Campaign 2016 Kickoff Packet

Associates ProgramMaking a Difference Together

Clockwise from top left: Seattle Arts and Lectures in Chilhuly Garden & Glass, Pacific Northwest Ballet in Fancy Free, Tacoma Art Museum, ACT Theatre in Cat on a Hot Tin Roof (c) Truman Buffet.

#ArtsFundAssociates@ArtsFund

Campaign 2016

5:30pm - Reception

6:30pm - Remarks: - Welcome & ArtsFund Overview: Mari Horita

- Clare Hausmann, Director of Development, ACT Theatre

- Scott Redman: President of Sellen Construction

- 2015 Associates Board Chair: Mahi Demissie

- Intro to the Associates Program: Chantilly Chiles and Krina Turner

7:15pm - Break into Teams

8:15pm - Return to Theatre for Raffle and Next Steps

8:30pm - Kickoff Concludes

December ‘15Tues. 1st Giving Tuesday________ Team Meeting #1Thurs. 31st Ranking Form and Prospect Submissions Due

January ‘16Thurs. 14th Associate Training #1 at US BankWed. 20th Associate Training #2 at Stoel Rives

February ‘16Wed. 17th Arts Event #1: Wing Luke Museum presents Do You Know Bruce? Breaking Barriers, Khmer American, and Tatau Exhibitions ________ Team Meeting #2

March ‘16Thurs. 3rd Arts Event #2: Technical Dress Rehearsal of Luna Gale at Seattle Repertory TheatreTBA All Teams Meeting

Kickoff Agenda - Tuesday, November 17th

April ‘16Thurs. 7th Arts Event #3: 5th Avenue Theatre presents A Night with Janis Joplin________ Team Meeting #4

May ‘16Mon. 2nd Arts Event #4 Seattle Art Museum presents Kehinde Wiley: A New RepublicWed. 4th Celebrate the Arts Luncheon ________ Team Meeting #5 (Optional)Sun. 22nd Completed Contact Report Forms/ Prospect Updates DueTues. 31st END OF CAMPAIGN 2016

June ‘16 Mon. 6th All Stars Event

July ‘16TBD Campaign Closing Event

Kickoff Agenda and Campaign Calendar

Campaign Calendar (Subject to change)

Associates Program made possible by:

Wine generously underwritten by:

Thank you to ACT Theatre and Tuxedos & Tennis Shoes for their continued support.

Beer provided by:

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Program OverviewSave the date for the worldwide day of giving!

Giving Tuesday, December 1, 2015

Go to www.givingtuesday.org for toolkits and suggestions on how to get involved and follow ArtsFund

on social media for shareable images and posts!

1. A commitment of 6-9 hours per month between January and May during which Associates are expected to participate in arts events, trainings and team functions. The majority of these

take place on weekdays beginning from 5:30pm or 6:00pm and between 2-5 hours.

2. Willingness to solicit contributions from businesses and/or individuals. Be an advocate for ArtsFund in the community.

3. Gain knowledge about the arts in the Puget Sound region and how they enrich our community.

4. Build professional relationships and friendships while developing fundraising and leadership skills that can contribute to your personal and professional development.

What does it mean to be an Associate?

What is Expected of an Associate?

1. The Puget Sound region’s world class arts and cultural sector is a testament to a long history of strong local corporate citizenship, individual benefactors and civic engagement. The Associates

Program affords participants a meaningful opportunity to be part of this legacy.

2. An Associate’s ultimate aim is to help ArtsFund spread the message that arts are important not only for their intrinsic value but also for how they enrich our community.

3. Associates are ArtsFund’s most visible presence in the community and the number one source of new prospects and donors. During Campaign 2016, Associates will work to raise nearly $500,000 of ArtsFund’s

overall fundraising goal of $2.9 million.

4. Associates recognize that ticket sales only provide 50% of an arts organization’s budget. They are committed to helping ArtsFund provide the general operating support needed to fulfill arts organizations’

most basic needs, enabling them to sustain day to day operations, undertake artistic risk without jeopardizing financial stability, and make the arts accessible to everyone.

What can Associates Expect from ArtsFund?Our commitment to you is that we will provide you with the leadership, support,

tools, opportunities and training necessary to make this experience a valuable use of your time, energy and passion.

Thank you for your commitment to raising support for the arts through the ArtsFund Associates Program.

Program Overview

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Program MissionThe ArtsFund Associates program is a

corps of passionate volunteers who come together to advocate for Puget Sound

arts. Each year over 100 individuals form teams dedicated to generating support for the arts and cultural organizations that make our community thrive, while developing

transferrable skills, expanding their networks across sectors, and of

course, having fun!

From left to right: Taproot Theatre in Godspell, Whim W’Him in Black Heart courtesy of Bamberg Fine Art

FAQWhy do arts groups need money – why aren’t ticket sales enough? Even the most successful nonprofit arts groups in this country earn 40 to 60% of their total operating budgets from ticket sales. Community members serving on the boards of these groups are determined to keep ticket prices reasonable and to give away free or subsidized tickets, ensuring the broadest range of people can participate. Often, the missions of these groups extend beyond merely the production of arts exhibits and performances to include provision of arts education programs and other forms of community outreach.

Does ArtsFund accept pledges, and allow the donor to pay later? Yes! ArtsFund can book a pledge based on a conversation or e-mail and the donor can pay it any time in calendar 2016, preferably by May 31st, the end of the campaign. Some donors send their checks as late as September or October. Again, it is really okay as long as the pledge is paid before December 31st, 2016.

What areas do ArtsFund’s general operating grants serve? King and Pierce Counties; Donors can designate all or part of their gifts to either or both.

How much money does ArtsFund give away? Last year we allocated over $2.45 million in grants from all sources.

What is ArtsFund’s overhead? While ArtsFund spends the majority of money raised by making grants to arts organizations as well as providing program services, it also spends part of the funds raised on administrative and fundraising staff. For fiscal year 2013, 78.6% of funds raised went to grants and programs (79% in fiscal 2012). Fundraising Efficiency score on Charity Navigator was $.10 compared to $.11 in prior year..

Does ArtsFund accept in-kind gifts? What kinds? What do you use them for? Yes! ArtsFund is very good at making the most of in-kind donations. Almost all our printed pieces are designed and printed pro bono and in-kind donors help us with things like office supplies or the production and hosting of our web page. How in-kind gifts are used depends on what they are. If one of your prospects is interested in making an in-kind gift, please ask a staff member to find out if it’s something we can use before accepting the gift.

When does ArtsFund’s Campaign begin and end? Campaign 2016 officially launched on November 2, 2015 and ends on May 31, 2016.

Wasn’t ArtsFund known as something else before? Yes, ArtsFund’s original name was the United Arts Council of Puget Sound. But the name by which we were known the longest was Corporate Council for the Arts.

Why would someone support the arts through ArtsFund rather than giving directly? We like to encourage arts patrons to follow their passion and directly support those organizations that they attend and most enjoy. We then explain that no one arts group can thrive in isolation because, for example, an actor can not make a living wage if they have only one theatre at which he or she can perform, nor can a musician. We encourage people to make one additional gift to ArtsFund to support what we call “the arts ecosystem.”

How does ArtsFund determine which arts groups get grants and how much each gets? ArtsFund’s thorough grant-making process involves professional grant makers from our largest corporate donors (Boeing, Microsoft, Safeco Insurance, etc.) and several private philanthropists. Separate committees review comprehensive applications and conduct interviews in King and Pierce Counties. Groups typically send three representatives to be interviewed, usually the Board President or Chairman, the Managing and/or Artistic Director, the CFO or Board Treasurer or a senior member of the development staff. Discussions cover artistic aspirations and accomplishments as well as the practical aspects of the business operation. In the months following announcement of the annual grant decisions, applicants can elect to meet with ArtsFund President and CEO Mari Horita for specific feedback.

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As a member of the ArtsFund Associates Program you have a responsibility to yourself and your team to do your best work possible in pursuit of ArtsFund’s mission.

You must believe in the purpose and the importance of art and philanthropy, and be committed to fundraising and advocating on behalf of ArtsFund.

Responsibilities

As part of your responsibilities as an Associate you are expected to:

1. Contact all of the prospects on your list. Understand that as a fundraiser it often takes more than one attempt to reach a prospect.

2. Reach out to your teammates, captain, or ArtsFund staff if you need help or support in reaching out to prospects.

3. Endeavor to attend all Team Meetings and as many other ArtsFund Events as possible with a goal of 60% ArtsFund Event attendance or more.

4. If you bring a prospect to an event it is your responsibility to follow up with them after the event in regards to a gift.

5. Make a personal financial contribution at a level that is meaningful to you.

6. Be present and communicative. Respond to e-mail inquiries from your captain within a timely manner.

7. If you don’t fulfill these commitments to the organization, you will expect your captain to call you and discuss your level of commitment and status going forward.

In turn, your Captain will be responsible to you in several ways:

1. You will be sent weekly communications with updates of organizational activities that will enable you to stay informed and act as an engaged member.

2. Your captain will be present and communicative and will respond to your e-mails within a timely manner.

3. Your captain will be available to support you by answering questions, providing guidance, and assisting you in fulfilling your responsibilities as an Associate.

4. If your captain does not fulfill his/her commitments to you, you can call on the ArtsFund staff to discuss these responsibilities.

The Henry Art Gallery, works by Ann Hamilton.

2. Seattle Repertory Theatre - Technical Dress Rehearsal of Luna GaleThursday, March 3rd | 5:30pm

See it here first! Special reception and access to the Technical Dress Rehearsal of the thought-provoking, Luna Gale. Who decides who is capable of raising a child? Veteran social worker

Caroline will do whatever it takes to protect baby Luna Gale, but her well-intentioned mission is swayed by hidden motives, buried secrets and moral ambiguity. Powerful and arresting, Luna

grapples with the age-old question of whether the end justifies the means.

4. Seattle Art Museum - Kehinde Wiley: A New RepublicMonday, May 2nd | 5:30pm

Kehinde Wiley is one of the leading American artists to emerge in the last decade and he has been ingeniously reworking the grand portraiture traditions of Western culture. Wiley’s portraits are highly stylized and staged, and draw attention to the dialectic between a history of aristocratic

representation and the portrait as a statement of power and the individual’s sense of empowerment.

1. Wing Luke Museum - Do You Know Bruce? Breaking Barriers, Khmer American, and Tatau Exhibitions Wednesday, February 17th | 5:30pm

In 1999, Time Magazine named Bruce Lee one of the most influential people of the century. He inspired – and continues to inspire – millions of people, 40 years after his death, through his trailblazing work in martial arts, film and fitness. He was an international superstar but for Asian Pacific Americans, he was much more. While his one-inch punch raised the bar for martial artists, his skill, hard work, and determination to break media stereotypes of Asian Pacific Americans was game-changing in advancing racial equality. This ArtsFund hosted event will also include access to the incredible permanent collection at the Wing Luke Museum.

3. 5th Avenue Theatre - A Night with Janis JoplinThursday, April 7th | 5:30pm

New Broadway Musical! Like a comet that burns far too brightly to last, Janis Joplin exploded onto the music scene in 1967 and, almost overnight, became the queen of rock & roll. The unmistakable voice, filled with raw emotion and tinged with Southern Comfort, made her a must-see headliner from Monterey to Woodstock. Fueled by such unforgettable songs as “Me and Bobby McGee,” “Piece of My Heart,” “Mercedes Benz,” “Cry Baby” and “Summertime,” and a remarkable cast, A Night With Janis Joplin, written and directed by Randy Johnson, is a musical journey celebrating Janis and her biggest musical influences—icons like Aretha Franklin, Etta James, Nina Simone and Bessie Smith, who inspired one of rock & roll’s greatest legends.

2016 Arts Events

Full Campaign Calendar on Page 1

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ArtsFund Contact InfoArtsFund Development StaffStaff Member Title Email Phone

Chantilly Chiles Development Assistant chantilly@artsfund.org 206-788-3043

Krina Turner Development Manager krinat@artsfund.org 206-788-3042

Annemarie Scalzo Director of Individual & Planned Giving annemaries@artsfund.org 206-788-3049

Andrea Blanken Director of New Business Development andreablanken@artsfund.org 206-508-0299

Rebecca Wallis Database Coordinator rebeccaw@artsfund.org 206-788-3050

ArtsFund StaffMari Horita President & CEO marihorita@artsfund.org 206-818-3372

Sarah Sidman Director of Strategic Initiatives & Communication sarahsidman@artsfund.org 206-788-3051

Andrew Golden Program, Advocacy & Operations Coordinator andrew@artsfund.org 206-788-3048

Joseph DeNatale Project & Communications Coordinator josephd@artsfund.org 206-788-3045

Rachel Porter Administrative Coordinator & Board Liaison rachelp@artsfund.org 206-788-3047

Barbara Anderson Director of Finance & Operations barbaraa@artsfund.org 206-788-3044

ArtsFund Office Info

Address: 10 Harrison St., Ste 200, Seattle, WA 98119Mailing Address: PO Box 19780, Seattle, WA 98119Phone: 206-281-9050Fax: 206-494-7415

Pacific Northwest Ballet’s Carla Körbes and Josh Grant in Christopher Wheeldon’s Tide Harmonic.

Photo © Angela Sterling

Associates PointsProspecting• Turn in your ranking sheets by Thursday, December 31st, 2015 500 points• Turn in your prospect forms by Thursday, December 31st, 2015 500 points

Attendance• Kickoff Event: 3,000 points• Training: 1st Year Associates 3,000 points Veteran Associates 2,000 points• Team Meeting 1,000 points• Scheduled Arts Events (includes attending and/or volunteering at luncheon) 1,000 points• Scheduled Allocations meeting 1,000 pointsPromotion• Tag ArtsFund in at least one post a month (more directions to come at training) 200 points -Points will be added at the end of each month (starting February-June)Fundraising (includes in kind gifts)• Renewed dollars from last year’s donors 1 point for each $• New gifts, increases over last year, and return from lapsed donors 5 point for each new $

Coordinating Workplace Giving• Renewed dollars from last year’s WPG Campaign total 1 point for each $ up

to 10,000 points• New WPG Campaigns or increases from last year’s total 5 points for each new $(All points are split between all Associates participating in a given Workplace Giving Campaign) Turn in Contact Forms• Return Completed Contact Report Forms to ArtsFund by Sunday, May 22, 2016 5,000 points

Recruit• Recruited a new Associate (now for ‘16) 1,000 points

Examples• Donor who gave $100 last year gives the same amount this year; the assigned Associate receives 100 points.

• Campaign 2014 donor who gave $100 last year gives a total of $200 this year, the assigned Associate receives 600 points. ([$100 x 1 pt] + [$100 x 5pt]= 600)

• Lapsed donor (who gave in fiscal ‘14, but not ‘15) returns with a $100 gift, the assigned Associate receives 500 points. ($100 x 5pt)

• Brand new donor gives $1,000, the successful Associate receives 5,000 points.

• You feel so strongly about arts in our community, and the wisdom of the ArtsFund approach, that you make your first-ever gift of any amount, say of $250! You receive 5 X/s those dollars or, in this example, 1,250 points!

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How to earn points

Associate Benefits

The Associates AllStar Event:

For the 14th year in a row, ArtsFund Board member and Mariners’ Chairman and CEO, Howard Lincoln, hosts 40 Associate AllStar members in the Owners Suite at SAFECO Field at the end of the Campaign! The celebratory evening on Monday, June 6th includes hosted food, drink, and fun with your fellow winning Associates.

Campaign 2016 Qualifications:

• Attend a total of at least six scheduled arts events or team meetings, donate personally and raise at least one additional gift. You must attend at least one Art Event, and one team meeting, and a total of six all together. Attending an allocations interview may count as an Arts Event. The All Teams Meeting counts as a team meeting and the Luncheon counts as an Arts Event. Associates will be given preference based on amount of points earned and the number of Associates who RSVP.

• Return your completed prospect report forms by Sunday, May 22, 2015

Campaign 2016 Individual & Team Prizes:

• Each month during the campaign we recognize and award prizes to 10-12 individuals based on fundraising, advocacy and personal development successes. Examples of past prizes include passes to arts organizations or Starbucks gift cards.

• At the end of the Campaign, our top individual fundraiser name will be permanently added to the Charlotte Lin Volunteer Award in the ArtsFund lobby. This individual also wins an excellent vacation.

• Many other individual prizes are given out at the Campaign Closing Event. Restaurant and Hotel giftcertificates are an example of the prizes given out in categories like “Rookie of the Year”.

• The team with the most points at the end of the Campaign is invited to attend a celebratory dinner at the home of an ArtsFund Board member.

Associates work hard and we like to recognize their contributions throughout the campaign. Along with visibility in our publications as a program participants and behind-the-scenes access to a number of arts organizations, we have the best volunteer benefits and perks around. We appreciate you and want to know how regarded you are by ArtsFund staff, Board of Trustees and the community.

Board Leadership Training (BLT):

All Associates who have completed one full campaign are eligible to participate in BLT. This is offered at no cost to Associates and places participants on the board of a nonprofit arts group. Nothing helps a nonprofit organization succeed like a well-trained and effective board of directors. The training includes insightful discussions with the region’s top experts in nonprofit leadership and select readings on related topics. By the end of this five-session program, participants understand what it takes to make their service on a nonprofit board both effective and rewarding.

Prizes, Rewards and Training

Introduction to ProspectingWhat is a Prospect? Prospects are “potential” donors to an organization and the foundation of any development campaign’s success.

What makes a good prospect? Prospects can be both individuals and companies and can come from a wide spectrum of giving ability and philanthropic interests. In the ArtsFund Associates Program there are two key elements to every great prospect. The first is an appreciation for the arts, and the second is a personal connection or relationship with an Associate.

How should I develop my Prospect List? • Individual giving is the fastest growing area of fundraising, so think about who you know. Do you have friends or family members who are interested in the arts? Drawing a blank? Try looking through your address book, or Facebook friends list as a place to start. • Businesses are currently ArtsFund’s number one source of donations. Does your company donate to ArtsFund? What about vendors that you work with regularly? What local businesses do you frequent? If you use LinkedIn this can be a great place to find out who you know at different companies. • See the “Next Steps” Section of this packet on page 14 to see how you can use ArtsFund’s ranking sheets to help come up with prospects.

What other tips can you give me about prospecting?• Avoid identifying subsidiaries of larger companies that already contribute to ArtsFund, or branches of large donor organizations. A list of ArtsFund donors can be found on the “Support” section of the ArtsFund website.• Keep your company’s ethical code of conduct in mind when considering suggesting key clients or suppliers.• Unless you have a personal relationship with a local decision maker, do not submit names of national companies such as Walmart, Target, Toys R Us, etc.• Advertise that you are an ArtsFund Associate looking for potential donors. Talk about ArtsFund with friends and family. Networking is key and spreading information about ArtsFund and our mission may help steer you in the direction of finding really great opportunities. A friend-of-a-friend or a distant relative may end up becoming a donor.

I can’t think of any prospects, what should I do now? Reach out to your team captain or an ArtsFund Staff member. They will help you develop a list of prospects. If you are still unable to come up with a list, ArtsFund will assign you a few prospects from our database to reach out to. But remember, attempting to find your own prospects is an important first step for all Associates. Contacting an individual or company that you have a connection with in some way greatly increases the likelihood of a donation and it makes your job easier!

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(This process will be explained in detail at the January trainings.)

IdentIfy your prospects

Your prospect list starts with the people in your life who love the arts or who care about the quality of life in the Puget Sound area. Your family, your friends,

your coworkers, your neighbors. Think outside the box. Your dentist? Your hairdresser? Your kids’ piano teacher? Anyone you engage with in

your personal and professional life is a potential prospect.

Take ownershIp of your prospect lIst

Together with your personal prospects, you may be assigned prospects from among businesses ArtsFund has identified as ongoing, lapsed, and potential donors, and these become your prospect list. Look at each of

your prospects as an opportunity to have an impact.

engage wIth each of your prospects

Send them an ArtsFund brochure or email them a link to the ArtsFund website. Call them and share your story about how the arts matter and how ArtsFund makes a difference in our community. Invite them to an

Associates Arts event or ArtsFund event. Follow up with them after they attend an event or make a gift with a thank you note or call.

Make the “ask”Contact each of your prospects and ask them to help ArtsFund

reach its mission. Ask them to contribute at whatever level is appropriate for them.

report back to artsfund

The Associates Program has a simple online form you can fill out to report on your prospects. Did they contribute? Do they still plan to contribute?

Would they like to be asked again next year? Were you unable to make contact with your prospect? Whatever the result, submit a report for each of your prospects.

Make the “ask” of yourself

You will find it easier to ask your prospects to give if you have given. Identify your own level of giving, even if it is just five dollars. If you gave last year, consider increasing

your donation.

Prospect Cultivation

Website - Login Info

Join Us on Social Media:facebook.com/artsfundseattle

facebook.com/groups/artsfundassociatestwitter.com/artsfund

Step 1: Go to http://www.artsfund.org/associates-intranet or

scroll to the bottom of the homepage http://www.artsfund.org and select “Associates Site”

Step 2: Log on using the Password in the image below:

If you have any questions or concerns contact Chantilly Chiles at chantilly@artsfund.org or 206-788-3043

Associates2016

The Associates website is a regularly updated, central hub for helpful forms and materials.

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Thank you for being part of the ArtsFund Associates Program!

Associates are the eyes, ears and voices of ArtsFund, telling our story, convincing people that the most effective and efficient way to support a broad range of arts groups is with one gift to our united arts fund. At this time, we need to begin the process that leads to determination of your

Campaign 2016 corporate and individual prospects. Please follow the directions below.

Step 1: You will find below a sample ranking form. This list, in its entirety will be emailed to you immediately following today’s Kickoff event. Review the list and rank any prospects you have a relationship with on a 1 to 5 scale. “1” ranking indicates you have little connection to the individual and/or the company; they may recognize your name or your company’s. “5” ranking indicates you know the prospect very well. Leave blank those with whom you have no connection. Please use the comments column to provide additional information. When completed, please send it to ArtsFund via e-mail to Chantilly at chantilly@artsfund.org no later than Thursday, December 31st, 2015.

Step 2: Please identify other businesses or individuals you think might be interested in learning about ArtsFund and submit them via the online prospect form. The link to the online prospect form will be emailed to you immediately following the Kickoff. Please submit these prospects no later than Thursday, December 31st, 2015.

Step 3: We will review your prospect suggestions and ranking forms to determine the best list for you and to ensure there are no duplicates amongst Associates. You will receive your final list of assignments at the January training. New Associates are typically assigned anywhere between 5 and 10 prospects depending on the number submitted. You can always add more throughout the campaign.Company Ranking Form: Please Rank on a Scale of 1 to 51 = Barely Know 5 = Know Very Well & Likely to Give if Asked by YouIf there's additional information you would like to provide, please do so in the notesOnce complete, Save As, and send the completed form to Sarah at sarah@artsfund.org

Rank Company Name Notes2 1st Rate Insurance Met once or twice

4RefuelAA Party RentalsABKJ, Inc.Acoustical DesignAcrylic DisplayAdvanced Integration TechnologyAir Placed Concrete Specialists

5 Alaska National Insurance Company Next door neighborAll New Glass Inc.AlliAllison Spielman AdvisorsAllphaze Commercial FloorcoveringsAon Risk Services, Inc. of WashingtonaQuantive, Inc.ARC ArchitectsArthur Murray Dance Studio

5 Asplundh Tree Expert Co. Work with them all the timeAssociated General ContractorsAt Your Service PlumbingAuburn Mechanical, Inc.Audio Acoustics

1 Audio Visual Factory Never met/ will recognize my companyAvanti SpasBaldwin Resource Group, Inc.Bendich, Stobaugh & Strong, P.C.Berg Equipment & Scaffolding Co., Inc.

Company Ranking Form: Please rank on a scale of 1 to 51 = Barely know

5= Know very well & likely to give if asked by youIf there’s additional information you would like to provide, please do so in the notes.

Once complete, please send the form back to Chantilly at chantilly@artsfund.org

Next Steps