Leveraging Special Events and Major Gifts

Patrick J. FeeleyExecutive Vice President & Chief Development OfficerCaron Treatment Centers

Agenda

•Welcome & Introduction •Opening Questions•Leverage at a Glance•A Collaborative Approach •Don’t Go Nuts & Bolts Strategy•Stories of Hope at Caron Treatment

Centers•“Kumbayah” Challenges•Q&A

Opening Questions

•Can you think of a moment where you witnessed an organization’s special event advance a major gift?

•Can you describe a moment where you experienced a major gift impact the success of a special event?

•What were some key ingredients in shaping those two moments?

At a Glance

•How do you leverage events and major gifts to maximize the cultivation, solicitation and stewardship of donors? ▫Honorary Chairs & Awards▫Volunteer Opportunities & Committees▫Invitations & Program Booklets▫Venues & Format▫Promotional Material & Publicity

A Collaborative Approach:

•Foster a culture of working together•Educate teams on basic fundraising

principles•Maintain a pipeline of prospects•Take a close look at calendar of events•Create strategic involvement strategies •Communicate with key internal and

external constituents on approaches

Fundraising Principles: Old Rules Apply

Foster a culture of working together

Prospect Pipeline

Prospect Inclination

Capacity Interest Target Solicitor

John Doe A 1 Chapel Fund

$25,000 Reverend Jack

Mike Smith B 3 Scholarship Fund

$100,000 Sue B.

Peter Adams

A 2 Medical Center

$10,000 Pat F.

Bill Young A 3 Scholarship Fund

$5,000 Sue B.

Event CalendarEvent Type Date Staff Area Amount

Raised

Golf Outing

Fundraising

9/28/15 Sue H. Alumni $30K

Annual Gala

Fundraising

4/29/11 Pam S. Special Events

$600K

Chapel Service

Stewardship

Every Sunday

Reverend Jack

Spiritual Care

$100K

Richard J. Caron Society

Stewardship

TBD Pat F. Development

$1M

Joint Strategy: SolicitationBuilding Major Gifts:Donor Program Amount

Jane Doe Scholarship Fund

$10,000

Annual Gala $10,000

Chapel Fund $5,000

Total: $25,000

Building Major Gifts:Donor Program FY16

AmountFY16Amount

FY18Amount

Total

Jane Doe Scholarship Fund

$10,000 $10,000 $10,000 $30,000

Building Major Gifts:Donor Program FY16

AmountFY17 Amount

FY18Amount

Total

Jane Doe Scholarship Fund

$10,000 $10,000 $10,000 $30,000

Annual Gala

$10,000 $10,000 $10,000 $30,000

Scholarship Fund

$5,000 $5,000 $5,000 $15,000

Total: $75,000

Stories of Hope

•Caron Berks Dinner - a family endowment

•New York Gala – a special room named

•Caron Philadelphia Dinner – a special bequest

•Caron Berks Dinner – an educational partner

Berks Dinner 2015

•Presenting Sponsor▫Stevens & Lee/ Griffin Financial

•Legacy Sponsor▫Priscilla and Ben Zintak, Carole and Ray

Neag, Maryanne and John Post, Kay and Sam McCullough

•Education Sponsor ▫Wells Fargo, Carpenter Technology

New York Gala 2015

•Honoree ▫Petra Levin

•Capital Gift▫The Petra Levin Lobby at Caron – a special

gift from Steven Levin

Philadelphia Gala 2015

•Presenting Sponsor▫Independence Blue Cross, Morgan Lewis &

Bockius•Legacy Sponsor

▫The Ed Satell Family•Education Sponsor

▫To Be Announced

Other Tips

Lessons Learned from CHOP•Selected Attendee Report (SAR)•Total Attendee Report (TAR)•Special Event Plan (SEP)•Major Gift Prospect Assignments

“Kumbayah” Challenges

•What are some challenges to “over” collaboration?

•How can teams that work too closely together fail?

•Where do event managers and major gift officers draw the line in prospect management?

•Who is responsible for how much in fundraising?

Q&A