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