1. East Bay Community Foundation Strategies for Donor Development in Challenging Times

2. 2 Desired Outcomes  Build deeper relationships with donors through intentional activities  Gain knowledge of donor interests, passions and philanthropic goals  Attract new donors to the Foundation  Leverage Board of Directors All to mobilize financial resources and community leadership to transform the lives of people in the East Bay with pressing needs.

3. 3 Donor Segmentation SEGMENTACTIVITY AND PURPOSE Prospects  Outreach programs Attract new business New Donors  One-on-one lunches Learn about their philanthropic goals, needs, and capacity Legacy Donors  One-on-one lunches, meetings, conversations Discuss planned gifts, cultivate relationship Existing Donors  Educational series aligned with EBCF funding goals, philanthropic skill building workshops, individualized consultation Provide input on giving, align dollars with EBCF goals when possible, deepen relationship

4. 4 Outreach Programs  Offer value-added programming to our community Ex: Board Development Series Ex: Planned giving virtual seminars; target CBOs, affiliates  Leverage existing sponsorships to promote EBCF Ex: Oakland East Bay Symphony  Participate in CBO events and connect with constituents Ex: Galas, house parties, opening nights etc.

5. 5 Individual Work  One-on-one lunches  One-on-one conversations  Invite donors to attend cultural events with staff relationship manager based on donor interests Ex: Leverage our work with the East Bay Fund for Artists to attend openings

6. 6 Education Programs  Donor Education Series Ex: Cypress Mandela off-site  Philanthropic Skill Building Ex: Giving Plan workshop  Donor Circles Ex: Youth Development Donor Circle  Customized Grantmaking Ex: Garden grants, donor dockets, pass-through portfolios

7. 7 Professional Advisors  Engage Professional Advisor Committee  Provide MCLE credit seminars (PF Self- Dealing Rules; EP for Blended Families)  Partner w/other organizations to host advisor seminars  Connect with estate planning attorneys, financial planners, CPAs

8. 8 Tactics  Seek external sponsors for events; give them credit and ability to do soft marketing  Leverage national speakers when in the geography for engagement at EBCF; NCPG, Other Foundations  With the slow down we are able to deepen relationships with key donors  Utilize our conference center for events

9. 9 Key- Takeaways  Shift to planned gifts  Provide outreach to larger base  Provide community convenings  Listen to what your current base of donors want; some know they can’t give as much but still want to provide support  Meet donors where they are “Don’t expand my base of organizations, but support me in what I can do now.”