1. Department of Endowments “A Rising Tide Raises All Ships” Presentation to Support Report to Convention Rev. Jacqueline Reeves, NST Rosemary Calderalo, Ph.D. NSAC Convention 2009 NSAC Convention 2009

2. Remembering What We Know  Fundraising begins with the word “fun!”  Natural Law requires working with what we know, and..  …working methodically using information related to financial development and fundraising  Principle #6 – The Golden Rule

3. Useful Laws in Fundraising  Law of Conservation of Energy  Law of Attraction

4. Sources of Overall Giving  Individuals: 75%  Foundations: 12%  Corporations: 5%  Bequests: 8% (Source: Giving USA 2008, published by American Association of Fundraising Counsel.) (Source: Giving USA 2008, published by American Association of Fundraising Counsel.)Giving USA 2008Giving USA 2008

5. The 5 Most Popular Causes Americans Give To  Religious/Faith-Based ($106.9 Billion)  Education ($40.9 Billion)  Human Services ($25.9 Billion)  Public-society benefit ($23.9 Billion)  Health ($21.6 Billion)  Health ($21.6 Billion) (Source: Giving USA 2008, published by American Association of Fundraising Counsel.) Giving USA 2008Giving USA 2008

6. Top 5 Reasons Why People Give  Because they are asked, or presented a giving opportunity  Compassion for those in need  Personally believe in the cause  Affected by the cause  To give back to their community The above is based on an analysis of research in the field of philanthropy -- including Indiana University's Center on Philanthropy, Independent Sector, University of Pittsburgh, and others. The above is based on an analysis of research in the field of philanthropy -- including Indiana University's Center on Philanthropy, Independent Sector, University of Pittsburgh, and others. Indiana University's Center on PhilanthropyIndependent Sector University of PittsburghIndiana University's Center on PhilanthropyIndependent Sector University of Pittsburgh

7. The First Law of Fundraising If you don’t ask, you don’t get.

8. Second Law of Fundraising Fundraising is a team sport. Fundraising is a team sport.

9. Maslow’s Hierarchy of Needs

10. The Fundraising Pyramid Repeat donor First time donor Universe of prospects Major Gift Capital Campaign Planned Gift

11. What gets in our way? Fears  We wrestle with the thought that there isn’t enough to go around.  We’re afraid if someone gives to national, he or she won’t give locally.  We’re afraid to ask; it feels rude.

12. What gets in our way? Judgments  We think people should give without being asked.  We think people don’t need recognition for giving.  We forget that there are diversity issues within fundraising – and so we forget that “menus of opportunities” are important.

13. Translation for Church Environment It’s all about relationships  Membership Creates the foundation of the pyramid for our ability to survive and thrive.

14. Relationships are About Survival Research shows that between 10-20% of contributors account for 80-90% of an organization’s gifts.

15. Assessment Membership: How do new attendees experience your church?

16. Action  Importance of ongoing assessment of experience, impressions, current plans  Speaking of plans…  It’s not just about events.

17. Stewardship at the Center  The first gift may come without cultivation  The second gifts and beyond will depend upon how we steward the gift and the giver  Accountability & transparency  Ongoing relationship  Impact of gifts  Recognition opportunities

18. Best Practices - Planning Guidelines  Fundraising policies outline ethical and sound fundraising practices for the organization. Churches take their lead from NSAC policies.  Policies demonstrate the values of the organization and outline what type of activities may not be appropriate.  Church annual development plan is developed in conjunction with the local Board’s approved budget and with goals set for diverse revenue sources; NSAC annual plan is utilized as a tool.

19. Best Practices, cont.  There is organizational-wide awareness of and participation in fundraising and development activities.  All donors are treated with respect and with the degree of confidentiality they desire; data collection & recordkeeping.  Donors are provided with information; regular and diverse forms of communication exist, including formal recognition and acknowledgement.

20. TNS – July/August 2009 From the editorial by Laura Lee Perkins “…we must provide the space for the gifts to enter.” Offers a check-list for success

21. Tools We Already Have  Funding our Future brochure  NSAC resources  Experience with churches  Leveraging our relationships with each other and the NSAC network  National convention  Website to build upon

22. Taking the First Step Vision: Do you have an “elevator speech?”

23. Road Map to Successful Fundraising 1. Develop your “elevator speech” - clarifies values, ensures clear communication, what’s your vision & mission & need? 2. Annual report assessment: comparative data 3. Opportunities for reassessment: what’s been done – spot where there’s chance for growth 4. Analysis & decisions: Where to next? What are the needs, what are the goals?

24. Road Map, cont. 5. Development of a written plan: short & long- term. If we don’t track and measure, it tends not to get done. 6. Engage in at least minimum evaluation to keep on track: mid-year and year-end. 7. Understand these processes take time and depending on where an organization starts the process, may need 3-5 years to take root and flourish.

25. And why do you need a “Road Map?” A vision without a plan is just a hallucination.

26. Summing Up  There is no fountain of easy money to turn on.  There are methods that work – we have to engage in the process.  It’s a challenging economy and… with an economic downturn, nonprofits often experience the worst the year after an initiating crisis, i.e. 2010 may not be easier for us – stay the course! with an economic downturn, nonprofits often experience the worst the year after an initiating crisis, i.e. 2010 may not be easier for us – stay the course!

27. Summing Up, cont.  People are still giving – how will we position ourselves? It’s a choice.  Current circumstances find us at a crossroads  Opportunities to come together in new ways: Dept. of Endowments report to convention focuses on relationships, networks and adding value.

28. Hand-outs…

29. Food for Thought “A man wrapped up in himself makes a very small bundle.” Benjamin Franklin “The raising of extraordinarily large sums of money, given voluntarily and freely by millions of our fellow Americans, is a unique American tradition... Philanthropy, charity, giving voluntarily and freely... call it what you like, but it is truly a jewel of an American tradition.” John F. Kennedy “Always bear in mind that your own resolution to succeed is more important than any other.” Abraham Lincoln