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FUNDRAISING
Paul McNairLand Trust Alliance of BC
CHANGE THE WORLD
BUSINESS CARDS
Top 3 issues
What are the top three issues in environmental fundraising today?
• Grants• Audit• Case Statement• Strategic Plan• Communications
AGENDA
• Individual Giving (Annual, Major gifts, Planned giving)
• Corporate• Events
GrantsThere is another workshop!
• Environmental groups rely too heavily on grants
• Very time consuming, low return, changing priorities, inconsistent, project based
• With the RIGHT partner can be great
Fundraising AuditThe 3 major components are:
Mission | Vision | ValuesImage of organizationCase for support
Human resources(BD, staff, vol’s)
Financial profile
FR activities/donor programs
• need1
• Evidence of need2
• Your unique qualifications3
Case Statement
• benefits4
• Consequences if no action taken5
• How much will this cost6
Case Statement
CASE STATEMENT IS NOT ABOUT YOU AND YOUR NEEDS. SHORT, FOCUSED AND ABOUT THE NEEDS OF WHO YOU SERVE
Case Statement
Campaign Statement Examples
Case - Community Health CenterCase - Hospice HouseCase - HospitalCase - Ronald McDonald House
The following is an actual case statement used during the successful $5.5 million capital campaign for Carondelet Health Care in Tucson, Arizona. It comes to this website courtesy of Carondelet Health Network and Capital Quest.
Historical PerspectiveFor 111 years, the Sisters of St. Joseph of Carondelet have been a part of Tucson in its move from pioneer, frontier medicine to modern technology with all its scientific knowledge and medical advances. Changes have occurred and expansion has taken place, adding new areas of patient care in an ever more complex setting. Innovative programs, as much a part of vision as of necessity, have continually been undertaken in response to personal and community needs.
In 1880…….
Best case statements:
HospitalsUniversitiesArt Galleries/Museums The Situation Today
Today Carondelet Health Care is the largest health care provider in southern Arizona with three hospitals (Holy Cross in Nogales, Arizona and Holy Family Center, a long term care facility) was added to the system in 1987), two hospices, fourteen wellness centers, and a host of outreach programs designed to meet the healthcare needs of the community.
Today Carondelet Health Care: Has 755 beds available for patient use.
Will admit over 27,000 patients this year.
Will treat an additional 50,000 people on an outpatient basis.
Will deliver over 2, 000 babies this year.
Will treat over 60,000 people through its 24-hour Emergency Departments.
Specialized services provided by Carondelet Health Care include: The Burn Center: The first and only fully accredited burn center in southern Arizona serving the immediate area, surrounding states
and Mexico.
Hospice: The first facility in southern Arizona serving the needs of the terminally ill and their families in a compassionate, Christian environment.
Cardiac Rehabilitation Program: Southern Arizona’s largest rehabilitation service for victims of heart problems.
healthcare providers.
The Challenge Facing Carondelet Health CareAfter intense study by experts within and outside the hospital family, Carondelet Health Care has identified the two most pressing healthcare issues which face the citizens of southern Arizona.
1) Maternity and Delivery Services:
2) Outpatient Rehabilitation and Surgical Services:
• Carondelet's Urgent ResponseThe Sisters of St. Joseph of Carondelet are still responding to the healthcare challenges of the community. Carondelet St. Joseph's Hospital and Carondelet St. Mary's Hospital serve distinct communities. To meet the growing need for outpatient services on the west side of Tucson, Carondelet Health Care has chosen to construct an outpatient facility on the campus of Carondelet St. Mary’s Hospital.
The facility will be the:Comprehensive Outpatient Rehabilitation Facility (CORF)
Carondelet Health Care is the primary provider of rehabilitation services in Tucson and southern Arizona.
CORF will create the only comprehensive rehabilitation location in southern Arizona.
The CORF will focus on new approaches in therapy utilizing specially designed spaces and equipment including: •
Program FinancingThe cost of constructing the LDRP at Carondelet St. Joseph’s Hospital will be paid through the Foundation for St. Joseph’s Hospital, a non-profit organization which raises funds for the hospital.
The primary funding for the construction of St. Mary’s Outpatient Facility will be a bond issue of approximately $20,000,000. This bond issue will cover the 80% of the cost of constructing 1) a two-story building consisting of the CORF (first floor) and physician’s offices (second floor), 2) a 500 car parking structure for Carondelet St. Mary’s Hospital, and 3) an Outpatient Surgery Wing adjacent to Carondelet St. Mary’s Hospital. St. Mary’s Second Century Foundation will raise an additional $2.4 million to cover the cost of equipping the CORF and building a new chapel.
Both foundations have combined efforts to launch a $5,000,000 fund raising campaign.
The funds raised will be spent as follows:
Comprehensive Outpatient Rehab. Facility Equipment $1,900,000
Construction of New Chapel $ 400,000
Renovation and Construction of LDRP $1,900,000
Creation of Endowment for Carondelet St. Mary’s Hospital $ 350,000
Creation of Endowment for Carondelet St. Joseph’s Hospital $ 350,000
A Special Financial AppealCarondelet Health Care, through the Foundations of the two hospitals, has chosen to launch a $5,000,000 capital campaign to support construction of the LDRP and purchase necessary equipment for CORF and the Outpatient Surgical Center.. From June, 1990 through June, 1991, executives of Carondelet Health Care and the trustees of the foundations have conducted in-depth planning and study to determine both the necessity and feasibility of conducting a successful campaign.
The feasibility of raising the money was studied. Detailed meetings and interviews were held with community, corporate, business, foundation, and government leaders. Much care and planning went into whether a campaign for Carondelet could succeed. Many obstacles needed to be overcome including a slowdown in the southern Arizona economy, the competition for charitable dollars, and the lack of major, capital fund raising experience on the part of Carondelet Health Care.
StrategyAn opportunity to look at what you will do, how you will do it and set goalsThis is NOT your organizational strategic plan
This will strategize on how you will raise funds to meet the objectives of your group’s overall plan
GOAL: How much do you need to raise.
How will you raise it?BoardIndividuals (Annual, Major, Planned)MembershipsEventsGovernmentFoundationCorporateThird party
PlanPlan & rationaleStrategyStaff timeBoard time
Direct CostTimetable
Projected income
HANDOUT
COMMUNICATIONS
Communications & Fundraising
Hospitals tell about people getting wellSchools tell about children/adults learningSocial services talk about people being fed, given shelterEnvironmental groups talk about trees, fish, grassEnvironment groups talk about anti-society accepted needs, anti-development
Messages transform giving – we need to start talking about PEOPLE
Doing Your Best Work
INDIVIDUAL
• Annual fund
• Major gifts
• Planned Giving(Give Green Canada website – Natasha)+ can be very large gifts- can take time and years for results
Annual fund
Membership is not an annual fundis a fee for servicePeople also give you exactly what you ask for
Annual fund is an ask for a specific reason and would be more than membership
In person/direct mail/internet/membership
Annual fund
Uses your case statementTells a great storyKeeps you in front of donorsUses planned giving/monthly giving/one time gift/stocksPromotes what you do and how much it costsASK repeatedly for what you want
MAJOR GIFTS
The size of a major gift will vary
For HAT it might be $500+For NCC it might be $5000+For LTABC it might be $100+
You need to identify what you need major gifts for and who you will ask
Gift chart
This is a key tool for success
GOAL: $15,000 major gifts Who2 gifts @ $1500 3000 Bd? Vol? 4 gifts @ $1000 4000 Bus. Leader8 gifts @ $500 4000 past donor10 gifts @ $250 2500 event attendee15 gifts @ $100 1500 new donors
Corporate
How to get started
Spend a day and make a list!Go for 100Mail an askKeep a file of replies for next yearUse programs, websites, chamber, tel. book
If you already have corporate $
Meet with them
Ask them how they feel about your org., is there a specific interest, would they like to get more involved (often volunteering brings bigger gifts), do they know OTHERS!
Recognition Recognition and more Recognition
Events
Studies show up to 85% of all charities do an event
#1 way to raise funds
High cost, staff time, low return
New donors, high return, marketing, major gifts/planned giving, recognition
Events
Events
Set a goal: to raise $100k in 5 yrs and secure 20 major donors
No free tickets
2 committees: tickets & auction
Recognition
Very few charities say thank you appropriately
Covenant House – t-shirt, cap, sticker, mug – all boxed with a preprint card
Phoenix House – hand written note signed by three staff, youth invites to art show, talent night, tours
RecognitionParkinson’s: $2.4 million of which $1.2 came from 900/8000 walkers.Postcards, pins, special registration, draws, special email campaign
Results: 96% return rate with 22% increaseSymphony: plexi plaques with a hole drilled & baton as easel
Young building: clock tower = clock
Resources
LTABC: resource library of books on all topics
AFP
Internet
Conservation Finance, Story Clark
QUESTIONS?
BUSINESS CARDS