a look into not-for- profit camps becoming more professional and proficient fundraisers you gotta...

A L O O K I N T O N O T- F O R - P R O F I T C A M P S B E C O M I N G M O R E P R O F E S S I O N A L A N D P R O F I C I E N T F U N D R A I S E R S

YOU GOTTA HAVE HOPE…AND COPE©!

Presented by: Bob Demont, CFREPete Hare, Ex. Dir., Keewaydin Fdn.

91st Annual Conference

March 30, 2012; 9:00am-10:15amManchester, NH

4 LESSONS LEARNED BY THIS COUNSELOR

Lesson #1: Camp Does Make a Lasting Difference in the Lives of Campers…AND Counselors!

“CHIEF” & “PEG”

“Chief” Dave and Peg Mason, Camp Agawam Directors (1957-1986)

ALFRED G. "WABOOS" HARE(1914-2011)

Keewaydin Director (1945-2000)

“COACH”

“Coach” Bob Demont and campers in the Summer of 1974.

Main Idea Alumni Staff: Karl and BJ

FORMER CAMPERS, NOW STAFF

Lesson #2: “Ask for Money, You Will Get Advice. Ask for Advice, You Will Get Money.”

Lesson #3: Fund Raising Can Sustain a Camp for a Generation

ACA-NE Presentation (2006):

4 TRADITIONAL CRITERIA FOR CAMPAIGN SUCCESS

(2006 SURVEY OF 29 CAMPS)

1. A Compelling and Urgent Case/ Need/ Opportunity

2. Sufficient Donor Prospects

3. Strong Leadership

4. Investment in Staffing

KEEWAYDIN FOUNDATION’S DIRECTOR AND BOARD TOOK THE PLUNGE AND…

• Raised $14.7M, Awareness, Advocates, Loyalty and 90+ Volunteer Leaders,

• Up From $1.9M Raised on Last Campaign,

• Maintained Annual Giving in the Greatest Recession since 1929, and

• All For “Just a Camp.”

OTHER CHALLENGES

• Merging 4 Camps Into Fdn.

• Fdn. Exec Also Camp Director

• Lost Alumni from Songa

• Canadian/LA Philanthropy

• Social Media Questions

Buildings + 20%

Scholarships: $8M

Programs/Equip.

Renovations

HOW KEEWAYDIN CAMPAIGN DIFFERED FROM 29 OTHERS SURVEYED IN 2006

Staffing:

Board Giving:

Directors’ Time:

Top 10 Gifts:

Volunteers:

Conducted Study?

29 Camps Keewaydin

50% Added Staff Added 2 Staff/Counselors

10-30%

40% + $4M Match

20-30%

30% + 3 Other Directors

50% 60% (28 $1M+ Prospects)

20 Average 90+

Half Did Yes: 55+55 More

OTHER KEEWAYDIN STRENGTHS

• 100 Yrs. of Service (1893)

• Good Product/ Diversity of

Programs:4

• Common Values: “Help the Other

Fellow”

• “Leave It Better”

OTHER KEEWAYDIN STRENGTHS

• Quality Staffmen/ Tenure/$1M+!

• Volunteer StaffmenProgram

• Parent Referrals

• Alumni Testimonials/ Passion/

Programs

KEEWAYDIN ORGANIZATION CHART 1.0

Board of DirectorsAnne Adler, Chair

Fred Reimers, Chair

Campaign CounselDemont & Associates Campaign Chair(s)

Stuart Fraser

Camp DirectorPeter Hare

Campaign Cabinet

Advance GiftsAll Gift Lev els

Hap Brakeley, Chair

Staff Tri-Chairs:Sandy ChiversBruce IngersollPriscilla Leng

Objective: $8,000,000

Board, Cabinet, Staff, and Selected Friends

Face-to-FaceProspects: 40-50Volunteers: 8-10

Planning: 7/07-10/07Solicit: 11/07-11/08

Complete: 11/08

CAMPAIGN SUPPORT COMMITTEES

SOLICITING DIVISIONS

Prospect Review& Evaluation(Anonymous) Campaign Treasurer

William Roberts

CommunicationsAdvisory Committee

Awareness CommitteeAnne Adler, Co-Chair

Tony Schulte, Co-Chair

Leadership Gifts($50,000+)

Molly FrankOwen Gutfreund

Peter Matt,Tri-Chairs

Objective: $5,500,000 - $6,500,000

Alumni, Parents, FoundationsCorporationsFace-to-Face

Prospects: 268Volunteers: 36

Planning: 12/07 – 11/08Solicit: 11/08 – 12/10

Complete: 12/10

Major Gifts($10,000 - $49,999)

Edward BiddleJed Herrmann

Tom & Amy VorenbergMajor Gifts Chair(s)

Objective: $500,000- $1,000,000

Alumni, Parents, FoundationsCorporationsFace-to-Face

Prospects: 336Volunteers: 35 - 45

Planning: 6/09-9/09Solicit: 10/09-12/10

Complete: 12/10

Director of Development

Thomas Oxholm/Keith Wilkerson

Capital Projects Treasurer

Matt Pierce, Chair

Ogima Chairs Jill and Peter

Kraus

KEEWAYDIN LEADERSHIP GIFTS ($50K+) ORGANIZATION CHART

Owen Molly Peter Peter Owen Owen Molly Molly Molly Molly Molly Owen Owen

Dunmore VC Tup Ensminger/K.

Sponaugle

Dun. Parent VC B. DeLaMater

Tem Parent VC Bob Wilson

S. Klinck VT E. Wertz PA L. Conrad NY C. Bingham NY B. Swift ON

D. Bourdelais NH G. Kephart DC T. Kellogg PA D. Whiteman TX B. Freeman W. Matt OH G. McCutcheon ON

S. Schuster VA K. Von Kohorn CT

L. Pardo VZ

B. Mather NY D. Coolidge IL J. Angelo, NY G. Atterbury PA E. Silbert DC C. Borntraeger PA R. Hersey NC B. Ballard OH J. Brogan PA C. Hallock NY S./C. Cook NYL. Miller VT D. Coolidge MA R. Brown NY J. Fuchs PA T. Eakin DC J. Gutfreund CA J. Ottley VA P. Holmes OH E. Coppola TX D. Atkin NY J. McCutcheon ONJ. Steiner NY A. Smadbeck MA R. Lamb MD T. Oliphant AZ J. Whitaker CA R. Penske PA G. Meinig PA W. Lafave OH P. Dube NY M. McCutcheon ON

N. Stillwell MA C. Fenster CA J. Hanley DC G. Heller CA S. Lamade NY P. Meinig OK A. Manice NY R. Capelli ONH. White MA M. Campbell PA D. Hinsley NY M./L. Thomas GA M. Stitzer CT D. Topolinsky OND. Payne MA D. Campbell PA J. Springate IL C. Goodman MS S. Whitridge CT B. McKeil ON

R. Hersey NC J./O. Neill MS

12/1/2009 LGM

Staff Direction: Ogima Gifts, Bob Demont Leadership Gifts, ______Lauren Moye Staff Support: Director of Development, Tom Oxholm

Office Manager, Theresa MacCallum

Vol. Prospects

Dunmore VC J. Gelb/T. Schulte

S. Butler NY

Vol. Prospects

R. Beinecke NY

J. Bartels NY

W. Gluck CA

Dunmore VC H. Fenster/P.

Jacobs

M. Davison GA

Dunmore VC Ty Burton

Temagami VC M. Morton F. & C. Hunt T. Forbes

R. Zeidman

Vol. Prospects

Parent VC T. Robertson

Vol. Prospects

Peter Matt, Co-Chairs

Ogima GiftsPeter & Jill Kraus, Co-

Chairs

J. Angelo CA J. McPhee G. MA

M. Dickson NC

Vol. ProspectsB. Eisner CA

Vol. Prospects

Leadership GiftsMolly Frank,

Owen Gutfreund &

Vol. Prospects Vol. Prospects

R. McNeil PA

R. McPhee NY

Vol. Prospects

C. Kireker VT

Dunmore VC W.& B. King P. Smith

Dunmore VC D. Adler

Dunmore VC J. Klinck/M. Pierce

J.. Mayer LA

R. Jeffrey OH

Vol. Prospects Vol. Prospects Vol. Prospects

J. Reimers SC

Temagami VC T. & L. Lyell/J. Schneider

Temagami VC H. Cleminshaw

J. Frazier

Vol. Prospects

D. Greenfield

J Graves MS

R. Alberts VT

S. Blecher NY

R. Wiesenthal NY

$50K +

$1M +

THE GIFT OF THE GREAT RECESSION FOR KEEWAYDIN AND OTHERS TAKING THE PLUNGE:

Volunteers Were More Willing to do Anything, except Soliciting! Like:

Still, They Ultimately Raised More Money Because They & Their Prospects Were Better Prepared For The ASK!

- have conversations - take prospects on trips- make personal contact - actively listen to prospects’ stories- get camper referrals - be donor centric vs. campaign centric- ask for advice - do thank-a-thons!

Lesson #4: “A Strong Culture of Philanthropy” Can Sustain a Camp for a Century.

CULTURE OF PHILANTHROPY DEFINED

• Practices (Best)

• Attitudes

• Values

• Goals

COPE© CULTURE OF PHILANTHROPY EVALUATION

• Based Upon 22 Best Practices

• Developed From 32 Years of Experience

• With 1000’s of Not-For-Profits (All Kinds)

• Evaluated Here by Board & Staff of 7 NE Camps

7 CAMPS INCLUDED IN COPE© ANALYSIS

• Camp Agawam• Aloha Foundation• Chewonki• Farm & Wilderness• Keewaydin• Camp Onaway• Camp Pasquaney

KEEWAYDIN’S OVERALL COPE© RESULTS

Keewaydin Average Overall Score Potential

Philanthropic support is considered an important revenue source for the organization.

• Annual Giving & Endowment Income

• 5-10%+ of Budget

• Beyond Dollars

• Integration With Constituent Relations

• The 20% KF Campership Comparative

2

Keeway

din

CAMP A

VERAGE

Overa

ll Sco

re P

otentia

l0.00

0.50

1.00

1.50

2.00

2.50

3.00

3.50

4.00

4.50

5.00 4.50 4.56

5.00

2. Revenue Source

• Do You Have A Plan?

• Fundraising Or Philanthropy?

• “Standing Still Is Falling Behind”

• Not Just An Anniversary Activity

• KF: 100th Anniversary• 4 Camps = 1 Organization

Philanthropy plays a prominent role in the strategic plan for the organization.1

0.00

0.50

1.00

1.50

2.00

2.50

3.00

3.50

4.00

4.50

5.00 4.554.31

5.00

1. Strategic Plan

• Campaigns Focus All Players

• URGENCY = Now, Not Later

• 3-5 Years Is Typical Target

• Priorities Tend To Change

• KF:• Dining Hall?• Contiguous Land?• Island?

The Board and administrative staff have a clear vision for the organization and understand both the top priorities and the urgency to secure funding for them. 4

0.00

1.00

2.00

3.00

4.00

5.00

6.00

7.00

8.00

9.00

10.008.45 8.18

10.00

4. Clear Vision

• Fulltime -> Reports to E.D.

• Alumni/Events/AF/CC

• Board Collaborates With Camp Directors

• Attends Board meetings

• Development Committee?

0.00

0.50

1.00

1.50

2.00

2.50

3.00

3.50

4.00

4.50

5.004.27

3.68

5.00

5. Development Pro on Staff

An experienced Development Professional is on staff, reports directly to the Executive Director, and plays an active role in Board discussions.5

Selected Board and staff members make personal visits to steward and solicit the top 30 prospects/supporters each year.

• Dartmouth College Study of $1M Donors

• You Can Not Thank Enough

• Who Asks is Matters!

• Remember: 95% of $’s Come From 5% of Donors

• KF In 4 Year Campaign Mode

9

0.00

2.00

4.00

6.00

8.00

10.00

12.00

14.00

16.00

6.82 6.77

15.00

9. Personal Visits

Development staff and the Executive Director have written goals relating to philanthropy with metrics based upon measurable and comprehensive outcomes, not simply upon dollars raised.

• Number of Contacts

• E-newsletter Open Rate

• Participation Rates

• New Dollars/Donors

• Legacy Society Members

• Campaign Infused New SOP

21

0.00

0.50

1.00

1.50

2.00

2.50

3.00

3.50

4.00

4.50

5.00

2.232.03

5.00

21. Philanthropic Written Goals

The average tenure of the last three chief or chief de facto development officers exceeds four years.

• Industry Average is 2.5 Yrs.

• Staff Move Before & After Campaigns

• It is All About Trust, Knowledge & Relationships!

• Do You Value the Position & Philanthropy?

• KF DOD Left Near End of Campaign

6

0.00

0.50

1.00

1.50

2.00

2.50

3.00

3.50

4.00

4.50

5.00

1.45

2.05

5.00

6. Development Pro Tenure

Retention rate for all annual donors consistently exceeds an average of 80% in the past 3 years and exceeds 90% from five-figure donors in the same time frame.

• Not Many Camps Know!

• Tracking Young Alumni

• Knowing the Decision Makers

• Maintaining Accurate Records

• KF: Good on 5-Figure Donors

20

0.00

0.50

1.00

1.50

2.00

2.50

3.00

3.50

4.00

4.50

5.00

0.95 0.96

5.00

20. Donor Retention

KEEWAYDIN’S OVERALL AVERAGE

120-140. Outstanding!100-119. Very Good!80-99.

Average!60-79. Below Average!Below 60. Failing!

0.00

20.00

40.00

60.00

80.00

100.00

120.00

140.00

89.14 90.35

140.00

Overall Comparative

BEST APPLICATIONS OF COPE©

• To Achieve Shared Vision of Board/Staff

• As Part of Internal Assessment of Preparedness for Major Campaign

• To Educate Board and Staff

• To Establish Current and Future Benchmarks

• To Affirm What Doing Well/Identify What Could Be Better

3 CAUTIONS ABOUT TAKING THE COPE© PLUNGE

1. Limited Past Fund Raising Success Does Not Necessarily Mean Low Score

2. Outward Appearances Can Be Deceiving

3. No One Has a Corner On or Has Fully Arrived on COPE©.

DISCUSSION

HAVE YOUR CAMP TAKE COPE©

• To apply for a COPE© Pro Bono Service • Go Online to:

www.DemontAssociates.com, under ‘Demont Philanthropy’ and download application (due June 1, 2012)