Minsi Trails Council2015 Development Plan

Scouting Overview• The Boy Scouts of America is the nation’s foremost youth leadership development

organization today

• Scouting in Minsi Trails Council (MTC) enjoys strong local support with a rich

heritage dating to 1910 when the first Scout troops were established in our area

• Along with strong Scouting programs we also enjoy strong community support:

• 43% of local Scout families donate directly to support quality program delivery

to the nearly 11,000 youth we serve

• Scout fundraising events and generous corporate donors raised record

amounts over the last three years

• Community partner and chartered organization relationships remain strong

• Endowment funds and planned gifts have grown steadily

• Nearly 100% of Executive Board members and 100% of our staff donate

annually to support local Scouting

• Successful development plan execution requires continued support from our

Executive Board, Scout volunteers and members, parents and families

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Scouting Case for Support• America needs Scouting. Just consider that today:

• 35% of kids live in single-parent homes compared to just 9% in 1960

• 50% of first children today are born to unmarried women

• Youth today spend 4.5 hours per day plugged into video games, TV, mobile

phones, the internet, and other electronic devices

• Children’s outside playtime has dropped by 50% since 1997

• Just 19% of high school students volunteer time to community service

• Voting rates among young adults are 20% lower than their parents

• Scouting offers solutions for many youth and parents by building character,

leadership, and achievement while preparing youth for life through time-tested

programs and dedicated adult volunteers

• Research shows that Scouts are more likely than their non-Scout peers to:

graduate from high school and college, do better academically, be more

physically fit, have higher self confidence, and be seen as leaders

• Help Make a difference … invest in our youth … invest in Scouting … invest in

tomorrow’s leaders

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MTC Development Vision

To inspire, engage, and care for Scouting’s

charitable supporters and prospects in

Minsi Trails Council and build a stronger

culture of Scouting philanthropy

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MTC Development Mission• Identify individuals who are motivated and inspired by Scouting’s mission in Minsi

Trails Council

• Qualify prospects and donors to find the best fit for them to financially supporting

Scouting’s local mission

• Be donor centric in our approach as we cultivate and educate prospects and

donors to engage and support their full philanthropic potential

• Solicit support from prospects and donors for Scouting through a variety of donor

programs using best-practice fundraising methods and philanthropy techniques

that are effective and meet the quality standards for donor/fundraiser ethics in

keeping with the Scout Law

• Steward donors in a way that meets or exceed their expectations and

encourages long-term Scouting relationships that they truly value

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MTC Development Purpose

To achieve current and future fundraising

goals of local Scouting in Minsi Trails Council

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MTC Development SWOT

Strengths

• Dedicated volunteers passionate about Scouting

• Strong Board with broad community reach

• High performing Council: Gold JTE, top 15% in US

• Solid staff with seasoned professionals

• Strong financially with balanced budget

• Strategic focus, balanced scorecard with solid

metrics and bottom line driven

• Strong support from Scouting families

• Dedicated and generous donors

Threats

• Youth and parents are over committed, lack of time

• Attitudes and values of millennial families don’t

mesh with traditional Scouting aims and goals

• BSA stance on membership standards

• Negative PR stories

• Declining numbers of traditional families

• Negative perceptions toward fundraising

• Negative perception “we vs. them” toward council

• Local economics - general slow economic recovery

• Extensive training to get Blackbaud up and running

Opportunities

• Repositioning Scouting towards STEM initiatives

• Scouting support of career/workforce development

• New BSA Blackbaud fundraising system by 2016

• School supt. Changes may open school access

• New business growth in area = new opportunity

• Grow marketing effort to better educate parents

• Increasing development staff

Weaknesses

• Declining youth membership particularly with Cubs

• Staff wears too many hats and is stretched thin

• Heavy fundraising reliance on a few large tasks

• No organized council-wide development plan

• No fundraising software – limits effectiveness

• Program relevance for today’s Cub-aged parents

• Increasing expenses to pay down debt

• Public doesn’t know benefits of Scouting

• Lack of a donor migration plan

• Limits on school access

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MTC Overall Development EffortsKey Fundraising Initiatives

• Family Friends Of Scouting (FOS)

• Board FOS

• Community FOS Events

• Friend Raising Outreach (Benevon)

• Major Gifts

• Endowment

• Direct Mail (summer camp and year-end appeals)

• Lehigh Valley Leadership Dinner

• Pocono Friends Of Scouting Dinner

• Greater Hazleton Leadership Dinner

• Lehigh Valley Boy Scout Golf Classic

• Pocono Boy Scout Golf Classic

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MTC Overall Development GoalsKey Fundraising Initiatives

Program 2015 Goal 2014 Actual

• Family Friends Of Scouting (FOS) $314,000 $303,274

• Community FOS Events & Dinners 268,000 261,490

• Board FOS 110,000 93,321

• Major Gifts 100,000 98,845

• Major Gifts 2 60,000 New

• Friend Raising Outreach (Benevon) 51,000 57,966

• Foundations 155,000 161,030

• Project Sales 10,000 8,500

• Lehigh Valley Boy Scout Golf Classic 126,000 125,076

• Pocono Boy Scout Golf Classic 24,000 23,750

• Lehigh Valley Leadership Dinner 347,000 386,075

• Miscellaneous 50,000 9,854

Total Operating $1,615,000 $1,529,181

• Endowment $1,000,000 $832,113

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Overall Development Strategies• Expand and focus the Minsi Trails Council’s development efforts through increased

staffing and better fundraising planning

• Create an overall donor development plan to help the development team work

more effectively with donors and prospects

• Structure the fundraising process to help ensure that donors/prospects have a

primary contact person on the MTC development team

• Develop a more systematic approach toward donor and prospect identification

• Identify the best fit for donors among the various Scouting fundraising opportunities

consistent with their interests, abilities and stage of life

• Continue to expand community outreach opportunities to grow our circle of fiends

and engage Scouting alumni

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Overall Development Tactics• Hire a Development Officer to focus on major gifts and on expanding the

council’s friend-raising efforts

• Provide new hire with training opportunities to further develop their abilities

• Encourage full-time fundraising professionals to pursue CFRE certification

• Hold regular development team meetings to coordinate donor and prospect

actions, fundraising events/activities, and donor “ask” proposals

• Measure fundraising campaign effectiveness by tracking cost per dollar raised to

help focus resources on most productive efforts

• Conduct research to help identify top prospects using WealthEngine and

Blackbaud (when available) along with other available BSA resources

• Manage donor/prospect lists and ensure that moves management actions are

logged regularly

• Ensure that donors and prospects have a primary contact on the fundraising

team to help eliminate multiple ‘asks’ and minimize donor confusion to enhance

their experience with Minsi Trails Council

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Operational Fundraising DevelopmentStrategy #1: Create a donor development plan and increase annual operational fundraising by 25%.

Tactics Results Expected: Measure of Success

Tactic 1: Create a council-wide development plan to help promote effective migration of

donors and gifting across all campaigns and donor categories in all annual operational fundraising campaigns.

-Council-wide plan developed and being utilized.-Plan should include all operational, capital, planned giving and endowment fundraising efforts

Tactic 2: Create and implement an operational fund donor communications plan. -Plan developed and implemented

Tactic 3: Hire a Development Officer to build a sustainable major gift program and

increase the number of annual gifts made by individuals.

-Major Gift Officer hired.-Prospect list of 150 individuals finalized.-$60,000 raised in first year

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Operational Fundraising DevelopmentStrategy #1: Create a donor development plan and increase annual operational fundraising by 25% (continued)

Tactics Results Expected Measure of Success

Tactic 4: Focus fundraising efforts on the most effective programs and activities -Streamline efforts for all campaigns to increase fundraising effectiveness-Hit desired cost per dollar benchmarks as established by Association of Fundraising Professionals if not already at desired levels (see below)

-Special Events .50-Individual Giving .25-Direct Mail .25-Foundations .20

Tactic 5: Consider additional fundraising efforts. Identify, evaluate and test new efforts the BSA and other organizations utilize

-Conduct new fundraising initiatives generating a net of $50,000.

Tactic 6: Secure, and begin using an organized fundraising software platform similar to Raiser’s Edge for all operational fundraising campaigns

-Software installed and operational-Staff trained and using

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Tactics Results Expected: Measure of Success

Tactic 1: Use a moves management process for tracking endowment donor engagement and fundraising results

-Make 150 annual endowment visits-Identify and research top 100 prospects-Identify 50 new prospects annually-Move Excel endowment tracking to a systemic process-Conduct on-going donor research-Generate $1 million annually in new endowment commitments-Target fund growth at 5% of council expenses annually

Tactic 2: Create a council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories including endowment

-Put Endowment, major gifts, FOS, and annual appeals on a consistent fundraising platform like Raiser’s Edge-Create a development hierarchy to help migrate donors to higher levels of engagement and Scouting investment

Tactic 3: Create a focused “quiet” campaign to select donors that takes our endowment effort to a significantly higher level and further promoting even greater gifting

-Establish a short-term goal of $5 million in new gift commitments over two years-Indentify 30 key donors for this effort-Ask for significant commitments based $1 million each-Promote value of endowment to securing Scouting’s future

Tactic 4: Conduct and promote endowment donor recognition activities

-Expand use of recognition societies-Hold at least one annual recognition event

Tactic 5: Implement, promote, and expand MTC’s Alumni Association and NESA efforts to promote engagement and expand potential endowment donor base

-Grow MTC Alumni Association to 500 members by 12/2016-Hold at least two alumni events annually-Hold annual Eagle Gathering(s)-Target youth ‘aging out’ for alumni membership-Sponsor Alumni & NESA camp visits and similar activities

Tactic 6: Create a functioning professional advisors’ group to promote our endowment efforts in the estate planning community

-Identify Scouting friends involved in estate planning fields-Build a core PAG team-Hold events and conduct ongoing communication to select planners and advisors

Tactic 7: Evaluate current and future staffing needs to increase endowment development growth

-Assess current structure effectiveness and make recommendations-Create job descriptions for incremental staff and volunteer positions as needed-Gain approval for additions to staffing structure to further increase and expand endowment efforts

Endowment Fundraising DevelopmentStrategy # 1: Create and implement a donor development plan that builds stronger Scouting engagement with

current and prospective donors to enhance our endowment fund growth and overall endowment funding base

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Endowment Fundraising DevelopmentStrategy # 2: Create and implement an integrated and comprehensive endowment fund donor communications plan

Tactics Results Expected: Measure of Success

Tactic 1: Create a case statement for donor support -Created and in use by 12/31/2014-Use the case to build multiple cases tailored to donor-centric interests

Tactic 2: Implement the Crescendo-based online donor tools on Minsi Trails website

-Created and in use by 1/31/2014-Use BSA newsletter or create MTC specific

Tactic 3: Inventory our current donor communications and create cohesive plan

-Create new materials as needed-Timeline of annual communications-Provide ongoing annual marketing outreach

Tactic 4: Expand our communication and outreach effort to all areas of the council

-Identify area-specific endowment opportunities-Conduct outreach calls and endowment events to all council districts

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Endowment InvestmentStrategy # 3: Establish an ongoing process for review and oversight of fund investment performance and

management to help ensure results outperform set benchmarks while maintaining appropriate risk tolerance

Tactics Results Expected: Measure of Success

Tactic 1: Review monthly fund performance and track to benchmarks

-Process developed by Investment Committee currently in place

Tactic 2: Meet at least quarterly with fund managers to discuss results, allocations and changes needed

-Process developed by Investment Committee currently in place

Tactic 3: Evaluate MTC trust fund results against similar trusts (as available) and consider changes as needed

-Opportunity to benchmark against other similar funds

Tactic 4: Inform Board annually of fund performance -More fully informed Board members

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Donor Engagement Navigation Be Donor Centric, using moves management to engage donors/prospects before presenting an ‘ask’ that best fits their interest

Financial

Ability

Estimated Giving

Capacity

High $1M> 1F F G G VG VG S S S

$500K - 1M 2M F F G G VG VG S S

$250 - 500K 3M M F F G G VG VG S

$100 - 250K 4M M M F F G G VG VG

Moderate $50 - 100K 5U M M M F F G G VG

$25 - 50K 6U U M M M F F G G

$15 - 25K 7 U U U M M M F F G

$10 - 15K 8U U U U M M M F F

Low $10K< 9U U U U U M M M F

9 8 7 6 5 4 3 2 1

Discovery/Cultivate

Low Current Interest or Involvement High

Grid Location Description of Prospects

Green - Cultivate & Ask 9/9 Negligible Interest / Low Ability 9 Unknow n; not on any list

Yellow - Cultivate & Engage 14 - 18 U - Unlikely Prospect 9/1 Negligible Interest / High Ability 8 - 7 Some identif ication as a prospect

Red - Research & Contact 11 - 13 M - Marginal 5/5 6 - 5 Demonstrated interest (scout alumni, parent, POE)

9 - 10 F - Fair 6/9 Interested / Low Ability 4 - 3 Has been involved (leader, volunteer, reg. FOS)

8 - 7 G - Good 1/1 Very Involved / High Ability 2 - 1 Heavily involved; continued record of giving

5 - 6 VG - Very Good

2 - 4 S - Superior

(Total score from adding both numbers)

Cultivation Level

Consider Age <50 = Cash Gift, 50 to 70 = Cash & Planned Gifts, 70> = Cash, Planned Gifts & Bequests

Cultivation Level: Guide to Current Interest/Involvement

Moderate Interest & Ablilty

Color Code

Minsi Trails Council Prospect Prioritization Chart

Interest/Cultivate Involvement/Solicite Investment/Stewardship

Ranking for Major Gift / Endowment

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Donor Contact Priorities

1 2

2

3

3

3

4

4 4

Younger

< 50

Middle-Aged

50 to 70

Mature

70 >

Priority

of Actions

Higher Means

Gifts of Cash

Appreciated Property Charitable Lead Trusts Term of Years Trusts

Lifelong CRTs for Others

Gifts of Cash

Appreciated Property Charitable Lead Trusts Term of Years Trusts

Lifelong CRTs for Others

Gifts of Cash

Appreciated Property Charitable Lead Trusts Term of Years Trusts

Lifelong CRTs for Others Testamentary Lead Trusts

CRT for Donor’s Life Bequests

Gift Annuities Retirement Plans

Insurance

1 Personal Visits 2 Planning Seminars 3 Mail 4 Internet 5 Articles 6 Advertising

Moderate Means

Gifts of Cash

Gifts of Cash

Appreciated Property Term of Years Trusts

Charitable Trusts For Life Pooled Income Funds

Gifts of Cash

Appreciated Property Charitable Trusts for Life

Term of Years Trusts Pooled Income Funds

Bequests Gift Annuities

Retirement Plans Insurance

1 Mail 2 Planning Seminars 3 Internet 4 Personal Visits 5 Articles 6 Advertising

More

Limited Means

Gifts of Cash

Gifts of Cash

Gifts of Cash

Bequests Gift Annuities

Retirement Plans Insurance

1 Mail 2 Articles 3 Advertising 4 Seminars 5 Personal Visits

Table illustrates possible donor gifting options, donor prioritization, and cultivation actions to be taken. Four key prioritization

considerations include: age, wealth, Scouting engagement, and MTC giving history. MTC giving history includes: gift recency, gift

frequency, gift longevity and gift amount. Those in category one are Highest Priority while those in category four are Lower Priority.

We

alth L

eve

l

Be Donor Centric and use the desired methods of contact and types of ‘asks’ that best fits the donor’s life stage and ability

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Development Tactics ImplementationTactics – Operational Fundraising Results Completed

Tactic 1: Create a council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories in all annual operational fundraising campaigns

Plan developed and being used Completed by 2/27/2014.

Tactic 2: Create and implement an operational fund donor communications plan

Plan developed and implemented

In use by 12/31/2016.

Tactic 3: Hire a Development Officer to build a sustainable major gift program and increase the number of annual gifts made by individuals.

$60,000 raised in first year Start date 2/1/2015.

Tactic 4: Create a list of 150 prospects focused on adult Eagle Scouts List created and used ongoing Created by 2/28/2015

Tactic 5: Focus fundraising efforts on the most effective programs and activities. Streamline efforts for all campaigns to increase fundraising effectiveness and hit desired cost per dollar benchmarks established by AFP: Special Events .50/dollar raised

Individual Giving .25/dollar raisedDirect Mail .25/dollar raisedFoundations .20/dollar raised

Programs focused toward generating income within target range

Finalized by 3/31/2015

Tactic 6: Consider additional fundraising efforts. Identify, evaluate and test new efforts the BSA and other organizations utilize

Conduct new fundraising initiatives netting $50,000.

Completed by 12/31/2016

Tactic 7: Secure, and begin using a systemic fundraising software platform similar to Raiser’s Edge for all operational fundraising campaigns.

Software installed and operational.

Installed and in use 12/31/2015

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Development Tactics ImplementationTactics – Endowment Fundraising Results Completed

Tactic 1: Use a moves management process for tracking endowment prospect/donor engagement and fundraising results; make 150 annual endowment visits; identify and research top 100 prospects; identify 50 new prospects annually; and identify area-specific endowment opportunities

Generate $1 million annually in new endowment commitments.Target restricted endowment fund growth at 5% of council expenses.

Ongoing annually

Tactic 2: Create a council-wide development plan to help promote effective migration of donors and gifting across all campaigns and donor categories including endowment

Create a development hierarchy to help migrate donors to higher levels of engagement and Scouting investment

Completed by 12/31/2015

Tactic 3: Move endowment, major gifts, FOS, and annual appeals to a systemic fundraising platform like Raiser’s Edge

System installed and in use Completed by 12/31/2015

Tactic 4: Create a focused campaign to select donors who can take our endowment effort to a significantly higher level and further promote even greater gifting levels. Identify 30 key donors for this effort. Promote value of endowment to securing Scouting’s future.

$5 million in new commitments generated over next three years

Completed by 12/31/2017

Tactic 5: Create a separate camp endowment fund and target key donors and prospects with a strong affinity to our summer camp properties

Generate $1.5 million in new cash gifts over next three years

Completed by 12/31/2017

Tactic 6: Conduct and promote endowment donor recognition activities; expand use of recognition societies and hold at least one annual recognition event

More endowment donors and greater donor engagement/satisfaction

Ongoing annually

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Development Tactics ImplementationTactics – Endowment Fundraising Results Completed

Tactic 7: Implement, promote, and expand MTC’s Alumni Association and NESA efforts to promote engagement and expand potential endowment donor base; target youth ‘aging out’ for alumni membership; sponsor Alumni & NESA camp visits and similar activities

Grow Alumni Assoc. to 500 by 12/2016Hold at least two alumni events annuallyHold up to three annual Eagle Gathering(s)

Ongoing annually with 2,500 alumni enrolled by 12/2016 (17 MTC alumni members enrolled in 2013)

Tactic 8: Create a professional advisors’ group to promote our endowment efforts in the estate planning community; identify Scouting friends involved in estate planning fields; build a core PAG team; hold or participate in events and conduct ongoing communication to select planners and advisors

Core PAG team created and better awareness of MTC endowment efforts among estate planning community

Completed 12/31/2015 and ongoing

Tactic 9: Evaluate current and future staffing needs to increase endowment development growth; assess current structure effectiveness and make recommendations

Present case for additions to staffing structure to further increase and expand endowment efforts

Presented by 12/31/2016

Tactic 10: Create a case statement for donor support; use the case to build multiple cases tailored to donor-centric interests

Cases to be use to encourage investment in Scouting

Created and in use by 12/31/2015

Tactic 11: Implement the Crescendo-based online donor tools on Minsi Trails website; use BSA newsletter or create MTC specific

Use Crescendo to encourage engagement and investment

Created and in use by 1/31/2014

Tactic 12: Inventory our current donor communications and create cohesive communications plan; create new materials as needed; timeline of annual communications

Provide ongoing annual endowment marketing outreach

Created by 12/31/2015

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