1. Building a Fundraising Campaign Area 7 Key Leadership Conference Finance Breakout Session October 31, 2009

2. Building a Fundraising Campaign Giving Trends…2008 $307 billion given in 08 vs. $314 in 07 (-2%) Donations primarily from: –Individuals - $229 billion (-2.7%) –Foundations - $41 billion (+3%) –Bequests - $22 billion (-2.8%) –Corporations - $14 billion (-4.5%)

3. Building a Fundraising Campaign Giving Trends…2008 Donations primarily supported… Education - $41 billion (-5.5%)…13% of total Gifts to foundations - $33 billion (-19.2%)…11% of total Human Services - $26 billion (-12.7%)…9% of total Public – Society Benefit - $24 billion (+5.5%)…8% of total Arts/Culture – $13 billion (-6.4%)…4% of total International Affairs - $13 billion (+1%)…4% of total Environment/Animals - $7 billion (-5.5%)…2% of total

4. Building a Fundraising Campaign Impact on BSA … More competition for donations Other organizations becoming more fundraising savvy Donations impacted by mission/negative events Traditional BSA funding sources declining –50% of Direct Support goal in NER from special events/foundations –38% of Direct Support goal in NER from FOS

5. Building a Fundraising Campaign Key Components

6. Building a Fundraising Campaign Analysis (Breakdown each campaign)… Understand donor information (who, how many and how much) Determine volunteer manpower needs (quantity and quality) Where do opportunities for new growth exist (individual gifts and geographic)

7. Building a Fundraising Campaign Critique (Staff and volunteers) Remember…it’s process…not personal Conduct SWOT exercise (Strength/Weakness/Opportunity/Threat) “If you do what you’ve always done…you get what you’ve always got”

8. Building a Fundraising Campaign Build a Plan (Each campaign) Campaign timeline…by dates for each key step Manpower needs…how many are needed to get the job done Campaign Controls…how are we doing

9. Building a Fundraising Campaign Recruit Manpower (Council and district level) Start early…it always takes longer than you plan Engage volunteers in the process (board, steering committees etc…) Identify and recruit the best people

10. Building a Fundraising Campaign Prospect and Evaluate Donors Use knowledgeable volunteers Identify the right people to ask for gift(s) Strive to move donors forward…not be happy with renewal

11. Building a Fundraising Campaign Execute Plan (You built it…use it) Make sure everyone is on the same page Stay on track Make review of the plan a constant

12. Building a Fundraising Campaign Report Progress (Frequently) Communicate progress from beginning to end of each campaign Send to volunteers…keep in front of staff Hold everyone accountable

13. Building a Fundraising Campaign Evaluate and Make Corrections (Regular basis) Be prepared to identify weakness in the campaign as it happens Develop strategies to address issues Assign key volunteers to assist in managing course corrections

14. Building a Fundraising Campaign Build Relationships (Volunteers) Get to know the people who are helping you Stay positive and make things fun Remember to praise and say thank you

15. Building a Fundraising Campaign Stewardship (Donors) Remember, all donors have more choices than ever before Develop a plan to communicate with donors regularly (7 times each year is recommended) Meet personally with your top donors

16. Building a Fundraising Campaign Celebrate Victory (Staff and volunteers) Don’t neglect this step Make the event fun Find creative ways to recognize volunteers

17. Building a Fundraising Campaign Questions?