Business Development

1. Business Development

2. Business Development

3. South Atlantic Income Total Income 2010/2011 = $107,075,935Major Sources of Income

4. Top 10 Charities 2011 • United Way $3.9 billion • Salvation Army $1.8 billion • Fidelity Charitable Gift Fund $1.3 billion • Task Force for Global Health $1.1 billion • American Red Cross $1.1 billion • Food for the Poor $1.0 billion • Schwab Charitable Fund $926 million • American Cancer Society $903 million • AmeriCares Foundation $795 million • Catholic Charities USA $794 million *Source, Chronicle of Philanthropy, October 20, 2011

5. FY 2004 - FY 2011Special Event Revenue Trends(in Millions)

6. FY 2004 - FY 2011 Other Revenue Trends(in Millions)

7. FY 2004 - FY 2011 Workplace(in Millions)

8. Relay

9. 2011 Year Comparison

10. Chronicle of Philanthropy 400 List

11. FY10 vs FY11 RFL Totals & Averagesbased on data in Siebel

12. RELAY TEAM SCENARIO  TEAM CAPTAIN FIRST YEAR           ▐▐▐▐▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐▐▐▐▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐  SECOND YEAR TEAM CAPTAIN           ▐▐▐▐▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐▐▐▐▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ ▐ Lost Donors = 50

13. CRMConstituent Relationship Management What is CRM? Why do we practice CRM? What is our CRM Plan?

14. 2012 RFL CRM Plan 4 Primary RFL Constituent Groups: Donors Participants Teams Committee Members Multiple affinity levels within each group

15. 2012 RFL CRM PlanWho Does What? Division Level: Thank You Letter to $5,000+ Donors Monthly “We Save Lives” Email Message to all Participants Phone Call from SA Leadership to all $50,000+ Teams Holiday Card to all Committee Members • Local Level: • Handwritten Thank You Notes to $1,000+ Donors • Personal Phone Calls to $1,000+ Participants • Coaching Emails to Team Captains and Participants • Recognition of Committee Members, Team Captains and Top Fundraisers at Meetings and RFL Events

16. Relay ParticipantRenewal and Upgrade Communication and Cultivation Strategy Registration Impact of dollar raised Why raise money How to raise money Recognition based on achievement EventRecognition

17. Envelope(Return address on back flap) Salutation Card - First item seen in envelope (Option 1) Salutation Card- First item seen in envelope (Option 2) RFL New Year Trifold Envelope and Salutation Card

18. RelayYouth Market – Strategy based on market • College Events • Sustain high producing events • Regain lost income • Develop new events • Youth High School • Leverage Coaches • Continue School Incentives • Develop new tools

19. SA RFL Training for Staff • RFL 101 (Binder): Self Guided training with quiz (pre-requisite for RFL 102) • RFL 102 – Fundamentals of Relay: New Staff Training – Fundamentals of Relay • RFL 201: Annual fall training held for all staff managing RFL events & their supervisors – new strategies, resources and materials for upcoming year • "Day in the Life..." (of a Community Manager): provided by RFLD or Staff Training Team member • SA RFL Newsflash (distributed weekly in the Staff Connection located on the "Progress" tab) – updates, announcements and idea sharing • “What's Important Now” (WIN) Calls (held on the 3rd Thursday of each Month at 9 a.m.) • School Involvement Calls/Webcasts (offered periodically throughout the year; see Newsflash for dates) – how to work with schools and school teams in Relay – engagement, recognition, fundraising, mission activities, etc. • Targeting training provided as requested by Area Executive Directors or State VPs

20. Making Strides

21. South Atlantic Division Convio – Online • Number of team members who raised money online FY 09 – 21,647 FY 10 – 26,191 FY 11 – 27,513 FY 12 – 29,072 *Figures above represent ONLY online #’s and $$’s

22. South Atlantic Division Convio – Online • # of Participants Raising $0 Online FY09 – 64.6% (13,982 participants) FY10 – 65.8% (17,245 participants) FY 11 – 64% (17,658 participants) FY 12 – 66% (19,113 participants) • # of Participants Raising $.01 - $50 Online FY 09 – 18.0% (3,892 participants) FY 10 – 17.5% (4,596 participants) FY 11 – 19% (5,214 participants) FY 12 – 18% (5,338 participants) *Figures above represent ONLY online #’s and $$’s

23. South Atlantic Division Convio – Online • # of Participants Raising $50 + FY 09 – 5.6% (1,207 participants) FY 10 – 5.6% (1,460 participants) FY 11 – 17% (4,641 participants) FY 12 – 16% (4,621 participants) *Figures above represent ONLY online #’s and $$’s

24. MSABC • Improve measurements of staff and team productivity • Aggressively expand into mid-size markets – Community Model • Improve ROI of current events

25. Business Services

26. Business Services Department

27. Business Services Department Printing & Production (items in warehouse) E-Revenue Event website development Convio Income Development Operations Restricted Funds Raffles Grants Income reports Budgets/Forecasting IT liaison (route challenges through SAS) Phones Mobile devices 5. State Administrative Specialists • Computers

28. Printing Request • All requests for customized printing should be submitted through the Creative Services Request Database • Once your Creative Services request has been approved for printing it is sent to the production phase of the process • Creative Services / Production = two separate departments • Quotes may be requested by field staff while in the Creative phase • Add in notes of Creative Services Request

29. Print On Demand (POD) • Relay For Life Collateral • Team captain kits, brochures, posters, corporate brochure, banners, College & Community Door Hangers, Danglers, event programs, survivor materials • Making Strides Against Breast Cancer Collateral • Buckslips, walk papers, breakfast invites, thank you cards, save the date cards, and thank you cards • ACS Collateral • ACS Branded letterhead, staff & volunteer business cards • POD Vendor is RR Donnelly • Items are ordered through Ariba system • POD trainings Scheduled • RFL = November, December, and February • MSABC = February and March

30. Printing • Important for staff to go through Creative Services & Business Services Department for printing needs: • Cost Reduction • Brand Standarization • Inventory reduction • Maverick printing reduction • Division standard to use LogicSource • Want to use a local vendor? Include the information in your Creative Services Request

31. Copy Needs • Copy machines are leased • Avoid printing in office • Copy machines at local offices are designed for minimal use • New machines • Second and Finalize phase in February • Copy Center Request • Form located on the Intranet • Production & Procurement under the Printing and Production link.  • Submit copy requests for 500+ copies • Projects require 2-3 business days for completion plus an additional 2-3 business days for standard shipping • Copy Center questions contact: Bonnie Andrews

32. ProCure Initiative/Strategic Sourcing A systematic process for capturing the greatest value When procuring services and goods, to effectively balance: • Quality • Revenue • Productivity Current procured services/goods: • Office supplies (Staples) • Awards (Crown Awards) • Hotels (Hilton & Intercontinental Hotels Group) • Copy machines - IKON • Postage Machines – in process • Vendor Selection in January • New machine deployment February/March For Production or Procurement Needs contact: Lisa Riley or Jodi Williams • Risk • Total Cost of Ownership

33. E-Revenue

34. Meet Your E-Revenue Department • Tina Starkey • E-Revenue Director, White Marsh, MD • Kelly Scott • E-Revenue Development Manager, White Marsh, MD • Stephen Milleson • E-Revenue Manager of Innovation, Washington, DC • Lindsey McMurry • E-Revenue Customer Care Manager, Charleston, SC We support online fundraising websites for RFL, MSABC, DetermiNation, Distinguished Events, Coaches vs. Cancer, and other fundraising events as needed.

35. What is Online Fundraising?

36. Types of Email Coaching Emails -Communication with Event Participants • Fundraising encouragement • Event information • Recognition and CRM Participant Emails - Communication with Friends & Family • Sharing their personal story • Asking for online gifts • Thanking people for their gifts

37. E-RevenueTraining and Support

38. Relay Online Leadership Team • One to two staff per Area or State • Local experts on Relay Online • Provide training for staff and volunteers as needed • Communicate online strategies for fundraising success • Work with Area & State leadership to develop local campaigns and training

39. Online Training & Support • Bi-weekly training calls open to all volunteers and staff (Basic & Advanced levels). • Training guides, tools and resources for all fundraising programs. • Help Request Form for submitting questions and/or issues you are having with your website. • Request new websites 4-6 weeks in advance.

40. Additional Support Training and support provided for all programs via SA Online Help: • www.SAOnlineHelp.org • SA.OnlineFundraising@cancer.org • Facebook.com/OnlineChairNetwork

41. Questions?

42. Priority Policies • Financial Policy #16 – Special Purpose & Restricted Gifts • Policy # 3 – Use of ACS Intellectual Property • Policy # 4 – National Policy on Crusade Goals & Providing Sources of Income • Policy # 6 – Policy for Approval of New or Renegotiated Employee Education/Fundraising Agreements with United Way

43. Priority Policies • Policy # 6 – Sample Contract • Policy # 7 – National Policy on Litigation with Respect to Combined Agreements • Policy # 8 – Paid Telephone Recruitment • Policy # 9 – Special Events • Policy # 10 – Strategic Marketing & Branding • Policy # 11 – Cross Country Fundraising Events • Policy # 12 – Use of Telephone for Direct Solicitation

44. Strategic Plan 2010-2013PRIORITY GOAL Maximize Human and Financial Resources

45. Strategic Plan 2010-2013PRIORITY GOAL Maximize Human and Financial Resources

46. Creative Services Comments & Questions