Collaborative Fundraising & Club Services

Great Futures 2025

Inspire and empower Club youth to achieve success and champion opportunities for all

young people in America.

Strategic Priorities

1. Strengthen Organizations: Strengthen leadership, increase resources and build capability

2. Increase Program Quality: Achieve a consistently high level of quality across all Clubs.

3. Become Premier Youth Development Advocate:Position Boys & Girls Clubs as America’s premier youth development advocate

4. Grow to Reach More Youth: Build growth plan, in pursuit of the vision that every child growing up in America has access to a life-changing Boys & Girls Club Experience

Drivers for RD for Great Futures 2025

Best in class Boys & Girls Clubs

Clubs will need to grow resources for 2025 via increased revenue and greater efficiency with resources

Constituent-centered enterprises

Growth in Individual fundraising builds on deepening engagement with volunteers, prospects and donors

Sustainable year-over-year revenue

Diversification of revenue without over-reliance on grants or government funds

The Philanthropic Landscape

5

Movement-wide Revenue

Source: 2014 BGCA Local Organization Financial Annual Reports

Other Income

Government Income

Private Sector Income

How are we doing?

Advancing Philanthropy

Projected Movement Revenue

Projected 9% Year Over Year

Growth

Transforming the Philanthropy Landscape for Boys & Girls Clubs

Advance Thought

Leadership

Diversify Revenue Sources

Increase Brand Differentiation

Raise Movement

Wide Operating Revenue

Engage Tens of Thousands of New Donors

Sustain, Steward & Recognize

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Primary Goals:

1. Redefine the opportunity equation: School + Out-of-School = Great Futures

2. Empower local Clubs to serve more members, more often

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2012: Start of GFC → Present → GFC 2025

BGCA’s RD From → To

Pass Thru Source 2011 2012 2013 2014 2015 2016 2017

Federal Grants 38,539,000$ 39,184,000$ 26,517,000$ 20,606,000$ 19,325,000$ 22,640,000$ 25,307,000$

% of Total 53.0% 59.3% 51.4% 44.7% 39.2% 36.2% 34.0%

Non-Federal Grants 28,682,000$ 21,511,000$ 20,917,000$ 24,615,000$ 34,891,000$ 36,525,000$ 39,306,000$

% of Total 39.4% 32.6% 40.6% 53.4% 70.8% 58.5% 52.9%

Board Reserves 5,504,000$ 5,371,000$ 4,115,000$ 1,879,000$ 2,512,000$ 3,309,000$ 9,750,000$

% of Total 7.6% 8.1% 8.0% 4.1% 5.1% 5.3% 13.1%

Year Total 72,725,000$ 66,066,000$ 51,549,000$ 47,100,000$ 56,728,000$ 62,474,000$ 74,363,000$

Movement Pass Through

Corporate Engagement

Consumer Engagement

Local Impact &

Engagement

Executive Engagement

Program Impact

ThoughtLeadership

Employee Engagement

Must-Haves in the 2025 RD Plan

Deepen support from Individual Donors • Movement at 32% vs. Industry at 71%

Achieve “smart” government support

Continue to build RD capacity to meet needs

Continue to deepen collaborative fundraising in a competitive marketplace

Legacy Gifts

Major Gifts (Gifts over $10K)

Mid-Level(Build the Pipeline)

Annual Gifts(Deepen Support)

Pass-thru Grants

Mass Market/Cause Marketing(Lots of Low $$ Gifts)

The Movement wide RD Plan for GF2025

Legacy Gifts




Pass-thru Grants


The RD Collaborative Effort

Our RD Learning and Consulting services work to support the capacity of Club’s fundraising: • Field facing teams• Over 800 hours of training to 3,000

participants • Consulting with over 300 Clubs a

year to develop a culture of philanthropy

• 2017 Goal - $109M raised by Clubs supported by an RD Consultant

The Successful Resource Development Program

Building Capacity At All Levels

Foundation Level

Situational Analysis & Setting

Baselines

Benchmarking & Determining

Promising Practices

Strategy Sessions, Goal Setting &

Planning

Strategy to Action,

Implementation, Monitoring

Course Correction, Evaluation,

Annual Review of Performance

Metrics

Our Advancing Philanthropy Consulting Framework

Legacy Gifts




Pass-thru Grants



Achieved across the Movement via: • Cause Related Marketing - $20M in 2017• Pass thru dollars from Corporate,

Foundation & Individuals• Movement wide public revenue $274.5M

in 2017, supported by our Gov’t Relations Team

• Revenue sharing from our Alumni and IDM programs

• 20% increase in response rate to .07%

• Increased donor base from 14,500 to over 43,000Donor Growth

• Identifies primary target audience for growthDonor Research

• Average gift of $23

• Lowered cost per dollar raised by $2Financial Stability

• Emergency Relief Appeal and collaboration on Holiday AssetsValue to Clubs

A Successful 2016 for IDM

2017 Goals

$2.57M in Direct Mail Revenue

$1.5M in Online Revenue

$180K in Direct Response TV Revenue

$4.2M in revenue and 97,000 donors

2017 Goals – How We Get There

1) Increased Mail Volume

2) Donor Research

Expansion

3) Strategic Investment of

Digital Strategies

4) Launching Direct Response

TV

5) Building Long Term Donor

Value

Legacy Gifts




Pass-thru Grants



In 2017, this venture will pilot with select

Organizations and markets, including Los Angeles,

Washington, DC and Mississippi, using a agreed upon structured approach

for Clubs collaborating with BGCA and Clubs working

together on collaborative gifts.

Comprehensive Gift Strategy

Builds a joint culture of philanthropyAffirms an abundance of donors and philanthropic revenue in the

marketplace as opposed to scarcityRequires full collaboration and cooperation between the relevant Boys &

Girls Club entitiesEnsures a prospect/donor hears the same message regardless of which

entity speaking

Collaborative fundraising using a comprehensive can be used for: • 2 or more Clubs are seeking joint funding, or• A local Club and BGCA are seeking joint funding

One Donor: One Ask

Collaborative Fundraising

Process

Discovery

Intention

CultivationSolicitation

Stewardship

5 Phases of a Comprehensive Gift

Discovery – The possibility of collaborative fundraising is explored when there is a potential shared prospect/donor or a wider interest in collaborative fundraising Intention – The collaboration

moves beyond the initial phase to create the prospect/donor engagement strategy

Cultivation – The donor/prospect becomes engaged more deeply during this stage as well as refinement of donor intent

Solicitation – The request for collaborative funding is made

Stewardship – The joint stewardship plan is launched to ensure donor satisfaction and move toward sustainability

Discovery

Discovery – The possibility of collaborative fundraising is explored when there is a potential shared prospect/donor or a wider interest in collaborative fundraising

All entities communicate to their teams, both professional and volunteers, and agree to the principles listed above

When there is a wider interest in working towards collaborative gifts beyond a single donor, agree to share donor lists

Outline potential strategy for the collaborative effort Begin to match the prospect/donor to the proposed need for

funding

Intention

Intention – The collaboration moves beyond the initial phase to create the prospect/donor engagement strategy:

Agree to a communication plan to manage the collaborative efforts Agree to how donor information will be recorded, managed and

shared Agreement of known donor intent, to be refined in Cultivation Agree upon a clear intention for the use of the gift Develop case for collaborative support; including amount, purpose

and distribution plan Agree all teams are needed to close and steward the donor

Intention

Determine how Cultivation, Solicitation and Stewardship process will be managed and who will lead:

o Who holds the best relationship with the donor?o Who has the greatest knowledge of the prospect/donor? o Which entity benefits more from the case for support? o Will the donor increase engagement with one/both entities from the

gift? o Was the last gift properly stewarded? o What is the long term plan for prospect/donor engagement? Does it

benefit one entity vs. both? o BGCA can manage if among multiple Clubs

Cultivation

Cultivation – The donor becomes more deeply engaged and donor intent is refined:

Implement an agreed upon Cultivation plan, as well as determine what is needed to convey prospect/donor readiness

Determine roles of all teams in the cultivation plan Details and progress on cultivation plan are shared with all teams

Solicitation

Solicitation – The request for collaborative funding is made

Solicitation plan is approved by all prior to any ask o This includes the need for one entity to serve as fiscal agent

All written documents/proposals are agreed upon by the teams A team member best suited to be “point” is appointed Clearly identify who will be asking for the gift Agree how decisions will be made if the ask needs to adapt Create a joint gift agreement to govern the allocation of the gift and

communicate expectations of all parties involved

Stewardship

Stewardship – The joint stewardship plan is launched to ensure donor satisfaction and move toward sustainability

Prepare and send joint acknowledgement of the gift Appoint a team member to be point on Stewardship activities Plan to jointly celebrate the gift Determine a long-term stewardship plan for recognition and

reporting

Legacy Gifts




Pass-thru Grants



RD Considerations

Determine rate of revenue growth

Over the next 5 to 7 years, how much will your revenue need to grow?

Be adaptable

Learn to read the fundraising landscape and build the muscle to adapt to any changes/opportunities

Become THE youth development answer

Greater local advocacy will increase your ability to raise funds

Stewardship

Julie Teer, Chief Development & Public Affairs [email protected] / 404-487-5350

Sondra Madison, National Vice President, RD Operations & Collaborative [email protected] / 404-487-5878

Susan Schnase, National Director, RD Learning [email protected] / 402-763-2373

Tara Ingram, National Director, Integrated Direct [email protected] / 404-487-5870

Jennifer Eames, Director, Communications & [email protected] / 404-487-5971

mailto:[email protected]





Collaborative Fundraising & Club Services

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