April 11, 2007

Consider This...

In prospect cultivation, YOU make a difference.

You identify a prospect. As a smart fundraiser, one of the most important things you do is identify individuals with the capacity to support your organization. But don't rush out and ask for money. Spend time getting to know prospects, creating opportunities for them to experience your organization and the difference it makes in people's lives.

Others affirm your value. As a smart fundraiser, you know one of the strongest ways to cultivate prospects' interest is for peers to confirm the good work your organization does. By creating opportunities for others to affirm your impact, you strengthen your image in the eyes of prospects and those already involved with your organization's mission.

Unrelated acknowledgement authenticates you. As a smart fundraiser, you know you must communicate with donors frequently and about matters other than their philanthropy. Pass on articles of interest, clippings of good press they've received and others' thoughts about why your organization's mission is critical. If the only time you communicate is when you ask for money, it won't take long for people to see through you. Demonstrate that you appreciate those you're cultivating, and they'll be more likely to give when the time comes.

Now you're ready to solicit the gift. YOU can do it!

- Matthew J. Beem, MPA, CFRE, President (Kansas City) matt@hartsookcompanies.com

Victories

In this issue: More than $ 161 million in new or recent gifts, including five of $1 million or greater of which two are $50 million or greater.

• The Salvation Army Eastern Michigan Division (Detroit) has been awarded a $50 million grant for the express purpose of building and endowing a Salvation Army Ray and Joan Kroc Corps Community Center (RJKCCC) in Detroit. Before construction can begin on the center, the Salvation Army in Detroit must raise $48 million in a matching grant, keeping in line with one of Mrs. Kroc's visions for the centers: community support and involvement. This $98 million project is the largest project to date in the Midwest. Edsel B. Ford II, immediate past president of The Salvation Army National Advisory Board, has agreed to serve on the Gold Ribbon Committee as part of this effort. Congratulations to Divisional Commander Major Norman Marshall and Interim Director of Development John Hale. - Robert F. Hartsook, JD, EdD, Chairman and CEO (Wrightsville Beach, N.C.)

• The Kansas Humane Society's (Wichita) "New Leash on Life" campaign recently received a $1 million gift from the Wink Hartman Family (Wichita). The multi-million dollar campaign will create the Wichita Campus for Animal Care to end the euthanasia of healthy or treatable animals in Sedgwick County. The campus - which also will include a new facility for the City of Wichita Animal Shelter - is the first of its kind in the Midwest and serves as a model for animal organizations around the country. Campaign gifts and pledges currently stand at $5.4 million. - Robert G. Swanson, President (Wichita)

• TLC for Children and Families' (Olathe, Kan.) "Bringing our Children Home" capital campaign has exceeded its campaign goal and raised $10.6 million for new and expanded facilities, program support and an enhanced endowment. Construction is now underway on a new Residential Treatment Center and an expanded Mabee Family Center. Congratulations to Campaign Honorary Co-Chairs Terry and the Hon. Peggy Dunn; Campaign Co-Chairs the Hon. Jon Stewart and the Hon. Barbara Allen; CEO Bob Drummond, EdD; and Vice President of Grant Administration and Endowment Development Tim Keeton. - Matthew J. Beem, President (Kansas City)

• Kansas State University Foundation's (Manhattan) "Changing Lives" $500 million comprehensive campaign will infuse funds into virtually every dimension of the university. As of March 31, 2007, commitments to the campaign stand at more than $454 million. Recent commitments include: a $1.05 million commitment from E. Eugene Carter (Washington, D.C.) to establish the E. Eugene Carter Foundation for Excellence for Women in Engineering Fund; an $800,000 bequest from Dr. William (Bill) Gallant (Lotus, Calif.) to establish the Dr. William P. Gallant Scholarship in Veterinary Medicine and the Dr. William P. Gallant Dean's Excellence Fund in Veterinary Medicine; a $500,000 gift from Virginia and Perry Peine (Denver) to establish the Virginia and Perry Peine Biosecurity Chair; $200,000 from Allen Millen (Overland Park, Kan.) to establish the Allen D. Millen Elite Agricultural Scholarship; a gift of $128,500 from the Pioneer Riders of De Soto (De Soto, Kan.) to establish the Pioneer Riders of De Soto Scholarship; a $100,000 bequest from Glen (Bud) and Zola Tolman (Overland Park) to establish the Tolman Family Scholarship; and a gift of $51,125 from Mary Lou Chapek-Hogg (Fort Calhoun, Neb.) and Janice Tabet (Paris, France) to establish the Dr. Alex Hogg Scholarship at the College of Veterinary Medicine. - Bob Hartsook

• Catholic Charities of the Archdioceses of Omaha is pressing on with its "Working Wonders" campaign. A recent commitment of $250,000 from the City of Omaha for site acquisition has pushed the total raised to date to more than $1.46 million. In addition to the campaign's success, Hartsook Companies congratulates Director of Development Kathy Grandsaert and her staff for a highly successful Irish Fest Gala which this year raised more than $600,000. Congratulations to Board Chair Anne Steinhoff, Interim Executive Director Jerry Pape and Kathy Grandsaert. - Matt Beem, Susan Schneweis, Executive Vice President (Kansas City) and Jerry Haus, Senior Consultant (Kansas City)

• Purdue University (West Lafayette, Ind.) received a $100 million gift from the Mann Foundation for Biomedical Engineering to endow an Alfred Mann Institute at the university. This is largest single endowment ever created for Purdue. - Murray Blackwelder, Purdue University Senior Vice President for Advancement and Hartsook Companies Vice Chairman (West Lafayette, Ind.)

• Truman Medical Center Charitable Foundation (Kansas City, Mo.) recently completed its "Leading the Way" integrated fundraising campaign. Upon surpassing the original campaign goal of $28.5 million, a new goal of $36.5 million was set - that target too was quickly reached with an ultimate goal set at $50 million. In the end, more than $55 million was raised - not including the more than $5 million of in-kind gifts from pharmaceutical companies nor the $5.5 million committed for the new Vision Research Center. This campaign benefited from three challenge grants: J.E. and L.E. Mabee Foundation (Tulsa, Okla.) challenge for $1.5 million; J.E. and L.E. Mabee Foundation challenge for $1.3 million and Kresge Foundation (Troy, Mich.) challenge for $1 million. Congratulations to Executive Director Terry Snapp, and the TMC staff and volunteers. - Bob Hartsook

• Girl Scouts of the Midland Empire's (St. Joseph, Mo.) "Building a Great Future for Girls" major gifts campaign is progressing strongly. The philanthropic expansion initiative, which seeks more than $600,000 in capital, operating and endowment support over the next year, already has secured nearly $200,000, including the following recent gifts: $11,000 from the Harold Dugdale Charitable Trust, $15,000 from the W. Fairleigh Enright Charitable Trust and $25,000 from the Messick Trust. Congratulations to Board Chair Janet Steury, CEO Debbie Zabica and Director of Development Patty Mills. - Matt Beem

• Ozarks Food Harvest (Springfield, Mo.), a member of America's Second Harvest, The Nation's Food Bank Network, recently received a $500,000 Kresge Foundation (Troy, Mich.) challenge grant. With more than $2.3 million secured to date, the campaign must raise another $1.3 million before receipt of the challenge grant. The Charles O'Reilly Family, O'Reilly Automotive, Inc. (Springfield) serves as honorary chairs for this campaign to build a new warehouse and distributing center for the food bank. Jim Lewis and Mike Matson serve as co-chairs for the organization's first ever multi-million dollar campaign. The organization currently is required to turn away food donations due to lack of space, and specifically refrigerated space. - Robert G. Swanson

• The Salvation Army of Greater New York (New York, N.Y.) will honor The Honorable William J. Clinton during their black tie Spring Gala. The former president will be recognized for his extraordinary leadership efforts in the area of disaster relief, particularly related to the tsunami and Gulf Coast hurricane disasters. Good Morning America anchor Robin Roberts will serve as Mistress of Ceremonies. Robert B. Catell, Chairman and CEO of KeySpan (Richmond, Calif.) will chair the event. The event will raise $1 million in support of Emergency Disaster Services in the Greater New York area. - John Marshall, Salvation Army of Greater New York Director of Development and Hartsook Companies Vice President (New York, N.Y.)

• The Foundation for Shawnee Mission Medical Center (Shawnee Mission, Kan.) recently met their $1.2 million J.E. and L.E. Mabee Foundation challenge grant toward the "A Mission of Healing" campaign for the Critical Care Services Expansion. A $250,000 gift from Clinical Cardiovascular Associates completed the challenge. Gifts and pledges to the campaign currently stand at $12.5 million. Congratulations to Executive Director Lou Gehring, CFRE and Campaign Chair Tim Rodgers. - Bob Hartsook

• Corner House (Emporia, Kan.), a drug and alcohol treatment organization, received a $50,000 gift from Capital Federal Foundation (Topeka, Kan.) in support of its $1.3 million "Building a New Future" capital campaign - the first ever campaign in the 35-year history of the organization. The organization also is in its final months of securing challenge grants from The Jones Foundation (Emporia) and the J.E. and L.E. Mabee Foundation - each valued at $400,000. - Robert Swanson

• The Salvation Army Monroe Corps (Monroe, Mich.) is embarking on a campaign for a new corps community center, an expanded shelter facility and other program space. During the study phase of the campaign the Corps was pleased to learn of a significant estate commitment from a former Board member. Best of luck for a successful campaign to Major Michael Thomas and Board Chair Barbara McCoy. - Bob Hartsook

• Kansas Food Bank (Wichita, Kan.), a member of America's Second Harvest, The Nation's Food Bank Network, dedicated its new 40,000-plus square foot "Cargill Cares Complex" last month. The successful "Blueprint for Hunger" campaign raised more than $5.7 million for the new warehouse and distribution center and future maintenance. This was the first multi-million dollar campaign in the 25-year history of the organization. Congratulations to Executive Director Brian Walker and his staff, and Campaign Chair Don Meiergerd and his campaign leadership team. - Robert Swanson

• Boys & Girls Clubs of Arlington's (Arlington, Texas) Miss Cinderella Charity Ball, the oldest continuing social event and charity benefit in Arlington, raised $658,696 in 2007 - a record high for the seven-week campaign. Mary Alden Wilson, a sophomore at The Oakridge School (Arlington), raised $168,711, the largest amount ever collected by one person. The funds raised will be used for program operations, major equipment purchases and capital improvements. Congratulations to event Co-Chairs Marty Hubble and Karen Bass. - Fort Worth Star-Telegram

• American Humanics (Kansas City, Mo.) recently received a $5 million gift from the W. K. Kellogg Foundation (Battle Creek, Mich.) to fund the Next Generation Nonprofit Leaders Program (NextGen Leaders), a new competitive internship stipend program for American Humanics students. The program is designed to help a racially and ethnically diverse group of students with demonstrated leadership potential complete the requirements for AH certification in nonprofit management, specifically the 300-hour nonprofit internship. Congratulations to President Kala Stroup, PhD and Vice President, Development and Communications Richard Potter. - Bob Hartsook

• St. Paul's Episcopal Day School (Kansas City, Mo.) seeks to build a 33,000-square-foot addition to the main school building to house its early childhood program, which currently operates in the basement of the adjacent church. The $12 million campaign seeks $10 million for the addition and renovations to the existing building and $2 million for an endowment to support building maintenance and increased financial aid. To date, current school and alumni families, church members and foundations have committed nearly $5 million to the campaign. Congratulations to Co-Chairs Jill and Tom McGee, Board Chair Gordon Gee and Head of School Liz Barnes. - Matt Beem

• Rose Brooks Center (Kansas City, Mo.) recently received a $350,000 challenge grant from the J.E. and L.E. Mabee Foundation in support of its "Brighter Tomorrow" campaign to provide capital improvement, current operations and program enhancements. Congratulations to CEO Susan Miller and Board of Directors President Kate Ferrell Banks. - Bob Hartsook

Kudos

• Harvesters - The Community Food Network (Kansas City, Mo.) has been recognized by The Chronicle of Philanthropy as one of the top 400 nonprofits in America in 2006. According to The Chronicle's annual Philanthropy 400 survey, donations to American's largest nonprofits grew by 13 percent to $62.7 billion. Congratulations to Executive Director Karen Haren and Director of Resource Development Joanna Sebelien.

• Children's Mercy Hospital (Kansas City, Mo.) welcomes Brad Leech as its Vice President of Resource Development. Previously he was Senior Associate Vice Chancellor, Development and Alumni Affairs at the University of Arkansas for Medical Sciences (Little Rock). Mr. Leech replaces Davoren Tempel who retired after 17 years of service to Children's Mercy Hospital.

• Susan Garlinghouse (Topeka, Kan.) was recently honored as the American Business Women's Association Career Chapter Woman of Distinction. A Topeka leader for more than 30 years, Garlinghouse and her husband, Kent, founded Topeka Collegiate School. She is a charter member of the Women's Fund of the Topeka Community Foundation and a volunteer with CASA and Kansas Action for Children. She also financially supports Education for Girls in Niger, Africa and has provided funding for Topeka and Shawnee County Public Library's Born to Read literacy program.

Success Stories

"Great Kids, Great Futures" is one in a series of success stories from the ASR Philanthropic Publishing Reference Collection. This four-page, full-color presentation highlights the successful completion of the $4.5 million capital campaign of Camp Wood YMCA (Elmdale, Kan.). As the only extended-stay accredited YMCA camp in Kansas, Camp Wood serves the entire state and draws many children from beyond the Kansas border. This story talks to the importance of developing a plan for the future, the critical role of volunteer leaders, defining and involving your "community" - however large that might be - and the impact of fundraising as an institutional value.

If you would like a free copy (or a list of all Success Stories from the ASR Reference Collection), contact Tammy Weinman, tammy@hartsookcompanies.com or follow this link http://www.ASRpublishing.com.

Hartsook Best Practices Collection^SM

"Put prospects on a spreadsheet and assign them a code in your fundraising software. This allows you to develop individual cultivation, solicitation and appreciation plans for each prospect. You can closely track their activity and place a priority on the area of development that provides the largest return for your organization. - Alex Burden, CFRE, Truman Library Institute (Independence, Mo.)

If you are interested in Best Practices, check out these additional resources from Hartsook Companies:

• "Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing)

• "Best Practices Coast to Coast^SM"

• "Hartsook Best Practices Collection^SM"

For a free copy of "Best Practices Coast to Coast^SM" or the "Hartsook Best Practices Collection^SM", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com.

Hot Off the Press

Fundraising Magic - 33.5 Strategies for Turning Board Members into Money Makers by Hartsook Companies President Robert G. Swanson was officially released at AFP's 44th International Conference on Fundraising. This information-packed book serves to help volunteer leaders and staff build a stronger organization as they learn the importance of making fundraising a core organizational value. One nonprofit executive who recently read the book said it "changed her life" - now that's quite a testimony. Follow this link to order Fundraising Magic at the special introductory price of $15.00.

From the Podium

Hartsook consultants are available to speak to your organization on a variety of topics. Visit the Speakers page of our web site at www.hartsookcompanies.com to read more or email Tami Druzba at tami@hartsookcompanies.com

• Teresa Stohs, Vice President (Kansas City) will present a session on major donor cultivation on May 2 in Oklahoma City to the Oklahoma Chapter of the Association of Fundraising Professionals (AFP). On May 8 she will lead a board training session in Kansas City at a Concepts for Effective Services program through Catholic Charities.

• Robert Swanson will present "A Board with a Mission - How to Have One" on May 3 to the Eastern Oklahoma Chapter of AFP in Tulsa, and will present the same at the Kansas Community College Foundation Directors Conference in Overland Park on June 29. He presented this same session at a sold-out luncheon on Feb. 28 during the Council on Philanthropy monthly meeting in Kansas City. On March 26, Robert presented "Now What? How to Keep Motivated After a Major Campaign" during the 44th Annual AFP Conference on Fundraising in Dallas.

• Bob Hartsook will offer the keynote address during the Planned Giving Group of Greater New York's 15th Anniversary Planned Giving Day in New York on May 15. On June 28 he will present "The Nine Principles of Fundraising" during the Kansas Community College Foundation Directors Conference in Overland Park. He presented "The Endowment Campaign Made Easy" in Dallas on March 26 during the 44th Annual AFP Conference on Fundraising.

• Susan Schneweis will present "The Integrated Fundraising Campaign^SM is The Next Generation Campaign" during the AFP MidAmerica Fundraising Conference in Fargo, N.D. on June 4.

• Adrian Saregant, PhD, Robert F. Hartsook Chair in Fundraising at The Center on Philanthropy at Indiana University (Indianapolis) will present "Building Donor Loyalty" on July 10 during the Institute of Fundraising National Convention in London, England.

• Matt Beem presented "Are Different Generations of Givers Really All that Different?" in Hagerstown, Md. on March 20 during the Hagerstown-Washington County Chamber of Commerce Focus on Philanthropy celebration and "Philanthropists on the Rise: Gen Xers and Gen Yers" on that same date to the Western Maryland Chapter of AFP.

Recent New Clients and Extensions

So far in 2007, Hartsook Companies is serving 110 contracts on behalf of clients in 72 cities in 18 states and the nations of Lithuania and El Salvador with Campaign Assessments, Development Operation Reviews and ongoing campaigns. Recent new clients and contract extensions are listed below representing 43 organizations in 26 cities in 11 states and the District of Columbia.

• A Better Youth Foundation (Altus, Okla.)
• A Park for All (Mission, Kan.)
• American Humanics (Kansas City, Mo.)
• Arkansas Hospice Foundation (Little Rock, Ark.)
• Blackhawk Area Council, Boy Scouts of America (Rockford, Ill.)
• Camp Fire USA Alaska Council (Anchorage, Alaska)
• Camp Fire USA Inland Northwest Council (Spokane, Wash.)
• Camp Wood YMCA (Elmdale, Kan.)
• Child And Parent Services (Elkhart, Ind.)
• Christ Embassy International (St. Louis, Mo.)
• Christian Family Services of the Midwest, Inc. (Overland Park, Kan.)
• Douglas County Visiting Nurses and Hospice Care (Lawrence, Kan.)
• Fort Scott Community College (Fort Scott, Kan.)
• Fundasalva Foundation (San Salvador, El Salvador)
• Girl Scouts Rock River Council (Rockford, Ill.)
• Harvesters - The Community Food Network (Kansas City, Mo.)
• Jewish Community Relations Bureau/AJC (Overland Park, Kan.)
• Kauffman Center for the Performing Arts (Kansas City, Mo.)
• Kauffman Scholars, Inc. (Kansas City, Mo.)
• Metropolitan Medical Health Foundation (Overland Park, Kan.)
• Mid-America Arts Alliance (Kansas City, Mo.)
• North Carolina State University American Home (Raleigh, N.C.)
• Pratt Health Foundation (Pratt, Kan.)
• reStart, Inc. (Kansas City, Mo.)
• Rex Healthcare (Raleigh, N.C.)
• Shelter Living, Inc. (Topeka, Kan.)
• St. Paul's Episcopal Day School (Kansas City, Mo.)
• The Center for the Study of the Korean War (Independence, Mo.)
• The Center on Philanthropy at Indiana University (Indianapolis, Ind.)
• The Heritage Foundation (Washington, D.C.)
• The Salvation Army of Burlington Corps (Burlington, Vt.)
• The Salvation Army of Kansas and Western Missouri (Kansas City, Mo.)
• The Salvation Army of Metropolitan Detroit (Detroit, Mich.)
• The Salvation Army Monroe Corps (Monroe, Mich.)
• The Salvation Army Pontiac Corps (Pontiac, Mich.)
• The Salvation Army Washtenaw County (Ypsilanti, Mich.)
• Trails West Council, Boy Scouts of America (Wood River, Ill.)
• Truman Institute for Inclusive Community (Lee's Summit, Mo.)
• Truman Medical Center Charitable Foundation (Kansas City, Mo.)
• Truman Medical Center Lakewood (Lee's Summit, Mo.)
• University of Missouri-Kansas City (Kansas City, Mo.)
• Vision Research Center, UMKC/Truman Medical Center (Kansas City, Mo.)
• Wentworth Military Academy (Lexington, Mo.)

e-Hartsook on Philanthropy covers news of client successes and advancements in philanthropy, connecting with more than 10,000 persons monthly. We welcome your contributions. Please send brief news of success or good ideas you'd like to share to Tami Druzba, tami@hartsookcompanies.com, by the first of each month.

If you'd like a free subscription to e-Hartsook on Philanthropy - or its companion publication, the free, bi-weekly Strategies for Success - visit our web site at http://www.hartsookcompanies.com/subscribe.shtml or contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 316.630.9992.

Visit our web site: http://www.hartsookcompanies.com.