Webinar _2 – Fundraising - Schechter Day School Network.ppt by yan198555


									          Looking Toward the Future:
  A Presentation about Relationship Based
Fundraising and Instituting a Comprehensive
          Planned Giving Program

           Herb Tobin, Consultant, PEJE
Barbara Shapiro, Director of Development, Solomon
         Schechter School of Westchester
                         June 10, 2009 at 1:00 pm
  This presentation includes information written by Kim Hirsh, Development Officer, The
 Jewish Community Foundation of MetroWest, coordinator of a $50 million endowment
        campaign for affordability and academic excellence in day school education.
     Development Strategies for Today

• A crisis is a terrible thing to waste
• Keep your friends close and your best friends
• Treat the donor like an investor, not an ATM
• Tell your story

     Salient Points from first Schechter Association call, May 26
    Taking a longer-term view of the current
              economic challenges:
Building relationships and creating a legacy and
              planned giving program
          Three Interrelated Keys to
             Fundraising Success
1. Development efforts must be based on
   strategic, not tactical / transactional

2. The key to undertaking a development
   program based on strategic considerations is
   relationship building

3. Keep your message simple
             Strategic Fundraising
• Who do you spend time with and why?

• Engage in high level relationship building vs.
  perfunctory interactions

• Allocate your time strategically: Spend the most time
  on the people /activities who are likely to produce
  the biggest gifts

• Relationship based fundraising = major gifts
                  Guide Points
              Strategic Fundraising

• How do you reduce and / or rationalize the
  number of events and activities?

• Events are also friend-raisers and thank yous, as
  well as fundraisers

• Community wide events

• Elite giving groups
                 Guide Points
             Relationship Building

• Create major donors, not major donations

• People give to people not to causes

• Create “Organic Relationships,” built on a
  shared interests, not contrived, not mercenary

• Be mindful of boundaries
                  Guide Points
              Relationship Building
• What can you give the donor?

• Listen to your donors. They should do MOST of the

• Giving follows involvement; are you engaging donors
  in pleasing, edifying activities that meet their

• Take advantage of serendipitous opportunities to
  interact with people
            Four simple rules
1. Relationship… Relationship… Relationship…
2. Know your facts and present them in a
   concise way
3. The more the family connects to your school,
   the more they give.
4. Thank you… Thank you… Thank you…
                  Guide Points for
         Building an Endowment Program
• Think long-term

• Create relationships for today and tomorrow

• Thing about today’s gifts and future gifts

• Incorporate new kind of fundraising: To succeed, schools
  must adapt relationship-based fundraising (in addition to
  transactional) to build a comprehensive development

• Build a strong endowment committee with strong vibrant,
  well known chairs – make this the place people want to be.
              Guide Points for
     Building an Endowment Program
• Look to existing donors—current and past,
  annual/ capital
• Not all endowment donors are the “usual
  suspects”; surprises can and do happen
• Tracking prospects: incorporate endowment
  asks/future asks into your plans
• Ownership: need professional and lay person
  (“the gray eminence”) who own this and will
  not let it go
• Foundations: search those that give to Jewish
  day schools
   Creating a Planned Giving Program
    Building a Culture of Generosity
• Planned Giving
  – Think big and long term: transformative change
    over years and decades
  – Endowment fundraising is forever
  – It is a complement to the annual campaign
  – Keep the message simple; this is overwhelming
    and uncomfortable for many.
           Incorporating Endowment Fundraising
Into Your Development Plans: “It’s all about relationships…”

• Endowment donors are usually those you
  know—and should know well
• Major gifts can take years to develop
• Day Schools build connections on multiple levels
  and in multiple generations
      •   Current Parents
      •   Parents of alumni
      •   Grandparents
      •   Alumni
      •   Community members committed to a vibrant Jewish
 Why Endowment for Jewish Day Schools?
           “How Can We Even Think About this NOW?”

• Traditional three-legged revenue structure for
  Jewish Day schools: tuition, Federation
  allocations, fundraising
• Inadequate; each area stretched to max
• How will day schools grow and thrive, and
  welcome all Jewish families, particularly
  middle income?
                        Why Now?
           “There is no bailout for day school education”

• Coming of age for day schools
   – Maturity of the Schechter movement: some of natural constituents
     (founders, early board members) at ideal age for legacy giving
   – Growing stability and sophistication in fundraising operations
   – Day schools build community/connections across generations
   – Significant potential donor pools

• Largest transfer of wealth in Jewish community- historic

• If only we had started when each school was founded…
      Getting Started—Don’t Go It Alone (Part I)
  Leveraging Support from Federations on Local Level
• Planned Giving & Endowment: highly successful area for
• Expertise available for the taking within your community
• Win-Win-Win for federations, day schools, and donors
    Day schools: utilize Federation expertise in gift planning (legal
     and financial), endowment development, investment
    Donors: trusted, central resource
    Federations:
       • Securing beneficiary agencies
       • Building future of Jewish community
       • Building assets of federation
       • Building stronger ties with donors: symmetry with UJC shift
         toward ”donor-centered” fundraising
           Getting Started—Don’t go it alone (Part II)
         Leveraging support & guidance on National Level

  – Legacy Pilot Program with four day schools, including
    Yeshiva of Flatbush
     • Update by Dan Rosenstein, Director of Development, Yeshiva of
  – National day school endowment conference, 12/08, co-
    sponsored by PEJE-UJC, 25 communities participated
  – Assistance
     • Will help day schools/communities with “case management” and
       help coalesce knowledge and resources
     • contacts:
           – Herb Tobin, Consultant, Financial Resource Development
           – Sheila Alexander, Program Officer, Financial Resource Development

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