1. RP Chair Centralized Training Region II CRC August 28, 2010

2. First steps ASHRAE Funds The Nuts & Bolts RP Chair Responsibilities RP Chapter Chair Training Researching Today, to Change Tomorrow What is RP? RP

3. RP Campaign History

4. 2010-11 RP Campaign Goal $2,100,000

5. Resources available after Training  www.ashraerp.org www.ashraerp.org  Handbook Chapter  Electronic Training  Sept. 16 th, 23 rd & 30 th  Excel Training  “Lunch & Learns” throughout the year  RVCs, RP ExCom & Staff

7. Two things in one…  “RP” is both  RESEARCH Promotion  RESOURCE Promotion

8. Resource Promotion  Research  Eduation (ALI)  Unrestricted/General Fund  ASHRAE Foundation

9. Education & Unrestricted Funds  Education  ALI – ASHRAE Learning Institute  Development of new Courses and Training Materials  Unrestricted  The ASHRAE General Fund  Supports all different projects and can be used by all departments  Helps supplement Dues, Ad sales and Bookstore sales

10. ASHRAE Foundation  General  Typically supports ALI  Endowed Research Funds  Generates a 5% annual return  Great for memorials, honor gifts, chapter donations  No more then 50% of Chapter donations

11. The Big One …

12. Research  $1.9+million annually  Research Projects  Grant-in-Aid Projects (students)  80+ Projects  Every Region has Research!  13 out of the 14 Regions get a minimum of $2 “back” in research compared to what’s raised

13. ASHRAE Research Canada  A separate Canadian corporation  Allows Canadian companies to receive tax credit for their investments  All the money raised or given by Canadians comes back to be spent in Canada

14. For the Chapter’s Use  Regional Displays  Better yet – Chapter display  Topic Specific Displays  Projects matching your speaker’s topic?  Brochures  Handbook sample

15. Selling to Donors:  Earmarking  $1,000 minimum  Current or Upcoming Projects Great way to get Donor buy-in  Research impacts all aspects of our lives  ASHRAE Consumer Center  Regional and/or School Support

16. and how ASHRAE handles it The US Dollar vs Canadian Dollar

17. Canadian Currency & RP Donations  Canadian Checks are fine and credited for the amount written  Credit Cards sent to Headquarters are automatically corrected for the intended amount  Online Charges are the issue!  Please use a currency convertor and give the US equivalent of your Gift

18. 2010-11 Canadian Rate  Set and approved by Board in April  Current rate is $1.14 (CAD$ x.8773)  $1 cad =. 87 usd  $ 100 cad = $ 87.73 usd  $150 cad = $131.59 usd

19. The How’s, Why’s and What’s of RP The Nuts & Bolts

21. Who, What & Why  Chapter activities  PAOE Reminders  RVC activities  Staff activities And how it all ties in together

22. ASHRAE Specific Terms  Members  Individual Donors  3,268 donors  NonMembers  Company donors  Chapter donors  Golden & Platinum Circle Donors  2,354 donors

23. Fundraising Terms  LYBUNTS  Last Year donors who haven’t given yet this year  SYBUNTS  Previous donors who haven’t given yet this year and didn’t give last year  Non Donor  Member who hasn’t given in 5+ yrs

24. LYBUNTS  Gave during the “last” campaign but haven’t given yet this year  “Low Hanging Fruit”  Know Research  Support ASHRAE  Involved  Majority of Donors  Easiest donation to get ….. and yet ……

25. On June 30 th, 2010 … 7pm …  1,800 LYBUNTS $388,000 2009-10 Campaign: $2,075,000 raised from 7,000 donors ($45,000 & 500+ than last year!)

26. Why do LYBUNTS exist?  The reality of life  50%-75% of donors renew  We do have duplicates in the system  The single biggest reason ….

27.  No one asks for their support

28. “Thank you so much for your support last year and I hope that the Metro Chapter can count on you again this year!”

29. Don’t worry about it  They’re not going to ask a question you can’t answer  Why should I give?  What’s in it for me?  How much do you want?  Where should I send the check?  Even if they do …  “You know, let me check on that and I’ll call you back”

30. ASHRAE Resources for LYBUNTS  10 Yr History Report  How much they gave in the past  Max amount in 2-3 yrs  Why they gave  Specifi c areas of interest  Special events?  Ad sales?  Show sponsor?

31. SYBUNTS  Gave in previous campaigns but haven’t given yet this year  “Middle Fruit”  Know Research  Supported ASHRAE in the past  Involved or were involved  Associated with a big mystery ….

32. Why did they stop giving?

33. Lots of possible suspects  Stopped being involved in the Chapter  INVITE them back!  Reach out and make the personal connection  Upset  Never underestimate the power of emotions  Find out what and/or Contact your RVC or Staff  Out of the industry  Thank and let Staff know

34. The biggest & most likely culprit …  No one asked  ASK  Thank  Re-educate about Research  Ask  Specific amount at least Honor Roll!

35. Non-Donors  Haven’t given in at least 5 yrs  High Fruit  Lots of work but potentially big pay-offs  May not be active Chapter members  May be younger or older & feel they have less resources

36. Non-Donor First Steps  Find the disconnect & work to solve it  Not involved with the chapter?  Not informed about ASHRAE Research?  Or would other funds interest them more?  Just never been asked?  ASK for their support  Specific amount at least Honor Roll!  Specific instructions  Follow up

37. How to find donors  10 yr History Report  Real Time Reporting  www.ashraerp.com www.ashraerp.com  AHR Expo List  Who is at the January Show from your area?  Your Member List & Community  Local employers, companies, suppliers  Who do you do business with?

38. Paper Chase with Meaning Summary FormFull Circle Worksheet  How you send in the $$$  Like a deposit form at the bank  Contributor Numbers  Full address if no #  Contact name!  Phone number!  Two types – use what is easier for you  OR create your own!  Deadline: 11/15/2010  MUST send in the form  All the Chapter Officers  Minimum of $100  Great first meeting activity  Travel vouchers? “ I’m not asking you to support something I don’t support”

39. RP & PAOE  “You can’t spend Points at the Piggly Wiggly”  Make your Goal, do the activities that support Goal & the points will happen  Put in by Staff, tracked on the Spreadsheet  Let us know of Chapter activities!

40. So … how much do I raise?  Goal  Not based solely on what you did last year!  High 5  H5  High 5 Award  Challenge

41. All Important Goal Dates  December 30 th  30% of Goal met  June 15 th  100% of Goal met  June 30 th  ULTIMATE DEADLINE – if it’s not in Headquarters, it doesn’t count

42. Donor Recognition  “Honor Roll” level  HVAC&R Coin  ‘Years of Giving’ Coins  October Journal Listing  AHR Expo Listing  Chapter & Regional Display Listing  Beyond “Stuff”  Saying Thank You

43. Monthly Spreadsheet & Reports  “Real Time” Donor Report  www.ashraerp.com www.ashraerp.com  www.ashrae.org/rp www.ashrae.org/rp  Same user name/password as your Members’ only access log-in  Spreadsheet emailed Monthly  Compares LYTD with YTD  Goals, High 5 & Challenge

44. RVC & Staff responsibilities too! Chapter Chair Responsibilities

45. RVCResponsibilities  To support, encourage & help you reach Goal  Monthly Contact  Thanking donors by 12/15  Top 20 Regional Donors  Coordinating Solicitations by 5/15  Top 20 Regional Donors  Advice  To support and help the Region reach Goal

46. Your Responsibility  To Make or Exceed Goal

47. Your Responsibilities  Make or Exceed Goal  or at least do better than the year before  Ensure that Research is an active part of your Chapter’s activities  Thank donors  Last year & current year  Solicit all types of donors  Companies & Members  Use resources wisely

48. Staff’s Favorite Words “Don’t worry, Patricia - I know this is a major donor and I know how important this is for the Chapter. I’ve been in contact with them, have a Plan B if I don’t hear from them by such&such date. I’ll take care of it.”

49. Staff’s Least Favorite Words

50. The Good, the bad and the Seriously? * Names have been deleted to protect the guilty Chapter Websites*

51. The Seriously? Where to begin ….

53. The Bad What’s good? What’s bad?

54. The Good

56. Good Website  Listed current donors  Listed last year’s donors  THANK YOU!  Where the campaign is this year  Links to donate, find info and events

57. Everyone has one, let’s take advantage Chapter Newsletters

58.  Should compliment the websites  Reference what’s going on  Thank You  Please join us  What Research is  Area interest  General interest

59. or.. What do I do now? The First Steps Or maybe more like …. I’m new and I’m already lost, confused and overwhelmed!

61. Step #1  Attend the Centralized Training  Get Training Manual and Chapter CD.  Meet your RVC and Staff & get Goal  Ask all the questions you need to make sure you know the 3 ‘biggies’ –  What, Where and Who

62. The 3 ‘biggies’  What is RP & what am I doing??  And why didn’t I volunteer to be historian instead???  Where to start once you leave training  Who to contact if you don’t know the What and the Where

64. Step #2  When you get back - pull out the calendar and put it some place where you can see it  Don’t lose it!  If you do lose it, print it out again from your CD  Fill out your Action Plan based on the Timeline AND your personal timeline  Reference that if you’re unsure what you should be doing  or call your RVC or Staff

65. Step #3  Sharing ….

66. Share …  Goal with your Board & Chapter Officers for their buy-in and commitment!  Full Circle Time  Goal and RP Calendar with your Chapter!  Special Events  Donor Recognition  Full Circle Completed  RP Night  This is where your Newsletter & Chapter website helps!

67. HALF WAY DONE AND YOU STILL HAVEN’T HAD TO MAKE ANY SCARY CALLS OR ASK (MUCH) FOR MONEY!

69. Step #4  Run the 10 Yr History Report  Sort it  Last year’s donors on top, highest first  Adjust the view  Adjust the font  Adjust the column width  Take a deep breath & complain this is going to take too long (it won’t – I promise)

70. Just do it  Pick up the phone & call the first person who is:  A donor from last year  Someone you know (past RP Chair maybe?)  A medium size donor  Do you want your first call to be asking for $10,000?  THANK them for giving in the past “ Thank you so much for your support last year !” and …

72. You’ve just made your first donor solicitation!! Only 50+ more to go!

73. Step #5  Keep making calls, contacts, solicitations  People should KNOW what you’re going to say to them by January and throw money at you JUST to make you go away  Run your Real Time Reports Monthly  Have people given like they said?  Have they given what you expected?  Follow up as needed  USE the donor call sheets & lists sent to you by Staff

74. Lists from Staff  Not just for OUR benefit but YOURS!  Expo Companies  Matching Gift Lists  Trane  Johnson Controls  Upsell Donors  Donors who are close to Honor Roll Level  ‘Decreased’ Donors

75. The Big One

76. Missing it can undo all previous steps (except #1 since we can’t go back in time)

77. Step #6

78. 2009-10 RP Campaign A new all time HIGH was missed by $6,134

79. July 1 st – 2 nd, 2010 Late 2009-10 Money Received: $8,775

80. 6 Easy Steps to making Goal 1. Attend & Learn 2. Plan 3. Share 4. Ask 5. Use 6. Send it in

81. And the 7 th … bonus step that makes it all much better

82. Smile... It’s going to be FUN