1. Integrated Fund Development Integrated Fund Development : Strategies and Tactics for Sustainability in an Era of Intensifying Competition

2. Agenda A Changing Environment Building A Foundation of Sustainable Support Required Support Structures Case Studies Wrap-Up & Questions

3. A Changing Environment Too Many Organizations Competing for the Same Dollars Continued Reduction in Traditional Sources of Funding (ie: government monies) Lack of Revenue Generation Expertise Increasing Need to Provide Service Competition for the same dollars within an organization

4. Building a Foundation of Support Audit of Current Revenue Generation Program Identify Improvement Areas Buy-In From the Leadership Short & Long-Term Goals System to Monitor Progress Gradually Reduce Reliance on More Vulnerable Sources of Funding

5. Building a Foundation of Support Mix of Funding Important to Ensure Funds in Place While Long-Term Support is Developed Core of Plan to Include Long-Term Relationships Future Major and Planned Gifts to (one day) replace more vulnerable funding sources Data System in Place To Support Development

6. Establishing Support Structures Full Volunteer Participation – Board to lead or separate leadership council? Availability – Is this a #1 priority? Data Systems – Are the data systems in place to support relationship building? Analysis of Data is a Driver to Identify High Potential Focus Areas Revenue Agreements – are revenue sharing agreements needed?

7. Case Studies – Canadian Red Cross Society Impending Loss of Government Support Inefficient Fundraising Programs – including 55 separate direct mail-outs in Ontario alone Separate Data Systems Little or No Effort to Build Long term Relationships with Current Supporter Base Revenue Generation Programs Siloed at each Separate Location

8. Case Studies – Canadian Red Cross Society Built Case to Integrate 55 Direct Mail-Out Programs into One Single Integrated Direct Response Program Realized increased sophistication, economies of scale, other direct response techniques such as data analysis Allowed 55 Program Administrators to Become Relationship Builders

9. Case Studies – Canadian Red Cross Society Single More Sophisticated Program Feeder for Separate Relationship Building Programs Working together – one program; new integrated structure Implementation of Data System that supported a Fully Integrated System

10. Case Study – Local Toronto Based Agency Anticipated Reduction in Traditional Sources of Funding At the Same time, Increase in Service Needs (waiting lists for the first time) Applied For and Received 2-year Trillium Start-Up Support

11. Case Study – Local Toronto Based Agency Started DM program to Begin to Build Base of Support Branded and Established Monthly Giving Option Created Major and Planned Giving Options/Products

12. Case Study – Local Toronto Based Agency Changed Focus of Board Volunteer Board Training Identified Relationship Opportunities Relationship Managers 100% Funding Participation from all Staff and Volunteers

13. Case Study - Local Women’s Shelter Continue to Build Base of Committed Supporters Score ‘high potential’ Supporters Simple Activities including: hand notes on out going fundraising letters, invites to parties, grand openings Have committed to 7-8 moves per scored prospect in a 24 month period

14. Wrap-Up What are changes you can make right away to get the process started? All Organizations Seeking Revenue from the public should have a Relationship Program in Place Create a Menu of Major and Planned gift opportunities – make it easy for donors The Data System Needs to Support Long- term Relationship Development

15. Wrap-Up All Revenue Generation Activities Must be Integrated Put a Simple Monitoring/Follow-up System in Place to Keep it Moving Make move opportunities easy for your relationship builders

16. Wrap-Up – Cont’d Relationship Building will lead to Major and Planned Gifts Major and Planned gifts provide the Long- Term Sustainable Security an Organization Needs