1. Larry

2. How to Raise $1 Million Unrestricted: An Update
Larry
Larry Wiese, Ben Satcher,
Andrew Carr, Tony Smercina
August 28, 2018

3. Why 1000 Giving $1000?
Larry. Explain why this goal was set

4. Net Increase of 280 in past 24 months
THE ROAD TO 1000 GIVING $1000+
Larry
Point to the progress that has been made and goals for FY19 and FY20
Introduce Ben
Net Increase of 280 in past 24 months

5. CRIMSON & GOLD SOCIETY
The Early Years ( )
Ben

6. THE EARLY YEARS Branding C&G Launch Early Fundraising Strategies
How to Raise $1 Million Unrestricted
Branding
C&G Launch
Early Fundraising Strategies
Results (2013 – 2016)
Ben. Talk about:
How the brand was established (name, logo, etc.)
How the C&G Society was initially introduced and promoted
How the initial 269 donors at this level were secured in FY13-FY16
Do you know who many C&G Donors there were at the end of FY13, FY14 and FY15?
Introduce Tony. Mention that the goal of 1000 giving $1000+ was established. KA needed assistance with the development of a game plan to get there.
Explain how the sesquicentennial may have influence the growth of C&G

7. C&G FUTURE POTENTIAL GPS Assessment Tony
From Dec 15 through Feb 16, I worked on a Strategy Study to determine if they could reach their goal.

8. PROJECT OBJECTIVES Primary Objective Secondary Objectives
Develop series of recommendations to accelerate the rate of growth of the Crimson & Gold Society
GOAL: donors giving $1000+ annually (unrestricted)
Secondary Objectives
Examine other aspects of the KAOEF development operation
Provide a list of your Top 100 Donor Prospects
Build Revenue Projection Models

9. CONSIDERATIONS
How to Raise $1 Million Unrestricted
Prospect Contact Information
Fundraising Lifecycle Stage
Organizational Culture/Stability
Experienced Staff
Volunteer Commitment
Tony. KA had many intangibles going in its favor:
Their contact data was relatively strong. 76% of the donors have and phone.
KA already had a healthy brand for their leadership giving level
The organization has been stable and growing for a long period of time. Steady leadership.
It had an experienced gift officer in Andrew Carr. Plus both Larry and Ben are willing to focus much of their attention on donor visits.
Board was willing to support an investment in growth in this area.

10. KEY OBSERVATIONS Large base of previous $1000+ donors
933 with Highest Previous Contribution (HPC) of $ $9999
Healthy retention & reactivation rates in Mid-level category
68-74% annual retention (vs % for entire file)
10-13% reactivation rate (vs. ~2% for entire file)
Solid, easy-to-understand brand
Simple, uncomplicated program
Giving level with wide appeal
$1000 annually is within reach of most alumni

11. KEY RECOMMENDATIONS
Adopt one of two outlined scenarios to reach goal by 2019
Annual gifts vs. Three-Year Pledges
Multi-Channel vs. Staff-directed
Invest in tools to support the resources you already have in place
Analytics, Marketing/Promotion, Productivity Tools
Strengthen the case for support and overall Crimson & Gold brand
Monthly promotion
High-end direct mail

12. CHARTING THE COURSE Identify Most Likely C&G Prospects
How to Raise $1 Million Unrestricted
Identify Most Likely C&G Prospects
Develop a Case for Support that is specific to C&G
Adopt a true Multi-Channel Approach (F2F, Mail, , Events/Volunteers)
Continue strong C&G Stewardship
Tony
Identify and stack rank your most likely mid-level donors. 64% Close Rate with Prioritized Upgrade Prospects

13. CASE FOR SUPPORT http://www.kacrimsonandgold.org/0518c. php
How to Raise $1 Million Unrestricted
php

14. DONATION PAGE

15. WEEKLY KPI MEASUREMENT

16. CRIMSON & GOLD SOCIETY PROGRAM EXPANSION (FY17 and FY18)
Tony tosses it back to Ben to highlight Year One (FY17)

17. Year 1: 2016-2017 Results/Key Learning
How to Raise $1 Million Unrestricted
Results/Key Learning
Finished Year 1 with 412 C&G vs. a Goal of 413
Lost one gift officer after nine months
Still secured 115 from gift officers!
359 Individual Donor Asks
33% joined C&G!
85% of prior year C&G renewed
Two mailings to target audience generated 42 new
Event/Volunteers only secured 9
55% of new C&G agreed to Multi-Year
Ben – Highlight Results/Key Learning. Toss to Andrew who will share some thoughts about his two years on the road.

18. OBSERVATIONS FROM THE ROAD
How to Raise $1 Million Unrestricted
Andrew Carr (Past Two Years)
441 Proposals Presented
175 C&G Gifts Secured
40% Close Rate
Andrew shares some personal insights into his field experience

19. Year 2: 2017-2018 Results/Key Learning
How to raise $1 Million Unrestricted
Results/Key Learning
Finished Year 2 with 549 C&G vs. Goal of 615
Added second gift officer seven months into the year
Annual Giving Director provided some assistance
345 Individual Donor Asks
125 C&G Secured (36%)
78% of prior year C&G renewed
Down from 85% in the prior year
Lower direct mail responses (17)
Event/Volunteer production increased to 38
Still much lower than Goal of 75
50% of new C&G agreed to Multi-Year
Down from 55% in the prior year
Andrew will highlight Year Two and then toss to Tony to finish

20. C&G BY DECADE
Tony

21. CHAPTERS WITH 10+ C&G
Tony

22. TOP TEN STATES
Tony
Represents 78% of total membership

23. YEAR 3 & BEYOND
From 549 to 1000

24. LEARNING & EVOLVING Refer to this initiative as a Campaign
Recruit C&G Campaign Committee (45 new C&G)
Subset of the board/Coalition of the Willing
Next Phase will continue to be staff- directed
2.25 Gift Officer FTEs (180 new C&G)
More production from Larry & Ben (60 new C&G/yr)
Get Renewal Rate back up to 85%
Leverage Day of Giving
Secure more Multi-Year Commitments (60%)
Convert more donors to recurring giving via credit card or bank draft

25. THANK YOU!

26. QUESTIONS?