United WayLeadership and Loyal ContributorsRaising Money and Developing Relationships

June 18, 2010

Agenda

• Leadership Best Practices

• Loyal Contributors Program

• Break Out Sessions OR Questions and Answers

3

The Constitution Society

Colleagues $1,000 to $2,499

Framers $2,500 to $4,999

Founders $5,000 to $9,999

Tocqueville Society $10,000 or more

Leadership GivingLeadership Levels

4

1. CEO Support

Encourage company leadership to lead by example

CEO solicitations

CEO as “champion”

Leadership GivingBest Practices

5

2. Strategize before the Campaign

Assign leadership giving responsibility

Set specific goals for company coordinators, divisions

Leadership GivingBest Practices cont.

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3. Identify Leadership Prospects

Review < $1,000 donors

Salary Levels

Engage retirees

Leadership GivingBest Practices cont.

7

4. Special Treatment during Campaign

• Special Kick-Off Event

• Personal appeal from CEO

• Personalized solicitations tailored to past giving history and commitment

• Encourage stock gifts and payroll deduction

• Individual follow up with prospects

• Use incentives to step up to leadership level

Leadership GivingBest Practices cont.

8

5. Company Match

Use the corporate gift for a matching gift program to encourage increased employee contributions

United Way credits donors for company matchesex: A donor gives $750 and the company match credits the donor for $250, the donor is credited at the $1,000 leadership level

Leadership GivingBest Practices cont.

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6. Special Recognition

Tocqueville Society and Constitution Society Roster of Members, distributed annually

Joint household giving

10,15, and 20 leadership donors

Internal Recognition Societies in the workplace

Leadership GivingBest Practices cont.

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7. Saying Thank You – workplace and United Way

Announce dollar and participation goals, and congratulate

Recognize new leadership donors

Thank you events/personal acknowledgement

United Way mailings/invitations throughout year

E-newsletter sent bi-monthly, with timely information about our community and partner agencies

Leadership GivingBest Practices cont.

Overview of the United Way Loyal Contributor Program

Focuses on:

• identifying

• thanking

• developing relationships with long-time donors, regardless of the level of contribution

Strategies for creating relationships with Loyal Contributors

1. Create a Loyal Contributor Culture

2. Identify Loyal Contributors

3. Thank and recognize Loyal Contributors

4. Communicate the impact of their gifts

5. Engage Loyal Contributors

Strategy 1: Create a Loyal Contributor Culture

#1…. Make it a part of a larger organizational strategy… it won’t work in a vacuum!

#2… “No Ask” is key… this is about relationship building…thanking, engaging and informing!

#3…Have a script/structure for the conversations.

#4…Ensure “buy in” from organization leadership.

Expect donors to be surprised and delighted to have staff and volunteers visiting with them to say THANK YOU!

Strategy 2: Identify Loyal Contributors

Build in Loyal Contributor self-identification into everything

Where?

•Electronic and paper pledge tools

•Sign-up on your website

•Sign-up tables

•At campaign meetings

Strategy 3: Thank and Recognize Loyal Contributors

Simple, sincere and meaningful…and in a way that helps build relationships

•Thank you calls, letters, emails

•Thank you/recognition events – win-win as Loyal Contributors can re-connect or get to know new people, a social opportunity

•Thank you gifts

•eCards

•Personal visits

Strategy 4: Communicate with Loyal Contributors

•2 times per year (at least)

•Combine thank you and information

•Celebrate and recognize individual Loyal Contributors – newsletter profiles, quotes, list

•Send out Loyal Contributor eNewsletter

Strategy 5: Engage Loyal Contributors

Ask Loyal Contributors to LIVE UNITED

Help with identifying and recognizing other Loyal Contributors “Loyal Contributor committee”

Involve them with opportunities to GIVE, ADVOCATE, VOLUNTEER in your workplace

Loyal Contributor Timetable

March - April Focus: Thank you and recognition

May - July Focus: Thank you and recognition

Aug - Sept Focus: Prep for workplace campaign

Oct - Nov Focus: Workplace campaigns; Self identification on pledge tools

Dec – Feb. Focus: End of year thank you; plan for 2011; recruit volunteers

United Way Store Loyal Contributor Merchandise

Special Loyal Contributor Tee Shirts

Thank You!

Let’s work together to create

relationships with Leadership donors

and Loyal Contributors