Development 101

1. Development 101 iteenchallenge.org 50,000 Feet and climbing

2. Today’s Discussion… iteenchallenge.org

3. Introductions… • About you / about me iteenchallenge.org

4. What is Development… • Q: What do you think of when we say development or fundraising? • Q: How does fundraising make you feel? • Q: Why do you feel that way? • Q: Would you feel uncomfortable asking a pastor to teach an on campus Bible study OR asking a singer to perform at an event? • Q: Why do we feel less comfortable doing fundraising? iteenchallenge.org

5. Big Ideas… • Check your attitude and beliefs about money. Do you view this gift differently than other gifts (teaching, preaching, administration?) iteenchallenge.org

6. Why do we do Development… • Q: What does your center need? • Q: Does God know? Can he supply for these needs? • Q: Why not sit, wait, pray and trust God? • Q: What do your supporters need • Q: What happens between your needs and their needs? iteenchallenge.org

7. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. iteenchallenge.org

8. Biblical Concepts … Summary thoughts … • God is the creator & sustainer • Christians are called to be stewards • There is a link between our earthly possessions and our eternal rewards • God entrusts us with possessions for His glory and purposes • Giving reflects gratitude and faith in God • So what does this mean for us, as Christian fundraisers? iteenchallenge.org

9. 3 Temptations… • #1: It’s my ministry • Shut up, line up and hand it over. • Truth • It’s God’s ministry. • TC and the donor are members of the same family, parts of the same body. iteenchallenge.org

10. 3 Temptations… • #2: Who do we serve • Ministering to donors is equally as important as ministering to the students. • Truth • Teen Challenge as an organization and ministry has a unique purpose … “Our purpose is to facilitate life transformation for the boys, girls, men and women whose lives have been affected by issues like anger, rebellion, depression, drug use and/or abuse and other life controlling problems. We believe that by providing our student …” iteenchallenge.org

11. 3 Temptations… • #3: Follow the Money • We always choose to follow the next gift. • Example: if you only had $10 left in the bank, how would you spend it? • Truth • There is no clear cut answer. • Your responsibility is to look to God. iteenchallenge.org

12. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. • You need to balance your center / team motives. iteenchallenge.org

13. Your Responsibility … • Stewardship: its your job to steward the time and financial resources of your center. • The widow’s mite & the seat of honor • How: • Segment donors into groups • Evaluate the investment vs. return • Allocate resources iteenchallenge.org

14. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. • You need to balance your center / team motives. • Good stewardship requires analysis and planning. iteenchallenge.org

15. Today’s Discussion… iteenchallenge.org

16. Who is the Audience… iteenchallenge.org

17. Who is the Audience… There are a lot of ways to think about supporters. • Relationship with Teen Challenge • Type of Entity • Gift Size / Gift Potential • Life Stage iteenchallenge.org

18. Who is the Audience… Relationship with Teen Challenge Type of Entity • Customers • Vendors • Employers • Other Micro Enterprise (Student-based income) • Individuals • Businesses • Churches • Organizations • Foundations iteenchallenge.org Student / Program (Tuition) TC Org / Ministry (Donor) • Individuals • Family • Friends of • student

19. Who is the Audience… • Individuals • None • Board member • Volunteer • Donor • TC Student • TC Student Parent • TC Staff Relationship with Teen Challenge Type of Entity • Businesses • Owner • Leadership • Employee • Entity … • Individuals • Businesses • Churches • Organizations • Foundations TC Org / Ministry (Donor Income) • Church • Pastor • Church Staff • Denomination Staff iteenchallenge.org • Organizations • Rotary • Kiwanis • Chi Alpha • Foundation • Private • Government

20. Who is the Audience… • Gift Size / Gift Potential • General Donor - <$250 last yr. • Core Donor - $250 - $999 last yr. • Mid Major Donor - $1,000 - $9,999 last yr. • Major Donor - >$10,000 last year iteenchallenge.org

21. Who is the Audience… TC – More Investment Most Time & Most Budget General Donors Small Donors / Limited Potential Core Donors Mid-Major Donors Major Donors Large donors Great potential iteenchallenge.org TC – Less Investment Least Time & Least Budget

22. Who is the Audience… 4. Life Stage iteenchallenge.org

23. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. • You need to balance your center / team motives. • Good stewardship requires analysis and planning. • Segmentation is not about favoritism, its about stewardship. iteenchallenge.org

24. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. • You need to balance your center / team motives. • Good stewardship requires analysis and planning. • Segmentation is not about favoritism, its about stewardship. • Segmentation allows for personalization to the supporter & personalized strategies. iteenchallenge.org

25. Today’s Discussion… iteenchallenge.org

26. How do we do Development … iteenchallenge.org

27. How do we do Development … Lead Generation Process Mass Donor Process iteenchallenge.org Major Donor Process

28. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. • You need to balance your center / team motives. • Good stewardship requires analysis and planning. • Segmentation is not about favoritism, its about stewardship. • Segmentation allows for personalization to the supporter & personalized strategies. • Modify the development process to meet your needs – there is no “one-size-fits-all” approach. iteenchallenge.org

29. How do we do Development … Prospects New Donors 2nd Gift Donors 2nd Year Donors iteenchallenge.org Multi-Year Donors

30. Big Ideas… • Check your attitude and beliefs about money. • Fundraising is focused on relationship building. • You need to balance your center / team motives. • Good stewardship requires analysis and planning. • Segmentation is not about favoritism, its about stewardship. • Segmentation allows for personalization to the supporter & personalized strategies. • Modify the development process to meet your needs – there is no “one-size-fits-all” approach. • There’s only three ways to grow donor revenue: • Bring-on more … add more names to the top of the funnel • Keep more … names in the funnel • Do more … with the donors we have (more gifts / or larger gifts) iteenchallenge.org

31. How do we do Development … • Rallies • Store front • Events (golf tournament, banquet, dessert events, etc.) • Building and soliciting volunteers • Referral (from friends of TC, advisory board) • Speaking engagements • From other “prospect pools” • Parents of students / alumni • Alumni of TC • Micro-enterprise • Mass Communication (radio, mailings, ads, in store displays, etc.) iteenchallenge.org

32. How do we do Development … • Acquiring Donors - Fundamentals • Have the right person (or approach), right time, right opportunity, right message, asking for the right amount • Make it Easy • Capture name and address (email and phone if possible) • Follow up immediately (thank you, gift receipt, etc.) • Be timely (delay shows disrespect) • Thank often, thank appropriately • Know when to back off iteenchallenge.org

33. How do we do Development … • Cultivating Donors – Tools Major Donors • Face to face meetings • Other people’s relationships (advisory board members) • Personal notes • Calls • Private / special events • Grant requests (when appropriate) • Donor Research PLUS … iteenchallenge.org

34. How do we do Development … • Cultivating Donors – Tools Midlevel Donors • Dessert parties • Events • Golf tournaments • Banquets • Group tours PLUS … iteenchallenge.org

35. How do we do Development … • Cultivating Donors – Tools General Donors • Direct mail (appeal letters) • Newsletters • email • Receipt inserts • Phone calls PLUS … iteenchallenge.org

36. How do we do Development … • Cultivating Donors – Tools Non-Targeted • Website • Social Media • PSAs • Outdoor advertising (billboards, buss stop ads, etc.) iteenchallenge.org

37. How do we do Development … • Cultivating Donors – Fundaments – Major Donors • Use your donor file as your prospect list • Gather as much information about the supporter as possible. • Track and manage your information • Develop a contact plan for each supporter • Long term goal • Objective for the year • Steps to achieve goal iteenchallenge.org

38. How do we do Development … You’re busy – your donor is busy. Relationships don’t just happen, you need to plan your interactions. iteenchallenge.org

39. How do we do Development … • Cultivating Donors – Fundaments – Mass Donors • Repetition and Frequency is key (12x / yr. minimum, 16 – 18x better) • Mind & Heart • Must be emotional and compelling • Must also build rational for support • Be specific • How your gift will be used: each $25 we receive will go directly to … • How much you ask for • Be personal • Be appropriate iteenchallenge.org

40. How do we do Development … • Cultivating Donors – Fundaments – Mass Donors • Appeals: • DO share an emotional story • DO have a compelling need (a reason to give) • DO focus on the ministry recipient not on the organization • DO provide ways to engage (e.g. Pictures, bounce backs, leave behinds, etc.) • Newsletters: • DO thank the donor • DO show them how their support is making an impact • DO invite them to continue their involvement. • DO NOT be “newsy” or “informative” iteenchallenge.org

41. How do we do Development … • Your database is your BFF iteenchallenge.org

42. Your Responsibility as Director • Lead • Stewardship (decide how to allocate resources) • Manage • Set the tone for fundraising in your center • Monitor your team and their motives • Set processes in place to follow up with supporters • Establish and delegate a mass fundraising program • Cultivate & Solicit • Do what only the director can do … 1:1 work with large donors • Be disciplined to make your contacts, and follow your plan. Note: A full time major gift officers will manage 100 – 200 relationships at a time. You should be managing 30 – 75 as Director. iteenchallenge.org

43. Your Responsibility as Director • Trust in the Lord with all your heart and lean not on your own understanding; in all your ways acknowledge him, and he will make your paths straight. Proverbs 3:5 iteenchallenge.org

44. Thank You iteenchallenge.org