1. NP-3 Seizing Opportunities in Not-for-Profit Resource Development October 7-10, 2007, Boston, MA Monday October 8 10:30 am – 12:30 p.m. Charles M. Hiatt, Ph.D. Executive Director The Evangelical Lutheran Good Samaritan Foundation

2. Contact Information The Evangelical Lutheran Good Samaritan Foundation Charles M. Hiatt, Ph.D. Executive Director 4800 W 57th Street Sioux Falls, SD 57108 Phone: (605)-362-3895 chiatt@good-sam.com www.good-sam.com

3. GSS MAP 240 Campuses – 24/25 States

4. Learning Objectives 1. Understand the potential that exists for fund-raising in the 21st Century. 2. Develop a checklist of "to do" items in order to launch a fund-raising effort 3. List three new opportunities that a local campus could begin to increase their fund-raising in the next year. 4. Brainstorm strategic partners in the community that could help provide planned giving assistance to the donors connected to a long term care campus. 5. Learn how to calculate return on investment for resource development dollars spent.

5. Source: Giving USA Foundation™ / Giving USA 2006 Individuals $199.07 76.5% Foundations $30.00 11.5% Bequests $17.44 6.7% Corporations $13.77 5.3% 2005 CONTRIBUTIONS: $260.28 BILLION BY SOURCE OF CONTRIBUTION

6. Transfer of Wealth $41,000,000,000,000 1998-2052 Boomers Receive! Boomers Give? Cattle on a Thousand Hills

7. Connectedness 10 1 Mortensen Model

8. The “Olde Fashioned” Way Still Works Memorial Gifts Annual Gifts Capital Gifts Endowment/ Planned Gifts

9. TO DO: A Twelve Step Program 1.Discover top 12 donors 2.Visit face-to-face to say thank you 3.Take a Board member along if possible

10. A Twelve Step Program (con’t) 4.Dream big –create a vision worthy of funding by inviting your department heads and Board members to dream about a preferred future for your campus 5.Create “wish list” ranging from $100 to $50,000 6.Plan two direct mail appeals: –Spring – Mother’s Day or Memorial Day –October to December – an end-of-the-year appeal

11. A Twelve Step Program (con’t) 7.Identify 7-12 donor prospects that you can touch once per month for the next year to cultivate a major gift toward your vision. 8.Make the visiting of these prospects a priority that is both important and urgent 9.Believe these people will delight in helping advance your mission and vision.

12. A Twelve Step Program (con’t) 10.ASK ASK ASK. 11.THANK THANK THANK. 12.Repeat all 12 steps annually.

13. How to Dream Scenario with Department Heads Bad News - Aunt Harriett died Good news - She left $250,000 Per year for 4 years!!! If you had a million over 4 years... Let’s dream

14. Try Some Baby Steps Highly Desired Program $25,000 level may fit better than 250,000 Get Some Donors Started

15. Three Opportunities 1.Converting Dream to Reality 2.Start a $1,000 Club 3. Design a Simply Powerful Campaign

16. 1. Converting Dream to Reality Good News – Aunt Harriett did not die Bad news – no easy $250,000 Get it the old fashioned way Raise it from friends of/on your campus Staff will help because they want their dreams

17. Unlikely Options Two pennies from 12,500,000 people Two pennies doubled for 25 days $1.00 wrist bands to 250,000 people Mrs. I. M. Rich for a single gift

18. Double Two Pennies Day 1 -.02 Day 2 -.04 Day 3 -.08 Day 4 -.16 Day 5 -.32 Day 6 -.64 Day 7 - 1.28 Day 8 - 2.56 Day 17 - $1.311 18 - 2,621 19 - 5,243 20 - 10,486 21 - 20,972 22 - 41,943 23 - 88,886 24 -167,772 25 -335,544

19. More Likely Option Simple Campaign with a Structured Gift Pattern aimed at –Donors of Record (see 12 Step Program) –or Friends Waiting to be Asked

20. 2.Start a $1,000 Club it’s “magic” President’s Circle Friends of... Compassion Circle for Benevolent Care Staff Scholarship Program Gift Options  $1,000 per year for 5 years  5,000 per year for 5 years  15,000 per year for 5 years

21. 3. Design a Simply Powerful Campaign Mission +Vision + Values = Power Seek Help of Board Members A Compelling Case for Support –Why would anyone care - Mission –Why would they give – Vision (not needs) –What are the benefits to residents –Values QR + CA = MG

22. Gift Pattern for $25,000 1@5000 5,000 2@3000 6,000 3@1000 3,000 14,000 56% 10@500 5,000 12@300 3,600 15@100 1,500 20@ 50 1,000 63 25,000 or more

23. Gift Pattern for $250,000 1 @25,000 25,000 3 @15,000 45,000 6 @10,000 60,000 130,000 52% 10@5,000 50,000 12@3,000 36,000 15@1,000 15,000 20@ 500 10,000 50@ 300 15,000 117 gifts totaling 250,000 or more

24. Who You Gonna Call (ask)? That really smart, good looking person you see in the mirror every morning –Ask not before you giveth –Empowering Act Board Members Key Staff Friends Donors Mainstreet –Your Town –Celebrate Economic Impact –Salaries x 7 = ???

25. Planned Giving 101 Wills or Bequests – pleasant positive surprises Somebody Did the Work Charitable Gift Annuity Will Designations Life Insurance Gifts Who Can Help You Do This?

26. Planned Giving Help Community Foundation Some Attorneys Most Financial Planners Board Members via personal or professional experience

27. Cost-to-Raise-a-Dollar Benchmarks in Industry BBB American Institute of Philanthropy What is the magic number for you?

28. Do the Math I = income of 142,000 E = expense of 42,600 E ÷ I = Cost-to-raise-a-dollar of ___ cents Brainstorm 3 strategies to lower this cost Ask this Baptist pastor working for the Lutherans to tell his bar room benchmark!!!

29. Questions and Answers

30. NP-3 Seizing Opportunities in Not-for- Profit Resource Development Pack Your Suitcase 3 __________ X 90 __________ = 50% __________