Is Your Organization Prepared for Success Ted Blackburn Senior Vice President CCS June 21 2016 AFP Monterey Bay Summer Summit 2016 About CCS Established in 1947 Offices in San Francisco Southern California New York Baltimore Boston Chicago Seattle St Louis Dallas ID: 569970
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Capital Campaign Readiness:
Is Your Organization Prepared for Success?
Ted BlackburnSenior Vice President, CCSJune 21, 2016
AFP Monterey Bay Summer Summit 2016Slide2
About CCSEstablished in 1947
Offices in San Francisco, Southern California, New York, Baltimore, Boston, Chicago, Seattle, St. Louis, Dallas, Washington D.C., London, and DublinComprehensive fundraising consulting and campaign management firm$10B+ in financial goals for 250+ clients under management Deep cross-sector experience in education, healthcare,
arts and culture, human services, religion, advocacy, and moreProfessional staff of more than 275 executives and directors2Slide3
Select CCS Experience
3
Bay Area Discovery Museum
Sausalito, CACastilleja SchoolPalo Alto, CA
Common Sense Media,
San Francisco, CA
De La Salle High
School
, Concord, CA
Community Hospital of the Monterey Peninsula, CA
Diocese of San Jose
San Jose, CA
The Draper Richards Kaplan Foundation, Menlo Park, CAEpiscopal Diocese of CaliforniaSan Francisco, CAFair Trade USAOakland, CAHead-Royce SchoolOakland, CALick-Wilmerding High School San Francisco, CAMarin General Hospital Foundation, Greenbrae, CA Mother JonesSan Francisco, CAThe Presidio TrustSan Francisco, CASan Francisco Art InstituteSan Francisco, CASecond Harvest Food Bank of Santa Clara and San Mateo Counties, CAUC Hastings Collegeof the LawSan Francisco, CAUCSF Medical CenterSan Francisco, CAWashington Hospital Healthcare SystemFremont. CAYMCA San FranciscoSan Francisco, CASlide4
Why a Campaign?4Slide5
Essential Early Questions
5Slide6
Key Campaign Objectives
6Slide7
Core Campaign Elements
7Slide8
Campaign PlanningPlanning study
Setting a goalCase statementLeadership rolesCampaign organization
ProspectsCampaign planTimetableCampaign Budget8Slide9
Planning Study Strategies
9Slide10
Planning Study Outcomes
10Slide11
Planning Study Tactics
11Slide12
Setting a GoalRooted in need, but not need alone
Dependent on strong fundamentals:Case, Leadership, Prospects, PlanTested during planning study Must be attainableComprehensive or over and above?NOT solely dependent on one lead gift or handful of gift indicationsNOT a mathematic equation
ALWAYS use a table of gifts12Slide13
Case Statement The official story of the campaignCharacteristics: concise, compelling, urgent, and communicates impact
Rooted in strategic planningTypically includes the following elements:Mission and visionHistory of organizationWhere it is today and challenges that existWhere it wants to be in the future
Why it matters and how it can solve problems - IMPACTCost EstimatesBenefits and outcomesCall to action13Slide14
LeadershipIncludes internal (CEO, staff) and external (Board, Campaign Committees)
Responsible for success of campaignLeadership must:Be involved in the planning processFollow the planAdvocateMake significant giftsReview prospect lists
Open doorsSolicit othersHost receptions14Slide15
Leadership - Volunteer and Staff Roles
15Slide16
Campaign Organization & StructureSimple
Drive activity, not fill boxesCampaign Steering Committee or CabinetChair or Co-ChairsExecutive/staff leadershipBoard leadershipMonitor progress constantlyWeekly meetings with internal team
Regular Steering Committee meetings16Slide17
Consider This…17
8 to 12 members/donors
Assists
with prospect identification and engagementAssumes the assignment of prospects for immediate actionCultivates and solicits prospective donorsMeets monthly to report progress and activityCEOCDO
Campaign Co-ChairsCampaign Director
Manages day-to-day activity
of the
campaign
Maintains a focus on activity
Actively engages
prospectsSlide18
Prospects
18Slide19
Campaign Principles 19Slide20
More Planning Considerations
20Slide21
Campaign Plan
21
Explains overall campaign strategy and methodology
Builds confidence – demonstrates strategic thinking and organizationSlide22
Campaign Process22Slide23
Timetable
Momentum and urgency are critical!
23Slide24
Campaign Strategies vs. Conventional WisdomEverything is personal
Leadership givingBoard(s) phaseQuiet phaseGoing publicPublic phase
24Slide25
Activity is Essential – Measure it! 25Slide26
Campaign Budget
Many costs will be upfrontOperational costs of conducting the campaign during the active phase of fundraising Straightforward, direct expenses related to campaign activity
Often $0.05 to $0.10 cents on the dollar raisedBudget should include:Material designPrintingTransportation
Meeting costsCounsel and/or vendorsPostage Office space/supplies Pledge redemptionProspect screening Campaign budgets are different from the construction or program budgets26Slide27
Pitfalls to Avoid
27Slide28
Final Thoughts – Top 10 TipsCampaign
should reflect institutional strategic planningRecognize, consult, and include all insidersConsider a feasibility study to test the case and goal
Engage the Board in early collaborative stepsDetermine difference between campaign and annual pursuitsEmphasize transformational nature
Commence with donor identification and prospect qualification earlySet a realistic campaign timeline and goalFocus on big gifts and activityMove ahead only when you are assured that the campaign is the institution’s top priority 28Slide29
Comments and Discussion
29Slide30
Contact Information
Ted BlackburnSenior Vice PresidentCCStblackburn@ccsfundraising.com Office | 415.392.5395
Toll Free | 800.227.3834www.ccsfundraising.com https://www.linkedin.com/pub/theodore-blackburn/5/67a/551
https://twitter.com/CCSFundraisinghttps://www.facebook.com/ccsfundraising30