confidential © harris connect llc 2010 successful capital campaigns capital campaigns in the midst...

CONFIDENTIAL © Harris Connect LLC 2010

Successful Capital Campaigns

Capital Campaigns in the Midst of the Great Recession

June 29th, 2010

Participants

• Fontaine Huey, Director of Institutional AdvancementAtlanta Botanical Garden

• Linda Larkin, Associate Director, Capital CampaignOakland Museum of California

• Gregg Carlson, PresidentIDC Fundraising Division of Harris Connect

• Colin Ware, Vice President Sales & Senior ConsultantIDC Fundraising Division of Harris Connect

www.harrisconnect.com 800.516.4915

Take Away

During this uncertain economic time, you will walk away with information on how to:

• Raise gifts of $10,000+ through PHONE/MAIL® program

• Maximize your Capital Campaign pledge rate (20%+ from members)

• Maximize your Capital Campaign average pledge ($350+ from members)

• Maximize the benefit of a Challenge Grant/Gift


Harris Connect Provides the Widest Array of Services to Non-Profits to Engage Members and Generate Revenue

Physical Products Alumni Today,

Directories, Special Interest Publications,

Reunion Books, Tribute Prints,

Millions of Constituents Contacted Each Year

Data ResearchNCOA,

Lost/Trace,Email Append,

Surveys,Data Modeling & Analytics,

File Segmentation

FundraisingOnline Giving, Mobile Giving,

Direct Mail, Telephone:VOIP, Outbound, Inbound,

Recording Capability,Whisper Coaching

MobileSMS Texting,WAP Sites,

Applications,Mobile Giving,

Integration w/ Online Services

Online ServicesBroadcast Email,

Online Giving,Event Registration,Online Community,

Facebook,PCI Compliance


Thousands of Clients


Breadth of our Experience

• $350 million raised for our clients since 2000• 1 million publications purchased annually by constituents• 325,000 CD-ROMS purchased annually by constituents• 4 Call Center locations in 3 time zones (eastern, central and

pacific) with tenured, professional, highly trained communicators.• Conversations with more than 80,000,000 constituents since 2001 • More than 4,500,000 inbound calls every year (86,000/week)• Over 50,000,000 mailings created, produced & delivered annually• More than 18,000,000 broadcast emails deployed every year• $60 Million in on-line transactions per year without per transaction

or batch fees• Internet services provided to over 1,500 organizations annually

Multi-channel solutions – mail, phone, web and mobile


New Seasons Campaign

• $55 million goal/$52.5 raised• Campaign began in 2004 - public in 2006• IDC Fundraising campaign July 2008 – June 2009• Challenge Grant• Key elements

– Doubled size of garden– LEED certified parking garage and visitor center– Revitalized tree canopy– Canopy walk– Better visitor access– New edible garden


Powerful Case for Support

•Solves major civic parking problem•Enhances important tourist destination•Improves access for all•Increases capacity for education•Demonstrates green practices and values•Builds on the Garden as a center of knowledge

and a keeper of Southern gardening tradition


The Museum of California Campaign

• $58 million goal/$62.6 million raised• Campaign began 2004, public 2006• IDC Fundraising campaign Oct. 2009 – March 2010• Challenge Grant• Key components

– Complete renovation of the museum– More of the collection on display– Architectural gem re-born– Re-visioning the museum experience– Enlarged educational facilities


Powerful Case for Support

• Oakland Museum of California– Rebuilds and revisions a vital Bay Area institution– Supports East Bay economic development– Reinforces “teaching museum” mission increasing educational capacity– Puts more of an important collection on display– Teaches more people about the history, natural history and art of California


Best Practices – Strong Volunteer Leadership

Jane and Dameron Black, Campaign Co-Chairs

Sheryl Wong, Campaign Chair


Best Practices: Highly Personalized Solicitation

• Major and leadership gifts – in person• Volunteer participation• 2nd asks as campaign progressed• Harris Connect PHONE/MAIL® program

for public phase


Community Phase

Why a PHONE/MAIL® campaign?• Next best thing to an in person visit• Respectful• Stewarding no matter outcome• Closes major gifts• Strong PR benefits• Flexible, proactive messaging• Separates philanthropists from transactional members


PHONE/MAIL®


Atlanta Botanical Garden

A Letter: Mary Pat Matheson

B Letter: Jane and Dameron Black

Oakland Museum

A Letter: Pete Docter

B Letter: Sheryl Wong

Immediate Return

Atlanta Botanical Garden• $537,000 raised vs. goal of $514,000• 4 major gifts of $10,000 or more• Pledge rate 22%• Average gift $356


Long-Term Return

Atlanta Botanical Garden• New major gift prospects identified: 180

donors with gifts of $1,000 or more• More than 13,500 members informed about

the campaign personally and respectfully• Greater loyalty built: 42% made multiple

payment pledges • 1,512 members showed philanthropic

interest by making a non-membership gift to the campaign


Oakland Museum of California• $496,000 raised vs. a goal of $444,000• 15 major gifts over $5,000• Pledge rate of 28%• Average pledge of $481

Immediate Return


Long-Term Return

Oakland Museum of California• New major gift prospects identified: 167 donors

with gifts of $1,000 or more• More than 6,500 members informed about the

campaign personally and respectfully• Greater loyalty built: 38% made multiple

payment pledges • 1,034 members showed philanthropic interest

by making a non-membership gift to the campaign


Keys to PHONE/MAIL® Success

Applied the “5 Right Rule”•The “right” person•Asking the “right” prospect•Using the “right” case•For the “right” gift•Using the “right” communication channel



• Great letter signers• Challenge grants• Members high and low included• Members have strong affiliation• Believed in the case



• Harris Connect’s PHONE/MAIL ® process strategically integrates mail and phone enabling major gift fundraising on a broad scale

• Harris Connect’s mature, professional callers:• Successfully make asks over $10,000• Routinely secure multiple payment pledges• Used challenge grants to drive larger

average gifts


Questions?


For more information

Gregg Carlson, President [email protected]

Colin Ware, Vice President Sales & Senior Consultant [email protected]

Email: [email protected] Call: 800.516.4915

Visit us: www.harrisconnect.com/idcfundraising

Follow us on Twitter @HarrisConnect


confidential © harris connect llc 2010 successful capital campaigns capital campaigns in the midst...

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