March 14, 2008

Celebrate Success!
A point of pride from
CEO Bob Hartsook

I have never known a successful fundraiser who didn't have the ability to stay unflinchingly focused. But before last year becomes a distant blur, together, let's shift our focus from "what's next?" to reflecting on where we've been. Please indulge me as I share some highlights of Hartsook Companies' 2007 success with you. Already in 2008, we are far exceeding our expectations, building on the most extraordinary year in our history.

• We began last year celebrating our 20th Anniversary. Twenty-one years ago, we started with a promising plan and a passion for helping people connect fully and meaningfully to effect change through philanthropy. Today our company is one of the top secular fundraising consulting firms in America. This is especially notable given we are decades younger than other firms of our size and scope!

• Last year we had a record number of clients - 225, with billions of dollars of goals - impacting 24 states, DC, and three foreign countries. Today, we can celebrate our sustained level of customer and employee loyalty only because our top-level consultants bring unmatched professionalism, ethics, talent, experience and personal commitment to every endeavor. We have earned the respect and confidence of a full range of local, regional and national clients, including Pro Football Hall of Fame, The Salvation Army Kroc Center in Detroit, University of Missouri-Kansas City School of Medicine, Claremont School of Theology, The Heritage Foundation, and many others.

• Adrian Sargent, the Hartsook Chair of Fundraising at Indiana University, is changing the landscape of fundraising in the world through innovative, research-based approaches to fundraising and philanthropy. Our close relationship ensures research from the Center of Philanthropy is integrated immediately into our work. We are fully committed to bringing research to practice in everything we do. The strength of our company is staying on top of the changes that result in growing philanthropy.

Where have you been, and what are your successes? Celebrate them now, before they become distant history, and give your colleagues and constituents the opportunity to share your pride. After 21 years, Hartsook Companies continues to bring that same passion and promise that we started with to every commitment of every size. Our company's success is beyond a point of personal pride - it's what makes our combined dreams a reality.

- Bob Hartsook, JD, EdD, Chairman and CEO (Wrightsville Beach, N.C.) bob@hartsookcompanies.com

Client Victories

In this issue: More than $20 million in new or recent gifts, including three of $1 million or greater.

• Seven months into their campaign Claremont School of Theology (Claremont, Calif.) is pleased to announce a gift in the amount of $5 million as the first lead gift in their $125 million campaign. Total pledges to the campaign to date amount to nearly $5.6 million. CST President Dr. Jerry Campbell said, "We couldn't be more pleased with this significant gift of confidence. We are especially pleased that the donor was a person whose values and commitments mirror those of Claremont." - Duane Dyer, ThM, Executive Vice President (San Francisco, Calif.)

• The Command and General Staff College Foundation (Ft Leavenworth, Kan.) proudly announced, on the second anniversary of its inception, the foundation's ambitious Board of Trustees and staff have raised $2.9 million toward their $10.5 million campaign goal. Congratulations to CEO Col. Bob Ulin (USA Ret.); Chairman of the Board and Campaign Co-Chair Gen. Bob Arter (USA Ret.), Campaign Co-Chair Hyrum Smith, Board President Tom Holcom and the entire Board of Trustees and Steering Committee! - Terry Snapp, MA, CFRE, Executive Vice President (Kansas City) and Bridgette O'Connor, MSW, Vice President (Kansas City) and Bob Hartsook, JD, EdD, Chairman and CEO (Wrightsville Beach, N.C.)

• Boy Scouts of America, Trails West Council's (Wood River, Ill.) "Gaining New Ground" campaign, which seeks a total of $8 million in capital, program and endowment gifts, is picking up speed. A $30,000 gift from Dr. Max Eakin (Edwardsville, Ill.), $10,000 gifts from Bob Wetzel and Carl Wetzel (Edwardsville, Ill.) and a $10,000 gift from Family Physicians (Edwardsville, Ill.) have pushed total campaign commitments to $1.31 million. Congratulations to Campaign Honorary Chair Bob Wetzel, Campaign Chair Dr. Max Eakin, Board Chair Paul Macek and Scout Executive Tim Garber. - Matthew J. Beem, MPA, CFRE, President (Kansas City)

• The Vision Research Foundation of Kansas City received a $25,000 grant from the Menorah Legacy Foundation (Kansas City, Mo.) to purchase state-of-the-art equipment to diagnose early stages of ocular diseases. Total gifts and pledges to the "Vision of the Future" campaign to bring world-renowned eye researchers to Kansas City to research and find treatments for Age-Related Macular Degeneration, Diabetic Retinopathy and other ocular diseases, stand at $10.4 million toward a $36.1 million goal. Congratulations to President Nelson Sabates, MD; and Board Co-Chairs Al Mauro and Mary Shaw Branton. - Susan Schneweis, Executive Vice President (Kansas City)

• The new Claremont Parks and Recreation Center (Claremont, N.H.) "Step up for Claremont" $9.6 million campaign got a big jump start from Claremont Savings Bank with a $3 million challenge grant and land to help create a new community center for the City of Claremont. With this gift, the new parks and recreation center is named the Claremont Savings Bank Park and Recreation Center. "As proud members of the Claremont community for 100 years, we are honored to donate this land and grant toward the development of a new community center," said Claremont Savings Bank Chairman of the Board Frank Reed. "We challenge other local businesses to join us as we build a place for our community to flourish." The City of Claremont also has generously earmarked up to $3 million for gap financing to support the project, in addition to the $1 million already pledged by the City. Congratulations to Executive Director Scott Hausler, and the Step Up for Claremont Committee! - Karin Cox, MFA, Senior Vice President (Wilmington, N.C.)

• The planned renovation and expansion of Purdue University's Mackey Arena (West Lafayette, Ind.) scored again with a $5 million pledge from a single donor. The gift from Purdue trustee, alumnus and businessman Katherine (Kay) and Michael Birck, combined with other donor giving, brings the university two-thirds of the way to its $30 million private fundraising goal for the facility upgrades. - Murray Blackwelder, MPA, Purdue University Senior Vice President for Advancement and Hartsook Companies Vice Chairman (West Lafayette, Ind.)

• Union Station Kansas City (USKC) is excited to announce it has raised more than $4.5 million toward its $5 million goal for the renovation of its new exhibit hall. Congratulations to President & CEO Andi Udris, former Director of Development Leslie Strube and the entire USKC development staff! - Bridgette O'Connor

• FUNDASALVA's (San Salvador, El Salvador) "Restoring Lives" campaign, which seeks $4.75 million for the acquisition of a new rehabilitation and administration facility, program support and endowment, is honored to announce that former U. S. Ambassador to El Salvador H. Douglas Barclay will serve as Honorary Chair of its campaign. Early campaign gifts now total $314,000. Congratulations to Board Chair Mathias Regalado and Campaign Chair Jaime Zablah. - Norma Murphy, Executive Vice President (Wichita) and Matt Beem

• The Community Foundation of Muncie and Delaware County awarded $25,000 to Second Harvest Food Bank of East Central Indiana (Anderson, Ind.), toward the "On the Move" integrated fundraising campaign for capital, program and endowment funding. Gifts and pledges to this $4 million campaign total more than $2.2 million. Congratulations to Executive Director Lois Rockhill, Associate Director Tim Kean and Campaign Co-Chairs Brad Condon and Jeanne Lee. - Susan Schneweis

• Black Hills State University Foundation (Spearfish, S.D.) has raised more than $1 million in gifts and commitments within just three months of starting their "Building on Strength and Stature" campaign. This marks the first capital campaign in the school's 125-year history. Congratulations to President Dr. Kay Schallenkamp and Vice President, Institutional Advancement Steve Meeker on this exciting and early success. - H. Layton "Bud" Cooper, Executive Vice President (Kansas City) and Terry Snapp

• Girl Scouts of America, Rock River Council and Boy Scouts of America, Blackhawk Area Council (Rockford, Ill.) are partnering to build a new service center that their organizations will share, among the first such building collaboration in the nation. The $4 million campaign is off to a strong start with gifts and pledges totaling $950,000, including a $600,000 gift of land from Armer Swanson (Rockford, Ill.); $150,000 from Chuck Bradley (Rockford, Ill.); and $200,000 from Ed and Mary Anne Rounds (Rockford, Ill.). Congratulations on the campaign's early momentum to Campaign Chair John Crohn, Campaign Vice Chairs Jody Dearie and Joe Licari, Girl Scout Executive Director Ruth Little and Scout Executive Don Kinney. - Matt Beem

• The Salvation Army Eastern Michigan Division (Detroit) capital and endowment campaign for the Ray and Joan Kroc Corps Community Center has received more than $1.1 million toward its goal of $48 million. Congratulations to Divisional Commander Major Norman Marshall, Divisional Interim Director of Development John Hale, Kroc Campaign Director Bill Greene and the entire Kroc Campaign Team. - Bob Hartsook

• The Adult Development Center's (Rogers, Ark.) "Building a Better Environment" campaign, which seeks $4.93 million for the acquisition of land, the construction of a new facility and endowment, is progressing strongly. Recent gifts include $445,000 from Affinity Partners, LLC (Bentonville, Ark.); $25,000 from the law firm of Matthews, Campbell, Rhoads, McClure, Thompson & Fyauf PA (Rogers); $174,000 from the Community Development Block Grant Program (Rogers); and $100,000 from Vera Heidbreder (Rogers). Congratulations to Honorary Chair Sharon Washburn, Campaign Co-Chairs Sarah Kendall and Rhonda Woodruff, Executive Director Brenda Neal and Director of Development Allison McElroy. - Matt Beem

• Family Life Center's (Riverton, Kan.) "Building Healthy Communities in Cherokee County" campaign, which seeks $2.24 million for the construction of a new day care center and community health education and wellness center, has successfully awarded all of the $150,000 Kansas Tax Credits awarded to the organization in July 2007. (Organizations receiving Kansas Tax Credits in July 2007 have until December 31, 2008 to issue the credits.) Congratulations to Executive Director Scott Jackson, and Director of Development Melissa Cromwell. - Norma Murphy

Kudos

• Ottawa University (Ottawa, Kan.) has named Kevin Eichner President. He will assume the post on July 1, 2008. Eichner, CEO of Enterprise Financial Services Corp. (St. Louis) since 2002, is a co-founder of the bank.

• Pro Football Hall of Fame has announced six 2008 enshrinees to be inducted in August: defensive end Fred Dean (San Diego Chargers 1975-81; San Francisco 49ers 1981-85); cornerback Darrell Green (Washington Redskins 1983-2002); wide receiver Art Monk (1980-1993 Washington Redskin; 1994 New York Jets; 1995 Philadelphia Eagles); cornerback Emmitt Thomas (Kansas City Chiefs 1966-1978); linebacker Andre Tippett (New England Patriots 1982-93); and offensive tackle Gary Zimmerman (Minnesota Vikings 1986-92; Denver Broncos 93-97).

• Lynn Hawks, Hartsook Companies Vice President, has joined the development of staff of the University of California, Santa Barbara - College of Engineering and the Sciences as Director, Major Gifts & Corporate Development.

Career Booster!

Looking to advance your career? Look to the Hartsook Consultant School: September 25-27, 2008. This intensive three-day program provides an opportunity to work intimately with our finest consultants to share practical, experiential and theoretical wisdom to fundraising professionals who are ready to take their profession to the next level. Email tammy@hartsookcompanies.com for more information.

Success Stories

"Great Kids, Great Futures" is one in a series of success stories from the ASR Philanthropic Publishing Company Reference Collection. This four-page, full-color presentation highlights the successful completion of the $4.5 million 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" - large or small - and the impact of fundraising as an institutional value.

CLIENT UPDATE: Since the official conclusion of this campaign - during which they committed to making fundraising an ongoing institutional value - Camp Wood has continued to raise funds in support of their efforts and continues to work hand-in-hand with Hartsook Companies President Robert Swanson to do so. Since the writing of this success story in late 2006, Camp Wood has raised more than $1.45 million

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

 
Hartsook Best Practices Collection^SM

"We raise money for a burn camp. In order to express appreciation to donors the staff take photographs of the children and assign one child to send a thank you with the picture to the donor. The donors love it. One donor was so pleased he sent 10 kids to camp for a week. (It costs $100 to send a child to camp for a day.) If an organization donated products, their thank-you note features the kids using those products." - Anonymous

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.

Book of the Month - Special Price

Nobody Wants to Give Money Away!
Bob Hartsook's fourth book, and perhaps his most insightful, is motivating, entertaining, and right on target. It's true, as Bob says, nobody wants to give money away. But it's just as true that people want to invest in making positive changes in the lives of others. That's why philanthropy works. Through stories, humor and more than two decades of fundraising experience, Bob explores the nine fundraising truths essential to success. As an added treat, Nobody Wants to Give Money Away! is filled with illustrations by Mark Litzler, whose clever fundraising cartoons appear in The Chronicle of Philanthropy, The Wall Street Journal, Barrons and The Harvard Business Review. March Special Price: $6.00. Enter code MAR08 (regular price $11.95) plus $3 S&H. To order Nobody at this special price email Tammy Weinman at tammy@hartsookcompanies.com or call her at 316.630.9992.

Welcome Aboard

With 40 Hartsook consultants and staff situated in 21 cities across the country, we are pleased to announce the following additions which serve to not only increase Hartsook's geographic reach but to further broaden the firms overall fundraising expertise.

• Rachel Larsen, Senior Consultant (Kansas City), joins Hartsook Companies after serving as Manager of Special Events and Volunteer Services for Marillac Center for Children (Overland Park, Kan.). Prior to that, she was in development at The University of Kansas (Lawrence).

• Dale Levy, Vice President (Bartlesville, Okla.), comes to Hartsook Companies from the Rocky Mountain Institute (Snowmass, Colo.) where, as Development Director, he managed a fundraising effort that has secured nearly $23 million from individuals, foundations and corporations.

• Lisa Marcia, Fundraising Manager (Los Angeles), demonstrated excellent organizational, communication, and documentation skills as Executive Assistant and Special Programs Coordinator at SE Corporation.

From the Podium

Hartsook Companies is committed to furthering the education of professional fundraisers and nonprofit executives. To that end, Hartsook consultants are available to speak to your organization on a variety of topics at no fee. We ask only that you cover all related travel expenses. Follow this link to read more (www.hartsookcompanies.com/speak.shtml) or email Tami Druzba at tami@hartsookcompanies.com.

• Bob Hartsook, Matt Beem, Robert Swanson and Terry Snapp spoke to a standing-room-only crowd of 200 participants during Fundraising: No Better Investment, the Hartsook Companies seminar held in Kansas City on Jan. 4. Topics included an industry overview, comprehensive annual development programs, the Integrated Fundraising Campaign and preparing your Board for their goals as fundraisers.

• For the third consecutive year Hartsook Companies provided speakers for the fundraising track during the American Humanics Management Institute. This year's event, held in Kansas City in early January, marked American Humanic's 20th Anniversary. The speakers attracted more than 200 students. Their sessions: Matt Beem - "Nine Proven Principles of Fundriasing;" Norma Murphy - "The Next Generation Campaign" and "Foundations & Corporations are People Too;" Susan Schneweis - "Fear Factor: The Face-to-Face Ask" and "So Now You are the Executive Director of an Unknown, Under-Funded Agency."

• Also during the American Humanics Management Institute - Bob Hartsook and Matt Beem addressed a group of 50 campus program directors on a change in fundraising curriculum. Dr. Bob Long, Director of Greater Battle Creek Programming and Senior Program Officer, W. K. Kellogg Foundation (Battle Creek, Mich.), noted, "Bob is right - we need less education on the technique of fundraising and more based on donor relationships."

• Bob Hartsook made three presentations on Jan. 17 in Baltimore during MajorGiving: The Conference, a gathering of fundraising professionals from National Public Radio stations and conglomerates from across the country. His sessions: "Nobody Wants to Give Money Away," "How to Get Million Dollar Gifts" and "A Board with a Mission: How to Have One."

• Matt Beem participated in a teleconference on Feb. 7 with the Young Development Officers Group within the Planned Parenthood federation. The topic: "Eight Essential Insights for Young Development Professionals." On March 27, Matt will present "Developing your Development Office" during the Council on Philanthropy's monthly luncheon meeting in Kansas City. He will present "Women as Philanthropists" on April 1 during the 2008 Association of Fundraising Professionals International Conference on Philanthropy in San Diego. In May, Matt will conduct several fundraising workshops during the Boy Scouts of America National Meeting in San Diego.

• Karin Cox will moderate a discussion on capital campaigns during the Winston-Salem Fundraising Summit on April 10 in Winston-Salem, N.C.

• Bridgette O'Connor will participate in a MajorGiving teleconference in mid-March that will address fundraising issues in a troubled economy.

• Adrian Sargeant, PhD, Robert F. Hartsook Chair in Fundraising at the Center on Philanthropy at Indiana University will present a half-day seminar March 20 for the Association of Fundraising Professionals, Greater Milwaukee Chapter. He will discuss building donor loyalty and talk about what research has done for fundraising. He will explore many recent critical trends in donor behavior, giving patterns, and the concerns of today's donors. http://www.afpmilwaukee.org/programs.htm.

Team Teaching

• On March 22, Adrian Sargeant and Bob Hartsook will come together in Indianapolis to teach an Indiana University graduate-level class on major gifts.

Between the Lines

• In "Fundraising Strategies for Troubled Times," an article by Holly Hall of The Chronicle on Philanthropy (January), Bob Hartsook serves as a source for looking at successful companies during a recession.

• "Top Ten Solicitation Mistakes," a chapter from Bob Hartsook's first best-selling book Closing that Gift!, has been selected as part of the curriculum for Planned Giving for Nonprofit Organizations, a course offered through North Park University (Chicago, Ill.).

• Bridgette O'Connor's Article, "Fundraising in a Slumping Economy," appeared in Christian School Products (March). http://www.christianschoolproducts.com/currentIssue/fundraising.htm

Good News!

The Center on Philanthropy at Indiana University and United Way of America will develop an important partnership, thanks to a $6 million Lilly Endowment grant. This grant to United Way of America will make possible research and training for future leaders in the United States and internationally. More information about the Center on Philanthropy is available at www.philanthropy.iupui.edu. More information about Lilly Endowment is available at www.lillyendowment.org . More information about the Robert F. Hartsook Chair in Fundraising at IU is available at http://newsinfo.iu.edu/news/page/normal/4207.html

Recent New Clients and Extensions

At the conclusion of 2007 Hartsook Companies had clients with goals totaling more than $3 billion. So far in 2008, Hartsook Companies is serving 104 contracts on behalf of clients in 55 cities in 22 states, the District of Columbia, Europe and Central America with Campaign Assessments, Development Operation Reviews and ongoing campaigns. Recent new clients and contract extensions are listed below representing 29 organizations in 18 cities in 8 states and the District of Columbia.

• American Humanics (Kansas City, Mo.)
• American Royal Association (Kansas City, Mo.)
• Black Hills State University Foundation (Spearfish, S.D.)
• Blackhawk Area Council, Boy Scouts of America (Rockford, Ill.)
• Claremont Parks and Recreation (Claremont, N.H.)
• Corner House (Emporia, Kan.)
• Donnelly College (Kansas City, Kan.)
• Family Guidance Center for Behavioral Healthcare (St. Joseph, Mo.)
• Family Life Center (Riverton, Kan.)
• Fort Scott Community College (Fort Scott, Kan.)
• Full Circle Senior Adult Day Center (Norman, Okla.)
• Harvesters - The Community Food Network (Kansas City, Mo.)
• Hetlinger Developmental Services (Emporia, Kan.)
• Kansas City School of the Arts (Kansas City, Mo.)
• Kansas City Zoo (Kansas City, Mo.)
• Kansas Food Bank (Wichita, Kan.)
• Neosho County Community College (Chanute, Kan.)
• Olathe Medical Center Charitable Foundation (Olathe, Kan.)
• reStart, Inc. (Kansas City, Mo.)
• Susquehanna Council, Boy Scouts of America (Williamsport, Penn.)
• The Barstow School (Kansas City, Mo.)
• The Foundation for Shawnee Mission Medical Center (Shawnee Mission, Kan.)
• The Guidance Center (Leavenworth, Kan.)
• The Heritage Foundation (Washington, D.C.)
• University of Missouri-Kansas City School of Medicine (Kansas City, Mo.)
• Union Station Kansas City (Kansas City, Mo.)
• Truman Medical Center Lakewood (Kansas City, Mo.)
• United Way of Elkhart County (Elkhart, Ind.)
• Vision Research Center (Kansas City, 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 Gretchen DiGiovanni, gretchen@hartsookcompanies.com. You also can reach her at 316.630.9992.

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