Transcript Annual Fund History

Shining Sets – What’s Next?
Development Report
Angela Matthews
February 23, 2013
“We can do the major gift to your campaign if
you give us two generations to pay it off.”
Annual Fund History
2012 Total Gifts
Source of
Funds
Cash-in
hand
Outstanding
Pledges
Total
Annual Fund
$443,007
$9,500
$452,507
Capital Campaign
$325,652
$26,315
$351,967
Total
$768,659
$35,815
$804,474
Year
Due
Households
2013
$66,540
153
2014
$65,248
144
Shining the Star: 2010 - 2012
Final Campaign Results
Capital Project Support
Trust Gifts
Planned Gifts/Bequests
TOTAL
$2,214,997
$ 36,000
$2,445,450
$4,696,447
Worth Noting
The public phase of the campaign produced
significant results both in surpassing the Annual Fund
goal and setting up a stream of gift income for the
next two years.
 The work benefitted from an expanded network of
volunteers and enthusiastic leadership both for the
2012 Combined Appeal and for the campaign.
 The intrinsic reward of goals achieved was motivating
for every conference and every conference exceeded
its goal as well as prior year results.
 It will be to our advantage to maintain as much of
the volunteer base from 2012 as possible.

Percent Giving by Conference
Capital Projects Gifts Only
Campaign Pyramid: Proposed - Actual
*Proposed:
4 gifts
10 gifts
10 gifts
10 gifts
40 gifts
50 gifts
20 gifts
100 gifts
Many gifts
*Proposed:
$250,000
$100,000
$75,000
$50-74,999
$20-25,000
$10-19,999
$5,000
$1,000
Under $1,000
*Actual:
1 gift
1 gift
1 gift
10 gifts
15 gifts
39 gifts
26 gifts
45 gifts
63 gifts
*Actual:
$500,000
$150,000
$75,000
$30-60,000
$20-25,300
$10-19,999
$5-9,999
$1-4,999
$30-999
*Cap & PG
*Cap & PG
*Cap ONLY
*Cap ONLY
First Three Phases of Securing a Gift
for Shining the Star
Pre-Identification
 11,306 records
Qualified
 59 in this category
– 7,886 have never given a gift
– 3,837 have attended a conference
but never gave
Identified
 898 records
 864 not rated
 34 with external ratings
– gave at least 2 out of the last 3
years
– Lifetime giving of this group is
$88,000


362 lifetime giving of $1,000+
441 lifetime giving of less than $25
– 9 internally rated at $100-499,999
– 26 internally rated at $10-99,999
Cultivated/Engaged
 74 in this category
 67 had Attachment Scores from
wealth screening
– 15 with scores of 1 or 2
(most attached)
– 43 with scores of 3-5
(least attached to hostile!)


Most on this list declined to be
solicited or evaded opportunities
Unrealized potential of $1,040,000
Solicitation Phase of Shining the Star
Do not Solicit


36 households asked not to
be solicited or were
internally coded because
they were Pels
8 were rated for major gifts
representing $200,000
Incomplete Solicitations


61 solicited 1:1 representing
$1.5 million
105 packets mailed to
corporation members with
no response
Observation of Stewardship Phase
Capital Gifts and Grants Only
8
donors or 4 percent of donors gave 44
percent of total dollars raised
 63 donors or 31percent of donors gave 0.0087
percent of total dollars raised
 The largest number of 5-figure major gifts (59)
were in the range of $10-30,000
 There were 71 gifts in the $1-9,999 range
 In total, 174 gifts (4-figure or more) account
for 99% of the success
Stewardship Continued





Donors most frequently expressed surprise by the size of the
suggested ask
Recommended ask amounts totaled $6.5 million, which
produced $2.2 million in gifts for capital projects (yield = 34%)
In many instances donors enhanced their capital gift by
including Star Island in their estate plans, which added $2.4
million bringing the total to $4.69 million
While some commitments seemed disappointing in scale to
the ask, more disturbing were the number of highly affiliated
prospects who refused to pledge. This group will need some
individualized planning and perhaps 1:1 interviews to better
understand their lack of participation.
Wealth screenings and internal ratings are only the outline of
the donor picture. The donor makes it whole – colors in the
outline.
What’s next
Fundraising
 Honoring a pause between campaigns and celebrate accomplishments with due
recognition and appreciation
 Continue to encourage monthly giving thereby offering donors the opportunity to
increase their giving and develop the habit of pledging
 Continue to expand the base of support for Star Island by increasing the number of
event sponsors and officially establishing a Friends of Star Island giving circle
 Interview/meet with every major donor to assess their opinions and satisfaction
with the campaign and with the results of their generosity
Facilities
 Future campaigns will work best if focused on discreet projects rather than
comprehensive facilities improvements
 Maximize resources where possible by managing appropriate construction projects
through a combination of a volunteer workforce and purchased materials.
Communications
 Take advantage of the enhanced communication capacity inherent in the new
database/software and existing social media platforms to strengthen relationships
with donors and key stakeholders and to access their networks
 Maintain contact with younger shoalers through social media
 Establish a column in the newsletter that features investment in improvements