“Your audit has become a valuable tool for re-energizing the foundation’s board, restructuring the fundraising staff, and establishing management priorities. Your breadth of knowledge and understanding of every phase of development work has focused our fundraising activities and enabled staff to design proposals appealing to a wide variety of new major gift donors.”

Edie Pearson
Executive Director
Broward Community College Foundation
Fort Lauderdale

AMERICAN RED CROSS IN GREATER NEW YORK

Assignment

PCR was hired to help the American Red Cross launch a major gifts campaign across its 10 New York area chapters. The firm:

  • Created and conducted workshops for board and staff members on how to identify major gift prospects and solicit major gifts
  • Researched hundreds of prospects identified by the board and staff
  • Planned a series of events to attract and identify new major gift prospects and prospective board members

Results

  • A major gift program was successfully launched.
  • All chapter events doubled or tripled their net revenues within 2 years.
  • A full-time Major Gifts Officer was hired to continue and expand cultivation and solicitation efforts.

AMERICARES

Assignment

PCR was hired to ramp up the organizationís individual giving program by assessing its research needs and providing counsel on all aspects of the program. At the time, Americaresí individual major gifts program was nascent. The direct mail program had recently swelled with gifts for the Katrina and South Pacific tsunami emergencies. PCR worked with Americares for eight consecutive years to strengthen its fundraising program, particularly individual major gifts. The firm:

  • Created a process to review, segment, renew and upgrade the direct mail gifts, where appropriate
  • Directed a database wealth screening of 100,000 names
  • Trained all development staff on basic research, donor cultivation and the creation of a prospect pipeline
  • Recommended the hiring of additional staff
  • Identified, researched and qualified donors with the highest giving capacity and strongest inclination to upgrade
  • Guided the analysis, prioritization, rating and assigning of prospects to gift officersí portfolios
  • Advised on strategies for donor cultivation and engagement
  • Instituted the practice of screening and/or researching attendees prior to all major events so appropriate cultivation assignments could be made
  • Provided ongoing strategic counsel on the identification, cultivation and solicitation of major and planned giving donors and prospects
  • Advised on the creation of an Americares India Circle to build support and awareness of the organizationís work in India

Results

  • Created a robust major gifts program, including a comprehensive research effort
  • Increased giving from major donors by 700% in 8 years, from $522,262 in 2006 to $4.2 million in 2014, including a $100,000 annual gift in the summer of 2008
  • Increased the donor pool by 88% in 8 years, from 371 in 2006 to 700 in 2014
  • Increased net income from the annual benefit by 81%, from $817,067 to nearly $1.5 million over 2 years from 2012 to 2014
  • Identified prospects for Americares India Circle and held two cultivation events in the first year
  • Identified and guided the cultivation of new donors through the Americares India Circle. These donors are now part of the major gifts portfolio, including one that has contributed $700,000 to date

Click here to view a presentation on this assignment.

BROWARD COMMUNITY COLLEGE FOUNDATION

Assignment

PCR was hired to assist the development office in launching both major gift and planned giving efforts. The firm:

  • Conducted an assessment of the development office
  • Recommended a restructuring of the department and the implementation of additional resources
  • Focused development efforts on new constituencies in the community
  • Facilitated a board retreat to engage more board members in fundraising

Results

  • The Foundation launched major gift and planned giving campaigns.
  • The majority of recommendations were implemented within 6 months of completion of the development audit.
  • Board giving and fundraising efforts increased.
  • PCR was retained on an ongoing basis to help Foundation launch additional campaigns.

INTERNATIONAL RESCUE COMMITTEE (IRC)

Assignment

PCR was hired initially to provide research for a capital campaign feasibility study and ultimately to serve as campaign counsel for an endowment campaign. There were multiple challenges: IRC at the time had poor name recognition and a weak major gifts program. Also, the board at the time did not have the capability to provide leadership gifts for a multi-million dollar campaign. The firm:

  • Collaborated with the Vice President, Development to begin a smaller special-purpose campaign to test and strengthen campaign readiness. The campaign honored a well-known financial and philanthropic leader in New York City
  • At the successful conclusion of the initial campaign, enlisted the honoree as the chair of a $60 million campaign
  • Identified and helped enlist two internationally known honorary campaign co-chairs
  • Provided the in-depth prospect research that was the basis for new prospect identification, custom solicitation strategies and effective briefings for solicitors
  • Guided the set-up, growth and sophistication of IRCís internal research and major gifts units
  • Trained development staff in prospect research techniques
  • Worked with IRC for a total of ten years to strengthen its major gifts and overall fundraising results

Results

  • IRC exceeded its original campaign goal of $60 million and extended the campaign, setting a new goal of $100 million
  • The campaign concluded with $110 million raised, exceeding its goal by 10%
  • Using the endowment campaign as a springboard to ramp up its overall development efforts, IRC increased annual revenue from $24 million to $62.5 million

Click here to view a presentation on this campaign.

LINCOLN CENTER FOR THE PERFORMING ARTS INC.

Assignment

PCR was retained to help launch the first ever “Lincoln Center Festival” within 6 months. The firm:

  • Developed lists of new prospects for individual, foundation, corporate, and planned giving solicitations
  • Researched potential prospects
  • Trained development staff in prospect research
  • Created a research resource center at client’s office
  • Recommended new members for the board
  • Increased asks to the board

Results

  • $4.5 million was raised in 6 months for the Lincoln Center Festival.
  • Giving by the board increased.
  • New board members were successfully recruited.

NEW YORK JUNIOR TENNIS & LEARNING (NYJTL)

Assignment

PCR was hired to help relaunch NYJTLís $11 million capital campaign after giving slowed in 2008 and stalled in 2009. The firm:

  • Devised a strategy to relaunch the campaign, which entailed soliciting and securing a new $1-million gift and hosting a cocktail reception to announce the gift, using the event to cultivate new and existing campaign donors
  • Researched and identified new prospects and current donors to invite to the reception, including members of private tennis clubs and the wealthiest tennis players in the NY Tristate area

Results

  • PCR helped NYJTL secure a $1-million gift, which was announced at the reception
  • This helped inspire a new $1-million challenge gift from a prospect identified by PCR
  • The challenge was met in 90 days with gifts from new prospects, repeat campaign donors and staff
  • Fundraising continued for the next three years
  • Near the end of the campaign, NYJTL secured a third gift of $1 million and held two more events in 2014 (one of them at the home of a prospect identified by PCR), yielding more than $600,000 each
  • The campaign was successfully completed by early 2015

Click here to view a presentation on this campaign.

NEW YORK-PRESBYTERIAN HOSPITAL
& WEILL-CORNELL MEDICAL COLLEGE

Assignment

PCR was hired to conduct an audit of the development department’s research operations to assess its readiness to support fundraising efforts for an upcoming capital campaign. The firm:

  • Interviewed senior management, major gift officers, and researchers to determine their current and future needs
  • Assessed resources, tools, budgeting, systems, research profiles, staff skills, and departmental structure
  • Recommended staff restructuring, revamped research profiles and accessibility, and suggested new search tools
  • Trained staff to use new research tools to upgrade the quality of information discovered

Results

  • New-York Presbyterian Hospital successfully launched a $1 billion capital campaign and retained PCR to provide research and strategic guidance.
  • Weill-Cornell Medical College is gearing up for a campaign.
  • PCR assisted the client in setting up a high-end direct mail program to solicit gifts of $1,000 or more and identify new prospects with major gift potential.
  • Research profiles were of higher quality and more accessible to major gifts staff and, as a result, more widely used.

Click here to view a presentation on this audit.

SINOP KALE EXCAVATIONS, TURKEY

Assignment

PCR was hired to design and implement a fund-raising program to raise private funds for an archaeological excavation in Turkey, co-directed by two American archaeologists. The project, Sinop Regional Archaeological Project, which was about to start its second season of a planned 15-year phase of excavations, had received grants from prestigious funders such as the National Endowment on Humanities and three American universities but had no private donors (individuals, foundation or corporations), no house list, and no experience soliciting and stewarding private donors. The firm:

  • Identified and qualified high-asset Turkish Americans and individuals with family, social, or business ties to Turkey; family and independent foundations with grantmaking interests related to Turkey; businesses with interests in Turkey; individuals and foundations interested in archaeology in general and archaeology in Turkey in particular
  • Interviewed the American co-directors to identify prospective donors and door-openers
  • Created a major donor society, Friends of Sinop Kale Excavations, with a threshold gift of $1,000 and customized donor recognition privileges for annual donors up to $50,000+
  • Managed the writing, design, printing and mailing of a 6-page, full color case statement and a full-color, invitation-style solicitation brochure for Sinop Kale Excavations, including a custom reply card, envelopes and accompanying solicitation letter
  • Mentored the co-directors in cultivating and soliciting private donors
  • Strategized and produced three cultivation events in high-profile sites in New York City, Los Angeles, and again in New York City
  • Attended meetings with event hosts, door openers, and individual and corporate prospects; and wrote proposals for corporate donors
  • Created an annotated guest list, incorporating new names offered by event host and host committee

Results

  • A first-time 5-figure gift from an individual donor
  • A first-time 5-figure corporate in-kind gift that defrayed operating expenses in the field
  • Two 4-figure gifts from a foundation with Turkish grantmaking interests
  • After one year, the Project has an active mailing list of more than 600 individuals, foundations, and corporations with linkages and interests to the Project
  • Fundraising from private sources has gone from $0 to more than $40,000 despite political turmoil in Turkey
  • Plans are underway to solicit a $100,000 gift and several gifts in the mid-4 and 5-figure range
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