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RP Chair Centralized Training Region II CRC August 28, 2010. RP Chapter Chair Training. What is RP?. ASHRAE Funds. RP. The Nuts & Bolts. RP Chair Responsibilities. First steps. Researching Today, to Change Tomorrow. RP Campaign History. 2010-11 RP Campaign Goal. $2,100,000.

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Rp chair centralized training region ii crc august 28 2010

RP Chair Centralized Training

Region II CRC

August 28, 2010


Rp chapter chair training
RP Chapter Chair Training

What is RP?

ASHRAE Funds

RP

The Nuts & Bolts

RP Chair Responsibilities

First steps

Researching Today, to Change Tomorrow




Resources available after training
Resources available after Training

  • www.ashraerp.org

  • Handbook Chapter

  • Electronic Training

    • Sept. 16th, 23rd & 30th

  • Excel Training

  • “Lunch & Learns” throughout the year

  • RVCs, RP ExCom & Staff



Two things in one
Two things in one…

  • “RP” is both

    • RESEARCH Promotion

    • RESOURCE Promotion


Resource promotion
Resource Promotion

  • Research

  • Eduation (ALI)

  • Unrestricted/General Fund

  • ASHRAE Foundation


Education unrestricted funds
Education & Unrestricted Funds

  • Education

    • ALI – ASHRAE Learning Institute

      • Development of new Courses and Training Materials

  • Unrestricted

    • The ASHRAE General Fund

      • Supports all different projects and can be used by all departments

        • Helps supplement Dues, Ad sales and Bookstore sales


  • Ashrae foundation
    ASHRAE Foundation

    • General

      • Typically supports ALI

    • Endowed Research Funds

      • Generates a 5% annual return

        • Great for memorials, honor gifts, chapter donations

          • No more then 50% of Chapter donations



    Research
    Research

    • $1.9+million annually

      • Research Projects

      • Grant-in-Aid Projects (students)

    • 80+ Projects

      • Every Region has Research!

      • 13 out of the 14 Regions get a minimum of $2 “back” in research compared to what’s raised


    Ashrae research canada
    ASHRAE Research Canada

    • A separate Canadian corporation

    • Allows Canadian companies to receive tax credit for their investments

    • All the money raised or given by Canadians comes back to be spent in Canada


    For the chapter s use
    For the Chapter’s Use

    • Regional Displays

      • Better yet – Chapter display

    • Topic Specific Displays

      • Projects matching your speaker’s topic?

    • Brochures

    • Handbook sample


    Selling to donors
    Selling to Donors:

    • Earmarking

      • $1,000 minimum

      • Current or Upcoming Projects

        Great way to get Donor buy-in

    • Research impacts all aspects of our lives

      • ASHRAE Consumer Center

    • Regional and/or School Support


    The us dollar vs canadian dollar
    The US Dollar vs Canadian Dollar

    and how ASHRAE handles it


    Canadian currency rp donations
    Canadian Currency & RP Donations

    • Canadian Checks are fine and credited for the amount written

    • Credit Cards sent to Headquarters are automatically corrected for the intended amount

    • Online Charges are the issue!

      • Please use a currency convertor and

        • give the US equivalent of your Gift


    2010 11 canadian rate
    2010-11 Canadian Rate

    • Set and approved by Board in April

    • Current rate is $1.14 (CAD$ x .8773)

      • $1cad = .87usd

      • $100cad = $87.73usd

      • $150cad = $131.59usd


    The nuts bolts
    The Nuts & Bolts

    The How’s, Why’s and What’s of RP



    Who what why
    Who, What & Why

    • Chapter activities

    • PAOE Reminders

    • RVC activities

    • Staff activities

      And how it all ties in together


    Ashrae specific terms
    ASHRAE Specific Terms

    • Members

      • Individual Donors

        • 3,268 donors

    • NonMembers

      • Company donors

      • Chapter donors

      • Golden & Platinum Circle Donors

        • 2,354 donors


    Fundraising terms
    Fundraising Terms

    • LYBUNTS

      • Last Year donors who haven’t given yet this year

    • SYBUNTS

      • Previous donors who haven’t given yet this year and didn’t give last year

    • Non Donor

      • Member who hasn’t given in 5+ yrs


    Lybunts
    LYBUNTS

    • Gave during the “last” campaign but haven’t given yet this year

      • “Low Hanging Fruit”

        • Know Research

        • Support ASHRAE

        • Involved

      • Majority of Donors

      • Easiest donation to get …..

        and yet ……


    On june 30 th 2010 7pm
    On June 30th, 2010 … 7pm …

    2009-10 Campaign:

    $2,075,000 raised from 7,000 donors ($45,000 & 500+ than last year!)

    $388,000

    1,800 LYBUNTS


    Why do lybunts exist
    Why do LYBUNTS exist?

    • The reality of life

      • 50%-75% of donors renew

    • We do have duplicates in the system

    • The single biggest reason ….



    Rp chair centralized training region ii crc august 28 2010
    “Thank you so much for your support last year and I hope that the Metro Chapter can count on you again this year!”


    Don t worry about it
    Don’t worry about it that the Metro Chapter can count on you again this year!”

    • They’re not going to ask a question you can’t answer

      • Why should I give?

      • What’s in it for me?

      • How much do you want?

      • Where should I send the check?

    • Even if they do …

      • “You know, let me check on that and I’ll call you back”


    Ashrae resources for lybunts
    ASHRAE Resources for LYBUNTS that the Metro Chapter can count on you again this year!”

    • 10 Yr History Report

      • How much they gave in the past

        • Max amount in 2-3 yrs

    • Why they gave

      • Specific areas of interest

        • Special events?

        • Ad sales?

        • Show sponsor?


    Sybunts
    SYBUNTS that the Metro Chapter can count on you again this year!”

    • Gave in previous campaigns but haven’t given yet this year

      • “Middle Fruit”

        • Know Research

        • Supported ASHRAE in the past

        • Involved or were involved

      • Associated with a big mystery ….


    Why did they stop giving
    Why did they stop giving? that the Metro Chapter can count on you again this year!”


    Lots of possible suspects
    Lots of possible suspects that the Metro Chapter can count on you again this year!”

    • Stopped being involved in the Chapter

      • INVITE them back!

        • Reach out and make the personal connection

    • Upset

      • Never underestimate the power of emotions

        • Find out what and/or Contact your RVC or Staff

    • Out of the industry

      • Thank and let Staff know


    The biggest most likely culprit
    The biggest & most likely culprit … that the Metro Chapter can count on you again this year!”

    • No one asked

      • ASK

        • Thank

        • Re-educate about Research

        • Ask

          • Specific amount at least Honor Roll!


    Non donors
    Non-Donors that the Metro Chapter can count on you again this year!”

    • Haven’t given in at least 5 yrs

      • High Fruit

        • Lots of work but potentially big pay-offs

    • May not be active Chapter members

    • May be younger or older & feel they have less resources


    Non donor first steps
    Non-Donor First Steps that the Metro Chapter can count on you again this year!”

    • Find the disconnect & work to solve it

      • Not involved with the chapter?

      • Not informed about ASHRAE Research?

        • Or would other funds interest them more?

    • Just never been asked?

  • ASK for their support

    • Specific amount at least Honor Roll!

    • Specific instructions

    • Follow up


  • How to find donors
    How to find donors that the Metro Chapter can count on you again this year!”

    • 10 yr History Report

      • Real Time Reporting

        • www.ashraerp.com

    • AHR Expo List

      • Who is at the January Show from your area?

    • Your Member List & Community

      • Local employers, companies, suppliers

        • Who do you do business with?


    Paper chase with meaning
    Paper Chase with Meaning that the Metro Chapter can count on you again this year!”

    Summary Form

    Full Circle Worksheet

    • How you send in the $$$

      • Like a deposit form at the bank

      • Contributor Numbers

      • Full address if no #

        • Contact name!

        • Phone number!

      • Two types – use what is easier for you

        • OR create your own!

    • Deadline: 11/15/2010

      • MUST send in the form

    • All the Chapter Officers

      • Minimum of $100

    • Great first meeting activity

      • Travel vouchers?

        “I’m not asking you to support something I don’t support”


    Rp paoe
    RP & PAOE that the Metro Chapter can count on you again this year!”

    • “You can’t spend Points at the Piggly Wiggly”

      • Make your Goal, do the activities that support Goal & the points will happen

    • Put in by Staff, tracked on the Spreadsheet

      • Let us know of Chapter activities!


    So how much do i raise
    So … how much do I raise? that the Metro Chapter can count on you again this year!”

    • Goal

      • Not based solely on what you did last year!

    • High 5

      • H5

      • High 5 Award

    • Challenge


    All important goal dates
    All Important Goal Dates that the Metro Chapter can count on you again this year!”

    • December 30th

      • 30% of Goal met

    • June 15th

      • 100% of Goal met

    • June 30th

      • ULTIMATE DEADLINE – if it’s not in Headquarters, it doesn’t count


    Donor recognition
    Donor Recognition that the Metro Chapter can count on you again this year!”

    • “Honor Roll” level

    • HVAC&R Coin

      • ‘Years of Giving’ Coins

    • October Journal Listing

      • AHR Expo Listing

    • Chapter & Regional Display Listing

    • Beyond “Stuff”

      • Saying Thank You


    Monthly spreadsheet reports
    Monthly Spreadsheet & Reports that the Metro Chapter can count on you again this year!”

    • “Real Time” Donor Report

      • www.ashraerp.com

      • www.ashrae.org/rp

      • Same user name/password as your Members’ only access log-in

    • Spreadsheet emailed Monthly

      • Compares LYTD with YTD

      • Goals, High 5 & Challenge


    Chapter chair responsibilities
    Chapter Chair Responsibilities that the Metro Chapter can count on you again this year!”

    RVC & Staff responsibilities too!


    Rvc responsibilities
    RVC Responsibilities that the Metro Chapter can count on you again this year!”

    • To support, encourage & help you reach Goal

      • Monthly Contact

      • Thanking donors by 12/15

        • Top 20 Regional Donors

    • Coordinating Solicitations by 5/15

      • Top 20 Regional Donors

  • Advice

  • To support and help the Region reach Goal


  • Your responsibility
    Your Responsibility that the Metro Chapter can count on you again this year!”

    • To Make or Exceed Goal


    Your responsibilities
    Your Responsibilities that the Metro Chapter can count on you again this year!”

    • Make or Exceed Goal

      • or at least do better than the year before

    • Ensure that Research is an active part of your Chapter’s activities

    • Thank donors

      • Last year & current year

    • Solicit all types of donors

      • Companies & Members

    • Use resources wisely


    Staff s favorite words
    Staff’s Favorite Words that the Metro Chapter can count on you again this year!”

    “Don’t worry, Patricia - I know this is a major donor and I know how important this is for the Chapter. I’ve been in contact with them, have a Plan B if I don’t hear from them by such&such date. I’ll take care of it.”


    Staff s least favorite words
    Staff’s Least Favorite Words that the Metro Chapter can count on you again this year!”


    Chapter websites
    Chapter Websites* that the Metro Chapter can count on you again this year!”

    The Good, the bad and the Seriously?

    * Names have been deleted to protect the guilty


    The seriously
    The Seriously? that the Metro Chapter can count on you again this year!”

    Where to begin ….


    The bad
    The Bad that the Metro Chapter can count on you again this year!”

    What’s good? What’s bad?


    The good
    The Good that the Metro Chapter can count on you again this year!”


    Good website
    Good Website that the Metro Chapter can count on you again this year!”

    • Listed current donors

    • Listed last year’s donors

      • THANK YOU!

    • Where the campaign is this year

    • Links to donate, find info and events


    Chapter newsletters
    Chapter Newsletters that the Metro Chapter can count on you again this year!”

    Everyone has one, let’s take advantage


    Chapter newsletters1
    Chapter Newsletters that the Metro Chapter can count on you again this year!”

    • Should compliment the websites

    • Reference what’s going on

      • Thank You

      • Please join us

    • What Research is

      • Area interest

      • General interest


    The first steps
    The First Steps that the Metro Chapter can count on you again this year!”

    or .. What do I do now?

    Or maybe more like ….

    I’m new and I’m already lost, confused and overwhelmed!


    Six easy steps

    Six easy steps that the Metro Chapter can count on you again this year!”


    Step 1
    Step #1 that the Metro Chapter can count on you again this year!”

    • Attend the Centralized Training

      • Get Training Manual and Chapter CD.

      • Meet your RVC and Staff & get Goal

      • Ask all the questions you need to make sure you know the 3 ‘biggies’ –

        • What, Where and Who


    The 3 biggies
    The 3 ‘biggies’ that the Metro Chapter can count on you again this year!”

    • What is RP & what am I doing??

      • And why didn’t I volunteer to be historian instead???

  • Where to start once you leave training

  • Who to contact if you don’t know the What and the Where


  • One down five to go

    One down … five to go that the Metro Chapter can count on you again this year!”


    Step 2
    Step #2 that the Metro Chapter can count on you again this year!”

    • When you get back - pull out the calendar and put it some place where you can see it

    • Don’t lose it!

      • If you do lose it, print it out again from your CD

    • Fill out your Action Plan based on the Timeline AND your personal timeline

      • Reference that if you’re unsure what you should be doing

        • or call your RVC or Staff


    Step 3
    Step #3 that the Metro Chapter can count on you again this year!”

    • Sharing ….


    Share
    Share … that the Metro Chapter can count on you again this year!”

    • Goal with your Board & Chapter Officers for their buy-in and commitment!

      • Full Circle Time

    • Goal and RP Calendar with your Chapter!

      • Special Events

      • Donor Recognition

      • Full Circle Completed

      • RP Night

        • This is where your Newsletter & Chapter website helps!



    Until now

    Until now … CALLS OR ASK


    Step 4
    Step #4 CALLS OR ASK

    • Run the 10 Yr History Report

    • Sort it

      • Last year’s donors on top, highest first

    • Adjust the view

    • Adjust the font

    • Adjust the column width

    • Take a deep breath & complain this is going to take too long (it won’t – I promise)


    Just do it
    Just do it CALLS OR ASK

    • Pick up the phone & call the first person who is:

      • A donor from last year

      • Someone you know (past RP Chair maybe?)

      • A medium size donor

        • Do you want your first call to be asking for $10,000?

    • THANK them for giving in the past

      “Thank you so much for your support last year !”

      and …



    Congratulations

    Congratulations!!!!! again this year!”

    You’ve just made your first donor solicitation!!

    Only 50+ more to go!


    Step 5
    Step #5 again this year!”

    • Keep making calls, contacts, solicitations

      • People should KNOW what you’re going to say to them by January and throw money at you JUST to make you go away

    • Run your Real Time Reports Monthly

      • Have people given like they said?

      • Have they given what you expected?

        • Follow up as needed

  • USE the donor call sheets & lists sent to you by Staff


  • Lists from staff
    Lists from Staff again this year!”

    • Not just for OUR benefit but YOURS!

      • Expo Companies

      • Matching Gift Lists

        • Trane

        • Johnson Controls

      • Upsell Donors

        • Donors who are close to Honor Roll Level

      • ‘Decreased’ Donors


    And finally

    And finally … again this year!”

    The Big One


    The last step

    The last step … again this year!”

    Missing it can undo all previous steps

    (except #1 since we can’t go back in time)


    Step 6
    Step #6 again this year!”

    JUNE 30th, 2011


    2009 10 rp campaign
    2009-10 RP Campaign again this year!”

    A new all time HIGH was missed by

    $6,134


    July 1 st 2 nd 2010
    July 1 again this year!”st – 2nd, 2010

    Late 2009-10 Money Received:

    $8,775


    6 easy steps to making goal
    6 Easy Steps to making Goal again this year!”

    • Attend & Learn

    • Plan

    • Share

    • Ask

    • Use

    • Send it in


    And the 7 th bonus step that makes it all much better
    And the 7 again this year!”th … bonus step that makes it all much better


    Smile it s going to be fun
    Smile ... again this year!” It’s going to be FUN