1. Pyramids & Pipelines Building Annual Giving Programs that Last

2. A) Grab Tab – Click double-arrows to open/close Control Panel. Click square to toggle Viewer Window between full screen/window mode. Click mic icon to mute/unmute your audio B) Audio Pane – Select audio format. Click Audio Setup to verify Speakers & Microphone. C) Questions Pane – Attendees can submit questions and review answers. D) Type your question and click Send to submit it to the organizer. A  B  C  D 

3. Pyramids & Pipelines Building Annual Giving Programs that Last

4. Riding “The Wave” Transformation of Jewish Camp fundraising in just 8 years Over $60 million raised in Grinspoon Matching Programs in 5 years Legacy program pledges to date estimated at over $30 million What’s next?

5. What are Annual Giving Campaigns?

6. Agenda The value of Annual Campaigns Tamarack Camps’ 5 year results Getting Started Goal Setting Action Plan Examples from Tamarack Learning from results Resources and Questions

7. Increase outreach Boost dollars Open Door Pipeline Engage leadership Pre-campaign foundation builder Post-campaign momentum extender Culture of Philanthropy The Value of Annual Giving Campaigns

8. Tamarack Camps Deena Lockman Director of Development Lauren Katz Assistant Director of Development

9. Tamarack Camps: 106 years old ( Oldest Jewish Overnight Camp) Camp Maas in Ortonville, Michigan 1,000 campers per summer: ages 7-14 Agree Outpost Camp in Wawa, Ontario Camp Kennedy in the upper peninsula of Michigan Teen Travel trips out west and to Alaska

10. “Send a Kid to Tamarack” Annual Campaign Mission: “ensure that no child is denied a Jewish camp experience” Board gifts first Spring direct mail appeal Matching gifts to motivate 2 nd Annual Patron Event Introduced the Grinspoon $3600 match Segmented and personalized mailings

11. “Send a Kid to Tamarack” Annual Campaign Program Results Year to date results

12. Getting Started Case for Support Goal Setting Action Plan

15. Goal Setting More than just $$

16. Setting Realistic Goals Camp Budget (need) Past annual giving performance Other non $ goals S.M.A.R.T. Goals Specific, Measureable, Attainable, Relevant, Time-Bound

17. Example Annual Gifts Pyramid 1 4 12 25 40 10 Many Gifts Gift Size $10,000 $3,600 $1,000 $360 $180 $100 $0-99 Number of GiftsTotal Raised $10,000 $14,400 $12,000 $9,000 $7,200 $1,000 $6,400 Total Goal = $50,000 X=

18. Tamarack Camps “Send a Kid to Tamarack” Pyramid 2008-09 2007-08 1$25,000 1 2$10,000 0 4 $5,000-$9,999 2 34 $1,001-$4,999 31 19$ 1,000 16 46 $ 500-$999 29 127 $ 100-$499 112 225 under $100 165

19. Action Plan Who are you asking? Who is doing the asking? For how much? When will they be asked? How will they be asked? How will they be Thanked? How did we do?

20. Action Plan

21. Who are you asking? Sample Segments Alumni: By age group or Bunk Parents Past Parents Donors – by giving levels SYBUNT/LYBUNT Gender Families Past Staff Vendors Neighbors Board members Synagogues

22. Personal Asks Personal phone calls Phone-a-thons Direct mail Email Website E-newsletters Facebook Camp Application How are you asking? Channels

23. Tamarack Camp Example Segments, Channels, Schedule Constituents group Channel (Methods of Communication) April Special Event May Direct Mail June E-newsletter Attended event and Paid Invite, gift acknowledgement, annual appeal E-mail Thank you, receipt from event Thank you and NO Annual Appeal letter Email for on-line giving Attended event and not paid yet Invite, invoice, annual appeal, E- mail Thank you for hosting at event Thank you, Invoice, NO Annual Appeal letter Email Donated but did not attend Invite, gift acknowledgement, annual appeal, e- mail Thank you and receipt Thank you, NO annual appeal letter Email Invited to event but did not attend or donate Invite, annual appeal, email Missed you, annual appeal letter Email Everyone else not invited to event Annual Appeal, email, some with personal notes Annual Appeal letter Email

24. Who’s asking? Involving Board members and Volunteers

25. How will they be Thanked? Tamarack Stewardship “Not every contact is an ask” Board and staff thank you phone calls Program reports to donors Gifts Visits to Camp

26. Community-wide Stewardship Bringing adults to camp

28. ART / Science

29. Personal Asks Relationships Emotions / Stories Who knows who (friendships) Alumni giving circles Personal touch Meaningful thanks ROI Data Base Management Segmentation LYBUNTS and SYBUNTS Analyzing results On-line giving Click through results

30. “Do what you can, with what you have, where you are.” Theodore Roosevelt 26th President of US (1858 - 1919)

31. Questions?