RESOURCE DEVELOPMENT MEETING
Thursday September 1st at 12 pm
Goals and Objectives for Collaborative Development: What Will Success Look Like?
Our commitment to improved collaboration in development must be
measured against meaningful desired outcomes. The following Goals and Objectives for Collaborative Development will guide our efforts and help us operate in a spirit of unity and transparency to further the ministry.
1. We Will Raise More Funds Our objective is to house as many families as possible. We need
significant funding to accomplish this goal. Working as partners, various units of the organization will have increased opportunities to engage donors and deepen their partnership with the organization.
2. We Will Respect our Donors Our donors are a precious asset. How we treat them as donors is
critical to our ability to retain them as partners. We are committed to coordinating efforts to avoid confusion, reflect our respect for donors, and ensure that donors are always aware of their importance to the ministry.
3. We Will Promote Organizational Unity We are one organization; we share one name and one mission – the
elimination of poverty housing. Our approach to serving families and fundraising will be seamless and transparent.
4. We Will Manage Donor Expectations through Effective Communication Donors expect affiliates, Campus Chapters, state support organizations,
and HFHI to know and understand the programs and accomplishments throughout the organization. Collaborative development will promote communication and education across these lines.
5. We Will Plan Our Solicitations Strategically As a result of our expanded level of communication, we will consider all
suitable approaches to submitting requests to donors in order to determine how the request is to be made and who should make it.
6. We Will Exhibit Christian Ethics and Values As a Christian organization, Habitat's ministry is based on the conviction
that to follow the teachings of Jesus Christ we must reflect Christ's love in our own lives by loving and caring for one another. This is true not only in building with partner families but in how well we treat each other and work together to secure the necessary funding and products to serve more families.
Resource Development Policies and Procedures While the coordination of fund-raising efforts among affiliates, state support
organizations, Campus Chapters and Habitat for Humanity International (HFHI) is vital, perhaps the most challenging area of establishing productive policies and procedures for collaboration concerns the operations of individual affiliates, especially those working in close proximity. To help establish the framework for how affiliates can work together to the maximum benefit of the organization and the people we serve, affiliates are expected to fulfill the following:
Each affiliate will have a geographically-defined service area, and will
conduct its resource development efforts within that area. Affiliates whose service areas are in close proximity are encouraged to establish collaborative fundraising arrangements.
Affiliates will not initiate solicitations of donors outside their service areas. If a donor is identified who may be willing and/or able to broaden support beyond the affiliate service area to neighboring affiliates, a state or a global program, then a strategy for proposing these possibilities must first be developed in cooperation with the affiliate in whose area the donor resides or corporation is headquartered, and that strategy will be implemented with full participation of that affiliate, whether by HFHI, SSO or single affiliate staff or volunteers.
At all times, donors’ decisions as to which affiliate(s) they choose to support will be honored. Affiliates are encouraged to provide their donors with information about HFHI and its programs, and about the work of nearby affiliates to promote donor understanding about the context of their role in the global ministry.
Affiliates will collaborate on fundraising and donor management in order to simplify and improve donors’ experiences with Habitat for Humanity and to increase the likelihood of on-going support.
Affiliates that have relationships with donors that had been previously established or are initiated by a donor who resides outside their service areas are encouraged to maintain those relationships and to introduce them to affiliate(s) located near to where the donors live.
The US Affiliate Agreement and the Quality Assurance Checklist establish the context for resource development and fundraising that reflect the importance the organization places on collaborative fundraising efforts in all contacts with donors.
The most effective way for collaboration to occur is for affiliates to engage in frequent and open communication. In the event that conflicts between affiliates arise, affiliates need to willingly and cooperatively participate in efforts to resolve these conflicts, through such efforts as mediation and arbitration, led by the HFHI-US Area Office.
With these expectations in place, a set of policies and
procedures have been designed to clarify the roles of the various units of the organization—HFHI, Campus Chapters, Affiliates and SSOs—in a wide assortment of fund-raising activities.
Major Gifts, Leadership Gifts and Principal Gifts
Large gifts from high net-worth individuals, and generally involves cultivation and solicitation in a private, face-to-face manner.
Definitions:For the purposes of clarity, the following terms and definitions are offered: Major Donor (aka Special Donor): Capacity for an
annual gift or a multi-year pledge of $5,000 to $99,000 Lead Donor: Capacity for an annual gift or a multi-year
pledge of $100,000 to $499,000 Principal Donor: Capacity for an annual gift or a multi-
year pledge of $500,000 or more
Solicitation Strategies
New donor / acquisition stewardship track Donor screening, research, prospecting Segmented donor portfolios: Donors, Special,
Major, & Leadership with dedicated Development Officers
Build the Dream Brunch Board Fundraising Plans: Give & Get
One Time
On-Going Support
In Depth Involvement
Long Term CommitmentPlanned Giving
Leadership on Site, Committees / Board
One time Donor One Day Volunteer
Regular Donor
Repeat Volunteer
MajorDonor
RegularVolunteer/Committees
Financial Time
The Five I’s of Fundraising
Traditional
Identify identify/evaluate donor or prospect
Inform
inform about organization and programs
Interest
demonstrate how the organization serves the donor and community
Involve
involve in appropriate capacity Invest
invest in appropriate capacity
Donor-CentricIdentify
identify/evaluate donor or prospect Investigate
investigate what’s meaningful to the donor Integrate
integrate the difference the donor wants to make with your ability to make it happen Involve
involve in appropriate capacity Invest
invest in appropriate capacity
Loyal Donor versus Stakeholder
An annual donor makes loyalty gifts.
A stakeholder makes passion gifts.
A driving force for giving is a deep desire to make a difference in an area that is important to the donor, not what’s important to us.
5 “Passion” Questions
If you had all the money in the world, what would you want to pursue?
If money were no object, what’s the difference you would want to make?
If you could change anything, what would you change?
If you could make the world a better place, what would you do?
If you could do something truly transformational, what would you do?
Five Categories for Information Gathering
Philanthropic Priorities/Charitable IntentionalityWhere do you rank?
Wealth and Its CompositionAre they asset rich and cash poor?Are they debt laden?
Professional BackgroundMay indicate their current wealth picture.May indicate what their retirement picture will look like.May indicate their potential for connections/introductions.
Five Categories for Information Gathering (continued)
Family/HealthWhat is their attitude toward providing for their children?What concern might they have about needing to access funds in the future?
Hobbies/Interests/Other InvolvementsMay indicate their wealth picture.May indicate their potential for connections/introductions.
Five Categories to Keep on Track
Identify and Build Donor ProfileAre they affluent, do they have affinity, are they
available?Strategize touch points and time frame.Identify appropriate individuals to be involved.
Cultivation PhaseIdentify interests, build rapport, involve.
Five Categories to Keep on Track (continued)
Intensification Phase
Identify donor’s passion, intensify contacts, begin to collaborate on ideas.
Solicitation Phase
Refine proposal, ask.
Stewardship Phase
Maintain contact and involvement, strategize future gifts.
Five You Questions for the Donor
Tell me more about your ______ experience…
What made that experience so important, special, impactful, meaningful, for you…
What’s important to you about…
Tell me more about what that means to you…
What makes you feel so strongly about…
Five Transitions to the Ask
Based on: what I’ve heard
you say… your strong
feelings about… your desire to… our evaluation of
the opportunity…
what we’ve been talking about…
I’d like to share with you…
would you like to be a part of…
would you consider…
would you be interested in…
could I show you…
Additional Thoughts
Success stories Be creative: think beyond direct mail Use your web site and social media to
help fundraise Partner with HFHI: donors
see “one Habitat”• Treat corporate leaders as
individual prospects
The Work-site as a Point of Contact
Resource Developme
ntWorksite = Gifts
Case Study: Apostles Build
• Just 1Presentation to church
• Plus
Meaningful work-site
experience
• Yields
Multiple gifts
Case Study: Apostles Build
Two Skill Leaders and two weekly
volunteers
One new Board
member donating $1800
annually An anonymous donation of
$10,000 from a church volunteer
A donation of $19,868 from the church
Case Study: ReStore donation
• Just 1
Furniture Manufacturer Workday
• Plus
Meaningful Management-level
Work • Yields$63,000
Net Donatio
n
Celebrating our 20th Year of Success!WHERE WE ARE
ECONOMIC IMPACT
Building our 90th + house locally providing decent shelter for over 400 low-income individuals.
Added $6.5 million to the City & County’s tax base.
Habitat homeowners have paid over $245,000 in property taxes.
ECONOMIC IMPACT
In the past year, spent locally $1 million purchasing building materials and paying sub-contractors.
Not 1 Habitat family lost their home because of current economic problems.
The ReStore has Recycled 4,500 tons of building materials from going to our landfill since opening 3 years ago.
HABITAT’S THRIVING FAMILIES
• 97% of Habitat homeowners still live in their homes, some as long as 19 years. Most low-income renters live in their homes for less than 1 year.
• Remarkably, 71% of children of Habitat homeowners graduate from High School & attend an institution of higher education. Children to not change schools frequently.
• 50% of families say that their health has improved
HABITAT’S THRIVING FAMILIES (continued)
• 69% of homeowners reported increased earnings.
• Inadequate housing hinders education because it undermines a student’s ability to feel safe enough to learn.
Home Sponsorships
Sponsorship Levels Legacy Sponsorship
Cover the full construction costs for a new home $100,000……………..Volunteer up to 10 weeks*
Keystone Sponsorship Cover the majority of construction costs for a new
home $80,000……………Volunteer up to 8 weeks* Cornerstone SponsorshipCover a portion of constructions costs for a new home$60,000…………Volunteer up to 7 weeks**Volunteering is optional. If you choose to sponsor a home, you can decide how much, if any, volunteer time you would like (within the guidelines noted above)
Corporate Sponsorship Levels
Level 1: Build the Foundation $10,000 This level will help us build a strong
foundation for a healthy home. As one of only three major sponsors at this level, your company will be highlighted in all of the home events, marketing materials, newsletters and much more.
Benefits: Your company's preference for a date in
participation on one of our special “Build for a Day” events complete with volunteer T-shirts and a lunch.
Your business name and logo will be included in all marketing and public relations materials including volunteer T-shirts.
Your business name and logo will appear on any invitation, advertisment and/or media release.
Website exposure on event page, and home page.
Signage at site to include sign for duration of build and banner for the dedication.
Logo on programs
Level 2: Sponsor a Room $5,000
At this level of support, you will fund a room for a home.
Benefits: Your company’s participation in one of our special
“Build for a Day” events complete with volunteer T-shirts and a lunch.
Your business name and logo will appear on any invitation, advertisement and/or media release.
Website exposure on home page and events page.
Signage at site for duration of build. Logos on programs.
Level 3: Raise the Roof $2,500
Help us “raise the roof” and make the home a reality.
Benefits: Website exposure on events page and home
page. Signage at the job site for the duration of the
build. Logo on programs Your loo on volunteer T-shirts.
Level 4: Light up the home $1,000
Help us “light up this home” and make the home a reality.
Benefits: Website exposure on events page and home
page. Signage at the job site for the duration of the
build. Logo on programs. Your logo on the volunteer T-shirts.