1. www.affinityconnection.com Life or Death…Investing in Your Alumni Mark Luellen, VP Business Development

2. www.affinityconnection.com Begin with the end in mind… Where will your organization be in 5 years? How about in 10 or 25? How will you get there? Who will have the courage to take the lead and organize others to follow? What can be done to sustain the results of their hard work?

3. www.affinityconnection.com What does success look like? A full, engaged volunteer board with clearly outlined roles and responsibilities Leaders who are willing to set goals, reach out to other members and lead projects 30% alumni participation in the annual fund 15-20% alumni participation in annual events Good address information for 90% of your living alumni Email addresses for 75% of your living alumni An active network of alumni who can reach out to other alumni from their decade or in the area where they live A close working relationship with the active chapter A house that can compete with other student housing options Financial reserves

4. www.affinityconnection.com It won’t be easy…here’s what you’re up against What alumni are saying about their houses, their chapters, and their willingness to give back: “It was terrible, just awful! It looked like a crack house.” “The chapter has deteriorated and it isn’t something worth giving money to.” “I would consider giving but would need to know the strategic plans, short-term and long-term goals, and specifications first.” “We’ve done campaigns before and it appears we do the same things over and over. We’re getting cynical because we aren’t getting anywhere.” “I would be interested ONLY if they turn things around.”

5. www.affinityconnection.com Growing and sustaining a Greek organization in the 21st century… Meeting increasingly higher standards for leadership development, scholarship and service Taking more responsibility for risk management and member behavior Adapting to student needs, university expectations and local requirements for housing and property management Selling benefits to potential members and their parents Motivating alumni, your most valuable asset, to engage in the present and the future of the organization

6. www.affinityconnection.com Alumni relations: a marathon, not a sprint… Success=SUSTAINABLE RESULTS Delivering value to your alumni members must be an ongoing process, not a short-term project Annual fund must acquire, retain and grow donors to progress naturally into major fundraising (kerosene vs. building a fire) Building a member-to-member network builds a strong chain for obtaining feedback and advancing goals, ideas and projects An intrinsically stronger organization is positioned for long-term health

7. www.affinityconnection.com Focusing on meeting member needs has a lasting return… Facilitating member-to-member relationships and providing opportunities for alumni experiences—Homecoming, reunions, content- sharing Managing relationships to engage alumni as donors, volunteers and active participants in events, communications, and projects As the heart and constant of the organization, members drive growth from the inside out

8. www.affinityconnection.com Adhering to a marketing communications plan… Segmented and personalized appeals—targeted messages based on individual giving history (never- given, new donor, repeat donor, lapsed donor, reclaimed donor) Regular print and electronic communications with effective content: –Your accomplishments, vision, needs, operational efficiency –Recognize donor and volunteer contributions –Use effective headlines, short articles, pull quotes, photos and subheads to impact the reader –Convey urgency and enthusiasm A Web site that drives member participation

9. www.affinityconnection.com Key Web elements… Donation capabilities Member address and biographical updates Searchable member directory Event registrations User-generated content

10. www.affinityconnection.com The volunteer as hero… Understanding opportunity costs—managing the details of database maintenance, gift processing, project management, print production Embracing best practices for marketing and fundraising Focus on your value-add: –A spokesperson for the vision –Person-to-person outreach, building relationships, and establishing a solid network of alumni leadership and member support –Providing guidance, support and education to chapter Utilize tools to manage your volunteers and their efforts www.volunteersupportcenter.com

11. www.affinityconnection.com Online Volunteer Management -Prospects and their contact info -Contact log -Tickler file -Resource section -Message board

12. www.affinityconnection.com Does this describe your organization? Volunteers burned out from trying to handle so many details Board members fed up from dealing with problems Alumni database old and out-of-date and getting worse Weak relationship with the active chapter House in disrepair or not up to current standards Alumni with negative attitudes and unwilling to get involved or provide financial support You CAN turn it around, but IT WON’T BE EASY!

13. www.affinityconnection.com About Affinity Connection Role of personal trainer, consultant and coach for adherence, deadline management and results tracking Team model provides specialist attention and insight to key areas (chapter consultation, lead gift and solicitation consulting and training, marketing, etc.) Resources for board and volunteer recruitment, plus volunteer training and management tools, like online call- management system for volunteers Infrastructure for database management, gift processing, web technology, print and mail production to alleviate volunteer burn-out Consumer marketing approach motivates members to form a bond with the organization

14. www.affinityconnection.com Start-up Package #1 Database and Web site Services 6 months of database services free ($720 value) –Months 1-6: $250/month –Months 7-24: $370/month –Includes no-charge financing of: –$2,500 Web site set-up –$500 database set-up –24 months of Web site maintenance at $125/month –18 months database services at $120/month

15. www.affinityconnection.com Start-up Package #2 Database and Appeal Letters Financing Package Months 1-6: $250/month Months 7-24: $575/month Includes: –No charge financing of $500 database set-up fee and monthly database services fee at $120/month –No charge financing of two annual giving appeal letters at $1,500/piece