September 2011 Resource Development Meeting Power Point

1. Resource Development Meeting Thursday September 1st at 12 pm

2. Goals and Objectives for Collaborative Development: What Will Success Look Like? Our commitment to improved collaboration in development must be measured against meaningful desired outcomes. The following Goals and Objectives for Collaborative Development will guide our efforts and help us operate in a spirit of unity and transparency to further the ministry. 1. We Will Raise More Funds Our objective is to house as many families as possible. We need significant funding to accomplish this goal. Working as partners, various units of the organization will have increased opportunities to engage donors and deepen their partnership with the organization. 2. We Will Respect our Donors Our donors are a precious asset. How we treat them as donors is critical to our ability to retain them as partners. We are committed to coordinating efforts to avoid confusion, reflect our respect for donors, and ensure that donors are always aware of their importance to the ministry.

3. 3. We Will Promote Organizational Unity We are one organization; we share one name and one mission – the elimination of poverty housing. Our approach to serving families and fundraising will be seamless and transparent. 4. We Will Manage Donor Expectations through Effective Communication Donors expect affiliates, Campus Chapters, state support organizations, and HFHI to know and understand the programs and accomplishments throughout the organization. Collaborative development will promote communication and education across these lines. 5. We Will Plan Our Solicitations Strategically As a result of our expanded level of communication, we will consider all suitable approaches to submitting requests to donors in order to determine how the request is to be made and who should make it. 6. We Will Exhibit Christian Ethics and Values As a Christian organization, Habitat's ministry is based on the conviction that to follow the teachings of Jesus Christ we must reflect Christ's love in our own lives by loving and caring for one another. This is true not only in building with partner families but in how well we treat each other and work together to secure the necessary funding and products to serve more families.

4. Resource Development Policies and Procedures While the coordination of fund-raising efforts among affiliates, state support organizations, Campus Chapters and Habitat for Humanity International (HFHI) is vital, perhaps the most challenging area of establishing productive policies and procedures for collaboration concerns the operations of individual affiliates, especially those working in close proximity. To help establish the framework for how affiliates can work together to the maximum benefit of the organization and the people we serve, affiliates are expected to fulfill the following: Each affiliate will have a geographically-defined service area, and will conduct its resource development efforts within that area. Affiliates whose service areas are in close proximity are encouraged to establish collaborative fundraising arrangements. Affiliates will not initiate solicitations of donors outside their service areas. If a donor is identified who may be willing and/or able to broaden support beyond the affiliate service area to neighboring affiliates, a state or a global program, then a strategy for proposing these possibilities must first be developed in cooperation with the affiliate in whose area the donor resides or corporation is headquartered, and that strategy will be implemented with full participation of that affiliate, whether by HFHI, SSO or single affiliate staff or volunteers.

5. At all times, donors’ decisions as to which affiliate(s) they choose to support will be honored. Affiliates are encouraged to provide their donors with information about HFHI and its programs, and about the work of nearby affiliates to promote donor understanding about the context of their role in the global ministry. Affiliates will collaborate on fundraising and donor management in order to simplify and improve donors’ experiences with Habitat for Humanity and to increase the likelihood of on-going support. Affiliates that have relationships with donors that had been previously established or are initiated by a donor who resides outside their service areas are encouraged to maintain those relationships and to introduce them to affiliate(s) located near to where the donors live.

6. The US Affiliate Agreement and the Quality Assurance Checklist establish the context for resource development and fundraising that reflect the importance the organization places on collaborative fundraising efforts in all contacts with donors. The most effective way for collaboration to occur is for affiliates to engage in frequent and open communication. In the event that conflicts between affiliates arise, affiliates need to willingly and cooperatively participate in efforts to resolve these conflicts, through such efforts as mediation and arbitration, led by the HFHI-US Area Office. With these expectations in place, a set of policies and procedures have been designed to clarify the roles of the various units of the organization—HFHI, Campus Chapters, Affiliates and SSOs—in a wide assortment of fund-raising activities.

7. Major Gifts, Leadership Gifts and Principal Gifts Large gifts from high net-worth individuals, and generally involves cultivation and solicitation in a private, face-to-face manner. Definitions: For the purposes of clarity, the following terms and definitions are offered: Major Donor (aka Special Donor): Capacity for an annual gift or a multi-year pledge of $5,000 to $99,000 Lead Donor: Capacity for an annual gift or a multi-year pledge of $100,000 to $499,000 Principal Donor: Capacity for an annual gift or a multi-year pledge of $500,000 or more

8. Solicitation Strategies New donor / acquisition stewardship track Donor screening, research, prospecting Segmented donor portfolios: Donors, Special, Major, & Leadership with dedicated Development Officers Build the Dream Brunch Board Fundraising Plans: Give & Get

9. Leadership on Site, Committees / Board Planned Giving Long Term Commitment Regular Volunteer/ Committees Major Donor In Depth Involvement Repeat Volunteer Regular Donor On-Going Support One time Donor One Day Volunteer One Time Time Financial

10. The Five I’s of Fundraising Donor-Centric Traditional Identify identify/evaluate donor or prospect Investigate investigate what’s meaningful to the donor Integrate integrate the difference the donor wants to make with your ability to make it happen Involve involve in appropriate capacity Invest invest in appropriate capacity Identify identify/evaluate donor or prospect Inform inform about organization and programs Interest demonstrate how the organization serves the donor and community Involve involve in appropriate capacity Invest invest in appropriate capacity

11. Loyal Donor versus Stakeholder An annual donor makes loyalty gifts. A stakeholder makes passion gifts. A driving force for giving is a deep desire to make a difference in an area that is important to the donor, not what’s important to us.

12. 5 “Passion” Questions If you had all the money in the world, what would you want to pursue? If money were no object, what’s the difference you would want to make? If you could change anything, what would you change? If you could make the world a better place, what would you do? If you could do something truly transformational, what would you do?

13. Five Categories for Information Gathering Philanthropic Priorities/Charitable Intentionality Where do you rank? Wealth and Its Composition Are they asset rich and cash poor? Are they debt laden? Professional Background May indicate their current wealth picture. May indicate what their retirement picture will look like. May indicate their potential for connections/introductions.

14. Five Categories for Information Gathering (continued) Family/Health What is their attitude toward providing for their children? What concern might they have about needing to access funds in the future? Hobbies/Interests/Other Involvements May indicate their wealth picture. May indicate their potential for connections/introductions.

15. Five Categories to Keep on Track Identify and Build Donor Profile Are they affluent, do they have affinity, are they available? Strategize touch points and time frame. Identify appropriate individuals to be involved. Cultivation Phase Identify interests, build rapport, involve.

16. Five Categories to Keep on Track (continued) Intensification Phase Identify donor’s passion, intensify contacts, begin to collaborate on ideas. Solicitation Phase Refine proposal, ask. Stewardship Phase Maintain contact and involvement, strategize future gifts.

17. Five You Questions for the Donor Tell me more about your ______ experience… What made that experience so important, special, impactful, meaningful, for you… What’s important to you about… Tell me more about what that means to you… What makes you feel so strongly about…

18. Five Transitions to the Ask Based on: what I’ve heard you say… your strong feelings about… your desire to… our evaluation of the opportunity… what we’ve been talking about… I’d like to share with you… would you like to be a part of… would you consider… would you be interested in… could I show you…

20. The Work-site as a Point of Contact

21. Case Study: Apostles Build

22. Case Study: Apostles Build

23. Case Study: ReStore donation

25. Added $6.5 million to the City & County’s tax base.

27. Not 1 Habitat family lost their home because of current economic problems.

29. Remarkably, 71% of children of Habitat homeowners graduate from High School & attend an institution of higher education. Children to not change schools frequently.

32. Corporate Sponsorship Levels Level 1: Build the Foundation $10,000 This level will help us build a strong foundation for a healthy home. As one of only three major sponsors at this level, your company will be highlighted in all of the home events, marketing materials, newsletters and much more.

33. Benefits: Your company's preference for a date in participation on one of our special “Build for a Day” events complete with volunteer T-shirts and a lunch. Your business name and logo will be included in all marketing and public relations materials including volunteer T-shirts. Your business name and logo will appear on any invitation, advertisment and/or media release. Website exposure on event page, and home page. Signage at site to include sign for duration of build and banner for the dedication. Logo on programs

34. Level 2: Sponsor a Room $5,000 At this level of support, you will fund a room for a home. Benefits: Your company’s participation in one of our special “Build for a Day” events complete with volunteer T-shirts and a lunch. Your business name and logo will appear on any invitation, advertisement and/or media release. Website exposure on home page and events page. Signage at site for duration of build. Logos on programs.

35. Level 3: Raise the Roof $2,500 Help us “raise the roof” and make the home a reality. Benefits: Website exposure on events page and home page. Signage at the job site for the duration of the build. Logo on programs Your loo on volunteer T-shirts.

36. Level 4: Light up the home $1,000 Help us “light up this home” and make the home a reality. Benefits: Website exposure on events page and home page. Signage at the job site for the duration of the build. Logo on programs. Your logo on the volunteer T-shirts.