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.

RP Campaign History

2011-12 RP Campaign Goal

$2,100,000

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

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

See Pg. 2

Two things in one…

“RP” is both

RESEARCH Promotion

RESOURCE Promotion

Resource Promotion

Research Education (ALI) Unrestricted/General Fund ASHRAE Foundation

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

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

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

The Big One …

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!

The How’s, Why’s and What’s of RP

The Nuts & Bolts

In main Training Manual, sample handed out

Who, What & Why

Chapter activities

PAOE Reminders

RVC activities

Staff activities

and how it all ties in together

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

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 ……

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!)

Why do LYBUNTS exist?

The reality of life 50%-75% of donors renew

We do have duplicates in the system

The single biggest reason ….

No one asks for their support

“Thank you so much for your support last year and I hope that the

Metro Chapter can count on you again this year!”

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”

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?

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

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 ….

Why did they stop giving?

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

The biggest & most likely culprit …

No one asked ASKThankRe-educate about ResearchAsk Specific amount at least Honor

Roll!

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

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

Check out Page 21

Too much, too little or just not doing it

The “Ask”

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

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?

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

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

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

at least to fundraisers and to donors

Say it loudly, often and with meaning

See Pg. 29

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

How do you know what’s going on?

See Pg. 39

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

RVC & Staff responsibilities too!

Chapter Chair Responsibilities

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

Your Responsibility

To Make or Exceed Goal

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

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

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.”

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.”

Contact RP StaffQuestions? Comments? Suggestions?