2013 Conference Fundraising Workshop

1. 2013 Conference Fundraising Workshop Event Revenue & Expense Strategies June 15, 2013 3:30 PM – 4:45 PM

2. 2013 Conference Fundraising Workshop Agenda • Families of SMA National Office • Your Development Team • Event Revenue Strategies • Developing Your “Ask” • Team Fundraising • Corporate Sponsorships • Expense Strategies • Building a Budget • Q & A

3. FSMA National Office Your Development Team • West Coast Region • Ellen Perry • Direct Line: 847.709.6334 • E-mail: Ellen@fsma.org • Mountain/Plains Region • Billy Surber • Direct Line: 847.709.6333 • E-mail: Billy@fsma.org • Central Region • Jennifer Chaput • Direct Line: 847.709.6337 • E-mail: Jennifer@fsma.org • Eastern Region • Sarah Rodriguez • Direct Line: 847.709.6348 • E-mail: Sarah@fsma.org • Heidi Roy • Direct Line: Coming soon • E-mail: Heidi@fsma.org • Development Assistant • Amber Snyder • Direct Line: 847.709.6339 • E-mail: Amber@fsma.org

4. FSMA National Office West Coast Region – Ellen Perry • Chapters: • Alaska • Arizona • Northern California • Pacific Northwest • Southern California • States: • AK, AZ, CA, HI, ID, NV, OR, WA

5. FSMA National Office Mountain/Plains Region – Billy Surber • Chapters: • Iowa • Kansas City • Louisiana • Minnesota • New Mexico • Rocky Mountain • Texas • Utah • States: • AR, CO, IA, KS, LA, MN, MO, MT, ND, NE, NM, OK, SD, TX, UT, WY

6. FSMA National Office Central Region – Jennifer Chaput • Chapters: • Alabama • Georgia • Greater Florida • Illinois • Michigan • OKI • South Florida • Tennessee • Wisconsin • States: • AL, FL, GA, IL, IN, KY, MI, MS, OH, TN, WI

7. FSMA National Office Eastern Region – Sarah Rodriguez • Chapters: • Chesapeake • Connecticut • Greater New York • New England • Pennsylvania • South Jersey/Delaware • Western New York • States: • CT, DC, DE, MA, MD, ME, NC, NH, NJ, NY, PA, RI, SC, VA, VT, WV

8. Developing Your “Ask” Speaker: Sarah Rodriguez • Why Develop an “Ask”? • To raise funds to treat and cure Spinal Muscular Atrophy • Elements of a Good “Ask” • Personalized • Call to action • Confidence

9. Developing Your “Ask” • How to Create Your “Ask” • Identify a need • One in every 6,000 babies is born with SMA • Explain why it’s important to you • As someone that has seen the direct affects of SMA, I find this scary and unacceptable • Share what you are doing about it • To help change this statistic, I’m participating in the Pennsylvania Walk-n-Roll. • Call to action • Will you support me by giving a gift of $60? • Wait

10. Developing Your “Ask” • Tips to Follow When Asking Someone to Donate • Ask everyone • Be specific and meaningful • Be confident • Make it urgent • Make it easy • Website Upgrades • CloudSponge • Fundraiser Drop Down List

11. Developing Your “Ask” • After the Donation • Thank your donors • Email • Call • Personal thank you note • Social media • Complete matching gift form

12. Team Fundraising Speaker: Billy Surber • Building and Managing Successful Fundraising Teams • What is a Fundraising Team? • What are the benefits to you as an Event Organizer? • Share in the responsibility • Competition between teams will drive more donations to support the mission at FSMA • More people generating donations for your event • Cuts down on the number of people you are communicating with directly.

13. Team Fundraising • Communication before

14. Team Fundraising • Communication now

15. Team Fundraising • Where do you start? • Identify Team Captains from previous years in partnership with National Representative • Identify new Team Captains from your circle of contacts • Create a committee of this special group • Establish goals together • Create communication hierarchy with Team Captains and National Representative • Establish communication calendar with National Representative • Keep encouraging everyone to keep going • Hold everyone accountable • Website upgrades for Team Captains

16. Team Fundraising • What to expect from your Team Captains • Identify Co-Captains and Team Members • Create a committee of this special group • Establish goals together • Create communication hierarchy with Co-Captains, National Representative and Team Members • Keep encouraging everyone to keep going • Hold everyone accountable

17. Team Fundraising • Fundraising • Team Fundraisers • Birthdays • Bake Sales • Use your imagination • Social Media • Facebook • Twitter • LinkedIn • Letter writing campaign • Written • Email

18. Team Fundraising • Thank Sponsors & Donors • Stock thank you packet • When to thank • How to thank • Who to thank • Thank Team Captains & Co-Captains • Stock thank you packet • When to thank • How to thank • Who to thank

19. Corporate Sponsorships Speaker: Ellen Perry • What is a Corporate Sponsorship? • What are Benefits? • Why Companies Get Involved with Non-Profits? • Increasing brand loyalty • Brand differentiation • Awareness and visibility • Highlighting corporate social responsibility • Client entertainment

20. Corporate Sponsorships • Readiness Factors Before Engaging in a Corporate Sponsorship Relationship: • Identify the value that will attract a business to sponsor FSMA’s mission and event • Define what success will look like for FSMA • Document the expectations for deliverables in writing

21. Corporate Sponsorships • Where to Start? • Budget • Sponsorship levels • Presenting Sponsor • Platinum Sponsor • Gold Sponsor • Silver Sponsor • Bronze Sponsor

22. Corporate Sponsorships • Tips to Find Corporate Sponsorships • Inner circle • Geographic circle • Outer circle

23. Corporate Sponsorships • Time for Action • Call • Mail • Visit • Email

24. Corporate Sponsorships • Formalize and Cultivate the Relationship • Send a thank you • Send them updates – keep communication open • Invite all sponsors to the event • Send an email or print invitation to those that said NO

25. Corporate Sponsorships • During and After the Event • Pictures • Public recognition • Activities sponsored • Reports • Notes of appreciation

26. Expense Strategies Speaker: Jennifer Chaput • Building a Budget – Do the Research, then Build a Draft • In 5 easy steps • Estimate Attendance Numbers & Registration Fees • Continuously Evaluate • Plan for the Future

27. Expense Strategies Building a Budget – Do the Research • 1. What type of event are you holding, and where will it be? • Does the venue charge a flat fee, or a per person rate? • Does the venue allow outside food or services? • Some events are inherently more expensive than others

28. Expense Strategies Building a Budget – Do the Research • 2. Build a list of costs • Participant benefits • Which benefits are absolutely necessary, and which are optional? • What costs will be inherent? • Hidden costs or fees? Tips? • Always include a buffer

29. Expense Strategies Building a Budget – Do the Research • 3. Research, research, research! • What is the average cost of each item you’d like to offer? • What are the most expensive and least expensive options?

30. Expense Strategies Building a Budget – Do the Research • 4. Create a draft • Draft a version of your budget assuming you will spend the average cost for every item on your wish list of participant benefits • Remember: this is a working draft, and will continuously be changing! • Mark down on the draft those items that you feel are absolutely crucial for the event experience • Hint: t-shirts, purchased awards and giveaway items are NOT crucial

31. Expense Strategies Building a Budget – Do the Research • 5. Who do you know? • Compile a list of possible in-kind funding sources for all of the participant benefits • Share this list with your committee – does anyone have a connection to any of these companies, or know of a company not already on the list? • Develop talking points with your committee • Set up meetings with possible donors • Remember: it never hurts to ask! • The worst that could happen? They say “no” - you move on.

32. Expense Strategies Estimate Attendance Numbers & Registration Fees • For new events: • Develop an estimate of the number of people you believe will come to the event • For multi-year events: • Calculate the average number of attendees from previous years • With your draft budget and list of possible donors, estimate how much you will realistically end up spending • Then, do the math…

33. Expense Strategies Estimate Attendance Numbers & Registration Fees • Registration fees based on attendance and your estimated expenses • Attendance = 500 • Expenses = $6,000 • $6,000/500 = $12/person • (to break even) • However, even with a $25 registration fee, you are just barely making a 50% return • Remember that a registration fee is not a donation

34. Expense Strategies Continuously Evaluate • How can you build attendance? • How can you decrease expenses? • Who do you know that can provide additional goods and/or services at little to no cost? • Approach these people as sponsors – and treat them that way!

35. Expense Strategies Plan for the Future • Thank your in-kind donors! • Offer them an in-kind receipt for their taxes • Contact your National Office Representative for help • Acknowledge monetary sponsors AND in-kind sponsors during event-day announcements, and ask participants to support their businesses in return for such generosity • Keep in touch throughout the year with major updates • Thank them, again! • And again!

36. Upcoming Fundraising Workshops The AskWednesday, July 10, 2013 - 6:30 PMWednesday, November 6, 2013 - 10:30 AMBuilding and Managing a Successful Fundraising TeamWednesday, September 4, 2013 - 10:30 AM Register today by visiting www.fsma.org/fundraising. If you cannot attend the dates listed your National Representative can provide a private workshop for you and your Team Captains if needed. QUESTIONS??