Help! I don’t have a development staff!Jennifer Weinstock, Strategy Manager, PEJE

Sunday, November 4, 2012Grinspoon Institute Annual Conference

1. Uncover the truth about development

2. Discuss your Culture of Philanthropy

3. Be honest about what you can accomplish

4. Review 10 steps to building a strategic development program

5. Set realistic goals to start working towards

Goals of the Session

The Truth About Development

What do you think it is…

The Truth About Development“Development embraces, but is not synonymous with fundraising…Philanthropy is based in values, and development is the process of uncovering shared values…it is a process driven by the importance of providing potential and current funders with opportunities to explore and apply these values on behalf of organizations.”

- Kay Sprinkel Grace from Beyond Fundraising

The Truth About Development (at Jewish camps)

Development is not:A mail appeal

Based on a continual crisisOnly about scholarship needsBased only on what the camp needs and wants

Development is:A year-round approach to building relationships with donorsAn opportunity for a donor to have a meaningful

conversation about their shared values and philanthropy to your camp

Joyful and excitingBased on excellenceInclusive and requires the participation of all major

stakeholders

• Captain of the “Ship”• Lead Visionary – lead by example• Embrace and own the case for support• Identify prospects and volunteers• Cultivate and solicit prospective

donors• Open doors and host events• Advance the vision

The Camp Director and Development

According to NAIS: Some Heads of School spend 50% of their time on development

PEJE Challenge: Spend 5 hours a week, 1 hour a day on Development

The Camp Director and Development

Giving is contagious. Philanthropy is infectious. Once it starts, it catches on.

“The term “Culture of Philanthropy” is used often to describe the willingness of all constituents to support their school generously and consistently. Building this culture is one of the…most important challenges; the effort provides both short- and long-term rewards.”

- Anne Seltzer from Philanthropy at Independent Schools

What is a Culture of Philanthropy (and why do I need one)?

The Camp Director and board actively support development efforts

100% of the board supports the annual campaign New parents are not surprised by the first gift request Year-round staff give 100% to the annual campaign There is a high level of participation in development programs Camper philanthropy is encouraged Donors are well stewarded and thanked often Alumni come back and give Volunteers volunteer to solicit and agree to be trained Campaigns generate excitement and pride The admission office talks easily about philanthropy The development program is viewed favorably

- Anne Seltzer from Philanthropy at Independent Schools

What is a Culture of Philanthropy (and why do I need one)?

1. Make your own meaningful gift

10 steps for camp directors to take to build a strategic development program

2. Establish the What: what is your camp fundraising for?

• Think beyond scholarship• What will your camp program look like with a

robust revenue stream from donors?

10 steps for camp directors to take to build a strategic development program

3. Set achievable goals.

10 steps for camp directors to take to build a strategic development program

4. Be the message. Use yourself as a powerful development tool.• How do you make the case about excellence

instead of need?• Define your camp in one sentence.• Describe your camp through one story.• What is unique about your camp? • If part of a movement, what does your camp

add to the mission of the movement?

10 steps for camp directors to take to build a strategic development program

5. Identify the top 25 donors and top 25 prospects for your camp.• Board Chair• Board members• Current large donors• Donors making smaller gifts but consistently

over many years• Past board chairs

10 steps for camp directors to take to build a strategic development program

6. Invite others to the team.Who can you invite to join you in this joyful work?

How can you invite them in a meaningful way?

10 steps for camp directors to take to build a strategic development program

7. With your team, create a plan for each of the top 25 donors and prospects.

• Calendar, Calendar, Calendar

10 steps for camp directors to take to build a strategic development program

Donor/Prospect

History Assigned team member

Fall Winter Spring Summer FY ‘12 Gift

Mr. and Mrs. Monroe Weinstock

He is past board chair. They gave $10,000 to building campaign 5 years ago. Now they give $1,800. They have 3 alumni children

Board Chair (they served on the board for many years together)

Casual conversation to establish relationship and gather info about interest in camp

Personal invitation to visit camp

Mr. Smith is an environmental biologist, ask him to serve as advisor to camp leaders planning a recycling center

Send updates about what alums are doing in area of environmental learning after camp

Solicited face-to –face in March for increased annual gift of $3,600

Ms. Jill Kushner

Current grandparent. Pays 50% of tuition for grandkids and is on the Board of Trustees at a major University

Camp Director(son attends the university where she is a trustee)

Introductory to establish relationship around informal educational excellence at camp

Send photo and personal note of grandchild participating in activity

Invite her to help plan grandparents love camp day

Solicit her face-to-face for first annual gift to camp

$2,500 first timeannual gift from gparent

Dr. and Mrs. Steven Weinstock

Alumni parents, haven’t been involved for many years but used to be major donors

Camp Rabbi(they were very connected when their children were in camp)

Re-connection conversation

Send video of kabbalat shabbat

Info about alumni impacting the future of Jewish leadership

Solicit face-to- face for annual fund participation

$1,000 annual gift, first in 10 years for this family.

Jennifer and Amiel Weinstock

Current parents. Very involved in camp. Generous to local organizations

Board Chair (Amiel is a potential board member)

Ask Amiel to serve as adhoc fin. com.

Ask to host parlor meeting admission

Cultivate Amiel for bd. position

Solicit for first annual gift

$500 first gift beyond scholarship appeal

8. Cultivate and steward.

10 steps for camp directors to take to build a strategic development program

Sun. Mon. Tues. Wed. Thurs. Fri. Sat.7 Av 5773

Kochavim B, Garinim and Taste of Tikvah A End

8 Av 5773 9 Av 5773

Tishah B’Av

10 Av 5773

Halutzim and Taste of Tikvah B Begin

11 Av 5773 12 Av 5773 13 Av 5773

14 Av 5773

Visitors’ Days

15 Av 5773

Visitors’ Days

16 Av 5773 17 Av 5773 18 Av 5773 19 Av 5773 20 Av 5773

21 Av 5773 22 Av 5773 23 Av 5773 24 Av 5773 25 Av 5773 26 Av 5773 27 Av 5773

28 Av 5773 29 Av 5773 30 Av 5773 1 Elul 5773 2 Elul 5773 3 Elul 5773 4 Elul 5773

5 Elul 5773 6 Elul 5773

Camp Ends

7 Elul 5773 8 Elul 5773

Family Camp

9 Elul 5773

Family Camp

10 Elul 5773

Family Camp

11 Elul 5773

Family Camp

9. Have meaningful conversations about philanthropy at your camp with members of your community who have shared values.

Code word: Solicitation

10 steps for camp directors to take to build a strategic development program

10. Celebrate!

10 steps for camp directors to take to build a strategic development program

SMART Goals

10 steps for camp directors to take to build a strategic development program

10 steps for camp directors to take to build a strategic development program