1. Development in a Box Presented by Beverly Ferry & Amy Rose Seek2015 Pitman Institute for Aging Well 19/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

2. Beverly Ferry CEO, Living Well in Wabash County CoA, Inc. beverlyf@livingwellinwabashcounty.org 260.563.4475 office 260.571.7570 cell 29/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

3. Amy Rose 9/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose3 Executive Director, Foundation Florida Hospital Zephyrhills amy.rose2@ahss.org 813.783.6144 office 765.244.7830 cell

4. Workshop Objectives Learn the importance of development as opposed to event fundraising Leave with a clear set of tasks and techniques to create an annual fund campaign Gain an understanding of best practices of fundraising 49/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

5. What is Development? It is not slick talk or smoke & mirrors. Development is Building Relationships, Listening to the Donor’s Concerns and Interests. It is Mission Based, Long-term, Building Trust. 59/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

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14. Do Your Homework Discovery Study Hybrid of  Prospect Discovery Study  Feasibility Study( usually capital campaigns) Allows you to conduct it internally to reduce costs  Preferably not done by the ED or the CEO  Could be a Board Member Discover what your donors want  Base your case statement from Discovery Study results  Helps set your annual fund goals 149/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

15.  Create Study Calendar*  CEO/ED Letter to participate*  Create Questionnaire*  Schedule Interviews  Major Gift Prospects  Board Members  Influential Community Leaders  Key Staff  Other suggestions by Board, etc. Getting Ready to 159/21/2015 Development in a Box; Presented by Beverly Ferry and Amy Rose Discovery Study Preparations

16. One on One Interviews As a result of Letter and Phone Calls 9/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose16 Conducted at Donor’s Convenience About an Hour Each In an office at your facility

17. Expanding the Discovery Process Focus Groups 9/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose17

18. 189/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose Go Big Online Survey Promote the Survey Newsletter Media News Release Print & Radio Social Media

19. The Discovery Study is the Time to Actively Listen… Not the time to persuade or influence 199/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

20. Results Shed Light on the Prospects  Sort by gift level/where they said they were on the gift chart  Use the total as a guide when setting your annual fund  What did people say about their intention to give to your agency?  Look at how much you have raised in the past  What have people responded to in the past? 209/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

21. 21 Brain Teaser Name This Development Term 9/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

22. Your _____________*  Why you are raising money  Share the need  What that money will do  Share the impact 229/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

23. Recruit People to Help You Make Plans Review Discovery Study Approve donor list Draft brochure and all campaign materials Select memorial opportunities Set the campaign calendar 239/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

24.  Appeal Letter for First Mailing*  Campaign Pieces/Brochure  Donation Envelope 249/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

25. Make Letters Personal with Mail Merge Volunteer Team to Assemble Mailing Non-profit Mail Rate 259/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

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28. Ask for the Big Gifts Early Who said they would give a large amount? Personal visits with top prospects (derived from Study) Get your big gifts early Secure leadership gifts to give the campaign momentum Share your success….Plan a party for big givers Host an Inaugural Major Gift Reception 289/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

29.  Invite people who have given in the past to a reception or home party  Host community-wide small gatherings for donors, board members & community leaders 299/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

30. General Gift Phase Host General Receptions  Senior center participants  Anyone with a vested interest in the annual fund  anyone who hasn’t given yet Send direct mail letters with brochure to entire list 9/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose30

31. Campaign Follow-Up  Train volunteers to make follow-up phone calls and answer questions  Continue the campaign momentum  Thank you event/celebration/reception for donors  Selected follow-up mailings  Thank you letters/tax deductible acknowledgement  Holiday cards year-round tied to impact of their gift 319/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

32. Don’t Let it Happen to You 9/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose32

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42. Questions? 429/21/2015Development in a Box; Presented by Beverly Ferry and Amy Rose

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