1. Clay Ballantine Chief Advancement Officer Hampshire College

2. Who is here today? 2

3. How are higher education and camp fundraising similar? 3

4.  SMART ◦ Specific ◦ Measurable ◦ Achievable ◦ Realistic ◦ Time-Based SMART 4

5. Goal 1______________ Goal 2______________ Goal 3______________ Volunteers _____________ Grants _____________ Remixed from Idealware’s Nonprofit Social Media Decision Guide (www.idealware.org) Other _____________ Events ______________ Online donations _____________ Personal Solicitations _____________ Direct Mailings _____________ Email Solicitations _____________ Board of Trustees ________________ Corporate Giving _____________ 5

6.  With a partner share an example of a recent “major” donation to your camp.  Answer the following three questions: ◦ Who engaged the donor? ◦ How was the donor engaged? ◦ What results occurred? 6

7.  Head of camp  Board member  Another camp alum  Counselor  Parent  Coach  Etc. 7

8.  Invited to coffee  Invited back to camp  Received phone call  Event invitation 8

9.  Recruited new camper  Volunteered  Joined the board  Gave money! 9

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12.  The mission of the Office of Institutional Advancement is to build and sustain positive relationships across multiple constituencies and to engage robust philanthropic support from many different sources in order to fully realize the academic mission and potential of Hampshire College. 12

13.  Good Data  Gift Pyramid  Challenge Gifts  Engagement  Communications  Volunteers 13 by Clay Ballantine, Hampshire College

14.  Segment  Personalize  Prospect Research  Database Screening 14

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16. Collect Clean Data By Kevin Martone $ Centralize 16

17. 17 Put Your Data to Work By Kevin Martone Centralize $ $

18.  Good Data  Gift Pyramid  Challenge Gifts  Engagement  Communications  Volunteers 18 by Clay Ballantine, Hampshire College

19. 19 Gift Pyramid- $4 Million Goal 19 by Clay Ballantine, Hampshire College

20.  Good Data  Gift Pyramid  Challenge Gifts  Engagement  Communications  Volunteers 20 by Clay Ballantine, Hampshire College

21. 21  Alumni  Parents  Board of Trustees  Graduating Students  Grandparents 21 by Clay Ballantine, Hampshire College

22.  Good Data  Gift Pyramid  Challenge Gifts  Engagement  Communications  Volunteers 22 by Clay Ballantine, Hampshire College

23.  What are your best ideas? 23

24.  Events are a great tool for engaging donors!  Get alumni and parents to camp!  Intimate gatherings with camp director or board members.  Get out to them. 24

25. 25 Regional Gatherings New York, NY; 10/27/2009 Amherst, MA; 10/28/2009 Washington, DC; 11/9/2009 Miami, FL 12/3/2009

26.  Good Data  Gift Pyramid  Challenge Gifts  Engagement  Communications  Volunteers 26 by Clay Ballantine, Hampshire College

27. Communicate by Kevin Martone Constituents 27

28. 28 ◦ Newsletters and Magazines ◦ E-newsletters ◦ Facebook ◦ Twitter 28 by Clay Ballantine, Hampshire College Book note: Three alums from Hampshire simultaneously on NYTimes bestseller lists - Jon Krakauer, Jeff Sharlet, Ken Burns11:49 AM Oct 8th from TwitterBerry11:49 AM Oct 8thTwitterBerry

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30.  Blogging 30

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33.  Videos- Vimeo.com; Youtube.com 33

34. Letters & Notecards to beneficiaries 34

35. Dear Donor: I would like to take this opportunity to thank you for contributing to the Hampshire Fund. I am incredibly grateful for the opportunity to attend Hampshire College and, without financial aid made possible by donors such as yourself, it would not be possible for me and many of my fellow students to attend. I grew up just outside of Boston, the daughter of an Episcopal minister and a graphic designer. I see myself as being very influenced by my mother’s artistic eye and creative sprit and my father’s concern for others. The desire to honor these interests in an integrated fashion, which would most likely have fallen into different departments at a traditional institution, was one of the major factors that led me to Hampshire. I fell in love with this college and there is no doubt in my mind that it has been the perfect place for me to explore my interests. In my Division III, which I will begin in the fall, I hope to critically evaluate the medical model of psychology and the human cost of emphasizing efficiency in the field of psychology. I am interested in how to create and facilitate safe expressive spaces for others in a therapeutic setting and beyond. I have worked as a Residential Life intern for two years, learning and working to build and strengthen the Hampshire College community, to reach out, and to be a resource for my fellow students. Before my experience working with Residential Life, I considered myself shy, but I have made connections with people all over campus and I really feel like I’ve found my voice in this vibrant community. Thank you again for your generous contribution to the Hampshire Fund and for what you have made possible for me personally. I hope to see you in the fall at the inaugural scholarship luncheon. Sincerely, A Grateful Student 35

36.  Good Data  Gift Pyramid  Challenge Gifts  Engagement  Communications  Volunteers 36 by Clay Ballantine, Hampshire College

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38. 38  Rule of Thirds ◦ 1/3 will work successfully on their own ◦ 1/3 will work if reminded ◦ 1/3 won’t get it done

39. 39 Alumni giving rate (5 percent). This reflects the average percentage of living alumni with bachelor's degrees who gave to their school during 2006-07 and 2007-08, which is an indirect measure of student satisfaction. Foundation Giving Future Major Gifts and Planned Giving Donors 39

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41.  Do no harm  More is not always better  Don’t reinvent the wheel  What makes your camp unique? Sometimes it’s just more… 41

42. Goal 1______________ Goal 2______________ Goal 3______________ Volunteers _____________ Grants _____________ Remixed from Idealware’s Nonprofit Social Media Decision Guide (www.idealware.org) Other _____________ Events ______________ Online donations _____________ Personal Solicitations _____________ Direct Mailings _____________ Email Solicitations _____________ Board of Trustees ________________ Corporate Giving _____________ 42

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44. What is the one idea you can take back and implement right away? 44

45. THANK YOU 45