The Mission

1. The Mission We provide foster youth, at-risk youth and young adults with well-trained, caring and reliable adult mentors and Court Appointed Special Advocates.

2. Data from Giving USA 2010$303.75 Billion in 2009

4. 2005 - 2008

5. 2011!

6. How the “System” Works Substantiated CSOC Differential Response Unsubstantiated No Action Abuse/Neglect? Path I: Probable Issue, but Insufficient Evidence Monitor Path II: No Immediate Risk Youth Stays in Home with Wraparound Services Path III: Immediate Risk Youth Detained into Foster Care CACP Family and Youth Mentors No Court Order – “Friend of Family” CASA Volunteer Assigned through Court Order Long-term Foster Care with a CASA Reunified, Adoption, Guardianship; Case Closes PCOE refers “At-Risk” youth, as identified by schools Ages Out of System with a Mentor

7. Why vision is powerful and vital to fund development: When we speak from a vision of what CAN be, we take the conversation far AWAY from money. FOCUS on the WORK to be done and CHANGE you want to make in the world! VISION BRINGS ENERGY: excitement is contagious; others are stirred to action; action leads to results. See yourself as a CAPC “SPARK PLUG” helping to INSPIRE others.

8. Why vision is powerful and vital to fund development: Current donors get excited about future, helps move them up in commitment New donors give to the vision of future; assume existing program can be accomplished with existing donors. A person who is grounded in a great vision of what the difference her organization can make- is a person that can make change happen. They attract others to join with them to solve problems. They end up raising money!

9. Exercise# 1 Mingle! • What about CAPC are you passionate about? • Tell 3 other board membersas you mingle in room. • Only requirement: share it with enthusiasm!

10. Placer County Fast Facts • Number of Substantiated Claims of Child Abuse/Neglect: 1,000/Year • Number of Children Removed/Detained: 200/year • Total number of Children in Foster Care: 400/year • Judges, Attorneys and Social Workers Serving them: 1, 3, 10 • Chances of a Foster Child Suffering from PTSD: 1 in 4 • Percentage of Children Served by CASA: 55% • Re-entry rates to foster care WITHOUT a CASA: 18% • Re-entry rates to foster care WITH a CASA: 4% • Current Number of CASA/Mentor Volunteers: 200 • Total Youth Served by CASA/A2Y in 2010: 260 • Total Hours Donated by Volunteers in 2010: 19,000 • Value of Time and Mileage Donated in 2010: $470,000

11. Cultivating Our Constituency Cultivation… The process of gradually developing the interestof an important prospective contributor through exposure to our activities, people, needs and plans to the point where the individual may consider a gift. “People give to people who ask for it for worthy causes”

12. What is Cultivation? • Goal in Cultivation: making friends for the CAPC! • Best way is through personal Ambassadors. • Passion, winsomeness and powerful stories. • Strategy: • Culture of Philanthropy • Vision social events • Ambassadors training

13. Culture of Philanthropy “Fundraising is the gentle art of teaching people the joy of giving.” Hank Russo • When it exists…cultivation is a natural part of the organization! • Philanthropy is not dependent on wealth • Barn raisings • Board members, past board members and volunteer leaders: • Personally giving • “Wowed” by the organization • Inviting friends to the org. • Making friends for the org.

14. Culture of Philanthropy cont… High Performing Boards: • Generous, inspired, joyous, giving • Leaders demonstrate the behaviors they seek. • 100% staff giving • Fund Development is adequately resourced • Success is celebrated throughout organization • Entire Board has been trained!

15. Exercise #2: • Assess Your Board’s Fundraising Culture • Brief discussion: What are the things that stand out?

16. “Vision” Social • Non-solicitation home reception • Given & invited by board members orvolunteers • Free event • Plan your follow up before event • CEO is interactive & conversational • CEO: “This meeting has been very helpful to get your feedback.” • “We would love to follow up with you” • Thank you, phone call, visit over coffee, invitation to 2nd event • The magic open-ended question: “What were your impressions of…?

17. Ambassadors: Elevator speech • Starbucks coffee line • Socials • Golf course Spontaneous conversations that plant seeds and give them reason to speak with you again! 3 parts to a story: Beginning, Middle & End “Interesting project I am involved with, would like to get your impressions, arrange a time to do that.”

18. Elevator SpeechShort & Invitational! Initiate in natural way that invites curiosity: “What have you been up to?” First: “I am involved in this amazing non-profit…CAPC” “Do you know what happens to children when they are removed from their homes do to neglect?” Middle: “They end up in Foster care and the court system…” “CAPC gives a voice to children who need it the most.” End: “Have some incredible success stories, would love to get your impressions of them.I’ll send you some dates to meet over coffee.”

19. Elevator Speech cont…Chance meeting with Major Potential Partner • “I have been working with CAPC… • An organization that gives a voice to children who have been removed from their homes due to neglect… and end up in court… • I would love to pick your brain about this group and its opportunities.”

20. Exercise #3: Initiating the Elevator Speech 3 Groups of 3: Form short phrasesto engage conversation. “I work with CAPC…..” • “Hard to believe what some children right in our back yard are going through….through no fault of their own. Removed from abusive home and end up in foster care and the court system. They really need a voice of advocacy in their life….” • “Do you know what happens to children who are suddenly removed from abusive home and end up in court… they really need an advocate that understands their situation?” • “I have been finding out what a child experiences during the first 3 days after being removed from home…and it is incredible…these children need us to do something about their situation.”

21. Placer County Fast Facts • Number of Substantiated Claims of Child Abuse/Neglect: 1,000/Year • Number of Children Removed/Detained: 200/year • Total number of Children in Foster Care: 400/year • Judges, Attorneys and Social Workers Serving them: 1, 3, 10 • Chances of a Foster Child Suffering from PTSD: 1 in 4 • Percentage of Children Served by CASA: 55% • Re-entry rates WITHOUT a CASA: 18% • Re-entry rates WITH a CASA: 4% • Current Number of CASA/Mentor Volunteers: 200 • Total Youth Served by CASA/A2Y in 2010: 260 • Total Hours Donated by Volunteers in 2010: 19,000 • Value of Time and Mileage Donated in 2010: $470,000

22. What is Stewardship? • Everything you do between asks! • Good Donor relations= good customer service! What do you look for from an organization? • Nothing raises more money than good stewardship!

23. Stewardship • Delivering on the promise! • Manage their money prudently • Thank you -w/in 24 – 72 hours • Accountability • Sharing impact – Your gift made a difference!

24. Stewardship • Do I ask for money when I am stewarding? No! • “Thank you” is enough • Give donor time before asking again. • It stands alone: “You made a difference”

25. Stewardship: the power of Wow! • Viral marketing – people tell your story to their friends • You want people to be wowed…and then tell others! • When have you told someone else about a “Wow?” • Harvard Business review –loyalty loop: • By telling others they “resell” themselves. (Toms’s shoes) • “Come & visit our non- profit for 30 min., I would love to hear your impressions” • Example of a Wow: • Communication after hurricane. • Gift donors test us. • Many start small and test how we steward them.

26. Exercise #5: Ladder of Effectiveness: Solicitation Techniques 1. Personal: face-to-face a. Team of two b. One person 2. Personal letter (on personal stationery) a. With telephone follow up b. Without telephone follow up 3.Personal telephone a. With letter follow up b. Without letter follow up 4. Personalized letter 5. Impersonal letter (direct mail) 6. Impersonal telephone (phonathon/tetemarketing) 7. Fund raising benefit (special event) 8. Door-to-door 9. Media (advertising)

27. What do donors really want from us? Brief discussion: What do you look for from an organization ? • Trustworthiness • Trusted vs. Trustworthy • Trusted: may not be trusted if you don’t know me. Overpraising • Trustworthy: character • ROI • Organization’s financial efficiency • Effective communication with donors • Facts about how org. is changing outcome

28. What do donors really want from us? Cont… My gift makes a difference • Thank you letters that state/sell outcomes • To know they are changing something, fixing something. • Connect the dots for them: • The story on page two is an example of the difference your gifts make.

29. Ways CAPC Board can steward donors • Build relationships and strategic partnerships • Have board members personally involved in thanking donors. • Nurtures current donors and makes them feel appreciated as people, not just their wallets. • Donor attrition rate goes down, retention rates go up, and the size of gift goes up. • Board members will be able to impact the bottom line without having to personally solicit.

30. Board members as viewed by Donors • Having clout. • Highest members of organization • Board members are seen as powerful spokespeople for the community. • Donors say: “being asked to give by a leadership volunteer” influences them more than anything else to give and give generously. • http://www.cygresearch.com/downloads/

31. Board members as viewed by Donors cont… • People respect that board members • care about community • do so out of goodness of heart, • they do not “have to”, but they “want to” • Board is coming from a clear, moral high ground • of being people who simply want to make a difference. • They are taking a stand to cause important change. • Because of this, Board members are respected, welcomed, listened to, and assisted.

32. When Donors are contacted by Board • It is a complement to donors! • It is impressive! • When board acknowledges a donor’s gift and does so immediately • Donor knows the organization really made an effort. • Meaningful information can be communicated • about the results achieved using their gift • before the donor is asked for another contribution.

33. Ways for CAPC to steward donors • Harvest meetings: • Thankfulness for partnership • Don – face-to-face with larger donors • bring board member • Personal notes on annual appeal.

34. Ways for CAPC to steward donors cont… • Language: donors honored • Partners & friends • Email updates: • touch points during the year. • Survey Donors: • how are we doing? Feedback.

35. Exercise # 6 A Twenty (or 30 or 40 or…) Reasons to Give to Child Advocates of Placer County…

36. Exercise # 6 B • Individual Articulation - 3 min. story In response to question: “What is new with you?” 3 parts to a story: Beginning, Middle & End • Beginning: Did you know we have a problem? • Middle: CAPC exists to solve the problem. Here is how we are distinctive! • End: Wrap the truth in a success story of a changed life! • 3 parts to story: • write down phrases -beginning, middle & end • Tell your story!

37. Exercise # 7 Board Member Resource: How I Can Help? Actions I will take during the coming year that will make a positive impact in helping my organization meet its fund raising goals.

38. Board Member Activities: What You Can Do • Contact 10 Prospects Personally By Phone • Send a Letter to Suspects/Prospects in Your Community • Call Donors to Thank Them for Their Gifts • Drop a Personal Note to Lapsed Donors • Identify Prospects for Cultivation Events • Donate to the Best of Your Ability • Identify and Recruit Future Board Members • Speak Frequently About Your Organization and its Programs and Purpose • Accompany Staff on Solicitation/Cultivation Visits • Provide Names and Addresses for Direct Mail Campaigns • Identify Potential Corporate Donors • Attend CASA Training Events/Orientations

39. Board Member Resource: How I Can Help? Your Name _____________ Actions I will take during the coming year that will make a positive impact in helping my organization meet its fund raising goals. (Indicate implementation or completion dates for each item.) Action #1: Date: Action #2: Date: Action #3: Date: Action #4: Date: Action #5: Date:

40. Exercise # 8 Potential Prospect Plan – refer to your personal network

41. Perspective as a donor • Giving is an expression of thankfulness • for the blessings that Ihave received during my lifetime. • Giving brings me joy! • As a steward of my resources, I want to invest in something that makes a meaningful impact on the world. I want to know how my gift is making a difference. • I am grateful for people like you, who are serving to make our community a better place. • I love to hear in your own words why you are passionate about the work being done. • I like it when you are speaking with pride about your organization! • Allow me to feel like a partner in the organization, not just a wallet. • Build a relationship with me, ask my opinion, ask me to be involved! • Be trustworthy as an organization. Conduct your organization as a business with heart! • Tell your story with passion and enthusiasm. You are making a difference!

42. Naked Truth and ParableA Jewish tale retold as a poem by Heather Forest Naked Truth walked down the street one day. People turned their eyes away. Parable arrived, draped in decoration. People greeted Parable with celebration. Naked Truth sat alone, sad and unattired, "Why are you so miserable?" Parable inquired. Naked Truth replied, "I'm not welcome anymore. No one wants to see me. They chase me from their door.” "It is hard to look at Naked Truth," Parable explained. "Let me dress you up a bit. Your welcome will be gained.” Parable dressed Naked Truth in story's fine attire, with metaphor, poignant prose, and plots to inspire. With laughter and tears and adventure to unveil, together they went forth to spin a tale. People opened their doors and served them their best. Naked Truth dressed in story was a welcome guest.