2. WHY INDIVIDUAL GIVING?

3. 2009 Contributions: $303.75 Billion by Source of Contributions (all figures are rounded) Source: Giving USA Foundation/ Giving USA 2010

5. COST OF FUNDRAISING

6. According to Fund-Raising: Evaluating and Managing the Fund Development Process (1999)

7. SOLICITATION STAIRCASE Face to Face Phone Handwritten Letter Typed Letter E-Mail Mass-produced Letter Video Newsletter News Item Advertisement $ Small Group E-Mail

8. WHAT MATTERS TO DONORS

9. 20% said performance mattered the most, 15% said image mattered the most, 65% said Exposure, Interaction, Face Time mattered the most

10. RELATIONSHIPS % I can no longer afford to donate54 I feel other causes are more deserving36.2 Death/Relocation16.0 No Memory of ever supporting18.4 Did not acknowledge my support13.2 Did not inform me how my money was used 8.1 Survey of 4000 lapsed donors in USA 2000/2001

11. No longer needed my support5.6 Quality of support by X was poor5.1 Was asked for inappropriate sum4.3 Communication by X was inappropriate3.8 Did not take account of my wishes2.6 Staff were not helpful2.1 continued…

12. WHY PEOPLE GIVE Research covering the last 20 years suggests the number one reason to give cited by donors who give: I believe in your mission Source: Chronicle of Philanthropy

13. OTHER REASONS PEOPLE GIVE Care about their community Fiscal stability of the organization Trust and like the Leadership Respect for and/or experience with organization Engaged with the organizations work Asked in the right way by the right person

14. PHILOSOPHY

15. Old to New Giving not Asking Donor Old to Investor Outsider to Insider

16. BIG GIFTS

17. $5 million Kimmel Center for the Performing Arts in Philadelphia Sidney Kimmel. $1 million to Old Dartmouth Historical Society from Anonymous $2.5 million to help build a new full-service YMCA at Fort Mill's Baxter Village subdivision in North Carolina Anonymous

18. $15 million to Mercy Foundation from Alex G. Spanos $1 million to Maddies Fund from David and Cheryl Duffield $4.75 million to CARE and Save $1 million to University of Kentucky from an employee, Richard Barbella. continued…

19. $1.7 million to the University of Georgia's College of Education Eileen Russell, a former professor at the school. $6.2 million to the CDC Foundation from Zell Kravinsky. $5.1 million gift in trust to East Carolina University Charles and Hazel Freeze. continued…

20. $3 million to High Point University from La-Z-Boy Chairman Patrick Norton. the Children Bill and Melinda Gates continued…

21. THE DONOR PYRAMID Planned Gifts Capital Gifts S pecial Gifts Renewed Donor Newly Acquired Donor The Universe Amount of Gift Personal Contact & Involvement

22. FUTURE GIFTS 79% of bequest donors have some affiliation with the charitable beneficiary. Membership and being a past recipient of charitys service are the most frequently cited types of affiliation (31% and 24% respectively). The average length of affiliation with the charitable beneficiary is 23 years. Source: National Council on Planned Giving

23. WHAT YOU CAN EXPECT!

24. FEEDBACK FROM PILOTS SITES

25. It Just Takes One is already showing the potential to be one of best things to happen in terms of moving us toward a best practices annual campaign, energizing our board leadership, thinking long term and following advice of BGCA & outside gurus to do what we know we should have been doing for a long time anyway, especially in driving home "the most effective and efficient fundraising is one volunteer face to face with a peer!" Club CPO

26. QUESTIONS