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RP Chair Centralized TrainingPrimary PowerPoint
Please note that the Page Numbers on the various slides correspond with the condensed Training Manual. This manual was handed out at Training and may be found online by following the link for the 2011-12 Training Manual page and scrolling down. If you have any questions, please contact RP Staff.
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RP Campaign History
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2011-12 RP Campaign Goal
$2,100,000
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Resources available tomorrow www.ashraerp.com Handbook Chapter
Mailed with your Training Manual Electronic Training
First week of October “Lunch & Learns” throughout the year RVCs, RP ExCom & Staff
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First steps
ASHRAE Funds
The Nuts & Bolts
RP Chair Responsibilities
RP Chapter Chair Training
Researching Today, to Change TomorrowResearching Today, to Change Tomorrow
What is RP?
RP
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See Pg. 2
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Two things in one…
“RP” is both
RESEARCH Promotion
RESOURCE Promotion
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Resource Promotion
Research Education (ALI) Unrestricted/General Fund ASHRAE Foundation
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Education & Unrestricted Funds
Education ALI – ASHRAE Learning Institute
Development of new Courses and Training Materials
Unrestricted The ASHRAE General Fund
Supports all different projects and can be used by all departments Helps supplement Dues, Ad sales and Bookstore
sales
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ASHRAE Foundation
General Typically supports ALI
Endowed Research Funds Generates a 5% annual return
Great for memorials, honor gifts, chapter donations No more then 50% of Chapter
donations
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ASHRAE Foundation & Research
Counts toward your Goal! Endowed funds count into perpetuity
Earns PAOE Points
Great way to help secure the Chapter’s success
Create a lasting Memorial or Honorarium
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The Big One …
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Research
$1.9+million annually Research Projects Grant-in-Aid Projects (students)
80+ Projects Every Region has Research! 13 out of the 14 Regions get a minimum
of $1.20 “back” in research compared to what’s raised 8 out of 14 get $4.00+ “back” in research!
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The How’s, Why’s and What’s of RP
The Nuts & Bolts
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In main Training Manual, sample handed out
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Who, What & Why
Chapter activities
PAOE Reminders
RVC activities
Staff activities
and how it all ties in together
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Fundraising Terms
LYBUNTS Last Year donors who haven’t given yet
this year
SYBUNTS Previous donors who haven’t given yet this
year and didn’t give last year
Non Donor Member who hasn’t given in 5+ yrs
See Pg. 22
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LYBUNTS
Gave during the “last” campaign but haven’t given yet this year “Low Hanging Fruit”
Know Research Support ASHRAE Involved
Majority of Donors Easiest donation to get …..
and yet ……
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On June 30th, 2011 … 6pm …
2,200 LYBUNTS$420,000
2010-11 Campaign:$2,168,000 raised from 7,000
donors ($90,000 more than last year!)
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Why do LYBUNTS exist?
The reality of life 50%-75% of donors renew
We do have duplicates in the system
The single biggest reason ….
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No one asks for their support
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“Thank you so much for your support last year and I hope that the
Metro Chapter can count on you again this year!”
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Don’t worry about it
They’re not going to ask a question you can’t answer Why should I give? What’s in it for me? How much do you want? Where should I send the check?
Even if they do … “You know, let me check on that and I’ll call you
back”
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ASHRAE Resources for LYBUNTS 10 Yr History Report
How much they gave in the past Max amount in 2-3 yrs
Why they gave Specific areas of interest
Special events? Ad sales? Show sponsor?
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To get you started
Run your 10-yr history real time report Found on the private RP Webpage
Sort to find your LYBUNTS
them Don’t email them Don’t mail to them
Call
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SYBUNTS
Gave in previous campaigns but haven’t given yet this year “Middle Fruit”
Know Research Supported ASHRAE in the past Involved or were involved
Associated with a big mystery ….
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Why did they stop giving?
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Lots of possible suspects Stopped being involved in the Chapter
INVITE them back! Reach out and make the personal connection
Upset Never underestimate the power of emotions
Find out what and/or Contact your RVC or Staff Out of the industry
Thank and let Staff know
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The biggest & most likely culprit …
No one asked ASKThankRe-educate about ResearchAsk Specific amount at least Honor
Roll!
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Non-Donors
Haven’t given in at least 5 yrs High Fruit
Lots of work but potentially big pay-offs
May not be active Chapter members May be younger or older & feel they
have less resources
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Non-Donor First Steps Find the disconnect & work to solve it
Not involved with the chapter? Not informed about ASHRAE Research?
Or would other funds interest them more? Just never been asked?
ASK for their support Specific amount at least Honor Roll! Specific instructions Follow up
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Check out Page 21
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Too much, too little or just not doing it
The “Ask”
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How much to Ask for
Minimum of “Honor Roll” level $100 for individuals, $150 for companies
Use the 10 Yr History report as reference
ASK for a specific amount
See Pg. 27
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How to find donors
10 yr History Report Real Time Reporting
www.ashraerp.com
Your Member List & Community Local employers, companies, suppliers
Who do you do business with?
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Paper Chase with Meaning
Summary Form Full Circle Worksheet How you send in the $
$$ Like a deposit form at
the bank Contributor Numbers Full address if no #
Contact name! Phone number!
Two types – use what is easier for you OR create your own!
Deadline: 11/15/2011 MUST send in the form
All the Chapter Officers Minimum of $100
Great first meeting activity Travel vouchers?
“I’m not asking you to support something I don’t support”
See Pg. 11
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So … how much do I raise? Goal
Not based solely on what you did last year!
High 5 H5 High 5 Award
ChallengeSee Pg. 56
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All Important Goal Dates
December 30th
30% of Goal met
June 15th 100% of Goal met
June 30th ULTIMATE DEADLINE – if it’s not in
Headquarters, it doesn’t count
June 29th
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at least to fundraisers and to donors
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Say it loudly, often and with meaning
See Pg. 29
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Donor Recognition
“Honor Roll” level HVAC&R Coin
‘Years of Giving’ Coins October Journal Listing
AHR Expo Listing Chapter & Regional Display Listing Beyond “Stuff”
Saying Thank You
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How do you know what’s going on?
See Pg. 39
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Monthly Spreadsheet & Reports “Real Time” Donor Report
www.ashraerp.com www.ashrae.org/rp Same user name/password as your
Members’ only access log-in
Spreadsheet emailed Monthly Compares LYTD with YTD Goals, High 5 & Challenge
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RVC & Staff responsibilities too!
Chapter Chair Responsibilities
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RVC Responsibilities
To support, encourage & help you reach Goal Monthly Contact Thanking donors by 12/15
Top 20 Regional Donors Coordinating Solicitations by 5/15
Top 20 Regional Donors Advice
To support and help the Region reach Goal
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Your Responsibility
To Make or Exceed Goal
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Your Responsibilities Make or Exceed Goal
or at least do better than the year before Ensure that Research is an active part of
your Chapter’s activities Thank donors
Last year & current year
Solicit all types of donors Companies & Members
Use resources wisely
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Staff Responsibilities
Whatever we can do to make your job easier and help ensure that your campaign is a success 120 hrs a week supporting you and your
activities
What do you want to do?
Supporting all the donors of ASHRAE RP
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Staff’s Favorite Words
“Don’t worry, Patricia - I know this is a major donor and I know how important this is for the Chapter. I’ve been in contact with them, have a Plan B if I don’t hear from them by such&such date. I’ll take care of it.”
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Staff’s Least Favorite Words“Yeah … I really don’t know what’s
going on with that donor. No one in the chapter has talked to them so … no clue about this year’s donation.”
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Contact RP StaffQuestions? Comments? Suggestions?