Year-End Giving Campaign

Presented by Judith Powell

Introduction

• First Tee Club for high-end donors

– Minimum of $500

• Invested $10,000 and received $260,000 in gifts; Netting $250,000

Create pieces.

• Create professional brochures.– Reflects organization in positive light

• Small investment for large return.– $10,000 on stationery, brochures, and postage

– Received $262,000+ in gifts

• The First Tee Club Package– Brochure

– Letter

– DVD

– Return card and envelope

Prepare to send out packages.

• Compile a list of donors that previously gave $250 or more. Cross reference with board members to determine who knows these donors.

• Gather a list of 10 names and addresses of perspective donors from each board member that they feel comfortable contacting for donations.

• Merge names with letter.

• Prepare packet of letters that correspond to appropriate board member. Use year-end board meeting to have each board member add a personalized note and pledge to follow-up.

Mail and Follow-up.

• Mail packages.

• Assign each fundraising committee member a list of board members to check-in with and ensure they are making follow-up calls.

• Critical to make follow-up phone calls.

– To ensure receipt of year-end package

– To form a personal relationship with donor.

• Success rate of 75% when calls are made.

Publicize daily donations.

• Use email to track and publicize progress of campaign.

• Motivates (and/or “embarrasses”) board members.

• Updates board members of which donors on their list have given to the organization.

– Members can thank these donors by any means if they choose

Thank donors appropriately.

• Sent each donor a thank you package consisting of:

– Thank you letter

– The First Tee Club bag tag (new donors) or The First Tee head cover (renewals)

– Photobook

• Thank you call

Thank You Package consists of:

•Letter

•Photobook

•The First Tee Club Bag Tag or The First Tee Head cover

Maintain relationship with donor

• E-newsletter

• Newsletter

• Exclusive events for members

– Spring Putting Clinic and Cocktail Event

– Schwab Cup Donor Cultivation and Thank You Event with Tom Watson

Analyze results for board meeting

• Analyze First Tee Club donations

– Shows which board members were successful in soliciting donations

– Ask successful members about their tactics

Follow-up calls

• Useful for improving campaign strategies for the following year