Summer 2008

From The President

Welcome to the inaugural issue of The Curtis Group’s newsletter, “Raising Money.” With a name that’s clearly inspired by one of your crucial responsibilities, our goal is to make this newsletter a tool to help you accomplish that. If you have suggestions for articles, please let us know.

As one of only three-dozen fundraising firms to have met the rigorous standards of the Giving Institute, and its only Virginia-based member, The Curtis Group is committed to promoting philanthropy, both locally and globally. We love the work we do because we know it helps people in need. I hope this newsletter reflects that.

Please get in touch if we can serve you in any way. And thanks for reading.

W. Keith Curtis, President

Giving USA Report Dispels Fundraising Myth

By Nancy Chapman, Marketing Consultant

Campaign volunteers and development staff take note: Individual giving makes up a total of 88 percent of all charitable giving when gifts from individuals, bequests and family foundations are combined, according to the just-released annual report, “Giving USA 2008.”

“This validates what we’ve been telling our clients for years,” explains Keith Curtis, president and CEO of The Curtis Group. “Fundraisers often think that fundraising events, corporations and foundations are where most gifts come from, and that’s just not true. Successful fundraising is all about building relationships with people who are inclined to philanthropy. That’s why it’s vital that all nonprofit organizations have a major-gifts program.”

For the first time ever, said the Giving USA report, charitable giving in the U.S. surpassed $300 billion in 2007, estimated to have reached $306.39 billion. That’s a 3.9 percent increase over 2006, with every type of public charity seeing gains.

Here’s how the 2007 giving breaks down:

* Individuals: 74.8%
* All Foundations: 12.6%
* Realized Bequests: 7.6%
* Corporations: 5.1%

“Giving USA 2008” is a public outreach initiative of Giving USA Foundation. The foundation was established in 1985 by Giving Institute: Leading Consultants to Nonprofits. To order the full report, please visit www.givinginstitute.org.

How To Create A Fundraising Board

By Wendy McGrady, Vice President

In their early years, many nonprofits recruit board members for their technical expertise. The organization may need the guidance of a lawyer, accountant, and real estate professional, so the board is built to access technical knowledge. As the nonprofit develops and the need for fundraising becomes pronounced, composition of the board should be evaluated and moved toward one that’s prepared to lead fundraising efforts.

Transitioning from an operations-focused board to one focused on governance and fundraising may take some time. The process begins with strategically identifying potential board members who have proven fundraising experience. Tell them you’re looking for board members who are willing to help raise major gifts. Make it clear that you need people who will give their time and resources, and who will lead the organization’s fundraising efforts.

Share your written “Role of the Board” statement and make sure they understand that along with governing and setting policy, you want them to attend meetings and events, serve on committees, raise funds, and contribute funds. Let them know all the ways they can assist with fundraising: identifying and opening doors to prospects, making personal contacts, offering tours, sharing their story, hosting or bringing prospects to a cultivation event, making the ask, and thanking donors.

Finally, provide new members with a thorough orientation. Beforehand, supply them with materials about your nonprofit so they’ll have time to read and prepare. At the orientation, brief them on mission, programs, role of the board, role of staff members, financial picture, and fundraising goals and plans.

Tips for Building a Fundraising Board

* Strategically identify potential board members with proven fundraising experience
* Make your expectations clear — share a written statement on the Role of the Board
* Provide new board members with a thorough orientation
* If necessary, provide training on how to “make the ask”

Bedford Hospice House: Dream to Reality

By Wesley Stanley, Marketing Director & Campaign Consultant

Hospice providers in the Bedford, Va. area long dreamed of a home for hospice care where patients could live out their last days in dignity and comfort. Realizing this, in 2003 a dedicated group of Bedford area residents formed a steering committee. As support grew, Bedford Hospice House, Inc. was established in 2005 to fund, build, and operate this much-needed home that would serve the city and surrounding counties. Then the organization, which had no staff or even an architectural rendering of the facility, contacted The Curtis Group to conduct a feasibility study.

Based on the study results and following our recommendations, the board launched a $1.6 million capital campaign in 2006. A generous $150,000 challenge grant from a local family foundation, as well as a local hospital’s gift of a 2.5-acre site, kicked off the campaign. With community support growing, the board and its campaign committee began securing major gifts from individuals, state and local governments, and foundations across the state. Now with more than 85 percent of its campaign goal raised, construction on Bedford Hospice House is scheduled to begin later this year.

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