Help! I don’t have a development staff!

1. Help! I don’t have a development staff! Jennifer Weinstock, Strategy Manager, PEJE Sunday, November 4, 2012 Grinspoon Institute Annual Conference

2. Goals of the Session • Uncover the truth about development • Discuss your Culture of Philanthropy • Be honest about what you can accomplish • Review 10 steps to building a strategic development program • Set realistic goals to start working towards

3. The Truth About Development What do you think it is…

4. 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

5. The Truth About Development (at Jewish camps) Development is not: A mail appeal Based on a continual crisis Only about scholarship needs Based only on what the camp needs and wants Development is: A year-round approach to building relationships with donors An opportunity for a donor to have a meaningful conversation about their shared values and philanthropy to your camp Joyful and exciting Based on excellence Inclusive and requires the participation of all major stakeholders

6. The Camp Director and Development • 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

7. 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

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

9. 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

10. 10 steps for camp directors to take to build a strategic development program • Make your own meaningful gift

11. 10 steps for camp directors to take to build a strategic development program • 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?

12. 10 steps for camp directors to take to build a strategic development program • Set achievable goals.

13. 10 steps for camp directors to take to build a strategic development program • 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?

14. 10 steps for camp directors to take to build a strategic development program • 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

15. 10 steps for camp directors to take to build a strategic development program • 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?

16. 10 steps for camp directors to take to build a strategic development program • With your team, create a plan for each of the top 25 donors and prospects. • Calendar, Calendar, Calendar

18. 10 steps for camp directors to take to build a strategic development program • Cultivate and steward.

20. 10 steps for camp directors to take to build a strategic development program • Have meaningful conversations about philanthropy at your camp with members of your community who have shared values. Code word: Solicitation

21. 10 steps for camp directors to take to build a strategic development program • Celebrate!

22. 10 steps for camp directors to take to build a strategic development program SMART Goals

23. 10 steps for camp directors to take to build a strategic development program