los angeles county bar foundation 2010-2011 fundraising campaign team member training manual

LOS ANGELES COUNTY BAR FOUNDATION

2010-2011 FUNDRAISING CAMPAIGN

TEAM MEMBERTRAININGMANUAL

Campaign Divisions & Team MembersBrian Condon, Co-Chair Linda Auerbach Allderdice, Co-Chair

Jennifer Awrey Rachel CapocciaKate Burkart-Paulson Brett CohenMark Cramer Su-Lyn CombsBryant Delgadillo Julia De BeersRob Dickerson Greg Evans Casey Fleck Noah Graff Mark Garscia Amos Hartston Chris Heck Peter HsiaoCarlos Lazatin Andres Hurwitz Jana Lubert Mark Kachner Eric McDonough Jason KomorskyHaley McIntosh Catherine La TempaMhare Mouradian Lynn Levitan Richard Nakamura Matt LewisHenry Orren Sarretta McDonough Nahla Rajan Stuart OggMichelle Schultz Doug Rawles Wesley Shih Tom Reichert Paul Tripodi Laura Seigle Michael Wise Susan Sullivan Hilary Worchell Rebecca Torrey

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Campaign Progress Report Meetings(via e-mail, fax, phone or drop-by, all on Wednesday’s, 7:30a.m. - 5:00 p.m.)• 1st Campaign Report October 13th • 2nd Campaign Report October 27th• 3rd Campaign Report November 10th • 4th Campaign Report November 24th

• 5th Campaign Report December 8th • 6th Campaign Report December 22nd • 7th Campaign Report January 5th • 8th Campaign Report February 16th

• 9th Campaign Report March 16th

• 10th Campaign Report April 20th

• FINAL Campaign Report May 2nd

Fundraising Campaign – 2010-2011

PURPOSE: To secure the necessary funding, through

gifts and/or pledges during the annual Fundraising

Campaign, to enable the community to assist in

sustaining the programs, services, and staffing of the

four programs and projects operated by the Los

Angeles County Bar Association (LACBA) and approximately

20-25 other law-related nonprofits located throughout

Los Angeles County.

CAMPAIGN GOAL: The Bar Foundation’s annual

Fundraising Campaign will run from October 1, 2010

Through May 2, 2011. It is desirable to obtain all gifts and/or

pledges during the campaign period as the Foundation’s

Grants Committee reviews applications and makes

recommendations to the Board at the May 18th Directors

meeting. The announced goal of this specific effort is to

secure gifts/donations in the minimum amount of two

hundred and twenty-five thousand ($225,000) dollars.

The last 2-years, the Foundation distributed $172,300 each

year to 25 separate nonprofit organizations.



FOUNDATION and ASSOCIATION GIVING:

Foundation Board members, Association Trustee

members and other volunteers, and all Foundation

and Association staff are given the opportunity to

review the materials and contribution forms and are

asked to consider making a personal gift and,

obtain, where applicable, their Firm/Business gift.

With this level of giving the Bar Foundation can

report 100% giving by the Foundation and

Association as organizational “family” giving.

Fundraising Campaign – 2010-2011 FUNDRAISING TEAM MEMBER INSTRUCTIONS

TO BE A GOOD FUNDRAISER: Know your story

Make Your Own Gift First

IDEALLY - No E-Mail, No Phone-Eyeball to Eyeball

Ask for Extended Payments (monthly)- in lieu of a one-time

CASH Gift

Study the Gift Form

Serve the Prospect

Invest Your Time

Canvass Carefully

Fundraising Campaign – 2010-2011 HOW TO CONTACT YOUR PROSPECT

Preparation

Call on Your Best Prospect First

Ideally DO NOT contact by Phone/e-mail

The Visit - Talk in Financial Terms -- $ $ $

Closure

NEVER LEAVE THE GIFT FORM !!!

Call Back if Necessary

What Happens After a Gift is Reported

Fundraising Campaign – 2010-2011 CAMPAIGN TEAM MEMBERS’ JOB DESCRIPTION

Be ENTHUSIASTIC about: The Los Angeles County Bar Foundation and the programs and services we fund. The 2010 – 2011 Fundraising Campaign

MAKE a personal gift to the Campaign before soliciting others. Act as a DIRECT LINE of communication between the Foundation

and your prospects.

SOLICIT potential contributors after the ORIENTATION and

TRAINING meeting.

CONTACT your prospects as soon as possible. Finish ahead of

time.

Fundraising Campaign – 2010-2011 Questions & Answers about the Foundation

Why does the Foundation need to raise a minimum

of $225,000 this year?

What is the Mission (purpose) of the Foundation?

How are the Foundation and the other nonprofits we

fund recognized by the State and Federal governments?

How is the Foundation governed?

Fundraising Campaign – 2010-2011 Questions & Answers about Fundraising

How can I/we help? Are contributions to the Foundation tax deductible? What amount should I/we give? What other methods, in lieu of cash, can be used

by donors to make their contributions? May I/we make a gift through my/our estate plan? Are there opportunities for memberships, memorials and commemorative giving? Will donors be recognized? Will my gift to the campaign be reported publicly? Are there reasons to give to LACBF rather than directly to an organization that receives LACBF funds?

Fundraising Campaign – 2010-2011 WAYS of GIVING Gifts of Cash Gifts of Securities Gifts of Insurance Policies Gifts of Real Property Charitable Lead Trusts Charitable Remainder Trusts Irrevocable Major Gifts Bequests by Will – should specify “The Los Angeles

County Bar Foundation as a nonprofit California Public Corporation” Contributions to the LA County Bar Foundation are

tax deductible as donations to a nonprofit corporation, according to instructions of the IRS under Section 501(c)(3) Tax Exempt # 95-2555546


PROSPECT DATA FORMS

New Law Firm(s) and Partner(s)

Law Firm Associate(s) and Employees

Vendors

Friends, Relatives, Neighbors and Non-Law Business, such as car dealers, insurance companies, banks, real estate offices, etc.


INTENTION OF SUPPORT LETTER

(this form is usually utilized for bequests and large gifts above and beyond the normal annual pledge and/or annual contribution)

In lieu of a cash gift or pledge

Best of my/our ability to meet this planned intention

Assumes proper and continued growth of business, of good health (personal or family)

Right to Cancel intention

Binding upon estate or NOT binding


CONTRIBUTION and PLEDGE FORM(s)

Utilized for pledges for various membership groupings such as Fellows, Life Fellows, and Honor Roll, etc. Is also used for all other gifts.

Appeal Approval - on the back of the pledge form is a re-print of the City of Los Angeles’s

Appeal Approval for this Fundraising Campaign.


WHY INDIVIDUAL GIVING?

DOLLARS GIVEN in 2009 - $303.75 Billion(down from $307.65 in 2008 and $314.07 in 2007)

INDIVIDUALS 74.9 % or $ 227.41 Billion FOUNDATIONS 12.7 % or $ 38.44 Billion BEQUESTS 7.8 % or $ 23.80 Billion CORPORATIONS 4.6 % or $ 14.10 Billion

100.0 % $ 303.75 Billion


WHY PEOPLE GIVE?Research covering the last 20 years suggests the #1 reason to give cited by donors who give: “I believe in your mission and programs” Source: The Chronicle of Philanthropy

OTHER REASONS PEOPLE GIVE: they CARE about their community

the FISCAL stability of the organization

they TRUST and like the Leadership

their RESPECT for and/or experience with organization

they are ENGAGED with the organization’s work

if they are ASKED in the “right” way by the “right” person

BECAUSE I WAS ASKED (4 very important words)

Since 1967 (43 years ago), giving has risen each year— each year more than the year before. It’s been true for 41 years except for two. That’s 41 out of the last 43 years (95.3%). Philanthropy thrives and flourishes. Even in tough times. Especially in tough times.

We find, in campaigns across the country, donors continue to make gifts. Philanthropy advances and grows. But getting through these difficult times requires rigorous planning, creative thinking, and steady direction. You must

practice the three BIG Cs— Calls, Contacts, and Cultivation.

Add to that list— painstaking stewardship.

You will be able to navigate the choppy economic waters. Keep in mind that recessions (17 official recessions) are cyclical. There is a safe harbor in the not too

distant future. Until then— Calls. Contacts. Cultivation.

Thanks to Jerold Panas, Linzy & Partners


2010-2011 CAMPAIGN ALPHABETA Ask - Ask - Ask. There is no other way. B Believe in your cause 100 %. C Commitment. If you are not committed, forget it. D Discipline yourself to get the job done. E Expect a Miracle. Be positive with drive. F Faith in yourself, in your approach, in goals, and in your prospect. G Goals. Get it all together - set obtainable goals. H Heart to Heart. Person to person approach. I Interpret with facts - clear and concise.J Justify verbally - audio and with materials.K Know Your Subject. A to ZL Learn in Doing. Listen as well as sell.M Motivate. Make your enthusiasm catching.N Now is the Time. Do not procrastinate.O Operate Properly. Do not oversell or take shortcuts.P Positive Approach. Reflect all the good.Q Quality Presentation. Be thoroughly prepared.R Respond Intelligently. Answer all questions factually.S Sincerity in asking - no canned approach.T Tenacity is the word - stick to it.U Utilize thanks at all times, appreciate and let the prospect know it.V Vigor. Let the world know you believe 100 %. W Work at it. Regularly, fully, and intensely.X (the) Unknown Quantity. Make it known.Y You are the One to make it go. Believe in yourself and your ability.Z Zeal - With Earnest Dedication. Unbeatable combination. THANK YOU!

los angeles county bar foundation 2010-2011 fundraising campaign team member training manual

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