WHY INDIVIDUAL GIVING?

2009 Contributions: $303.75 Billion by Source of Contributions(all figures are rounded)

Bequests$23.80

8%

Corporations $14.10

4%

Individuals$227.41

75%Foundations

$38.4413%

Source: Giving USA Foundation™/ Giving USA 2010

2009: Sources of Revenue for Local Clubs

Member Dues2%

Value of Contributed Services4%

United Way7%

Investment Income1%

Government29%

Special Events9%

Foundation & Trust Contributions

12%

Corporate Contributions6%

Individual Contributions12%

Bequests1%

Member Fees12%

Other Income5%

Bequests

Individual Contributions

Corporate Contributions

Foundation & Trust Contributions

Special Events

Government

Investment Income

United Way

Value of Contributed Services

Member Dues

Member Fees

Other Income

Source: BGCA Local Organization Annual Reports, 2009(preliminary data as of 6-29-10)

Government: Federal Govt Income, Federal Govt Income-BGCA Pass-Through, State Government, Local and Tribal GovernmentMember Dues:  includes Membership Dues onlyMember Fees:  includes Program Activity Fees, Day Care Fees, Camp FeesOther:  includes Other Income, Rental Income, Concessions, and Non-Government Pass-Through Grants from BGCA

COST OF FUNDRAISING

METHOD NATIONAL COSTCapital Campaigns/Major Gifts 5-10% of dollars raisedGrant Writing 20% of dollars raisedDirect Mail RENEWAL 20% of dollars raisedPlanned Giving 25% of dollars raisedSpecial Events/Raffles 50% of dollars raisedDirect Mail Acquisition 100% - 125% of dollars raisedNational Average of Total Program 20% of dollars raised

According to Fund-Raising: Evaluating and Managing the Fund Development Process (1999)

SOLICITATION STAIRCASE

Face to FaceFace to Face

PhonePhone

Handwritten LetterHandwritten Letter

Typed LetterTyped Letter

E-MailE-Mail

Mass-produced LetterMass-produced Letter

VideoVideo

NewsletterNewsletter

News ItemNews Item

AdvertisementAdvertisement

$$ Small GroupSmall Group

E-MailE-Mail

WHAT MATTERS TO DONORS

performance20%

image15%

interaction65%

20% said performance mattered the most,

15% said image mattered the most,

65% said Exposure, Interaction, Face Time mattered the most

RELATIONSHIPS

%

I can no longer afford to donate 54

I feel other causes are more deserving 36.2

Death/Relocation 16.0

No Memory of ever supporting 18.4

Did not acknowledge my support 13.2

Did not inform me how my money was used 8.1

Survey of 4000 lapsed donors in USA 2000/2001

Survey of 4000 lapsed donors in USA 2000/2001

No longer needed my support 5.6

Quality of support by X was poor 5.1

Was asked for inappropriate sum 4.3

Communication by X was inappropriate 3.8

Did not take account of my wishes 2.6

Staff were not helpful 2.1

continued…

WHY PEOPLE GIVE

Research covering the last 20 years suggests the number one reason to give cited by donors who give:

“I believe in your mission”

Source: Chronicle of Philanthropy

OTHER REASONS PEOPLE GIVE

Care about their community

Fiscal stability of the organization

Trust and like the Leadership

Respect for and/or experience with organization

Engaged with the organization’s work

Asked in the “right” way by the “right” person

PHILOSOPHY

Old to New

Giving not Asking

Donor Old to Investor

Outsider to Insider

BIG GIFTS

$5 million Kimmel Center for the Performing Arts in Philadelphia Sidney Kimmel.

$1 million to Old Dartmouth Historical Society from Anonymous

$2.5 million to help build a new full-service YMCA at Fort Mill's Baxter Village subdivision in North Carolina Anonymous

$15 million to Mercy Foundation from Alex G. Spanos

$1 million to Maddie’s Fund from David and Cheryl Duffield

$4.75 million to CARE and Save $1 million to University of Kentucky from an

employee, Richard Barbella.

continued…

$1.7 million to the University of Georgia's College of Education Eileen Russell, a former professor at the school.

$6.2 million to the CDC Foundation from Zell Kravinsky.

$5.1 million gift in trust to East Carolina University Charles and Hazel Freeze.

continued…

$3 million to High Point University from La-Z-Boy Chairman Patrick Norton.

the Children Bill and Melinda Gates

continued…

THE DONOR PYRAMID

Planned

Gifts

Capital Gifts

Special Gifts

Renewed Donor

Newly Acquired Donor

The Universe

Amount of Gift

Personal

Contact

& Involvement

FUTURE GIFTS

79% of bequest donors have some affiliation with the charitable beneficiary. Membership and being a past recipient of charity’s service are the most frequently cited types of affiliation (31% and 24% respectively). The average length of affiliation with the charitable beneficiary is 23 years.

Source: National Council on Planned Giving

WHAT YOU CAN EXPECT!

YrOne

YrThree

YourClub

FEEDBACK FROM PILOTS SITES

“It Just Takes One is already showing the potential to be one of best things to happen in terms of moving us toward a best practices annual campaign, energizing our board leadership, thinking long term and following advice of BGCA & outside gurus to do what we know we should have been doing for a long time anyway, especially in driving home "the most effective and efficient fundraising is one volunteer face to face with a peer!"   

Club CPO

QUESTIONS