Establishing, engaging and
sustaining a consistent
Rob Wellbaum, CFRE
Interim Vice President for Development
Our Common Bond
Status of Giving in the US
According to Giving USA, figures on American philanthropy in 2010
Americans gave more than $290.89 billion to charity, which was up
3.8% in 2010.
The greatest portion of charitable giving (73%) or $211.77 billion, was
given by individuals.
Charitable bequests totaled $22.83 billion or 8% of total giving.
Charitable bequests rose an estimated 18.8%. The sum of gifts by
individuals and charitable bequests is 81% of total giving.
Foundations gave $41 billion, accounting for 13% of all philanthropy
in the USA.
Corporate giving, which is usually tied to corporate profits, rose an
estimated 10.6% to $15.29 billion. Corporate giving accounted for just
5% of all charitable giving.
2010 Contributions by Recipient
Religion $100.63 billion
Education $41.67 billion
Gifts to Foundations $33 billion
Human Services $26.49 billion
Public-Society Benefit $24.24 billion
Health $22.83 billion
International Affairs $15.77 billion
Arts, Culture & Humanities $13.28 billion
Environment & Animals $6.66 billion
Foundation Grants to Individuals $4.20 billion
Other $2.12 billion
Status of Giving in the US
Giving USA reported that 60 percent of public charities saw
decreases in 2010. Exceptions:
§ human services
§ animal organizations
Giving to arts, culture, and humanities organizations were hit
particularly hard by the recession.
By 2050, an estimated $41 trillion will transfer from one
generation to the next, with gifts to nonprofit organizations
projected to exceed $6 trillion.
Giving USA 2010 Survey
Build a more compelling case for giving in light of a more
competitive fundraising environment. Charities built strong
messages around the consequences of not supporting their cause,
such as highlighting the loss of education or art programs, the
closing of a center, or reductions in services.
Improve communications with donors through quarterly newsletters
and regular email announcements.
Partner with other organizations to raise visibility and gain a
Improve efforts in getting small annual gifts from members and
acknowledging donor gifts within one or two days.
Increase advocacy work and draw attention to a need or crisis.
Individuals’ Motivations for
Givingthey were asked
Presented with a giving opportunity that motivated them
Support what they believe in, they want to make a positive difference
Give because they cannot say “No” to the person asking.
Give because it was easy or convenient to give.
Tax benefits of giving, giving substantially increases in the last quarter of
People sometimes give because it's expected, culture or peer pressure.
Approach giving as they do investing, maximize the leverage and impact of
People give because they want to leave a legacy.
Organizations Have No Needs, but Opportunities. People have
needs, organizations have opportunities to address those needs.
Seek Investment, Not Charity. Ask people to invest in the mission of
your organization, invest in the lives of the people you serve.
Organizations can put philanthropic dollars to work! People want to feel
and know that their gift is making a tangible impact….return on
Position Your Organization Philanthropically. There is a lot of
competition for people’s philanthropic dollars. You do not have to be in
someone’s top 5 giving priorities, but you need to position yourself so
you are on their list when they are making their gift decisions. You need
to communicate with them prior to them making these decisions.
Donors Will Tell You What They Want and How they Feel.
You'll never know how your donors or prospects feel about your
organization until you ask them.
Listen to your Donor Community and What They have to Say.
People like to be sought for their counsel, but when you ask you must
listen. All donors are different, try to listen and respond in a manner
that speaks to their heart.
Make Your Case Larger than the Institution. Articulate your
vision for the future in terms of people, impact and outcomes. Not
raising funds for the institution’s own sake but for the people it serves.
Design Your Case or Appeal to Move People Intellectually and
Emotionally. Your case must inspire and challenge prospective donors
to play a role in making it all happen.
GET PEOPLE INVOLVED: The way to raise real money is to
provide real involvement, put people before dollars. “Investment
Create Authentic Involvement. Ask for insights and opinions.
Invite people to do something important for you. Enable them to
develop a strong sense of “buy in” in your organization.
The Process of Planning is More Important than the
Plan Itself. Planning for your organization's future presents an
opportunity for involvement. People become motivated to work
for and invest in plans they helped develop.
Share Your Plans Without Asking for Money. Share your
hopes, your dreams and your plans with your shareholders in a
setting that is not asking for money. Cultivate relationships by
seeking their input and feedback on your plans.
SET THE PACE FOR GIVING:
Specifically ask for the Gift you think is Appropriate. General
appeals will always produce lower results. Segment your appeal to ask
for an amount that is appropriate for that donor.
Few Will Do the Most. The 80/20 rule is now a 90/10 rule. Focus
additional efforts on donors that will produce the greatest results.
The Early Donor Sets the Pace. "He who gives early gives twice."
His/her contribution sets an example for others to follow. Identify and
solicit likely larger donors first. Their giving will encourage others to give.
Trustees/Board Members Have an Opportunity, Not an
Obligation. Don't pressure them into giving, but rather create
opportunities for them to become actively involved and genuinely
interested in your organization's success.
Staff Giving Lends Credibility. Voluntary staff contributions convey
a sense of the value of your organization. Set the example.
Make Great Investments Possible. Provide donors flexible payment
periods and opportunities to make non-cash gifts.
Fund Raising is not a dirty word: The fund raiser is an investment
counselor, not a salesman.
People Give to People. This is a relationship business.
The Right Person Makes the Difference. Find the right
person to ask them for the gift. Peer to peer.
The One Who Asks Must First Give. Actions speak louder
For Larger Gifts, See the Prospect Face to Face. Get as
personal as you can. Engage the donor in person whenever
Qualify the Prospect as Best You Can. Consider what the
prospect is capable of giving, not just what you think they are
likely to do. Tailor your request to the donor's means, reasons for
giving and giving history.
Tenacity Prevails. "If at first you don't succeed, try, try again."
Don’t write someone off, because they said no. What does “No”
mean. T.A.P. - Timing, Amount, Project
PRACTICE STEWARDSHIP: The task is not to get an one-time
donation, but to develop a donor relationship…Advocate.
Giving is Relational, not Transactional. You want the
donor to feel an emotional connection to the organization and
the donation….not just write the check.
The Donor Deserves Good Stewardship. Sincerely
thank the donor, recognize the donor, fulfill promises on how
the gift is to be use, and report the outcome of their
The Best Advocate is Both Donor and Volunteer.
Engage your donors to become more involved and advocates
for your organization. The advocate gives and asks
others to give, works and asks others to work.
Fundraising - How do we get
Mission and Vision
Horst Schulze - Know who you are, who you want
to be and what your promise is
Who are you?
What is your mission?
Why is what you do important?
How will donor support enhance your mission?
What are your priorities and opportunities for
Build your Case for Support?
Who is your Audience…Prospects
Former Camp Counselors
Parents and Families
Engaging your Audiences
Data is Key!
◦ How are you collecting data?
◦ How are you updating data?
◦ What data are you collecting and on whom are collecting it?
◦ How are you using your data?
◦ Are you sufficiently recording gifts and tracking this information?
◦ Is your data secure?
Communication and engagement strategy for each group
Opportunities for involvement during and after their camp
Opportunities to engage in stewardship or service activities
Make “their” camp a part of their lives…ownership!
Types of Giving Programs
Level 1 Giving - On-Site Giving: Engage your constituents while
they are on-site.
Love offering, service project, t-shirt sale with the profits benefiting a
A majority of donors’ first gift will be spontaneous.
Have materials, a display, gift envelops or “Wish List” available for
when they visit.
Establish a gift club. Ask your guests to consider a small membership
fee to a gift club. Provide them a sticker for their car and invite them to
any special events. Give them priority registration for future camps.
Types of Giving Programs
Level 2 Giving - Annual Giving Program: Engage your constituents on an
annual basis through letters, phone calls, peer to peer visits, reunion class,
email and social media.
Getting the first gift is the hardest. When donors make their year-end gift
decisions, you must be at the table.
Continue to build your membership club through direct appeals. Begin to
ask donors to give beyond their initial membership.
As you build your donor base, ask your donors to continue to support you
Support your annual appeals with special events, ask for gifts during certain
milestones in the life of the camp, host reunion groups or family weekends, and
ask for reunion gifts on the anniversary of campers’ camp experience.
Types of Giving Programs
Level 2 Giving - Annual Giving Program (cont.):
Ask those closest to you to serve on a volunteer development
board. Volunteers can write a letter on your behalf and be an
advocate for your organization to their peers.
Involve current camp counselors to contact previous camp
employees to ask to give, share stories and thank for previous
Support your efforts with gift information on your web-site.
Enable donors to easily make on-line gifts, as well as information
on giving opportunities, your “wish list”, as well as how they can
support you long-term through planned gifts.
Types of Giving Programs
Level 3 Giving – A Campaigns: Once you have a growing donor base,
you may want to initiate a short-term capital campaign. These would
usually be used to fund capital construction projects, land acquisition,
one-time special projects or create an endowment fund to support
Capital and endowment campaigns require a pool of donor prospects
from which to recruit lead and substantial gifts that will take the
campaign two-thirds or three-fourths of the way to the campaign goal
before turning to the final public phase to complete the campaign.
Unless you have a pool of donors with an established track record, it
will be difficult. Most donors at this level strongly identify with
organization and have chosen to focus on your program as a giving
priority in their life.
Types of Giving Programs
Level 4 Giving - Planned Gifts: Donors at this level
identify your organization as one of their most
significant priorities and want to assign a substantial
share of their wealth or assets to make a difference and
leave an enduring legacy.
These types of gifts will require the services of a
professional on the donor’s end, as well as the
organization’s end. The nature of these gifts will vary
based on the intent and needs of each individual donor
Types of Planned Gifts
Simple Will Bequest
Name as beneficiary and/or owner of a lift
Name as beneficiary of a retirement account,
make a gift from a retirement account
Gift of appreciated assets
Retained life estate
Charitable Gift Annuity or Trust
Auburn Campaign History
1960 Auburn University Foundation is formed
1965 Auburn Annual Fund was established
1978-85 Auburn Generations Fund Campaign
Goal $61.7 million Results $111 million
1990-96 Campaign Auburn: The Next Generation
Goal $175 million Results $201.6 million
Auburn Campaign History Cont.
2001 Auburn receives three transformational gifts
Name the College of Engineering
Name the School of Pharmacy
Gift to build and name a new art museum
Oct. 2001 Auburn launches its third campaign
“The It Begins at Auburn” campaign
Goal $500 million Results $608.8 million
Next Campaign Likely implementation in June 2012
Sources of Funds
People give to and support what they value
and believe in
People give to make a difference in the lives of
People give to organizations in which they believe
in the leadership
People give to well run organizations
People give to organizations that have
made a difference in their life