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E E S S E E F N N I L O N D I E T L T A I W R E D E F E PHILANTHROPIC GIVING E S S 3% 3%, , Envir iron onment ent/ani /animals 2%, Gifts to individuals E E 5%, Arts, culture, and humanities F N N I 6%,

  1. E E S S E E F N N I L O N D I E T L T A I W R E D E F

  2. E PHILANTHROPIC GIVING E S S 3% 3%, , Envir iron onment ent/ani /animals 2%, Gifts to individuals E E 5%, Arts, culture, and humanities F N N I 6%, Interational Affairs L O N 31%, Religion D 7%, Public-society benefit I E T L T A I $410 billion W 9%, Health R E D 14%, Education 11%, Gifts to foundations E Source: Giving USA F 12%, Human Services

  3. E GIVING SOURCES E S Nationally S Individuals E 9% 9% E F 5% 5% N N Tennessee 8% 8% Foundations I L O Wildlife N 2% 2% D 18% Government Federation I E 16% T L T A I Corportate 46% 46% W R E Organizations 26% 26% 70% 70% D E Bequests F

  4. E WHAT RAISES MONEY? E S S • Purpose and Vision E E • Momentum F N • Relationships!!!  THE KEY N I L O N Psychol Ps chology ogy of of gi givi ving ng D I E T L • Donors what to make a difference T A • Invest in success I W R • Part of a team • Legacy E • Vanity D • Guilt E • Tax reasons F

  5. E MAJOR GIFTS E S S 100% gi givi ving ng fro rom the board. E E F N N Who o is on the team? m? I L O Executive director, board members, N key volunteers, and senior program staff. D I E T L T A How ow do you get get the gi gift? I W R Dos Don’ts E • Personal visits • Letters • Face-to-face Phone calls • D Office • • Emails E • Perhaps lunch/dinner F

  6. E FUNDRAISING GROWTH E S S FY FY 2018 FY 2009 FY E E $10 10,000 ,000 $40,000 ,000 F $96,645 ,645 N Major Gifts N I L O N Annual Giving $72,339 ,339 D I E T $84,434 ,434 L License T A $87,706 ,706 $163,402 3,402 I Plates W R Hunters for the Hungry E $826,2 6,214 D Youth Hunts $38,6 ,613 E $23 239,0 9,092 92 $1,198,600 198,600 F

  7. E FUNDRAISING MIX E S Annual Giving S E E 6% F N N I L O N D I E T L T A I W R E Annual Giving D Other Gifts E F

  8. E MEMBERSHIP MODEL CHALLENGES E S S E • Perpetuates a culture of transaction giving – E “What’s in it for me?” F N N I L O N • Promotes exclusivity, rather than inclusivity D I E T L T • Cost and labor intensive A I (t-shirts, mugs, multiple renewal letters, etc.) W R E • High acquisition cost D E • Perceived political weakness if low numbers F

  9. MADE CHANGES. E E HELD OUR BREATH! S S • Board revamped bylaws at annual meeting E E F • Slowly evolved messaging to member over two years N N I L O • Improved internal processes, designed themed giving campaigns, and N D measured results I E T L T • Shift value to community, information, and actionable results A I W R • Changed terminology E – Give vs. Join D E – Donor vs. Member F

  10. E COMMUNICATIONS E S S Before 2013… E E F N N • 6,000 email addresses from tradeshows and camo coalition I L O N D • Outdated website with little functionality I E T L T Online donations required PayPal • A I W R • No active social media presence E • Uninspiring public policy center D E • The many roles of communications weren’t leveraged F

  11. E ONGOING ENGAGEMENT E S S E E F N N I L O N D I E T L T A I W R E D E F

  12. E FOR MORE THAN DEVELOPMENT E S S E E F N N I L O N D I E T L T A I W R E D E F

  13. E NEWSLETTERS E S S E E F N N I L O N D I E T L T A I W R E D E F

  14. E eNEWSLETTERS E S S E E F N N I L O N D I E T L T A I W R E D E F

  15. E ATTENTION GETTERS E S S E E F N N I L O N D I E T L T A I W R E D E F

  16. E ATTENTION GETTERS E S S E E F N N I L O N D I E T L T A I W R E D E F

  17. E DIRECT MAIL APPEALS E S S E E F N N I L O N D I E T L T A I W R E D E F

  18. E EMAIL APPEALS E S S E E F N N I L O N D I E T L T A I W R E D E F

  19. E THANK YOU CARDS E S S E E F N N I L O N D I E T L T A I W R E D E F

  20. E MEASURING AUDIENCE RESPONSE E S 60% $7,000 S E E $6,000 50% F N N I $5,000 L O 40% N D $4,000 I E 30% T L $3,000 T A I 20% W R $2,000 E 10% $1,000 D 0% $0 E Giving Giving Giving LYBUNT Launch From Countdown Tues #1 Tues #2 Tues #3 Match Kendall F Open Rate Conversion Rate Donation Total

  21. E MEMBERS TO ANNUAL DONORS E S S E • FY18 had 516 annual giving donors, many were once members E F • Average gifts have increased N N I $120 L O N $103 D $100 I E $82 T L $74 $80 $72 T $66 A I $60 $50 $50 W R $35 $40 E $20 D $0 E FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 F Median Gift Average Gift

  22. E DONORS NUMBERS VS. REVENUE E S S $8 $80,000 0,000 600 E 516 E 496 472 $7 $70,000 0,000 483 F 464 N 500 449 N $6 $60,000 0,000 I 387 L O N 400 357 350 $5 $50,000 0,000 325 D I E T $40,000 $4 0,000 L 300 T A I $30,000 $3 0,000 200 W R $2 $20,000 0,000 E 100 $1 $10,000 0,000 D $0 $0 0 E FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 Annual Giving Number of Donors F

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