Essentials of Development - murdocktrust.org · Essentials of Development The Case Statement. December 4 – 5, 2017 . ... Role Play: Using the Case . 30 • Scenario #1: Using it

Essentials of Development The Case Statement

December 4 – 5, 2017

The Case Statement

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• The case is different from a glossy brochure; it is a fundraising tool!

• The case statement is never to be used as a stand-alone piece or handed out by the hundreds

• It is a presentation tool used for a specific meeting with a potential donor to talk about your organization

M.J. Murdock Charitable Trust™

10 Elements of a Case

3 M.J. Murdock Charitable Trust™

1. Theme

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• It is the main message you are trying to communicate and will be interwoven throughout the pages of your document


THEM

E Challenge the body Engage

the Spirit

2. Need

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• What is the need your organization is addressing?

• Expressed in real numbers and real statistics


In the next 15 minute s: • 15 teens will attempt suicide • 29 teenage girls will become pregnant • 156 teens will try drugs • 37 teens will run away from home • Obesity is at an all-time high

NEE

D

3. Mission

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• Your mission statement is the official statement of why your organization exists and what you’re doing


MIS

SIO

N

Peak 7 exists to provide a first-rate outdoor adventure experience that engages youth spiritually, physically, mentally, and emotionally to help them realize a greater potential.

4. Lifetime Value

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• What are the long-term results you are creating for the individuals and communities you serve?

• Expressed in real life stories of people/communities served


DESI

RED

IMPA

CT

HELPING YOUTH DEVELOP: • Trust • Confidence • Resiliency • Self-esteem • Appreciation for Creation • Leadership • Sense of worth • Teamwork

5. Programs

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• How you actually carry out your mission, and how your organization directly responds to the need(s) you are addressing


PRO

GRAM

WILDERNESS MEDICINE • In-house professional medical training • Created out of a specific program need • Offered to other ministries and organizations as a way to subsidize our program offerings

JUNIOR GUIDE • More than 30 kids annually • A chance to mentor youth during a summer of comprehensive guide training

CLIMBING • More than 1,000 kids annually • Minnehaha, Q’emlin Park, Smith Rock, Vantage, Exit 38, and Columbia Hills State Park

ASCENT • More than 500 kids annually • Olympic Peninsula, North Cascades, Mt. Baker-Snoqualmie National Forest, Okanogan-Wenatchee National Forest, Mt. Rainier National Park, and Colville National Forest

RAFTING • More than 1,500 kids annually • Spokane, Wenatchee, Deschutes, John Day, Skykomish, McKenzie, White Salmon, and Grand Ronde Rivers

6. Accomplishments/Impact

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• What evidence is there that your organization is providing the benefits you have identified?

• Expressed in testimonials of people you serve who have been impacted by your mission


“This is the second coolest thing I have ever done... the first was being born."

IMPA

CT

TESTIMONIALS "Thank you for providing this trip for my students. It gave me a chance to connect with them on a spiritual level that I cannot achieve at school. It was awesome!" (Teacher)

"This is the first time in my life I experienced a high without smoking weed."

“I had the time of my life. I walked forever, but I pushed myself to the fullest and got to see the sunrise. I climbed over rocks on the mountain and overcame fears every day. I made a goal and met it! Thank you so much!”

7. Vision for the Future

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• Where are you headed over the long term, and what is the overall vision of your mission?

• Relate it to why you are raising money now


• Serve 3,200 youth in 2014 • Develop comprehensive Junior Guide program • Facility for hosting year-round programs • Enhance our presence in new regions—Seattle and Oregon • Increase scholarship opportunities for groups with highest need

THE

FU

TURE

8. Funding Requirements

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• What is the overall financial goal, when do you need it, what do you need it for, and how much do you need for each of the components?


DEVE

LOPM

ENT

2014 Program Costs: (Total $544,725)

• Rafting—$261,050

• Climbing—$74,375

• Ascent—$150,300

• Junior Guide—$34,500

• Wilderness Medicine—$24,500

9. Gift Plan

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• How many people are needed to give gifts at each level to accomplish the goal based on your actual prospective donors and their capacity to give?


MIS

SIO

N

10. Profile on Leadership

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• What are the basic facts about your mission, who are the people you serve, and who are the key players leading your organization and programs?

• Include your address, phone/fax numbers, email, and website


BOARD OF TRUSTEES

Brady Hatfield, Chair Joel Werdell,

Secretary Jeff Jordan, Treasurer

PAID STAFF

Ryan Kerrigan, Executive Director Lynn Smith, Executive

Administrator Ryan Rodin, Development Manager

Loran Kerrigan, Sponsorship Coordinator

Jamie Jordan, Finance Manager

Austin Dannen, Program Manager

Becky Beacham, Spokane Program Coordinator

VOLUNTEER STAFF

Kevin Kerrigan, MD, Wilderness Medicine Director Michael Douglass, MD, Wilderness

Medicine Instructor Ralph Wilfong, Wilderness Medicine Instructor

Leslie Kerrigan, RN, Wilderness Medicine Instructor

OFFICES

Headquarters | 14617 N Newport Hwy, Mead, WA 99021 | 509.467.5550 Oregon | 3048 SW High Dr, Suite

Q, Prineville, OR 97754 | 503.928.7757 Seattle | 2709 3rd Ave, Seattle, WA 98121 | 425.296.7773

Spokane | 1409 W White Rd, Spokane, WA 99224 | 509.252.0775

Alex Nycum, Spokane Program Coordinator Becky Galage, Seattle Program Coordinator AJ Myers, Oregon Program

Coordinator

Liz Myers, Oregon Program Coordinator

Daniel Klassen, Wilderness Medicine Coordinator

Tucker Walker, Volunteer/Marketing Coordinator

PRO

FILE

Wayland Cossey Kelli

Bartlett Ryan Kerrigan

Kiuk Lee Christine

McCabe

www.peak7.org

http://www.peak7.org/

Using the Case Statement

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• When you prepare for a meeting, ask yourself, “What other information might the person I’m meeting with want to see?” and bring that additional information with you

• In your meeting, as you are sitting next to the donor and walking them through the case, start by bringing them to the Theme

• Continue to walk through the case one page at a time, and hone in on the things that are most important to that donor



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• The case can be used vertically and horizontally • A horizontal use of the case is the 30,000 foot overview of the

organization • A vertical use is when you drill into the details in a specific area and focus

on something that you know the donor wants to talk about • When you get to the financial need or budget page – stop.

• Ask, “Do you have any questions about what we’ve talked about so far, or possibly about the budget?”



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• Don’t proceed to the gift plan until you’ve answered their questions about the budget

• When you get to the gift plan: • If you’ve indicated to the potential donor that the meeting is not about asking

for a gift at that time, then explain that this is how you plan to raise money, and invite them to engage with your organization in some way (visit, volunteer, etc.)

• If you’ve indicated that you’d like to discuss a gift at the meeting, then ask, “Would you be willing to make a gift in this range?” and then point to a middle box



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• Even if you have read the case many times, be sure to present it with enthusiasm!

• Don’t be numb to how awesome your organization is!

• After the meeting, leave the case with the donor to take home with them.


Role Play: Using the Case

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• Scenario #1: Using it with a new person

• Scenario #2: Using it to ask for a gift


murdocktrust.org

Thank you. 360-694-8415

Documents

Essentials of Development - murdocktrust.org · Essentials of Development The Case Statement. December 4 – 5, 2017 . ... Role Play: Using the Case . 30 • Scenario #1: Using it