Development for Conservation CoronaVirus and Fundraising Presented at New York Land Conservation Conference - 2020 May 2020 David Allen, Development for Conservation David Allen | David@DevelopmentForConservation.com | 608-239-5006
5/7/2020 Agenda • Warm‐up – Silver Linings • Fundraising and COVID • Strategic Planning • Planned Giving • Discussion Bit.ly/NYSummit‐Silver Bit.ly/NYSummit‐Notes 1
5/7/2020 Dealing with COVID‐19 What we can learn from 2009: • Relationships with donors matter • Donors cut by giving to fewer organizations • We still need to ASK Dealing with COVID‐19 What we can learn from 2009: • Foundation support substantially dried up • Did not rebound until 2011 or later Dealing with COVID‐19 The Agitator: Can Your Organization Raise Money Now? • Emphasize benefits from Nature and getting outside • Open up trails and preserves • Communicate 2
5/7/2020 Dealing with COVID‐19 Clairification (Claire Axelrod): Coronavirus Fundraising: Steal These Ideas! • Don’t pretend things are normal • Be honest. • Ask for the urgent help you need. • Stay as upbeat as possible. • Thank, thank, thank. Dealing with COVID‐19 Recommendations: • Communicate on the phone, email, social media – make it personal • Be honest – don’t pretend things are “normal” • Stay Upbeat Dealing with COVID‐19 Recommendations: • Operate assuming “normal” is in 2021 • Plan the remainder of 2020 with no assumptions for travel or gathering • Get creative 3
5/7/2020 Dealing with COVID‐19 • Bayou Land Conservancy – Shadowed a Land Steward on a monitoring visit on video – Facebook Live “Ask the Ecologist” to keep people engaged • Westerly Land Trust – Live‐streaming the release of a red‐tailed hawk on one of the preserves – Promoting a Trails app Dealing with COVID‐19 • Mississippi Valley Conservancy – Sent caring email out to all members I have come to really enjoy your soothing and kind messages. I'm equally enjoying exposing friends to trails (while socially distancing) and feeling their new enthusiasm and relief from the stressors of our time. Thanks for reaching out and all that the MVC does to protect our beautiful "backyard". Fundraising Events • Ask a donor to cover the event’s NET • Substitute a Non‐Event • Use the time to build more substantial relationships with donors 4
5/7/2020 CARES ACT • Allows $300 per person above‐the‐line tax deduction for those who do not itemize. • Increases the AGI limits for those who do itemize cash donations to charity from 50‐ 60% to 100%. Important / Not Urgent • Strategic Planning • Deep analysis • Fundraising Planning • Planned Giving • Database Cleanup Our Strategic Plan • Goal #1 – Save the World • Goal # 2 – Increase Membership • Goal #3 – Raise as much Money as Possible 5
5/7/2020 Strategic Planning Mission Fundraising Goal Total expenses less $$ from other revenue sources. Strategy Strategy (Direction, Activities) (Direction, Activities) Plans Plans (Measurable in (Measurable in Time & Scope) Time & Donors) Budget Budget Strategic Planning • Engage donors up front • Take the time to deliver consensus as well as a plan • Take Fundraising OUT of the Strategic Planning Process • Calculate what success will cost – then finish Raise it once Raise it every year • Capital • Operations – Land – People – Buildings – Utilities – Equipment – Supplies – Endowment – Travel 6
5/7/2020 Planned Giving Five Elements • Marketing • Affinity Group • Board Participation • Stories • Stewardship Marketing • Ubiquitous • Soft Appreciated Assets • Stock and land are two common examples. • If the donor sells the asset and gives the money, they get a tax deduction for the gift (assuming they itemize). • If the donor gives the asset, they get the same tax deduction PLUS they avoid the capital gain tax. 7
5/7/2020 What you can do NOW • Pay attention to your website • Develop policies covering Gift Acceptance and Unrestricted Bequest Distribution and make sure your Board fully understands both of them • Donor Stewardship My Favorite Distribution Plan • 70% into Board Restricted Operating Endowment • 20% into President’s Discretionary Fund for high‐risk, high‐reward projects that might not otherwise get budgeted. • 10% for Planned Giving Marketing Legacy Match • Donor provides Match Fund gift – money to be received NOW • Each new legacy gift matched 10% from the Match Fund • Commonly has a floor (e.g. $500) and a ceiling (e.g. $5,000) 8
D AVID A LLEN I am a non-profit organizational development consultant. I work with nonprofit organization boards to help their members learn how to be better leaders and advocates. My background includes 30 years working in membership fundraising, major gift development, communications, and marketing. I worked for about half that time for Nature Conservancy (TNC) chapters in Oregon, Texas, and Wisconsin. In addition to my duties for the individual chapters, I served TNC as an internal fundraising consultant and major gift development trainer. In 2000, I served as the vice-president of operations for the Wisconsin-based, international conservation organization Sand County Foundation, a position I held through mid- 2009. Gathering Waters Conservancy, a land trust service agency based in Wisconsin, called me in 2004 to ask whether I would be interested in teaching a seminar for Wisconsin land trusts on major donor development. From 2004, then, through 2009, I consulted on a nights and weekends basis with just a few clients each year. In March of 2009, I launched my consulting business full-time using the name Development for Conservation . Also in 2009, I partnered with Nancy Moore to form Conservation Consulting Group . Together we help land trusts prepare for accreditation by providing assessment, strategic planning, and leadership coaching services. I consider myself a strategic thinker, problem solver, facilitator, educator, and program developer who brings a particular passion for conservation and the environment. Practice Competencies Fundraising Organizational Development • Development Audit • Strategy Development • Strategic Fund Development Planning • Practice & Process Assessment • Staff/Board Training and Development • Problem Solving Facilitation • Major Gift Coaching • Marketing • Capital Campaigns: Feasibility, Planning, Management
David Allen Development for Conservation David@DevelopmentForConservation.com 608-239-5006 608 West Dean Avenue Madison, WI 53716 www.DevelopmentForConservation.com
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