fundraising 101 carolyn davinroy, development director

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Fundraising 101 Carolyn Davinroy, Development Director

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Page 1: Fundraising 101 Carolyn Davinroy, Development Director

Fundraising 101

Carolyn Davinroy, Development Director

Page 2: Fundraising 101 Carolyn Davinroy, Development Director

page 204/21/23 Presentation

WHY DO WE FUNDRAISE?

Page 3: Fundraising 101 Carolyn Davinroy, Development Director

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WHY DO WE FUNDRAISE?

Fiscal Year 2010-2011 Preliminary Audit Figures Income = $3,092,548 (update) Expense = $2,676,120 (update)

Fiscal Year 2011-2012 Budget Income = $2,934,500 Expense = $2,705,800

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WHY DO WE FUNDRAISE?

So C.O.P.S. must rely on private sector funding from: Corporations Foundations Individuals Special Events Grants

In 2010, the Department of Justice awarded a grant of

$2,152,328 covering June 1, 2010 to May 31, 2012

This amount only covers 30% of C.O.P.S. annual budget.

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HANDS-ON PROGRAMSC.O.P.S. Hands-On Programs, Scholarships & Counseling Cost Totals Per State For FY 4/1/2010 - 3/31/2011

Cost Per Person # attend $ 434.2679 # attend $ 592.4060 # attend $ 1,633.6021 # attend 491.0747 # attend $463.1248 # attend $432.4152 # attend $625.5592 # attend $606.8410 # attend $551.0698    

2010 ProgramsNat. Police Week Kids Camp Outward Bound Siblings Spouses Parents Adult Children In-Laws Co-workers

College Scholarships Kids Counseling Total Per State

ALABAMA 19 $ 8,251.09 $ - 3 $ 4,900.81   $ - 1 $ 463.12 6 $ 2,594.49   $ -   $ -   $ -   $ 16,209.51

ALASKA   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ - $ 1,500.00 $ 1,500.00

ARIZONA 12 $ 5,211.21 16 $ 9,478.50 $ - 1 $ 491.07 4 $ 1,852.50 2 $ 864.83 3 $ 1,876.68   $ - 2 $ 1,102.14 $ 9,000.00 $ 28,774.79

ARKANSAS 5 $ 2,171.34 $ - $ -   $ -   $ - 4 $ 1,729.66   $ -   $ -   $ -   $ 3,901.00

CALIFORNIA 76 $ 33,004.36 29 $ 17,179.77 2 $ 3,267.20 10 $ 4,910.75 7 $ 3,241.87 20 $ 8,648.30 3 $ 1,876.68 9 $ 5,461.57 3 $ 1,653.21 $ 5,340.00 $ 82,930.51

COLORADO 8 $ 3,474.14 4 $ 2,369.62 1 $ 1,633.60 1 $ 491.07 2 $ 926.25 3 $ 1,297.25   $ -   $ - 1 $ 551.07   $ 10,191.94

CONNECTICUT   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ -

DELAWARE 15 $ 6,514.02 $ - $ -   $ -   $ - 2 $ 864.83 2 $ 1,251.12   $ - 1 $ 551.07   $ 8,629.97

DISTRICT OF COLUMBIA 2 $ 868.54 $ - $ -   $ -   $ - 3 $ 1,297.25   $ -   $ - 1 $ 551.07   $ 2,165.78

FLORIDA 67 $ 29,095.95 10 $ 5,924.06 1 $ 1,633.60   $ - 9 $ 4,168.12 23 $ 9,945.55 4 $ 2,502.24   $ - 2 $ 1,102.14 $ 13,500.00 $ 66,769.52

GEORGIA 14 $ 6,079.75 6 $ 3,554.44 $ - 3 $ 1,473.22 4 $ 1,852.50 6 $ 2,594.49   $ -   $ -   $ - $ 8,487.00 $ 24,041.40

HAWAII   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ -

IDAHO   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ -

ILLINOIS 32 $ 13,896.57 4 $ 2,369.62 1 $ 1,633.60 8 $ 3,928.60 4 $ 1,852.50 6 $ 2,594.49 1 $ 625.56   $ - 2 $ 1,102.14   $ 26,900.95

INDIANA 18 $ 7,816.82 16 $ 9,478.50 1 $ 1,633.60 5 $ 2,455.37 3 $ 1,389.37   $ -   $ -   $ - 3 $ 1,653.21   $ 845.00 $ 23,618.67

IOWA   $ - 2 $ 1,184.81 $ -   $ - 1 $ 463.12   $ -   $ -   $ -   $ -   $ 1,647.94

KANSAS 12 $ 5,211.21 2 $ 1,184.81 $ -   $ - 2 $ 926.25 4 $ 1,729.66 4 $ 2,502.24 3 $ 1,820.52   $ - $ 4,500.00 $ 590.52 $ 18,465.22

KENTUCKY 1 $ 434.27 4 $ 2,369.62 $ - 1 $ 491.07 1 $ 463.12 4 $ 1,729.66   $ -   $ - 5 $ 2,755.35   $ 5,487.75

LOUISIANA 10 $ 4,342.68 4 $ 2,369.62 $ -   $ - 1 $ 463.12 12 $ 5,188.98   $ -   $ - 3 $ 1,653.21   $ 12,364.41

MAINE   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ -

MARYLAND 26 $ 11,290.97 4 $ 2,369.62 $ - 1 $ 491.07 3 $ 1,389.37 3 $ 1,297.25 2 $ 1,251.12 1 $ 606.84 5 $ 2,755.35 $ 2,700.00 $ 21,396.24

MASSACHUSETTS 8 $ 3,474.14 $ - 2 $ 3,267.20   $ -   $ -   $ -   $ -   $ - 1 $ 551.07   $ 6,741.35

MICHIGAN 21 $ 9,119.63 11 $ 6,516.47 3 $ 4,900.81 5 $ 2,455.37 3 $ 1,389.37 10 $ 4,324.15   $ - 2 $ 1,213.68 2 $ 1,102.14   $ 29,919.48

MINNESOTA 20 $ 8,685.36 $ - $ - 8 $ 3,928.60   $ -   $ -   $ -   $ -   $ - $ 5,250.00 $ 17,863.96

MISSISSIPPI 4 $ 1,737.07 $ - $ - 2 $ 982.15 1 $ 463.12 2 $ 864.83   $ -   $ -   $ -   $ 4,047.18

MISSOURI 14 $ 6,079.75 10 $ 5,924.06 1 $ 1,633.60 7 $ 3,437.52 8 $ 3,705.00 9 $ 3,891.74 1 $ 625.56 2 $ 1,213.68 3 $ 1,653.21   $ 26,510.91

MONTANA 4 $ 1,737.07 $ - $ -   $ - 1 $ 463.12 1 $ 432.42   $ -   $ -   $ - $ 4,500.00 $ 7,132.61

NEBRASKA 4 $ 1,737.07 $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ 1,737.07

NEVADA 17 $ 7,382.55 $ - $ - 2 $ 982.15   $ -   $ -   $ -   $ -   $ -   $ 8,364.70

NEW HAMPSHIRE   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ -

NEW JERSEY 20 $ 8,685.36 2 $ 1,184.81 $ - 2 $ 982.15 5 $ 2,315.62 1 $ 432.42 1 $ 625.56 2 $ 1,213.68   $ -   $ 7,633.98 $ 23,073.58

NEW MEXICO 6 $ 2,605.61 10 $ 5,924.06 1 $ 1,633.60 1 $ 491.07 5 $ 2,315.62 2 $ 864.83   $ -   $ -   $ - $ 9,600.00 $ 23,434.80

NEW YORK 23 $ 9,988.16 4 $ 2,369.62 $ - 2 $ 982.15 3 $ 1,389.37 1 $ 432.42 1 $ 625.56   $ -   $ - $ 6,000.00 $ 21,787.28

NORTH CAROLINA 30 $ 13,028.04 6 $ 3,554.44 1 $ 1,633.60 4 $ 1,964.30 1 $ 463.12 4 $ 1,729.66   $ -   $ -   $ -   $ 22,373.16

NORTH DAKOTA 1 $ 434.27 $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ 434.27

OHIO 14 $ 6,079.75 14 $ 8,293.68 1 $ 1,633.60 1 $ 491.07 2 $ 926.25 9 $ 3,891.74   $ -   $ -   $ -   $ 21,316.10

OKLAHOMA 21 $ 9,119.63 6 $ 3,554.44 1 $ 1,633.60 2 $ 982.15 4 $ 1,852.50 3 $ 1,297.25 1 $ 625.56 1 $ 606.84   $ -   $ 19,671.96

OREGON 3 $ 1,302.80 $ - $ - 2 $ 982.15 1 $ 463.12   $ -   $ -   $ - 1 $ 551.07   $ 2,748.08

PENNSYLVANIA 61 $ 26,490.34 $ - $ - 1 $ 491.07   $ - 2 $ 864.83   $ -   $ - 1 $ 551.07   $ 27,846.25

RHODE ISLAND 2 $ 868.54 $ - $ -   $ -   $ - 1 $ 432.42   $ -   $ -   $ -   $ 1,300.95

SOUTH CAROLINA 10 $ 4,342.68 8 $ 4,739.25 2 $ 3,267.20   $ - 2 $ 926.25 5 $ 2,162.08   $ -   $ -   $ -   $ 15,437.46

SOUTH DAKOTA 4 $ 1,737.07 $ - $ -   $ -   $ - 2 $ 864.83   $ -   $ -   $ -   $ 2,601.90

TENNESSEE 17 $ 7,382.55 5 $ 2,962.03 $ - 8 $ 3,928.60 3 $ 1,389.37 4 $ 1,729.66 1 $ 625.56   $ - 2 $ 1,102.14 $ 11,131.00 $ 29,148.78

TEXAS 70 $ 30,398.75 32 $ 18,956.99 7 $ 11,435.21 11 $ 5,401.82 11 $ 5,094.37 19 $ 8,215.89 1 $ 625.56   $ - 2 $ 1,102.14   $ 670.00 $ 80,798.60

UTAH 4 $ 1,737.07 2 $ 1,184.81 $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ 783.54 $ 3,705.42

VERMONT 2 $ 868.54 3 $ 1,777.22 1 $ 1,633.60 2 $ 982.15 1 $ 463.12   $ -   $ -   $ -   $ - $ 3,000.00 $ 8,724.63

VIRGINIA 19 $ 8,251.09 12 $ 7,108.87 2 $ 3,267.20 1 $ 491.07 6 $ 2,778.75 2 $ 864.83   $ -   $ -   $ -   $ 22,761.82

WASHINGTON 39 $ 16,936.45 $ - 2 $ 3,267.20   $ - 1 $ 463.12 4 $ 1,729.66 1 $ 625.56   $ - 2 $ 1,102.14   $ 23,022.00

WEST VIRGINIA 1 $ 434.27 $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ 434.27

WISCONSIN 10 $ 4,342.68 3 $ 1,777.22 1 $ 1,633.60 2 $ 982.15   $ - 2 $ 864.83   $ -   $ -   $ -   $ 9,600.48

WYOMING   $ - $ - $ -   $ -   $ -   $ -   $ -   $ -   $ -   $ -

VIRGIN ISLANDS   $ - $ - $ - $ - $ - $ - $ - $ - $ -   $ -

PUERTO RICO 3 $ 1,302.80 $ - $ - $ - $ - $ - $ - $ - $ - $ 6,344.00   $ 7,646.80

TOTALS 769 $ 333,952.02 229 $ 135,660.97 34 $ 55,542.47 93 $ 45,669.95 100 $ 46,312.48 181 $ 78,267.15 26 $ 16,264.54 20 $ 12,136.82 42 $ 23,144.93 $ 90,852.00 $ 10,523.04 $ 825,181.44

Page 6: Fundraising 101 Carolyn Davinroy, Development Director

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FUNDRAISING BASICS

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FUNDRAISING BASICS Fundraising IS…

“A non-profit organization with a vision and a mission, leadership and volunteers, providing a much needed service in the community, asking others to join in their efforts.”

Fundraising IS NOT…

Begging A sales job Confrontational A one-way conversation

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FUNDRAISING BASICS Why do people give?

Personal vested interest Passion – believe in the cause It is a worthy project Want to give back because someone helped them – Pay

It Forward Return on Investment Make a difference Want to be part of something Financial/Tax benefit

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FUNDRAISING BASICS Why people don’t give

#1 Reason – They are not asked! Asked too much! Turned off by person in the organization Fundraising costs

Overhead costs are too much

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FUNDRAISING BASICS How do people give?

Americans gave more than $307.65 billion in 2008 Individuals or Household Donors

– $229.28 Billion– 75% of total giving

Corporate Giving– $14.5 Billion– 5% of total giving

Foundations– $41.21 Billion– 13% of total giving

Charitable Bequests– $22.6 Billion– 7% of total giving

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PLAN Answer the following questions…

Why do you want or need to raise funds? Why do you think someone would give to your chapter? Who would give? Would YOU give to your chapter? What is your goal ($) for contributions this year? Next? What resources are available to you? How many hours per week is your chapter willing to

spend towards the fundraising effort? What fundraising activities were undertaken in the past?

Were they effective? What are the strengths and talents of your chapter? How will you recognize donations? How will you honor the donor’s request to earmark a

contribution

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PLAN Set Goals!

The vital element in any good fundraising plan is a set of clear, specific, and articulated goals.

A budget helps to set goals. A 5-year plan looks long term.

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HOW TO FUNDRAISE

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SOLICITATION CYCLE

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How do you start from nothing—or at least very

little—and grow a major gift program?

Start with the connections you already have

Board of Directors Members of Chapter Previous Donors

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Identify the people who might give to you

Live in your community Have a moderate amount of wealth Have an interest in law enforcement Knows someone who knows you

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Wealth For someone to give you a major gift, they have to

have some wealth.

Interest You want people who have an interest in law

enforcement…or whose interest can be developed.

Connection Someone may be wealthy and have an interest in law

enforcement, but have no relationship to you.

Charitable intent Evidence of an interest in philanthropy is slightly

less important. After all, if you’ve got the other three characteristics, it’s likely that you’ll find this fourth. But not always.

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Identify small businesses and local law enforcement organizations who might give to you Review websites of business and LEO’s in your area to

determine if they have a similar interest Is anyone you already know connected to someone

there? Pay attention to other fundraisers in your area to see who

the givers are in your community

NOTE: National corporations and foundations should not be

solicited by local chapters. The Development staff at the

National C.O.P.S. office will solicit.

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Prospect research is the intentional, strategic pursuit and presentation of relevant financial and biographical data that – together with the internal anecdotal and relationship information – helps us best determine:

Whom to Ask How Much to Ask Whom to Engage When to Ask How to Ask

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Research Potential Donors

Financial status Family background Associations Philanthropy Biography Personal interests Relationship with our organization

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WHY their financial information?

To establish appropriate ask amounts for any “type” of giving Annual gifts reflective of disposable income Restricted capital/endowment gifts of assets

To identify particular highly-appreciated assets that may be used to fund a gift

To help us understand the donor’s investment strategies and habits Understanding of liquidity

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Set up a strategic plan for donors through what is called “moves management”.

Before you begin, recognize that it can take 18-24 moves to cultivate and solicit a truly major gift.

May involve 7-8 personal meetings.

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GIVING PYRAMID

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Some initial questions

Why are we asking the prospect? What are we going to ask the prospect to support? How much are we going to ask this prospect to invest? Who should ask? How will we engage the potential donor over the next 12

months?

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The process of cultivation allows the donor to

Learn about your organization Get to know the leadership of organization Come to know the vision of the organization Observe the efficiency of the organization*

*This is why organizations need to

spend wisely and effectively!

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Cultivation is a two-way street

You need to know the donor as much as the donor needs to know you

Their interest may not align with yours Donor may want to much “control” of their gift Affiliation with other organizations may not be compatible

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Remember your

organization does not have needs.

Rather

your donor has needs

and your organization provides

opportunities for those needs to be met.

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Cultivation is

Establishing a life long relationship with your donor

Remember and acknowledge them Ask them to help with efforts

– Not just financially – Get them involved!

Ask them for advice Listen to them! Good rule of thumb “When you ask someone for Money,

you get Advice; When you ask someone for Advice, you get Money!

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Key ingredients for Solicitation Success Make your gift first

If you are not committed to the cause you will not earn a donor’s investment

State your case Tell the donor why you are there to see them – to ask for a

meaningful gift in support of a project in which you both share a common interest.

Listen Learn to listen to

– Voice– Facial expressions– Body language

State your case; then let the donor respond– Remember, the next person to speak should be the donor, not

you!

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Ask for the gift

They know why you are there and are expecting you to make the ASK

– Practice making the ASK» “Will you consider a gift of $_______?”

– Make the Ask and then BE QUIET! Let them respond

Say Thank You No matter what the response, say thank you. This person

gave you their time if nothing else. Write a letter of appreciation after the visit Say THANK YOU often. Remember – if your potential donor says “NO”, don’t take it

personal.

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Now that you have the gift Keep the donor informed of your organization’s

successes

If the gift supported a specific family or possibly a scholarship, give the donor an opportunity to meet those who their donation directly impacted

Find ways to continually engage the donor in your organization Invite them to special events Invite them to chapter meetings

Use the donors’ monies as directed Develop sound accounting practices

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Once they become interested and give the first gift, they are inclined to give again

Earn donor’s repeat generosity Outstanding job of service delivery

Continue to build the relationship with the donor Invite their participation in special events Ask them to volunteer for something specific (but make sure

they have something to do).

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Once they have become a consistent donor

Ask them to help you to identify new donors through their circle of friend

Once new donors are identified, the solicitation cycle begins anew

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WAYS OF FUNDRAISING

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ANNUAL GIVING Chapter Membership

Show that you have a vested interest in the organization

Presentations to Local Civic Organizations FOP Lodges and other LE organizations PBA’s Kiwanis Rotary Optimist Clubs

Local Business Wal-Mart – one page grant application for $1,000 at the

local level – changed to on-line but still available.

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ANNUAL GIVING Annual Appeals

Letter to previous donors asking for continued support Mailing to local businesses asking them to keep you in

their budget Give dates, etc of special events they may wish to sponsor. ***** Remember the letter gets your foot in the door, but

a follow up phone call or better yet, a Face to Face call pays dividends.

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ANNUAL GIVING

Special Events for National C.O.P.S.

Golf Tournament Hosted by the Missouri Conservation Agents Association

– Raised > $32,000 (net) in 2010

COPS Walk Led by the USSS-ERA

– Raised >$220,000 (net) in 2010

3rd Party Events Law Enforcement United - $135,000 in 2011. National Police Week 5K Run - $45,000 NPC-50 - $50,000 Southeast FL Motorcycle Rodeo - $60,000 Blue Knights COPS RUN - $34,500

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Saturday, OCTOBER 8 – Sunday, OCTOBER

9, 20112 Days - 25 Miles

Lead Sponsor

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SPECIAL EVENTS HOW TO Form a Committee (It is VERY DIFFICULT for One

Person to do a special event)

Assign specific jobs to committee members

Organize Event

Nature of event Logistics – Who, What, When, Where and Why Determine goal of special event (i.e. raise funds, raise

awareness) Special Events must be well planned, coordinated and

executed, otherwise, participants will only come once

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SPECIAL EVENTS HOW TO Solicit Sponsorships

Assign specific jobs to committee members

Promote Event Local Media

Newspaper Radio Stations TV Email Distribution lists

– Chapter– Local chambers of commerce

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SPECIAL EVENTS HOW TO Carry through with event

Keep accurate records Give your donors what you have promised them

Follow up to event

Send thank you notes to sponsors, volunteers, etc. Include a photo of their companies recognition at the event

or some other memento of the event.

Send press releases to local media announcing success Verify financial accounting

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MAJOR GIFTS to C.O.P.S. Grants

US Department of Justice - $2,152,328

Corporations Streamlight - $100,000 GLOCK - $50,000 Verizon - $50,000

Foundations Alexander and June Maisin Foundation - $25,000 Herb Block Foundation - $10,000 A Little HOPE Foundation - $10,000

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MAJOR GIFTS Don’t forget!

Corporations, foundations and grant-making agencies with a national focus are not to be solicited by chapters.

Help National office staff make the connection with corporations in your area.

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PLANNED GIVING Planned Gifts

Bequests Stock Options Charitable Annuities Beneficiary on Insurance Policies

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FUNDRAISING RIGHTS

The best solicitation occurs when

the RIGHT PROSPECT

is asked for the RIGHT GIFT

by the RIGHT SOLICITOR

at the RIGHT TIME

in the RIGHT WAY !

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Questions

Questions

?