Shining Sets – What’s Next?Shining Sets – What’s Next?Development ReportDevelopment Report

Angela MatthewsAngela MatthewsFebruary 23, 2013February 23, 2013

““We can do the major gift to your campaign if We can do the major gift to your campaign if you give us two generations to pay it off.”you give us two generations to pay it off.”

Annual Fund HistoryAnnual Fund History

Source of Source of FundsFunds

Cash-in Cash-in handhand

Outstanding Outstanding PledgesPledges

TotalTotal

Annual FundAnnual Fund $443,007$443,007 $9,500$9,500 $452,507$452,507

Capital CampaignCapital Campaign $325,652$325,652 $26,315$26,315 $351,967$351,967

Total Total $768,659$768,659 $35,815$35,815 $804,474$804,474

YearYear DueDue HouseholdsHouseholds20132013 $66,540$66,540 153153

20142014 $65,248$65,248 144144

2012 Total Gifts2012 Total Gifts

Shining the Star: 2010 - 2012Shining the Star: 2010 - 2012

Final Campaign ResultsFinal Campaign Results

Capital Project SupportCapital Project Support $2,214,997$2,214,997Trust GiftsTrust Gifts $ 36,000$ 36,000Planned Gifts/BequestsPlanned Gifts/Bequests $2,445,450$2,445,450TOTALTOTAL $4,696,447$4,696,447

Worth NotingWorth Noting The public phase of the campaign produced The public phase of the campaign produced

significant results both in surpassing the Annual Fund significant results both in surpassing the Annual Fund goal and setting up a stream of gift income for the goal and setting up a stream of gift income for the next two years.next two years.

The work benefitted from an expanded network of The work benefitted from an expanded network of volunteers and enthusiastic leadership both for the volunteers and enthusiastic leadership both for the 2012 Combined Appeal and for the campaign. 2012 Combined Appeal and for the campaign.

The intrinsic reward of goals achieved was The intrinsic reward of goals achieved was motivating for every conference and every motivating for every conference and every conference exceeded its goal as well as prior year conference exceeded its goal as well as prior year results.results.

It will be to our advantage to maintain as much of It will be to our advantage to maintain as much of the volunteer base from 2012 as possible.the volunteer base from 2012 as possible.

Percent Giving by Conference Percent Giving by Conference

Capital Projects Gifts OnlyCapital Projects Gifts Only

Campaign Pyramid: Proposed - ActualCampaign Pyramid: Proposed - Actual

*Proposed:*Proposed:4 gifts4 gifts10 gifts10 gifts10 gifts10 gifts10 gifts10 gifts40 gifts40 gifts50 gifts50 gifts20 gifts20 gifts100 gifts100 giftsMany giftsMany gifts

*Cap & PG*Cap & PG

*Proposed:*Proposed:$250,000$250,000$100,000$100,000$75,000$75,000$50-74,999$50-74,999$20-25,000$20-25,000$10-19,999$10-19,999$5,000$5,000$1,000$1,000Under $1,000Under $1,000

*Cap & PG*Cap & PG

*Actual:*Actual:1 gift1 gift1 gift1 gift1 gift1 gift10 gifts10 gifts15 gifts15 gifts39 gifts39 gifts26 gifts26 gifts45 gifts45 gifts63 gifts63 gifts

*Cap ONLY*Cap ONLY

*Actual:*Actual:$500,000$500,000$150,000$150,000$75,000$75,000$30-60,000$30-60,000$20-25,300$20-25,300$10-19,999$10-19,999$5-9,999$5-9,999$1-4,999$1-4,999$30-999$30-999

*Cap ONLY*Cap ONLY

First Three Phases of Securing a GiftFirst Three Phases of Securing a Giftfor Shining the Starfor Shining the Star

Pre-IdentificationPre-Identification 11,306 records11,306 records

– 7,886 have never given a gift7,886 have never given a gift– 3,837 have attended a conference 3,837 have attended a conference

but never gavebut never gave

IdentifiedIdentified 898 records 898 records 864 not rated864 not rated 34 with external ratings34 with external ratings

– gave at least 2 out of the last 3 gave at least 2 out of the last 3 years years

– Lifetime giving of this group is Lifetime giving of this group is $88,000$88,000

362 lifetime giving of $1,000+362 lifetime giving of $1,000+ 441 lifetime giving of less than $25441 lifetime giving of less than $25

QualifiedQualified 59 in this category59 in this category

– 9 internally rated at $100-499,9999 internally rated at $100-499,999– 26 internally rated at $10-99,99926 internally rated at $10-99,999

Cultivated/EngagedCultivated/Engaged 74 in this category 74 in this category 67 had Attachment Scores from 67 had Attachment Scores from

wealth screening wealth screening – 15 with scores of 1 or 2 15 with scores of 1 or 2

(most attached)(most attached)– 43 with scores of 3-543 with scores of 3-5

(least attached to hostile!)(least attached to hostile!) Most on this list declined to be Most on this list declined to be

solicited or evaded opportunitiessolicited or evaded opportunities Unrealized potential of $1,040,000Unrealized potential of $1,040,000

Solicitation Phase of Shining the StarSolicitation Phase of Shining the Star

Do not SolicitDo not Solicit 36 households asked not to 36 households asked not to

be solicited or were be solicited or were internally coded because internally coded because they were Pelsthey were Pels

8 were rated for major gifts 8 were rated for major gifts representing $200,000representing $200,000

Incomplete SolicitationsIncomplete Solicitations 61 solicited 1:1 representing 61 solicited 1:1 representing

$1.5 million$1.5 million 105 packets mailed to 105 packets mailed to

corporation members with corporation members with no responseno response

Observation of Stewardship PhaseObservation of Stewardship PhaseCapital Gifts and Grants OnlyCapital Gifts and Grants Only

8 donors or 4 percent of donors gave 44 8 donors or 4 percent of donors gave 44 percent of total dollars raisedpercent of total dollars raised

63 donors or 31percent of donors gave 0.0087 63 donors or 31percent of donors gave 0.0087 percent of total dollars raisedpercent of total dollars raised

The largest number of 5-figure major gifts (59) The largest number of 5-figure major gifts (59) were in the range of $10-30,000were in the range of $10-30,000

There were 71 gifts in the $1-9,999 rangeThere were 71 gifts in the $1-9,999 range In total, 174 gifts (4-figure or more) account In total, 174 gifts (4-figure or more) account

for 99% of the success for 99% of the success

Stewardship ContinuedStewardship Continued

Donors most frequently expressed surprise by the size of the Donors most frequently expressed surprise by the size of the suggested asksuggested ask

Recommended ask amounts totaled $6.5 million, which Recommended ask amounts totaled $6.5 million, which produced $2.2 million in gifts for capital projects (yield = 34%)produced $2.2 million in gifts for capital projects (yield = 34%)

In many instances donors enhanced their capital gift by In many instances donors enhanced their capital gift by including Star Island in their estate plans, which added $2.4 including Star Island in their estate plans, which added $2.4 million bringing the total to $4.69 millionmillion bringing the total to $4.69 million

While some commitments seemed disappointing in scale to While some commitments seemed disappointing in scale to the ask, more disturbing were the number of highly affiliated the ask, more disturbing were the number of highly affiliated prospects who refused to pledge. This group will need some prospects who refused to pledge. This group will need some individualized planning and perhaps 1:1 interviews to better individualized planning and perhaps 1:1 interviews to better understand their lack of participation.understand their lack of participation.

Wealth screenings and internal ratings are only the outline of Wealth screenings and internal ratings are only the outline of the donor picture. The donor makes it whole – colors in the the donor picture. The donor makes it whole – colors in the outline. outline.

What’s nextWhat’s nextFundraisingFundraising Honoring a pause between campaigns and celebrate accomplishments with due Honoring a pause between campaigns and celebrate accomplishments with due

recognition and appreciation recognition and appreciation Continue to encourage monthly giving thereby offering donors the opportunity to Continue to encourage monthly giving thereby offering donors the opportunity to

increase their giving and develop the habit of pledgingincrease their giving and develop the habit of pledging Continue to expand the base of support for Star Island by increasing the number of Continue to expand the base of support for Star Island by increasing the number of

event sponsors and officially establishing a Friends of Star Island giving circleevent sponsors and officially establishing a Friends of Star Island giving circle Interview/meet with every major donor to assess their opinions and satisfaction Interview/meet with every major donor to assess their opinions and satisfaction

with the campaign and with the results of their generosity with the campaign and with the results of their generosity

FacilitiesFacilities Future campaigns will work best if focused on discreet projects rather than Future campaigns will work best if focused on discreet projects rather than

comprehensive facilities improvementscomprehensive facilities improvements Maximize resources where possible by managing appropriate construction projects Maximize resources where possible by managing appropriate construction projects

through a combination of a volunteer workforce and purchased materials.through a combination of a volunteer workforce and purchased materials.

CommunicationsCommunications Take advantage of the enhanced communication capacity inherent in the new Take advantage of the enhanced communication capacity inherent in the new

database/software and existing social media platforms to strengthen relationships database/software and existing social media platforms to strengthen relationships with donors and key stakeholders and to access their networkswith donors and key stakeholders and to access their networks

Maintain contact with younger shoalers through social mediaMaintain contact with younger shoalers through social media Establish a column in the newsletter that features investment in improvementsEstablish a column in the newsletter that features investment in improvements