the PLAN
" We are going to do a capital campaign David, and you are going to run it." My strategy would be approved by phone once I arrived at the printer. I used the blueprints of the facility to create a large campaign brochure with three bespoke inserts. We would utilize the piece for direct mail, event and in person solicitation with maximum utility and economy. I had a handful of board members as the first development committee and during my second week we announced the Whitman-Walker Society, the Clinic's first major donor group. I leveraged the necessary actions of the campaign to; improve direct mail, establish a standard for events, and formalize giving groups, which enabled us to attract the largest gift ever bestowed upon Whitman-Walker. I also helped to develop a book of Miss Taylor's life in pictures which was presented as the "ask" in securing the most important advocate for our mission in the world.
the results
$ 4.2 Million raised against $2M goal
I turned the box of index cards into a fundraising database for major donors giving $1,000 annually or more and grew the fledgling Whitman-Walker Society, from 50 members to 400 in only ten months. The structure and brand identity I created remained unchanged for over 20 years.
I worked with two volunteers to develop a strategy to secure and utilize Dame Elizabeth Taylor's name and endorsement for the clinic and a number of engagement opportunities.
Direct Response - A lavender envelope with a letter requesting $25 signed by Elizabeth Taylor delivered to women in the metropolitan DC area, produced one of the most successful campaigns in the country -75% renewal 27% response from acquisition.
Concurrently, a board run telethon with Miss Taylor making calls in between interviews with media outlets helped further leverage her engagement.
Part of the Major gift strategy included articles in 5 out of town publications helping former Washingtonians to donate at the Society level. Lastly, the "Guess Who's Coming to Dinner" night of mystery guest dinners hosted in homes all over the city had one dinner where every seat but one had been auctioned to highest bidder. For those who had dinner with Elizabeth Taylor, it was talked about for months.
The organization received a $2M gift to the campaign, its largest gift ever.
the project: the human rights campaign (HRC) national headquarters
.PNG)
the PLAN
Establish a robust major gift program, leveraging corporate sponsorships to include corporate strategy and funding research and policy, build a foundation program that went past AIDS work we no longer did, to launching an award winning planned giving program, HRC was an organization that would take everything you had to give. Fortunately, I had a lot to give. With a mandate to institutionalize Philanthropy at HRC, it's a wonder I had the time to develop and pitch "Equality Rocks" to the CEO. I built a team of brilliant fundraisers who in turn helped me teach 150 motivated activists how to make the ask. Through our work, HRC identified the funding to secure a headquarters site and remodel it to reflect the values of the organization and move from a fringe membership group to that of a national political powerhouse.
the results
I built a national volunteer led fundraising structure to serve in identifying and cultivating major donor prospects in 23 different communities. I also built a finance model that would signal staff travel to a community and the template of activities and events to be completed so that "everyone breathing oxygen" would know HRC was in their city and there was a place for them to engage no matter their donation.
Tripled major donor revenue from $3M to $9M
Grew team from two to seven using a revenue equation to support bringing on additional staff
Represented HRC at events with 50 to 3,500 and speaking on live TV elevating recognition of and respect for the organization.
Advocated for and helped build strategy to secure President William Jefferson Clinton to speak at the inaugural HRC National Dinner. This was the first time a sitting president spoke publicly to a "gay" group.
Worked with two major donors to develop Equality Rocks a concert in the nation's capital designed to show America the LGBT community was no different than anyone else.
Worked to produce and emcee a candlelight vigil on the steps of the US Capitol Building within 48 hours of a young man being left to die hanging on a barbed wire fence...for being gay.
the project: the research center at The Theodore Roosevelt memorial ranch
the PLAN
1- Conduct Feasibility Study.
Determine capacity of 50 "member for life" board of directors to donate and raise $12M funding to; endow University of Montana professorship, build a research facility at the Theodore Roosevelt Memorial Ranch on the eastern face of the Rocky Mountains, raise the profile of the "founding fathers" group to that of the vanguard of conservation inquiry, leadership and practice.
1a Create The Campaign for Wildlife materials, strategies and media plans to speak to an audience of Conservation leaders and high net worth individuals.
2- Leverage Campaign
Utilize campaign committee structure to create committees that would remain post campaign and meet operational needs of the organization while reflecting the storied history of the group credited with saving wildlife for America.
2a Launch first "membership campaign". My research estimated $250,000 annual revenue from three tiered program during a 6 month membership drive announced in 10 different publications as an interview during quiet phase of campaign, announcing the Campaign for Wildlife in first annual appeal. Surpassed goal realizing $350,000 in 6 months. 40% of new membership donated 2x or more in inaugural year. $500,000 in membership raised in year one.
3- Leverage time treasure and talents of each Director through a series of interviews, creating action plans, work and travel calendars, a correspondence package with templates for every probable letter they would be sending,, their prospect list with request amounts contacts and funding process for each Coordinated all meetings to ensure either I or the president of the organization would be in attendance.
the results
$14 Million raised
1,000 new Associate Members
Elevated recognition and respect of the organization.
A research station on the eastern face of the Rockies that helps the organization prove best practices qualitatively and quantitatively.
Increased utilization of Theodore Memorial Ranch as a living laboratory and practitioner's paradise.