction makes it easy for donors to give generously
• Donors can give to multiple charities through one pledge,
• Charities rely on donations from the CFC because it is a consistent source of unrestricted revenue that can fund vital programs
Choice
• There are several ways to pledge
• Payroll deduction for federal employees and annuity for retirees
• Credit/debit card (one-time or monthly)
• ACH bank transfer (one-time or monthly)
• Donors can pledge volunteer time
• CFC allows donors to give anonymously
• There are thousands of local, national and international charities to choose from

6. About the CFC: How it Works
Step 1: Motivated campaign workers invite their colleagues to make a pledge.
Step 2: Federal employees, retirees, and contractors choose their cause.
Step 3: Donors pledge dollars and volunteer hours, either online or with a paper pledge form.
Step 4: The charities chosen by the donors receive funds throughout the year.
Step 5: Beneficiaries receive help and hope!
Here’s how the CFC works:
1. Motivated campaign workers (that’s you!) invite their colleagues to make a pledge. A regulatory requirement is to ensure every federal employee is given the opportunity to participate in the CFC and that the campaign should be aimed at collecting the greatest amount of charitable contributions possible. The BEST way to do this is through a personal ask.
2. The federal community (military and civilian personnel, retirees and contractors) choose the causes and charities that are important to them.
3. Donors make their pledge online using the pledge portal or using a paper pledge form.
4. The Central Campaign Administrator (CCA) processes the pledges and distributes the funds throughout the year to the charities selected by the donors.
5. Local, national, and international charities and their beneficiaries receive the funds they need. Such as…

7. About the CFC: Your Impact
What it looks like…
$50
Million Raised
of the largest in the world
36 Geographic Zones
2,982 Campaign Workers
Thousands of Charities
What does your impact look like?
Well, it looks like almost 3,000 campaign workers coming together to make sure their colleagues know about the CFC. Nearly 3,000 campaign workers provided their colleagues a charity guide, talked to their colleagues about a favorite cause of their own, and encouraged their colleagues to think about a cause that is important to them. It looks like 3,000 campaign workers helped raise $50 million dollars last year. And that all went to charity.
page 7

8. About the CFC: Your Impact
Okay, we give you all sorts of numbers and analysis and reports about your impact, but what does YOUR impact actually translate to?
Last year, campaign workers for the CFC-Overseas helped raise $3.2 million. This money went to charities you and your colleagues support.
[Trainers should feel free to use their own favorite charity story or personal story here. This one has been provided as an example.]
We have probably all heard that some underprivileged children only really get one meal per day: the school lunch. One of the CFC supported charities works to help this situation by providing three services to children at risk of hunger when schools close over the weekends, holidays, and summer break.
1. They provide backpacks filled with food for the children to take home on Fridays so they can arrive to school on Monday morning without the distraction of severe hunger.
2. They deliver fresh produce and other healthy food to parents when they drop-off their children at school.
3. They provide a free lunch and snack to kids five days a week all summer long. These meals include fresh salads and locally grown berries, tomatoes and other fruits and vegetables.
In their area of the country, 1 in 4 children is considered “food insecure.” And in the work they do $1 can provide up to 8 meals for hungry children. Talk about a big impact!

9. About the CFC: 2018 Enhancements
Improved online pledge experience
Enhanced online charity search
Reorganized, user-friendly paper pledge form
New hire pledging
Let me tell you about a few changes that have been implemented to improve the 2018 CFC. The online pledge portal has been improved to allow donors to complete more than one pledge per account (for example, making a payroll deduction and then making another onetime pledge via a credit card); to pledge dollars and volunteer hours on the same pledge; and the expanded office/unit list will allow donors to attribute their pledge to the correct reporting unit. The online pledge portal will be open for donations from September 10, 2018 through January 11, 2019.
Additionally, the enhanced online charity search helps donors find charities they might be interested in. It now features a reset button that allows donors to clear their results between different searches.
Donors who still wish to pledge using paper will find a larger, more user-friendly format.
And, newly hired federal employees outside of the pledge period can contribute during their first 30 days of employment (Feb – July)

10. Your Role & Responsibilities

11. Your Role: 8 Steps to Success
Attend training.
Get your supplies.
Publicize.
Practice giving.
Here are a few critical responsibilities you have as a Keyworker. These first four are all about PREPARATION. This includes:
Attend a training session. Learn about the great benefits of the CFC, all of the available giving options, and how to both answer questions about the campaign and confidently ask co-workers to give.
Get your supplies. Work with your Community Area Project Officer, or CAPO, to ensure you have enough pledge forms, charity lists, posters, donor cards, etc. Remember, there are many online resources available to you on our website.
Publicize the campaign. Use s, posters, brochures, messages from your leadership, social media, and campaign events to promote the CFC. Connect and engage with your local CFC zone and/or the national CFC account on social media.
Practice giving. Ensure you are familiar with the online donation portal and the paper pledge forms so you can offer help as needed. Make your own pledge before you ask others to give.

12. Your Role: 8 Steps to Success (cont.)
Make the Ask.
Follow up.
Submit completed pledge forms.
Express gratitude.
5. Ask each of your co-workers to give. Talk to your co-workers in person about the campaign and ask them to Show Some Love to their favorite charitable causes through the CFC. Speaking face-to-face and using stories is the most effective way to inspire your co-workers to give. You can share your personal cause or use one of the charity success stories.
6. Follow up. Many people say “yes” and then forget to visit the giving portal and make a pledge. Others say “maybe” because they need time to think it over or talk with family. In either case, they typically welcome a friendly follow-up. Research has shown that donors often need four
to six touchpoints before they give. Let your co-workers know that you will follow up at a later time. You may want to keep a list of who you’ve followed up with, so you don’t miss anyone. This will also serve as a record of those you have contacted.
7. Submit completed paper pledge forms. Encourage donors to promptly submit pledge forms to you or a designated drop-off location, if available. Review the completed form with the donor to ensure it is legible and all sections have been completed. Check the math to ensure the total pledge is equal to the charity allocation. Store all paperwork in a secure location until you are able to deliver them to your Campaign Manager.
8 Express gratitude. Always thank your co-workers for their time and for considering a donation through the CFC. We have multiple ways to recognize donors this year, and we’ll cover that near the end. This is an incredibly important step, though, and one that you are solely responsible for. Please help us ensure donors know the huge impact they have.

13. Your Role: Additional Responsibilities
Keep your leadership informed and involved
Participate in campaign events
Connect with the campaign via social media – facebook.com/cfcoverseas.org
Attend weekly meetings led by your CAPO
Promote and participate in #GivingTuesday
Here are a few additional responsibilities to add to those eight critical steps.
You will want to keep your leadership informed and involved. Brief them on your area’s campaign progress. See if they will send out communications in support of the campaign.
If your CAPO is planning any campaign events, get involved! Serve on the event committee, help publicize the event, and then attend the event.
Be sure to connect with the campaign via social media so that you can stay informed of the latest information. Attend weekly meetings if scheduled by your CAPO. These are excellent opportunities to share best practices and success stories and get updates and reminders.
And promote and participate in #GivingTuesday. We are trying to make this annual event, the Tuesday after Thanksgiving, the largest online pledge day of the campaign. We have tools and resources available to help you promote this within your office/unit.

14. Your Role: Who Can Pledge
Now that you have what a big impact donations through the CFC can have, let’s review who can pledge and how they can complete their gift.
Here’s a brief overview of how the different DoD employees can make gifts. As you’ll note, only federal contractors are unable to give via payroll deduction. Otherwise, all giving options are open and available.
Remember, last year a new regulation was put in place: We are no longer able to accept cash donations.
So – This is an overview of your role. The 8 steps to success, and helping your colleagues know how they can make a pledge. Any questions?

15. Materials, Resources & Tools
Printed Official Materials
Keyworker Guide
Charity List
Pledge Form
Follow Up Cards (x2)
Posters and Barometer Poster
Online Resources

16. Keyworker Guide and Checklist
The first two resources for you are the Keyworker Guide and Keyworker Checklist. The Checklist has been provided to you today and the Keyworker Guide can be found on our website in the “Training Materials” section in the Resources menu. It will also be in the box of official materials you receive from your CAPO.

17. Charity Listing
This hard copy brochure contains much more than just the list of CFC-participating charities. It includes information provided by OPM as well as information about our zone. Since we want to encourage pledging online, a limited number are available for Keyworkers. It can serve a visual reminder that the CFC season is open.
Tip – Since there are not many printed listings available, you can use this knowledge to plan follow ups. If a co-worker asks for a charity listing let them know that you’ll need it back once they are finished.
You can also advise those who give online to use the Online Giving Portal Charity Search feature, where they can look up charities by name, by charity cause, by overhead amount, by location and more. It’s a great feature, so be sure to check it out yourself so you can help walk donors through it if needed.

18. Pledge Form and Pledge Tips Card
Notes – While pledging online is encouraged, it is recognized that not all employees can access the system during the work day. The paper pledge form has been improved this year. The form is larger and has more user-friendly instructions. It also does not contain the address for the CFC Processing Center, so donors are encouraged to submit completed forms to a Keyworker so you can double check them before giving them to your CAPO to send to the CFC Processing Center. We also have a handy Pledge Tips Card you can use when you make the ask. This card has tips for donors who are using the online pledge portal or completing a paper pledge.
So when you first approach a colleague to ask them to give, these are the two documents you should be handing them. A pledge form, and a Tip card for giving.

19. Cancer Awareness Cause Card
Back by popular demand is the My Cause card. It’s a great tool to engage your co-workers in conversation about what they care about.
Distribute them at CFC events and encourage people to share their cause
Build a cause wall in your area
Use them as a follow up tool – “I wanted to give you a chance to be a part of our office cause wall.”
You have a printed version you can use in conjunction with your campaign kickoff and there are digital versions available on the website. You can use this as a follow up method, after you make your initial ask.
Cancer Awareness

20. #GivingTuesday Card
New this year is the Giving Tuesday e-card. Giving Tuesday is a national day of giving that was established as a way to bring attention to what the holidays are really about, providing a message that counters all the messages we received during the holiday shopping season.
Over the past few years, the CFC has experienced a surge in pledges on the Tuesday following Thanksgiving. This card was designed to use a follow up tool so you can take advantage of the momentum generated for that day. This card will be provided as an electronic version that you can to your colleagues to remind them to give online.

21. Posters
General Posters: Use these posters to help publicize the CFC in your office/unit. In addition to the printed posters provided, you can also download them and print them on 8.5 x 11 from the website.
Barometer Poster: Use this poster to track campaign progress in your office/unit. You can track dollars raised, percent of employees contacted, or weeks left to pledge in the campaign period. TIP: consider waiting to hang this poster until you have some results to track. Looking at a blank barometer for several weeks can be disheartening.

22. Digital Resources and Toolkits
There are additional resources available to you on the website. When you click on the “Resources” section under the Campaign Workers menu, you will find:
Training Materials – which includes this training presentation, the Campaign Management guide as well as Keyworker training materials
Logos and Templates – the Show Some Love and Show You Care logos, document headers, PPT template can all be found here
Posters and Flyers – the campaign posters, infographics, flyers, and other printable promotional materials can be found here
s and Speeches – This section contains templates of pre-written s you, your Keyworkers, or your leadership can send during the campaign. You will also find sample speeches and talking points here.
Toolkits – We have Start Strong, Giving Tuesday, Finish Strong, and Social Media toolkits available for you to use this year.
Media and Advertising – find sample advertisements, radio and TV PSAs, and press releases in this section to be used in internal publications.
Okay – how do you order more supplies?
1) Ask your CAPO. They are responsible for getting you more supplies. If you need more posters, more thank you gifts, more cause cards – we can get those to you, in limited quantity, but you will need to have them ordered through your CAPO. Your CAPO will fill out an online form and we’ll have them shipped from our office in Germany.

23. How to make the “Ask” Ask a colleague to give Follow up 2-3 times
How to “Ask”
Provide the Pledge Form and first Contact Card
Follow up 2-3 times
Follow up methods: Contact card, , and more.
Thank donors
Donor gifts

24. What’s your favorite Cause?
We all have causes we care about and the CFC approved charities represent every cause imaginable. I’d like to know what your favorite cause is? Invite the audience to share their stories. For an onsite session hand out to cause cards in advance. For a webinar session invite participants to share through the technology platform being used. You can ask the three questions:
1. Which charitable cause is most important to you?
2. Why?
3. How does it make you feel to support that cause through the CFC?
Thank you, what comes across is the passion you each have for your causes. That passion is what will make you a great Keyworker.

25. The Ask INVITE your co-worker to join you in making a pledge GIVE
TELL your “why”
GIVE
the benefits of the CFC
ASK about their favorite cause
INVITE your co-worker to join you in making a pledge
THANK them for their time
Nothing is as effective as talking with people about the campaign in person. Using a personalized story-based approach can be powerful and effective. We practiced telling our own stories earlier in the training. So, you are already familiar with that piece.
The next step is talking about the benefits of participating in the campaign. For example, the ease of giving a little each month through a payroll allotment, the confidence in giving knowing the campaign is regulated, the collective power of everyone’s contributions adding up to millions of dollars of help each year that that charities and their beneficiaries depend on.
Next you can ask some questions. What is your favorite cause? Why? And that is usually a perfect segue into inviting them to make a pledge through the CFC. Finally, don’t forget to thank everyone for their time.
Let’s put it all together and give it a try. [For onsite training ask for five volunteers and hand them each a notecard with the 1-5 sections of the Make the Ask script. Call out “step 1: Tell your story” and have the first volunteer read what is on the card. Continue through all five steps. For webinar training perform a role play of making the ask]
Step 1: Tell your story.
Hi. My name is Sam and I am your CFC Keyworker this year. The charitable cause that is most important to me is supporting veterans. My cousin had some problems with PTSD after returning from service and was able to get back on his feet by accessing resources and support through several CFC charities.
Step 2: Explain the benefits of giving through the CFC.
The beauty of the Combined Federal Campaign is that we can each choose the cause that is most important to us. The CFC allows us to give via payroll allotment which lets us give a little each month and makes it easy to give to multiple charities at once. I also love being able to give anonymously. My gift goes to the charities I choose, but not my name or contact information, unless I want it to. And all of our contributions added together really make a difference. Did you know the CFC raised over $100 million last year? Did you know that this year, in addition to giving money, we can also pledge volunteer hours?
Step 3: Ask some questions.
Do you have a favorite charitable cause? Why is that your favorite?
Step 4: Invite your co-worker to make a pledge.
I made my pledge yesterday online. It was really easy. Will you join me and make a pledge through the CFC this year? I am going to leave this card with you which has the pledge site web address and some other information.
Step 5: Thank them for their time.
Thanks for giving me the time to talk to you about this. I will follow up with you next week to see if you have any questions. And if you do make a pledge, be sure to let me know because I have a small thank you gift for you.
That was great!
Notes – [If in person invite the participants to pair up and practice. For webinar trainings recommend that they pair up after the session to practice]

26. Follow Up Email templates Flyers Stories Dollar impact statements
Cause card
Giving Tuesday card
So, Step 1: Make the Ask and hand your colleague a pledge form and the first Pledge Tip Card. We have a Tracker that you can download online to help you record and track how many people you have made contact with. This is under the “Campaign Workers” tab at cfcoverseas.org. This is probably the easiest way to show your CAPO that you have made contact and fulfilled your duties. It can also help you be recognized for your efforts at the end of the year.
Step 2: Follow Up. This is what the second Cause Card is for. You can re-approach individuals and ask them if they have any questions, and hand them the Cause Card to use personally or to fill out for a Cause Wall.
Step 3: Follow Up again using various means including or any of the multiple downloadable resources on our website, such as pre-drafted templates, flyers, stories from federal employees who have been impacted, examples of the impact a gift can have and stories from charities about what their work has accomplished thanks to help from CFC donors.
We ask you to follow up because life is busy. People forget. They mean to give, but they got half way through selecting their charity and were interrupted, or they accidentally put the pledge form under a stack of papers and it’s out of sight out of mind, or…whatever the reason may be. So, we try to provide a few opportunities for them to be reminded.

27. Follow Up: Collect Completed Pledge Forms
Common Pledge Form Errors
Illegible writing
Total gift and charity designation amounts not the same
Not all funds specified to a charity
Reporting unit info missing or inaccurate
Authorization portion not signed
SSN missing for payroll deduction
If giving by check, attach that when submitting the form. CFC does not bill donors.
Another great way to follow up is to ask your co-workers if they have any completed pledge forms to submit. If they do, be sure to double check them for common error. Then, you’ll give this to your CAPO, and they will mail the forms off in a pre-addressed envelope. This document will have PII on it. Please have a secure location to keep these pledge forms before you pass them to your CAPO.

28. Thank you and Donor Recognition
Now, let’s talk about being thankful.
We know people like to be thanked in different ways. Some people prefer a donor gift, some people want recognition from leadership or a charity, some people want an award. We try to accommodate that, because people, whether they are donors or campaign workers, want to feel good about what they are doing and how they are spending their time or money, and we want them to get the type of recognition they value. So, here are some of the ways we can make sure donors and campaign workers are thanked the ways they want to be thanked.
Donors:
For those who make a donation, we have two gift options:
First, a pop socket, which goes on the back of your phone to act as a stand, a grip, or a headphone management system.
Second, a coin for those who make a pledge of $150 or more. Donors will need to request a coin from you, and you will need to provide a list of requestees to your CAPO, who will order the coin online.
Third, a thank-you from a charity. When donors give online, they can select to remain an anonymous donor, or a visible donor. If they choose to be visible to a charity, they are opening themselves up to receiving a thank-you from a charity they support. For some people, this is the way they feel recognized and good about their gift, so it’s important to
Fourth, your thank-you to the donor. This is your campaign. You are setting the goals, you are establishing the publicity and marketing, you are managing the team. Please let your team know how important thanking donors is, not only through these gifts, but also through acknowledgement and appreciation by your team, yourself and or your leadership.
We will also be honoring repeat donors with milestone certificates. Bronze is for donors of 5 -9 years, Silver for donors between 10 and 14 years, Gold for donors between 15 and 19 years and Platinum for donors with 20+ years of CFC support. These certificates will be able to be ordered through our website.

29. Campaign Worker Recognition
SGT Jonathan Smith
89th Force Support Squadron
Finally, we do not want to forget to thank the dedicated individuals (YOU!) who make the missions these charities provide possible. We have recognition in place for our campaign workers as well.
Keyworker Recognition: Keyworkers will earn a Certificate of Achievement signed by the Deputy Secretary of Defense when you complete the tasks assigned to you. Attending this training is the first step!
Unit Recognition: Your unit can also earn an award. The Impact Award honors and celebrates the collective generosity of the heroes serving in the DoD overseas and recognizes the huge positive impact the millions of dollars pledged through this campaign will have on the lives of those in need around the world. Your CAPO will identify which units will receive this award through their positive impact on the campaign via fundraising, unit participation, or other engagement efforts.
Installation/Area Recognition: The Commander’s Choice Award is an installation-level award selected by the COCOM. We send results directly to the Program Manager for this year’s CFC, which is at your Command HQ. They work with leadership to select a single recipient.
Finally, the CFC Hero Award: (information)

30. CFC Quiz Does the CFC accept cash donations?
The CFC has been around for 57 years. How much money have generous federal employees donated during that time?
CFC Quiz
Who is eligible to donate through the CFC?
What are the ways to make a pledge?
Does the CFC accept cash donations?
Yes! That’s right, the CFC is a federal program that facilitates charitable giving within all federal workplaces. Let’s test your knowledge a little further with this quiz:
Q: The CFC has been around for 57 years. How much money have generous federal employees donated during that time?
A: $8.3 Billion!!
Q: Who is eligible to donate through the CFC?
A: All federal employees, military service members, USPS employees, federal contractors and federal retirees are eligible to give through the CFC.
Q: Does the CFC accept cash donations?
A: No.
Q: What are the ways to make a pledge?
A: Online or paper pledge form
Q: What can federal employees pledge in addition to money?
A: Volunteer hours (to charities that accept them) (Note: retirees are not able to pledge volunteer hours at this time)
What can federal employees pledge in addition to money?

31. Important Guidance DO DO NOT Promote voluntary giving
Encourage donors to
select a cause
Recognize and thank donors
DO NOT
Do not use coercion - it is not tolerated
Do not show favoritism to a particular charity
Do not create lists of non-donors or share a list of donors with management.
I want to leave you with some final thoughts: some general dos and don’ts. [read through them]

32. Questions

33. For more information, be sure to visit cfcoverseas.org
Thank you
For more information, be sure to visit cfcoverseas.org
[facebook.com/cfcoverseas.org]