RESOURCE DEVELOPMENT MEETING

Thursday September 1st at 12 pm

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. 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.

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.

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.

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. 

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

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

One Time

On-Going Support

In Depth Involvement

Long Term CommitmentPlanned Giving

Leadership on Site, Committees / Board

One time Donor One Day Volunteer

Regular Donor

Repeat Volunteer

MajorDonor

RegularVolunteer/Committees

Financial Time

The Five I’s of Fundraising

Traditional

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

Donor-CentricIdentify

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

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.

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?

Five Categories for Information Gathering

Philanthropic Priorities/Charitable IntentionalityWhere do you rank?

Wealth and Its CompositionAre they asset rich and cash poor?Are they debt laden?

Professional BackgroundMay indicate their current wealth picture.May indicate what their retirement picture will look like.May indicate their potential for connections/introductions.

Five Categories for Information Gathering (continued)

Family/HealthWhat is their attitude toward providing for their children?What concern might they have about needing to access funds in the future?

Hobbies/Interests/Other InvolvementsMay indicate their wealth picture.May indicate their potential for connections/introductions.

Five Categories to Keep on Track

Identify and Build Donor ProfileAre they affluent, do they have affinity, are they

available?Strategize touch points and time frame.Identify appropriate individuals to be involved.

Cultivation PhaseIdentify interests, build rapport, involve.

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.

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…

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…

Additional Thoughts

Success stories Be creative: think beyond direct mail Use your web site and social media to

help fundraise Partner with HFHI: donors

see “one Habitat”• Treat corporate leaders as

individual prospects

The Work-site as a Point of Contact

Resource Developme

ntWorksite = Gifts

Case Study: Apostles Build

• Just 1Presentation to church

• Plus

Meaningful work-site

experience

• Yields

Multiple gifts

Case Study: Apostles Build

Two Skill Leaders and two weekly

volunteers

One new Board

member donating $1800

annually An anonymous donation of

$10,000 from a church volunteer

A donation of $19,868 from the church

Case Study: ReStore donation

• Just 1

Furniture Manufacturer Workday

• Plus

Meaningful Management-level

Work • Yields$63,000

Net Donatio

n

Celebrating our 20th Year of Success!WHERE WE ARE

ECONOMIC IMPACT

Building our 90th + house locally providing decent shelter for over 400 low-income individuals.

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

Habitat homeowners have paid over $245,000 in property taxes.

ECONOMIC IMPACT

In the past year, spent locally $1 million purchasing building materials and paying sub-contractors.

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

The ReStore has Recycled 4,500 tons of building materials from going to our landfill since opening 3 years ago.

HABITAT’S THRIVING FAMILIES

• 97% of Habitat homeowners still live in their homes, some as long as 19 years. Most low-income renters live in their homes for less than 1 year.

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

• 50% of families say that their health has improved

HABITAT’S THRIVING FAMILIES (continued)

• 69% of homeowners reported increased earnings.

• Inadequate housing hinders education because it undermines a student’s ability to feel safe enough to learn.

Home Sponsorships

Sponsorship Levels Legacy Sponsorship

Cover the full construction costs for a new home $100,000……………..Volunteer up to 10 weeks*

Keystone Sponsorship Cover the majority of construction costs for a new

home $80,000……………Volunteer up to 8 weeks* Cornerstone SponsorshipCover a portion of constructions costs for a new home$60,000…………Volunteer up to 7 weeks**Volunteering is optional. If you choose to sponsor a home, you can decide how much, if any, volunteer time you would like (within the guidelines noted above)

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.

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

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.

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.

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.