Looking Toward the Future: A Presentation about Relationship Based Fundraising and Instituting a Com

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Looking Toward the Future A Presentation about
Relationship Based Fundraising and Instituting a
Comprehensive Planned Giving ProgramPresenters
Herb Tobin, Consultant, PEJEBarbara Shapiro,
Director of Development, Solomon Schechter School
of Westchester June 10, 2009 at 100 pmThis
presentation includes information written by Kim
Hirsh, Development Officer, The Jewish Community
Foundation of MetroWest, coordinator of a 50
million endowment campaign for affordability and
academic excellence in day school education.
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Development Strategies for Today

• A crisis is a terrible thing to waste
• Keep your friends close and your best friends
  closer
• Treat the donor like an investor, not an ATM
  machine.
• Tell your story

Salient Points from first Schechter Association
call, May 26
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• Taking a longer-term view of the current
• economic challenges
• Building relationships and creating a legacy and
  planned giving program

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Three Interrelated Keys to Fundraising Success

• Development efforts must be based on strategic,
  not tactical / transactional considerations
• The key to undertaking a development program
  based on strategic considerations is relationship
  building
• Keep your message simple

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Strategic Fundraising

• Who do you spend time with and why?
• Engage in high level relationship building vs.
  perfunctory interactions
• Allocate your time strategically Spend the most
  time on the people /activities who are likely to
  produce the biggest gifts
• Relationship based fundraising major gifts

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Guide PointsStrategic Fundraising

• How do you reduce and / or rationalize the number
  of events and activities?
• Events are also friend-raisers and thank yous, as
  well as fundraisers
• Community wide events
• Elite giving groups

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Guide PointsRelationship Building

• Create major donors, not major donations
• People give to people not to causes
• Create Organic Relationships, built on a shared
  interests, not contrived, not mercenary
• Be mindful of boundaries

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Guide PointsRelationship Building

• What can you give the donor?
• Listen to your donors. They should do MOST of the
  talking.
• Giving follows involvement are you engaging
  donors in pleasing, edifying activities that meet
  their interests?
• Take advantage of serendipitous opportunities to
  interact with people

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Four simple rules

• Relationship Relationship Relationship
• Know your facts and present them in a concise way
• The more the family connects to your school, the
  more they give.
• Thank you Thank you Thank you

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Guide Points forBuilding an Endowment Program

• Think long-term
• Create relationships for today and tomorrow
• Thing about todays gifts and future gifts
• Incorporate new kind of fundraising To succeed,
  schools must adapt relationship-based fundraising
  (in addition to transactional) to build a
  comprehensive development program.
• Build a strong endowment committee with strong
  vibrant, well known chairs make this the place
  people want to be.

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Guide Points forBuilding an Endowment Program

• Look to existing donorscurrent and past, annual/
  capital
• Not all endowment donors are the usual
  suspects surprises can and do happen
• Tracking prospects incorporate endowment
  asks/future asks into your plans
• Ownership need professional and lay person (the
  gray eminence) who own this and will not let it
  go
• Foundations search those that give to Jewish day
  schools

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Creating a Planned Giving ProgramBuilding a
Culture of Generosity

• Planned Giving
• Think big and long term transformative change
  over years and decades
• Endowment fundraising is forever
• It is a complement to the annual campaign
• Keep the message simple this is overwhelming and
  uncomfortable for many.

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Incorporating Endowment Fundraising Into Your
Development Plans Its all about relationships

• Endowment donors are usually those you knowand
  should know well
• Major gifts can take years to develop
• Day Schools build connections on multiple levels
  and in multiple generations
• Current Parents
• Parents of alumni
• Grandparents
• Alumni
• Community members committed to a vibrant Jewish
  future

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Why Endowment for Jewish Day Schools?How Can We
Even Think About this NOW?

• Traditional three-legged revenue structure for
  Jewish Day schools tuition, Federation
  allocations, fundraising
• Inadequate each area stretched to max
• How will day schools grow and thrive, and welcome
  all Jewish families, particularly middle income?

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Why Now?There is no bailout for day school
education

• Coming of age for day schools
• Maturity of the Schechter movement some of
  natural constituents (founders, early board
  members) at ideal age for legacy giving
• Growing stability and sophistication in
  fundraising operations
• Day schools build community/connections across
  generations
• Significant potential donor pools
• Largest transfer of wealth in Jewish community-
  historic generation
• If only we had started when each school was
  founded

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Getting StartedDont Go It Alone (Part I)
Leveraging Support from Federations on Local Level

• Planned Giving Endowment highly successful
  area for Federations
• Expertise available for the taking within your
  community
• Win-Win-Win for federations, day schools, and
  donors
• Day schools utilize Federation expertise in gift
  planning (legal and financial), endowment
  development, investment management
• Donors trusted, central resource
• Federations
• Securing beneficiary agencies
• Building future of Jewish community
• Building assets of federation
• Building stronger ties with donors symmetry with
  UJC shift toward donor-centered fundraising

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Getting StartedDont go it alone (Part II)
Leveraging support guidance on National Level

• PEJE
• Legacy Pilot Program with four day schools,
  including Yeshiva of Flatbush
• Update by Dan Rosenstein, Director of
  Development, Yeshiva of Flatbush
• National day school endowment conference, 12/08,
  co-sponsored by PEJE-UJC, 25 communities
  participated
• Assistance
• Will help day schools/communities with case
  management and help coalesce knowledge and
  resources
• contacts
• Herb Tobin, Consultant, Financial Resource
  Development
• Sheila Alexander, Program Officer, Financial
  Resource Development