Fundraising is the gentle art of teaching the

“Fundraising is the gentle art of teaching the joy of giving. ” - Hank Rosso, Author and fundraising mentor

§ Fundraising is core to the organization’s identity § Fundraising is distributed broadly across staff, board and volunteers § Fundraising succeeds because of authentic relationships with donors § Fundraising is characterized by persistence, discipline and intentionality

§ Integration and Alignment with Mission § Shared Responsibility for Development § Strong Donor Relationships § A Focus on Fundraising as Engagement

§ Staff support from across program, development and operations § Shared success for fundraising across team § All staff participated in making direct asks § Development strategy informed by the full staff team and board § Fundraising is largely done through existing programs and with constituents § Trial and error, willing to explore new ideas and shift as needed

§ Spheres of Influence § Donor Invite (prospecting) § Pictospecting (prospecting) § Milestones Planning § Fundraisings 101 § Logistics for peer to peer § Webinars

Individual Giving Goal: $75, 000 • Amount Raised: $76, 507 § 56% GROWTH in individual giving over 2015* § 67% INCREASE in board give/get over 2015* § 346 DONORS in 2016 § 268 NEW DONORS in 2016 § 63% GROWTH in donors over 2015

“Mission-driven fundraising is tough and it isn’t necessarily driven by the goal to raise the most money. It’s driven by the goal to change the world. ” - Beth Rayfield, CHIRLA (Coalition for Humane Immigrant Rights of Los Angeles)

§ 53% say tiered gifts don’t influence the amount they give, 38% somewhat § 50% say we do Extremely Well recognizing donors, 44% Very Well § 38% are Extremely Likely to donate again, 47% Very Likely § “Cal. SAC is a partner in my mission in life. : )” § “When I was drowning [Cal. SAC] helped keep me afloat, with encouragement, opportunities, mentorship, and the reminder of what it looks like to have a community who understands, supports, and aids in the difficult moments when you feel you're all alone!” Hallmarks of a Culture of Philanthropy § The use of data is not just about having a donor database. It’s also surveying your donors; it’s getting feedback from your fundraisers on what messages are resonating; and it’s studying the performance of every fundraising campaign and event. § “Donor” is one aspect of many to the relationships that committed supporters forge with an organization.

Hallmarks of a Culture of Philanthropy § High trust and § Original concept for a “climate responsiveness campaign” was aligned with values § All staff participated in shifting the messaging for the campaign in consideration of the current political environment § Created space for all staff to share concerns and determine a solution together accountability among staff and board members allowed leaders to weather fundraising’s inevitable ups and downs together. § Being genuine about who you are and what you stand for as an organization is core to fundraising success. § The conversation about fundraising goals and progress belongs everywhere. It’s not contained in a single department or to a single team.

§ Going into Giving Tuesday campaign with some staff uncomfortable with making direct fundraising ask § Ongoing process to collect feedback and inform staff § Provided training prior to the campaign § Offered coaching and technical assistance during the campaign § Celebrated success in the moment Hallmarks of a Culture of Philanthropy § Fundraising is not the purview of a select group of professionals, but a process, if well-supported, that anyone can engage in. § Development directors are organizational leaders focused on skills building, culture change, and systems development to support others in fundraising. § More important than having a perfect system is working whatever system you have with a stance of rigor and continuous improvement.

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§ Fostered a philanthropic culture within the organization – across board and staff § Donors are largely constituents – out-of-school time youth workers – giving to what they believe in and paying it forward § All staff and board contribute to the fundraising strategy and campaigns § 100% giving board AND 100% giving staff § 56% growth in individual giving, 67% increase in board give/get and 63% growth in donors (from year 1 to year 2) Hallmarks of a Culture of Philanthropy § Fundraising is a form of organizing and powerbuilding, not merely a strategy for financing the organization’s work. § Fundraising is not the purview of a select group of professionals, but a process, if wellsupported, that anyone can engage in. § Authentic relationships with donors are part of a larger organizational culture that values relational rather transactional interactions with everyone.

§ Deepen culture of philanthropy through distributed fundraising § Activate our networks - constituents and donors as fundraisers § Donor retention and major gifts, portfolios § Strengthen systems using tools provided § Use data to inform donor engagement § Invest in staff capacity – hire. 5 – 1 FTE