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Take Away During this uncertain economic time, you will walk away with information on how to: Raise gifts of $10,000+ through PHONE/MAIL® program Maximize your Capital Campaign pledge rate (20%+ from members) Maximize your Capital Campaign average pledge ($350+ from members) Maximize the benefit of a Challenge Grant/Gift
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CONFIDENTIAL © Harris Connect LLC 2010
Successful Capital Campaigns
Capital Campaigns in the Midst of the Great Recession
June 29th, 2010
Participants
• Fontaine Huey, Director of Institutional AdvancementAtlanta Botanical Garden
• Linda Larkin, Associate Director, Capital CampaignOakland Museum of California
• Gregg Carlson, PresidentIDC Fundraising Division of Harris Connect
• Colin Ware, Vice President Sales & Senior ConsultantIDC Fundraising Division of Harris Connect
www.harrisconnect.com 800.516.4915
Take Away
During this uncertain economic time, you will walk away with information on how to:
• Raise gifts of $10,000+ through PHONE/MAIL® program
• Maximize your Capital Campaign pledge rate (20%+ from members)
• Maximize your Capital Campaign average pledge ($350+ from members)
• Maximize the benefit of a Challenge Grant/Gift
www.harrisconnect.com 800.516.4915
Harris Connect Provides the Widest Array of Services to Non-Profits to Engage Members and Generate Revenue
Physical Products Alumni Today,
Directories, Special Interest Publications,
Reunion Books, Tribute Prints,
Millions of Constituents Contacted Each Year
Data ResearchNCOA,
Lost/Trace,Email Append,
Surveys,Data Modeling & Analytics,
File Segmentation
FundraisingOnline Giving, Mobile Giving,
Direct Mail, Telephone:VOIP, Outbound, Inbound,
Recording Capability,Whisper Coaching
MobileSMS Texting,WAP Sites,
Applications,Mobile Giving,
Integration w/ Online Services
Online ServicesBroadcast Email,
Online Giving,Event Registration,Online Community,
Facebook,PCI Compliance
www.harrisconnect.com 800.516.4915
Thousands of Clients
www.harrisconnect.com 800.516.4915
Breadth of our Experience
• $350 million raised for our clients since 2000• 1 million publications purchased annually by constituents• 325,000 CD-ROMS purchased annually by constituents• 4 Call Center locations in 3 time zones (eastern, central and
pacific) with tenured, professional, highly trained communicators.• Conversations with more than 80,000,000 constituents since 2001 • More than 4,500,000 inbound calls every year (86,000/week)• Over 50,000,000 mailings created, produced & delivered annually• More than 18,000,000 broadcast emails deployed every year• $60 Million in on-line transactions per year without per transaction
or batch fees• Internet services provided to over 1,500 organizations annually
Multi-channel solutions – mail, phone, web and mobile
www.harrisconnect.com 800.516.4915
New Seasons Campaign
• $55 million goal/$52.5 raised• Campaign began in 2004 - public in 2006• IDC Fundraising campaign July 2008 – June 2009• Challenge Grant• Key elements
– Doubled size of garden– LEED certified parking garage and visitor center– Revitalized tree canopy– Canopy walk– Better visitor access– New edible garden
www.harrisconnect.com 800.516.4915
Powerful Case for Support
•Solves major civic parking problem•Enhances important tourist destination•Improves access for all•Increases capacity for education•Demonstrates green practices and values•Builds on the Garden as a center of knowledge
and a keeper of Southern gardening tradition
www.harrisconnect.com 800.516.4915
The Museum of California Campaign
• $58 million goal/$62.6 million raised• Campaign began 2004, public 2006• IDC Fundraising campaign Oct. 2009 – March 2010• Challenge Grant• Key components
– Complete renovation of the museum– More of the collection on display– Architectural gem re-born– Re-visioning the museum experience– Enlarged educational facilities
www.harrisconnect.com 800.516.4915
Powerful Case for Support
• Oakland Museum of California– Rebuilds and revisions a vital Bay Area institution– Supports East Bay economic development– Reinforces “teaching museum” mission increasing educational capacity– Puts more of an important collection on display– Teaches more people about the history, natural history and art of California
www.harrisconnect.com 800.516.4915
Best Practices – Strong Volunteer Leadership
Jane and Dameron Black, Campaign Co-Chairs
Sheryl Wong, Campaign Chair
www.harrisconnect.com 800.516.4915
Best Practices: Highly Personalized Solicitation
• Major and leadership gifts – in person• Volunteer participation• 2nd asks as campaign progressed• Harris Connect PHONE/MAIL® program
for public phase
www.harrisconnect.com 800.516.4915
Community Phase
Why a PHONE/MAIL® campaign?• Next best thing to an in person visit• Respectful• Stewarding no matter outcome• Closes major gifts• Strong PR benefits• Flexible, proactive messaging• Separates philanthropists from transactional members
www.harrisconnect.com 800.516.4915
PHONE/MAIL®
www.harrisconnect.com 800.516.4915
Atlanta Botanical Garden
A Letter: Mary Pat Matheson
B Letter: Jane and Dameron Black
Oakland Museum
A Letter: Pete Docter
B Letter: Sheryl Wong
Immediate Return
Atlanta Botanical Garden• $537,000 raised vs. goal of $514,000• 4 major gifts of $10,000 or more• Pledge rate 22%• Average gift $356
www.harrisconnect.com 800.516.4915
Long-Term Return
Atlanta Botanical Garden• New major gift prospects identified: 180
donors with gifts of $1,000 or more• More than 13,500 members informed about
the campaign personally and respectfully• Greater loyalty built: 42% made multiple
payment pledges • 1,512 members showed philanthropic
interest by making a non-membership gift to the campaign
www.harrisconnect.com 800.516.4915
Oakland Museum of California• $496,000 raised vs. a goal of $444,000• 15 major gifts over $5,000• Pledge rate of 28%• Average pledge of $481
Immediate Return
www.harrisconnect.com 800.516.4915
Long-Term Return
Oakland Museum of California• New major gift prospects identified: 167 donors
with gifts of $1,000 or more• More than 6,500 members informed about the
campaign personally and respectfully• Greater loyalty built: 38% made multiple
payment pledges • 1,034 members showed philanthropic interest
by making a non-membership gift to the campaign
www.harrisconnect.com 800.516.4915
Keys to PHONE/MAIL® Success
Applied the “5 Right Rule”•The “right” person•Asking the “right” prospect•Using the “right” case•For the “right” gift•Using the “right” communication channel
www.harrisconnect.com 800.516.4915
Keys to PHONE/MAIL® Success
• Great letter signers• Challenge grants• Members high and low included• Members have strong affiliation• Believed in the case
www.harrisconnect.com 800.516.4915
Keys to PHONE/MAIL® Success
• Harris Connect’s PHONE/MAIL ® process strategically integrates mail and phone enabling major gift fundraising on a broad scale
• Harris Connect’s mature, professional callers:• Successfully make asks over $10,000• Routinely secure multiple payment pledges• Used challenge grants to drive larger
average gifts
www.harrisconnect.com 800.516.4915
Questions?
www.harrisconnect.com 800.516.4915
For more information
Gregg Carlson, President [email protected]
Colin Ware, Vice President Sales & Senior Consultant [email protected]
Email: [email protected] Call: 800.516.4915
Visit us: www.harrisconnect.com/idcfundraising
Follow us on Twitter @HarrisConnect
www.harrisconnect.com 800.516.4915