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FY20 Development Plan

PPDC Development Committee: Mark Franko, markf@frankocustombuilding.com

Cheryl Guedri, chguedri@aol.com Nancy Harrison, nancy.madison.harrison@gmail.com

John Hopper, JohnH@equity-concepts.com Deb Lawrence, dlawrence@ststephensrva.org

Chris Moore, cjmoore99@gmail.com Jay Moore, jmoore@hunton.com

Jeffrey Wilt, jeffrey@themonumentgroup.net

Staff: Damon Jiggetts, Danielle Ripperton, Sarah Young

PPDC Mission:

To support the residents of the East End to educate its students, equipping them to serve as positive

contributors to their family, community, and society.

PPDC Purpose: Educate the Child, Engage the Family,

Empower the Community

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FY20 BUDGET FY20 Contributed Revenue Goals by Type of Donor FY19 Actuals (from RE)

Amount % of Budget FY19 Actuals % of Income

Churches/Civic Organizations $ 90,000 3.85% $ 84,265.00 3.50% Corporate $ 450,000 19.24% $ 451,520.24 19%

Government $ 50,000 2.14% $ 50,000.00 2%

Foundations $ 700,000 29.92% $ 872,179.70 36%

United Way $ 115,000 4.92% $ 112,610.55 4.50%

Individuals $ 650,000 27.78% $ 650,039.61 27%

Special Events $ 75,000 3.21% $ 61,373.51 2.50%

Endowment Contributions $ 1,000 0.04% $ 650.00 0.50%

21st Century Grant $ 184,431 7.88% $ 127,982.39 5%

TOTAL $ 2,315,431 100% $ 2,410,621.00 100%

Stretch Goal $ 100,000

TOTAL with Stretch Goal $ 2,415,431

METRICS FOR DEVELOPMENT PLAN SUCCESS

Key Metric Perform Status Performance Threshold

# of Donors FY19 = 571; Goal for FY20 = 650

# of New Donors FY19 = 185; Goal for FY20 = 225

# of New Major Donors FY19 = 35; Goal for FY20 = 45

$ Raised from New Donors FY19 = $397,583.58; Goal for FY20 = $350,000

Renewal Rate – New Donors FY19 = 24%; Goal for FY20 = 30%; National Average** = 21%

Renewal Rate – Established Donors FY19 = 65%; Goal for FY20 = 75%; National Average** = 57%

Renewal Rate – Overall FY19 = 54%; Goal for FY20 = 65%; National Average** = 45.5%

Contr. Revenue from Individuals FY19 = 27%; Goal for FY20 = 36%+

Average Gift Size FY19 = $2,389; Goal for FY20 = $2,500

# of Major Donor Visits FY19 = 19; Goal for FY20 = 25

# of Individuals on Windshield Tours FY19 = 120; Goal for FY20 = 200

# of New Donors from Tours FY19 = 4; Goal for FY20 = 10 (5% of attend.)

Status Summary Metric performance is at or better than budget/best practice levels.

Metric is slightly to moderately worse than budget/best practices.

Metric performance is significantly worse than budget/best practices.

**National Averages are from the 2017 & 2018 Fundraising Effectiveness Project Survey Reports

4 FUNDRAISING TRUTHS (from Adrian Sargeant, VFRI 2015) 1. Good fundraising is always about emotion 2. People give to people – but not loads of people (one focal story) 3. Nobody is interested in what you do – “what you ACHIEVE (by doing it) can motivate even the stoniest of hearts” 4. People give to things that are close to them – emotionally or geographically

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FY15 FY16 FY17 FY18 FY19 FY20 Goal

Contributed Revenue $1,365,387 $1,426,454 $1,621,237* $ 1,865,141 $2,410,621 $2,339,431

% Increase Over Previous Year 21% 4% 14% 15% 29% -3%

# of Donors 397 439** 499 590 582 650

# of New Donors 117 120** 225 241 185 250

# of New Major Donors 20 41 31 42 35 45

# of Donors Giving $5k+ 58 59 61 74 91 100

Renewal Rate - New Donors 27% 33% 18% 35% 24% 30%

Renewal Rate – Est. Donors 64% 74% *** 69% 65% 75%

Renewal Rate - Overall 48% 62% 49% 58% 54% 60%

Contr. Rev. from Indv. 25% 42% 31% 36% 27% 36%+

# of Individuals on Tours 73 120 203 161 120 200

*This does not include the extraordinary foundation gifts given in FY17 **These numbers DO NOT include 181 gifts from FY16 figures that were given IHO/IMO two significant individuals

Status FY19 FY18 FY17

# Donors Total # Donors Total # Donors Total

Repeat 110 $ 290,825.00 90 $ 157,770.00 72 $ 172,625.00

Increased 162 $ 1,298,751.94 147 $ 1,111,529.83 130 $ 903,830.40

New 185 $ 397,583.58 241 $ 244,075.00 225 $ 177,313.34

Recovered 71 $ 129,975.58 62 $ 439,068.19 18 $ 279,493.88

Decreased 54 $ 78,387.35 50 $ 205,709.93 54 $ 175,915.98

Donor Level FY19 # of Donors

FY18 # of Donors

FY19 Gift Range Raised

FY18 Gift Range Raised

Peter Paul Society ($10,000+) 54 48 $1,811,322.93 $1,791,545.66

Challenger ($5,000-9,999) 41 26 $233,477.12 146,452.19

Leadership Circle ($2,500-4,999) 31 37 $95,001.71 115,272.25

Investor Club ($1,000-2,499) 60 69 $79,733.77 92,475.05

Stakeholder ($500-999) 64 61 $37,663.31 36,477.57

Associate ($250-499) 52 69 $15,913.00 21,744.00

Friend (Up to $249) 288 302 $26,273.35 28,019.84

Total 590 612 $2,299,385.19 $2,231,986.56

Giving Dynamics Report – FY19, FY18, and FY17

Increased: Donors that gave more in the second time period than in the first time period New: Donors who gave their first gift after the first time period Recovered: Donors that gave prior to the first time period that did not give in the first time period but did give in the second time period Repeat: Donors that gave the same amount in both time periods Decreased: Donors that gave less in the second time period than in the first time period

Five Year PPDC Comparison + FY20 Goal

Gift Range Chart Comparison – FY19 and FY18

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I. Donor Numbers & Goals a. Overall Number of Donors – GOAL: 650

i. Number of New Donors – GOAL: 250 ii. Number of New Major Donors – GOAL: 45

b. Renewal/Retention Rate i. New Donors – GOAL: 37%

ii. Established Donors – GOAL: 75% iii. Overall – GOAL: 65%

II. Donor Stewardship

a. Engage students in thank yous: personal cards, letters, and pictures b. Special recognition for consecutive year donors

i. Special thank yous, delineation in donor lists, “Peter Paul Sustainer” pin or nametag at events

c. Host a luncheon for former Board members d. Create individualized donor stewardship plans that include communication plans e. Personal letters and pictures from committee members f. Survey donors re: satisfaction with their interactions with PPDC g. Monthly donor program and focus

i. Special recognition, communication, and stewardship for monthly donors ii. Include monthly donors with major donor activities and include with groups that receive

personal, handwritten notes h. “Donor corner” in monthly eNewsletter

III. Major Donor Growth

a. Develop relationships for individuals to steward specific donors and to have touch points with major donors to inform the donor of the difference his/her/their gift makes, and to keep them up to date with major events

b. Have a conscious list of major donors and target our interactions with this list i. Personalized event invitations

ii. “Previews” of special happenings iii. Targeted stewardship pieces

c. Have special house parties for major donors i. Have topic-specific parties with experts on different subjects

d. Chart major donor activities and work to increase e. Promote contributions from IRA (Qualified Charitable Distributions) for donors aged 70 ½ and

older

IV. Planned Giving Society a. Update planned giving brochure b. Include info in eNewsletters c. Section in Annual Report and print newsletters on planned giving society

V. Continue to Build a Culture of Philanthropy

a. Staff engagement: i. Internal staff training and engagement both with philanthropy and with our rebrand

ii. Talking points to discuss Peter Paul iii. Present at staff orientation and yearly professional development iv. Make sure staff understand development and how it works, but that it will not be at the

expense of those we serve

Development Plan Strategies & Tactics

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b. Board engagement: i. Specific board asks to identify areas for growth/new major donors

ii. Individual board member development plans iii. Assign board members lists of stewardship calls iv. Provide board members with updates on their connections based on automatic reports

generated in the donor database

VI. Events a. Host a campaign donor reunion event in September/October

i. Preview of the 40th Anniversary and new logo b. 40th Anniversary: Saturday, October 26th from 3:00-6:00 p.m.

i. Invitation for current donors and postcard inviting lapsed donors to the event c. Lunch & Learns: host monthly Lunch & Learns

i. Track rates of engagement after tours ii. Form task force to evaluate effectiveness and potential effectiveness of tour

d. Heart of the East End: target March 2020 e. A few home/cocktail parties throughout the year

VII. Lapsed and Acquisition

a. Personalized invitations to the campaign event and to the 40th Anniversary b. List delineation to identify lapsed donors c. Work with list service to identify donors in certain zip codes who have income over $100,000 d. ChamberRVA HYPE event – use as an opportunity to engage new, younger donors e. Use the Board of Associates to engage new, younger donors

VIII. Volunteer Engagement Collaboration

a. Give special thank yous and swag items b. Highlight volunteer groups on social media c. Coordinate calendars between volunteer and development offices and discuss overlap opps. d. Coordinate engagement strategies with church groups and other big volunteer groups

IX. Board of Associates

a. Bimonthly meetings with the first meeting in September 2019 b. Invite members to development committee meetings, and invite BOA Board chair to attend board

meetings - have representative give updates at meetings c. Have issue-specific events or workshops that are open to BOA and Board of Trustee members d. Serve on event committees, recruit volunteers, and staff/attend events e. Increase broader community awareness (store, restaurant, brewery fundraisers)

X. Community Engagement Strategies

a. Speaker’s Bureau to provide opportunities for Peter Paul leadership and volunteers to present to churches, United Way, civic groups, corporate offices, and media

i. Be proactive about speaking engagements b. Use Board of Associates representatives at speaking engagements c. Update communications materials - donor brochure, quick fact cards on each program

XI. National Scope

a. Stay connected with information and collaborations for Federal grants b. Begin to develop material that could be used for national conference workshop presentations c. Diligent stewardship with the Virginia Dept. of Education d. Preview/Attend/Strategize National Conferences (Ready by 21, After School Alliance, After School

Matters)

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Communications Calendar

September – Annual Report, 40th Anniversary Invitation

October – fall print newsletter with Annual Report highlights and link (envelope inside) and event info

November – End of calendar year appeal, 40th Anniversary follow up

December – Holiday Thank You Card; email solicitations (at least 2 times)

January – Heart of the East End event invitation

March – print newsletter with envelope inside, Heart of the East End follow

April – Spring mail appeal

May – Annual Reception invitation

June – year end email solicitations

July – end of year thank you card

Throughout – eNewsletters and communications, thank you letters and stewardship mailings

Giving USA 2018 Report on Giving by Source (in billions of dollars)

$292.09

$75.86

$39.71

$20.05

Individuals Foundations Bequests Corporations

9%

68%

18%

5%

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Ways to Give to PPDC Contributed revenue accounts for more than 95% of the PPDC budget; the Center is reliant on the generosity of the community to carry forth its mission. PPDC is a non-profit 501(c)(3) organization; its Federal Tax ID is 54-1137164. Individuals can give to PPDC:

Via the website at www.peterpauldevcenter.org/give

Mail a check or donation information (PPDC accepts all major credit cards) to PPDC at 1708 N. 22nd Street, Richmond, VA 23223

Give a gift of stock; PPDC has an account through Davenport (Danielle can provide all necessary details)

Designate Peter Paul through their United Way campaign contribution; PPDC’s agency code is 3143

PPDC is registered with Amazon Smile to receive 0.5% of purchases if you shop through smile.amazon.com and designate Peter Paul Development Center as your charity of choice

Staff Contact Information

Damon Jiggetts, Executive Director, 780-1195 or djiggetts@peterpauldevcenter.org

Danielle Ripperton, Director of Development, 780-1195 or dlripperton@peterpauldevcenter.org

Sarah Young, Assistant Director of Development, 780-1195 or syoung@peterpauldevcenter.org