Welcome to

NEW Coordinator Training

What is the CFC?• CFC is the world’s largest and most successful annual workplace

fundraising campaign.

• There are more than 190 CFC’s throughout the country and internationally that raise millions of dollars each year.

• To date federal employees have collected over $6 billion dollars for local, national, and international charitable organizations.

• Pledges made by Federal civilian, postal and military donors during the campaign season support eligible non–profit organizations that provide health and human service benefits throughout the world.

• The Central Ohio and WV CFC collected over $1.5 million dollars during the 2011 campaign.

33 County Giving AreaAdams, Athens, Brown, Coshocton, Delaware, Fairfield, Franklin, Gallia,

Guernsey, Highland, Hocking, Jackson, Lawrence, Licking, Logan, Madison, Marion, Meigs, Morgan, Morrow, Muskingum, Perry, Pickaway, Pike, Ross,

Scioto, Union, Vinton, and Washington counties in Ohio.

Cabell, Wayne and Wood counties in West Virginia.

Structure

OPM

Local Federal

Agencies

PCFO

CABINET

Local, National and

International Charities

LFCC

Chairperson Coordinators Key Workers

Project Officers

Loaned Executive

s

Sets Policy & Procedures

Conducts Local Campaign

Manages Local Campaign

Leadership of LFCC

OPM

Publishes CFC RegulationsEstablishes Timelines

Provides Direction and GuidanceDevelops & Publishes National / International List

Establishes Rules on Local Application’sFinal Appeal

Audits

Director, OPM

John Berry

Director, CFC Operations

Keith Willingham

CFC StaffCurtis RumbaughMary CapuleCherLynn StevensMarcus Glasgow

OPM Office of CFC Operations Structure

Campaign Management

• Honor employee designations.

• Help to ensure no employee is coerced.

• Train Loaned Executives, Coordinators & Key Workers.

• Ensure no employee is questioned as to his or her designation.

• Prepare campaign materials (LFCC approval)

• Fiscal Management

PCFO Responsibilities

Conducts the Local Campaign • Encourage local Federal agencies to appoint Loaned Executives.• Encourage Agency Directors/CO’s to support the campaign• Ensure that, to the extent possible, every federal employee is given an

opportunity to participate in the CFC (100% Contact)

Hires PCFO• Approves Budget• Conducts Local Agency Eligibility• Provides Oversight of PCFO• Approves Campaign Material• Conducts Compliance Audit (Members from Federal Community)• Final Campaign Decisions• Liaison to Federal Agency Heads

LFCC Responsibilities

Loaned Executive (LE) Responsibilities• Promote and make presentations about CFC to employee groups as

requested.

• Deliver all material needed for employee campaigns including pledge cards, brochures, report envelopes, and campaign posters.

• Ensure the CFC’s impact is demonstrated through the use of agency tours, agency displays, speakers, and the use of the campaign video.

• Provide quality customer service to agency and campaign volunteers.

• Assist agency coordinators with planning, organizing and conducting employee campaigns and meetings.

• Follow-up with CFC Agency Coordinators weekly or as needed.

Agency Coordinator Role• Develops, schedules and implements the agency campaign (i.e., special events).

• Develops and implements a schedule for employee solicitation meetings to educate employees about the CFC.

• Assures that other offices in the campaign area are included in the campaign.

• Reviews and analyzes the giving history and past campaign activities of the agency.

• Recruits and trains campaign team (one for each 10 to 15 employees).

• Distributes all campaign materials and collects and audits pledge cards in timely fashion.

• Communicates campaign progress, results and contacts assigned loaned employee to pick-up report envelopes to be taken to the Campaign Coordinating Organization.

• Completes the campaign during the specified time period with follow-up as necessary.

• Recognizes and thanks the agency campaign team.

• Get the Agency Head to fully support the campaign

• Know the facts about CFC

• Establish attainable objectives with your Loaned Executive

• Recruit your team

• Train and support your team

• Loaned Executives are available to conduct an onsite training for your team

• Utilize CFC “Helpful Resources”

Elements of a Successful Campaign

Six Elements of Personal Solicitation

1. Be ready

2. Be Confident

3. Explain

4. Listen

5. Solicit

6. Say “THANK YOU”

How to Handle Objections

• Focus on Solutions to Objections

• Always Listen

• Never Let an objection lead to an Argument

• Respond with Positive Solutions

• Turn Negatives into Positives

• Allow potential donors to verbalize opinions

• Don’t take it personally!!

FUTURE DONOR: I give to my own charities/church.

YOU: That’s great. Then you know how important it is to be charitable. Can you please consider including our CFC agencies in your charitable giving?

FUTURE DONOR: I will not support management.

YOU: Your donation does not benefit management. This is your opportunity to give to charity and support the community.

FUTURE DONOR: I don’t know where my money is going

YOU: If you designate directly to an agency through the campaign, that is where your money goes. The agency will send an acknowledgement if you

so desire.

Responses to Why People Don’t Give

Campaign Materials

Charity Listing & Posters

Pledge Card

Completing the Pledge Card

Instruct employees to use black ballpoint pen, write in all capital letters and to press firmly!

3-Part Form:1. Top page goes to your Payroll Office.

2. Middle page (white carbon copy) goes in the Report Envelope.

3. Bottom page (pink carbon copy) to donor as confirmation receipt.

IMADONOR

123 45 6789CENTRAL INTELLIGENCE AGENCY

1234 BOULEVARD AVEParkersburg WV 26302

555 555 5555 55 .

IMADONOR

123 45 6789CENTRAL INTELLIGENCE AGENCY

1234 BOULEVARD AVEParkersburg WV 26302

555 555 5555 55

..

40 00 1 0 4 0 0 0

IMADONOR

123 45 6789CENTRAL INTELLIGENCE AGENCY

1234 BOULEVARD AVEParkersburg WV 26302

555 555 5555 55

..

40 00 1 0 4 0 0 0

1 2 3 4 5 9 0 0 0 0 9 9 9 9 9 1 4 0 0 0

IMADONOR

123 45 6789CENTRAL INTELLIGENCE AGENCY

1234 BOULEVARD AVEParkersburg WV 26302

555 555 5555 55

..

40 00 1 0 4 0 0 0

1 2 3 4 5 9 0 0 0 0 9 9 9 9 9 1 4 0 0 0

5678 STREET RDMARIETTA OH 45218

.

IMADONOR

123 45 6789CENTRAL INTELLIGENCE AGENCY

1234 BOULEVARD AVEParkersburg WV 26302

555 555 5555 55

..

40 00 1 0 4 0 0 0

1 2 3 4 5 9 0 0 0 0 9 9 9 9 9 1 4 0 0 0

09 18 1 2Ima Donor

5678 STREET RDMARIETTA OH 45218

.

Campaign Report Envelope

Agency ABC

123 Main Street

Columbus OH 43215

X300

10 150.00 1,800.00

1 25.00 25.00

11 150.00 75.00 1,875.00

ImaCoordinatorIma Coordinator 728-3000

50.00 50.00

Report Envelope Tracking

Donor Recognition Items

Donor Recognition Item Request

Speaker RequestsIndividual Speakers and Agency Fairs

https://uwco.wufoo.com/forms/public-sector-speaker-request/

Campaign Materials/Promotional Resources

• Charity Listing• Pledge Card• Campaign Report Envelopes• Lapel Pins• Promotional Materials• Leadership Level Gifts/Coins• Report Envelope Tracking Form• Donor Recognition Tracking Form (if applicable)• Local campaign website: www.cowvcfc.org• Central Ohio and West Virginia CFC Facebook page

Magic Words

From the LFCC/Federal Agency Head:

“The CFC… It’s Important!”

From the Loaned Executive:

“What can I do to assist you?”

From the Coordinator & Key Worker:

“Allow me to educate you on the purpose of the CFC.”

“Thank You!”

Questions?