President`s Society

Rethinking Major Donor
Events and Galas
David M. Fulk, Director of Philanthropic Giving, KCUR
Chuck Singleton, General Manager, WFUV
Caitlin Zintl, Sr. Manager, Individual Giving & Development,
Twin Cities PBS (TPT)
August 12, 2016
Session #48
Overview
Overview
• In June 2014, TPT successfully completed a $40M capital campaign that
transformed the station both physically and programmatically
• Turning the station “inside out” and
opening our doors to the community
• “Street Space” is used for a broad
range of community-focused events
• Since mid-September events have
drawn more than 10,000 people
Post Campaign: Re-defining Major Gifts
• Launched the President’s Society,
re-defining a major gift as $10K
• Financial Goal = $650,000 and 8-10 new
President’s Society in FY’16
• Engagement Goals:
• Deepen relationships by learning
interests, abilities
• Cultivate larger gifts by educating
and connecting to our mission
• Track 3 “quality contacts” prior to
President’s Society proposal
• Stewardship of campaign donors,
current and former Trustees
Tiered Event Strategy
Focus = Small, Strategic Events to Grow Major Giving
Tier 1: Smaller events for
donors/prospects of the
President’s Society
Tier 2: Studio and Visionary
Society stewardship and
cultivation events
Tier 3: Additional events to
engage donors/prospects as
necessary
President’s Lunches
• Series of 4 small lunches, tours and conversations with
President & CEO
• Goals:
• Deepen relationships and cultivate donors and
prospects for President’s Society
• Educate donors on TPT’s work, learn interests and
connect to our mission more deeply
• Have conversations about TPT’s activities, role and
perception within the community
• Collect thoughts and feedback for strategic and
internal planning
• Steward campaign supporters who hadn’t seen
renovation
President’s Lunches - Program
• Welcome and Tour with President & CEO
• Street Space and Atrium
• Lunch in TPT Boardroom
• Guest Introductions
• TPT sizzle reel
• President & CEO Remarks
• Update on station activities – moving
forward into strategic planning
• Conversation and key questions
• Final Comments and Close (Development Staff)
• Thank you
• Takeaways
• Extended Tour (Development Staff)
President’s Lunches - Outcomes
• 56 attendees total – Prospects and President’s Society
donors
• Cultivation of prospects while stewarding current/campaign
donors
• Donors felt more connected to our work/mission
beyond programming
• Increased financial participation and engagement
around areas of interest
• Feedback/recommendations for FY’17 and beyond
• Development – use in future communications
• Marketing –“tell our story” with branding campaign
Overview
EVENT STRATEGY FOR KCUR 89.3
#1
Use events in donor homes to deepen relationships and move up existing
donors to $1K, $5K, or $10K (into new Leadership Circle)
Goals
Hold 4-5 cocktail parties
Provide station update with soft ask
Follow up with all attendees with direct ask
FY 16 Outcomes
2 events – 90 people attending
11 donors moved to $10K annually
21 donors moved to $1K annually
Follow Up Development calls/meetings with attendees
Board thank you calls to $1K+ donors
Implementing stewardship plan
Fulfilling Leadership Circle benefits
EVENT STRATEGY FOR KCUR 89.3
#2
Create benefit event that tells our story, builds community, and raises funds
Goals
400+ attendance / raise $80K+
Present a major NPR personality
Sell unique experiences featuring station personalities
Cultivate/Steward donors to higher giving levels
FY16 Outcomes
Follow Up
RadioActive – nearly 600 attended
Volunteer Committee of 21
David Greene – keynote speaker
$125K+ net income
246 total event gifts (59 new)
57 gifts of $1K+ (26 new)
14 Experiences created – 110 sold
Thank you email to attendees with link to photos
Board member thank you calls to $1K+ donors
Development staff calls to selected prospects
Thank you event for committee volunteers
Overview
WFUV Events Overview
• Before:
• Legacy Gala with lengthy program
• Disconnect of split mission = mixed branding message, different target audiences
• Music discovery (public service ) + media training (internal service)
• Limited donor pool; limited board engagement in event
• Pricing inaccessible for many
• After:
• Two targeted events, aimed at 1) Fordham audience and 2) Music audience
• Revitalized events
• Re-energized advisory board
• Greater focus on public service aspect of mission
On the Record: Event Strategy and Goals
Strategy: Elevate awareness of WFUV’s educational service— training the university’s
next generation of multimedia professionals through educational programs and
practical experience—and engage both donors inside and outside the Fordham
community in this effort
Goals:
•
Elevate awareness with regard to WFUV’s news and sports training programs
•
Recognize and acknowledge industry leaders and two outstanding Fordham
students
•
Familiarize media professionals with Fordham’s manifold media training programs,
bolstering both funding possibilities and the professional recruitment pipeline
•
Provide valuable networking opportunities for industry professionals and students,
alike
On the Record: Target Audience
• Fordham Board of Trustees
• WFUV Advisory Board and Community Advisory Board
• Select Fordham students participating in the Future of Journalism
Conference (ideally one Fordham student seated at each table to serve as
ambassadors of the training program)
• Fordham alumni with media careers
• Parents of Fordham students and alumni in media
• Non-Fordham alumni sports and media professionals
On the Record: Program
•
Host: Connell McShane, Fox Business Network, Fordham Class of 1999
•
Opening Remarks by Chuck Singleton, General Manager, WFUV
•
Student Awards:
Bob Ahrens Award for Excellence in Sports Journalism - Anthony Pucik, Fordham Class of 2016
WFUV Excellence in Journalism Award - Rob Palazzo, Fordham, Class of 2017
•
Dinner
•
Remarks:
•
Awards Presentation:
Charles Osgood Award for Excellence in Broadcast Journalism - Charlie Rose
Vin Scully Lifetime Achievement Award in Sports Broadcasting - Mike “Doc” Emrick
•
Discussion:
Joseph M. McShane, SJ, President, Fordham University
Jane Pauley, Moderator
Charlie Rose and Mike “Doc” Emrick
On the Record: Results
• Grossed over $200,000
• 180+ guests
• Event received coverage on CBS This Morning
o https://vimeo.com/145152486
The WFUV High Line Bash: Overview
Featured Artists:
• Joan Osborne, Talent Co-Chair and Headliner
• G. Love
• The David Wax Museum
• Hey Marseilles
• Sunflower Bean
• Joe McGinty’s Super Star Piano Bar
Event Co-Chairs:
• Patti and John Heller
• Maritess and Jarrett Lilien
• Gretchen and Paul Massey
• Thao and Scott Matlock
• Laurie and Phil Sprayregen
• Shannon Stringer and Larry Taylor
Event Goals:
• Raise $350,000
• Attract 500 attendees
WFUV High Line Bash: Results
• Raised $450,000+
• Secured 25 sponsors
• Attracted 660 attendees
WFUV High Line Bash
Board/Volunteer Involvement
An Evening with Bill and Judith Moyers
• Inaugural President’s Society event for donors,
prospects and special guests
• Hosts: Penny and Bill George/George Family
Foundation at the Minikahda Club
• Goals:
• Increase revenue and visibility for President’s
Society (Goal = 8-10 new in FY’16)
• Cultivate and deepen relationships with hosts,
prospects and donors
• Demonstrate our mission and provide an
experience only TPT can offer
• Position ourselves as being on par with other
philanthropic organizations
An Evening with Bill and Judith Moyers - Program
• Reception - hosted bar, hors d’oeuvres, photos
• Dinner/Dessert (served)
• Welcoming Remarks – Penny George (Host)
• Jim Pagliarini, President & CEO, Remarks
• Thanks hosts, PS members/guests, soft
pitch, Moyers intro
• Video clip
• Bill and Judith Moyers – Q&A
• Closing Remarks – Bill George (Host)
• Event Closes and Additional Photos
• Signed books at registration table
An Evening with Bill and Judith Moyers - Outcomes
• 50 attendees - community leaders and
philanthropists
• Deepened relationships
Put copy over an image
like this.
• Hosts: Bill and Penny George
• Joined President’s Society and
funded a special project
• Created higher regard for the
station
• Guests:
• Cultivated relationships with key
prospects, while stewarding
current donors around the
mission of public television
Trustee Alumni Dinner
• Station tour and dinner for current and former
Trustees with President & CEO
• Goals:
• Continue engagement
• Tour renovation
• Update on TPT’s current activities
• Recognize service and share experiences
and accomplishments
• Receive feedback and thoughts for strategic
and internal planning
Trustee Alumni Dinner - Program
• Reception – Hosted bar, Hors d’oeuvres, Photos
• Welcome and Short Tour with President & CEO
• Dinner in TPT Boardroom
• TPT history reel
• Guest introductions/personal stories
• President & CEO Remarks
• Update on activities – moving forward
• Conversation and questions
• Final Comments and Close
• Thank you
• Takeaways
• Extended Tour
Trustee Alumni Dinner - Outcomes
• 24 attendees – 3 current Trustees (1970 - present)
• Re-engagement and stewardship of important station partners
• Acknowledgment of service
• Sharing of personal stories
• Importance of ongoing support
• Financially, advocacy, etc.
•
Increased participation from attendees
Events and Mission
EVENTS TIED TO MISSION
KCUR MISSION – To serve the needs and aspirations of the Kansas City
region with an accurate, credible, and unbiased media service that
informs, engages, entertains, and enriches both individuals and our
diverse community.
EVENT GOALS - Tell our story
- Bring our community together
- Raise funds
Donor/Prospect Engagement
Donor/Prospect Strategy
Before:
•
•
•
•
Three meetings for the co-chairs/sponsors
Get to know each other
Learn about event flow/theme/performers
No kick off event
During:
• Social media recognizing key sponsors
• Brief bios distributed beforehand, so board and staff could
connect with attendees
After:
• Stewardship reports sent to 25 sponsors within two weeks
• Advisory board nominating committee targeted three sponsors for
possible board service (meetings in progress)
Lessons Learned
LESSONS LEARNED
- Start earlier
- Enlist volunteers strategically
- Create well-understood expectations
- Communicate often with staff
- Celebrate successes
- Be prepared to step in
- Focus on what’s most important
- Start earlier
Lessons Learned
• Much to gain by hitting the Reset button
• Value of co-chair/sponsor role in energizing new and existing donors
• Corporate sponsorship opportunities
• Work to improve net, especially on High Line Bash
Event Follow Up and Next Steps
• Thank you notes from President & CEO
• Account managers add personal notes, photos and other enclosures
• Debrief meeting with staff and President & CEO
• Data entry – Attendance, Call reports, “quality contacts”
• Follow up meetings and calls
Overall Success
• 150 total attendees
• 3 new President’s Society (solicitations pending)
• 6 increased gifts from current President’s Society
• 7 increased gifts from current Studio Society
• 7 new Studio Society
• Received 13 new President’s Society members (8-10 goal)
• Raised $640,000 to-date ($650,000 goal)
• Cultivated prospects toward larger gifts
• Deepened relationships
• Connected donors to our mission
Lessons Learned
•
Importance of President & CEO’s involvement
•
Facilitating discussion and navigating negative feedback
•
Need to tell our story – beyond PBS programming
•
We are worth the larger investment
• Top 3 philanthropic priorities
• Most watched PBS station for 4 consecutive years
• Community Impact - MN Productions & Partnerships
•
Small events = quality contacts = deepened
relationships = connection to mission = increased
participation
Future Plans
• $2M “campaign” for the President’s Society
• Establishing the President’s Council – advisory group to President & CEO
• Continue use of small gatherings to cultivate higher levels of giving
• President’s Society reception with Paula Apsell, Executive Producer, NOVA
• President’s Lunches
• Donor hosted dinner/reception – Kick off “campaign”
Speaker Information
•
David M. Fulk
•
Chuck Singleton
•
Caitlin Zintl
Director of Philanthropic Giving, KCUR
816.235.2812 [email protected]
General Manager, WFUV
718.817.4560 [email protected]
Sr. Manager, Individual Giving & Development, Twin Cities
PBS (TPT)
651.229.1403 [email protected]
Special thanks to our Platinum Sponsors: