Gift of Adoption 2016 Chapter Conference 1

Gift of Adoption 2016 Chapter Conference 1

Gather for the Gift Video Djino and Benedicte Video

Imagine the Possibilities Gift of Adoption Core Values - Be Scrappy: I can’t believe how much they get done on a shoestring budget - Honor all involved: I was treated with kindness. - Amplify gifts of time and treasure: I get so much more out of it than I put in 3

Honor All Involved “OH MAN! This is our son Sage! We are so beyond honored and blessed to have been awarded a grant from Gift of Adoption!! We don't have the right words to express our thanks!” Gift of Adoption Core Values - Be Scrappy ǀ Honor all involved ǀ Amplify gifts of time and treasure 4

GOA 2016 Honor Award Recipient Gene and Lucy Wyka GOA Founders Gift of Adoption Core Values - Be Scrappy ǀ Honor all involved ǀ Amplify gifts of time and treasure 5

Amplify Gifts of Time and Treasure “For Nora, everything has changed. ” Gift of Adoption Core Values - Be Scrappy ǀ Honor all involved ǀ Amplify gifts of time and treasure 6

GOA 2016 Amplify Award Recipient Gift of Adoption Core Values - Be Scrappy ǀ Honor all involved ǀ Amplify gifts of time and treasure 7

Be Scrappy Gift of Adoption is my #1 charity. Why? Because it does such heart-warming work with great determination and passion. It runs on a shoestring because the priority it awarding the grants to support adoptions. Gift of Adoption Core Values - Be Scrappy ǀ Honor all involved ǀ Amplify gifts of time and treasure 8

GOA 2016 Scrappy Award Recipient ZOE Gift of Adoption Core Values - Be Scrappy ǀ Honor all involved ǀ Amplify gifts of time and treasure 9

Friday Agenda . 9 am Engaging Donors Disney drawing 11: 30 am Tool Box 12: 00 pm Lunch 1 pm GOA Strong Chapter Boards 2 pm November 2016 Brand Campaign 3 pm Adjourn 10

Monday Morning Quarterbacking: Gather for the Gift: Feedback . How was it? What about the ‘economics’ Relevant / transferable take-a-ways for something you all night do in your market…

Best Practice Idea _ Carolinas Chapter Inaugural Event . What did you do? - Each board member invited ~20 couples to dinner/drinks at local country club - Cost of event sponsored by the board allowing for 100% of money raised to go towards grants - Grant family spoke about why GOA helped them complete their adoption - 2 board members spoke about why they are involved in GOA and what GOA can do - Had several high quality live and silent auction items and donation cards at the event - Had a few donors planted to ensure auction items would be bid up 12

Best Practice Idea _ Carolinas Chapter Inaugural Event . Why it worked - Made event fun and low key / not stuffy - Had donors lined up in advance to make sure auction items would have strong bids - Had good entertainment and a professional auctioneer (and some alcohol, too…) - Board members committed to getting friends there and having a good turnout - Didn’t charge for entry – costs covered by board (now made more exclusive = charge) Do’s and Don’ts / Lessons learned - Make event fun but also share the message about GOA - Most $ is raised before you walk into the room 13

Best Practice Idea _ Inaugural Event (NH) What did you do? Quaint gathering to introduce GOA Mission to friends, family, colleagues. Goal: 30 guests . Venue: Interesting venue w/ some type of a draw, Convenient location for most of your board, Free or close to no cost to you to use space, Space has adequate seating and audio visual for your program presentation, Be sure physical space allows for low turnout (big space/few people equals a negative) Economics Keep it personal…through personally noted invitations, RSVP necessary to control expenses In-kind donation for food and beverage and/ or costs underwritten by board Who do you invite? Board member friends, community philanthropists, people in community who have a relationship with adoption. Families including children, who have received GOA gifts in your state How to invite them? Include all three: Save the date email, Snail mail invitation, Personal phone call /reminder, a week before the event Dates/times that seem to work best: Mid week, immediately after work… 5: 30/6: 00 14

Best Practice Idea _ Inaugural Event (NH) Program: Initial half hour to 45 minutes is meet/greet while board members engage participants in conversations . focused on GOA. Welcome: About us /Why we are involved, About GOA/GOA story, Introduce a GOA family/personal stories, Thank you and ask for donations (Be ready to take contributions at the event - get a square) Inaugural Event Follow up Media and Press release- discuss E-message to all invited guests (those who did/didn’t come) with key message from evening – quote from grant family, link to video shown, etc. Personal thank you to contributors from the local chapter Getting Started helpful hints Local address and PO Box List of local foundations and their mission statements Identify key people in your community who have adopted children Personal contact/visits and follow up yield optimum results 15

Best Practice Idea : Women’s Tea. What it is: afternoon house party Who is the market: women in host’s circle Who should host: Ideal for new supporters, non -board volunteers When it works: weekday afternoons when guests’ children are in school Where: supporter’s home 16

Women’s Tea, Cont’d. Why it works: High yield-to-cost ratio. Low personal risk (doesn’t require many guests to feel/be successful, as small group can feel exclusive). Comfortable starting point. Comfortable place to share story of involvement/Go. A mission. Can raise enough to fund single grant– easy to sell that goal; easy follow-up with donors; easy to repeat Lessons Learned: u Guest list should not be limited to adoptive moms. u Be clear about your fundraising goal: to join together in getting one child adopted. u Keep costs low ($100) u Make all communication personal. u Promote dedicated URL and encourage corp. matches 17

Creative, smaller events- What are we doing? . What are you doing? Putt golf tournament – small tournament with sponsored holes and longest drive contest – profit $1, 055 March madness brackets – ESPN brackets with 100% of proceeds going to charity – profit $350 Geeks who Drink – Pub quiz with give-aways – profit $300 Restaurant profit shares – work in progress but basically have people show up and a percentage of the sales go to the charity 18

Creative, smaller events- Why its working. Why it’s working • Minimal set-up and overhead • Easily advertised on social media • Short events are easier to organize with the sponsor • Enough small events = a larger event and potentially have the same (or more) people exposure • Cheaper entry fees = more diverse population learning about the GOA mission 19

Creative, smaller events – Do’s and Don’ts. Lessons learned • You must accept that it might not make a lot of money • Some events are about spreading the word and not about making money • Be prepared for highs / lows as you learn • Don’t be afraid to fail – consider it a learning opportunity • Listen / watch what other smaller charities are doing • Don’t invest a lot of money unless you know you can meet your expense ratios • Focus on “fun” and use social media to pump it up • 1 out of every 10 requests lead to a strong possibility; DON’T STOP TRYING!!! 20

Best Practice Idea – WI Chapter Trivia Event Structure: • • • Informal/relaxed setting Table attendees are friends/acquaintances Grant Family presentation and Special Appeal (new this year) Why it works so well: • • Engaging emcee Fun and entertaining topics Friendly competition built in between tables Good price point ($125 pp/$1000 table) Do’s and Don’ts / Lessons Learned: • • • Ask for donations through a special appeal (“Let’s raise enough $$ tonight to bring one child into a loving family…etc”) Approach mid-level companies vs large corporations Better check-out/payment procedures 21

Best Practice Idea - House Party. What is it -Annual fundraising event held on a Friday night in November -House/venue is “stunning” and changes each year Why it is working - Very cost effective - Guests enjoy attending a great party in a beautiful home/setting - Caterer is an adoptive family and gives us a great deal - Fun theme - Local grant family gives testimonial Do’s and Don’ts / Lessons learned -Keep number of live auction items to no more than 3 -Have lots of interesting silent auction items and/or raffle items -Utilize technology for registration/checkout 22

Pattern of Success with Events? . Collective brainstorm / take-a-ways re: patterns of successful event fundraising 23

Primary Source of Giving: Individual US 2014: $358 billion . GOA FY 15 thru 3 Q $2 million GOA FY 15: FY 16: $2 M Community Groups 6% Bequests 8% Foundations 15% Family Foundations 15% Corporate 18% Individual 61% Individual 72% 24

Biggest Vulnerability in Events: Attendance. How to get more people to an event? • Creatively leverage the networks of your Board members • Explicit expectation for invitations—how many? • Invite book clubs, tennis teams, work groups, school groups —great discussion starter/appeal • Dig deep thru your own large “treasure map” – you may know more potential guests than you initially think. • Leverage previous attendees: Invitation stuffing gatherings, Table captains, Specific skills? • Phone calls to previous attendees/new invitees before event • Research others whom you’d like to attend. See if 6° of separation – you can reach them. • Other ideas? 25

Events Must Show Impact AND be Fun Donor Engagement Drivers Meet org employees (Very and Somewhat Important) Meet other volunteers/donors Fun Meet those helped Interesting and educational Teach me about org and impact Make a difference 0% 10% Volunteering 20% 30% At Event 50% 40% 60% 70% 80% 90% 100% Other key factors for events: Feature personal stories (76%); Pre/Post Communication (63%) Other key factors for volunteering: Well organized (91%); Personally rewarding (80%) Source: Abila Donor Loyalty Study 26

Engaging Event-goers into Donors. 74% of Guests Are Much More/Somewhat More Likely to Give After Attending An Event! 27

Donor Cultivation Begins After the Event • Personal notes and/or phone calls to thank all who gave. • Broader thank you communication to share impact • Sent to all invited, includes mission impact story • Link to donate for those who didn’t attend • Save the Date for next planned event • Photo spread in key publications—affirmation for those who attended and remorse for those who didn’t • Follow up meetings: education and engagement • Solid supporters: thank, engage • New, major donors: educate, understand, thank, engage • Major donors: those who attended and didn’t attend 28

A Personalized Thank You Makes a Difference 80% Reaction to Recognition (Would Love or Wouldn't Mind Receiving) 70% 60% 50% 40% 30% 20% 10% 0% Personalized Thank You Mail You Email Source: Abila Donor Loyalty Study Info on Specific Programs Personalized Thank Public Recognition You Call 29

Engagement is KEY to Your Next Gift 30

Unpacking the Gift “Moment of Truth” . 6% Community • The ‘forensics’ of our larger individual gifts ($1, 000+) $120 k • What did it look like at the meeting/sound like on the call? • What precipitated the appointment / how did you land it? • What was the result? 31

What Donors Consider When Making a Moving beyond friends and family Larger Gift 32

Cultivation Conversation • • Thank You Demonstrate the Impact of Their Gift Ask Open Ended Questions to Understand What is Important to Them • What aspect of GOA’s mission intersects with their philanthropic interests, values and concerns? • What was their motivation for giving? • Learn: How would they like to interact with GOA? Receive communications? • Take notes—update donor database Help the donor understand the problem and GOA’s solution • Address reputation, governance and impact • Communicate larger scale of GOA—larger goals means larger gifts! Make it personal—link GOA’s progress to things the donor cares about (Maybe) Invite to a gathering, giving program, volunteer opportunity, or ask for a referral 33

Together, We Can Move the Needle on will stable Adoption “Elianafree ofgrow up in aabuse. home substance She’d have ended up in the foster care system if we hadn’t been there to adopt her. She’ll have access to good medical care, a strong education, and will have a big extended family who loves her a lot!” “Issac was found abandoned in Ethiopia when he was one month old. When attempts to find relatives were exhausted, adoption became a way for him to have a family. Gift of Adoption’s support in getting him home means more than you could ever know. ” 34

A New Philanthropic Priority With 250, 000 adoptions worldwide annually and 18 million children available for adoption right now, the probability of being adopted is only 1. 5%. Our grants are a win-win on a humanitarian and economic level. However, for every grant we fund, we still must turn away two. And, every time we enter a new state, applications from that state increase. The need clearly exists. As the largest provider of non-discriminatory adoption funding, it is GOA’s obligation to be a leader in the field and support individuals who need a little help filling the financial void which separates them from the child they already love. You don’t need to adopt to give a child a family. Communicating this big idea could readily advance adoption funding from a $5 million cause to a cause with $50 million or more in support – making it possible for 5, 000 or more children a year to have a family. 35

Individual Giving Programs Directed to fund core operations: . • Friend of the Fund: $1000/yr for 3 years • Investor Board: $2500/yry for 3 years • Major Gifts GOA centrally led appeals* • Annual appeal: November • Giving Tuesday: December • Giving Circle (late spring) In FY 16 $150, 000 of the $750, 000 for Directed to fund Grants* grants is raised through ‘national’ donors • Journey Fund (monthly giving) • Giving Clubs: $1000 annually or $3500 over 3 years ($100/mo) • Giving Circles: $3, 500 to $7, 500 raise for a particular child / family – chapter or volunteer driven with their network Leveraging other Fundraising Platforms* • Amazon Smile • United Way/CFC • Big Give • Other community giving days * Donor’s gift is directed to grants or core Based on donor’s preference Other Ways to Give* • Gifts of Stock • Vehicle Donation • Bequests • In Kind • Gifts in honor or memory 36

Cultivation worksheet. Name Date Address Family Information Occupation Other Charities Supported Email Phone Preferred Method of Contact Communication Preference Primary Draw to GOA Engagement Possibilities Meeting Date Notes/Next Steps 37

Collaborative Cultivation . Conversation introducing GOA New Donors Invitation to an event All Donors Personal thank you note or phone call Meeting Support/GOA “stuff” Meetings with Key Donors *A one minute thank you call can increase retention by 30% Phone call within 48 Hours* Post event thank you email Acknowledgment letter within 5 days Personal touches/thank you’s Annual Report/Enews/Social Media/Local Press Updates to Donor Mgmnt System Yellow: Chapters Blue: National 38

Why Do Donors Leave 44% of all reasons presented are … in 100% of our control. 39

If Done Right, Just 5% of Time is “the ask” What role do you naturally gravitate to? . How about other members of your board? 20% 25% What’s a good fit for their interests? 25% 5% 40

Best Practice Idea _ Wisconsin Leadership Giving Club What is this / how is it structured. • Annual giving donor club for those making one-time gift of $1, 000 or $1, 200 annually for 3 yrs • Focused giving for children being adopted into Wisconsin homes • Structured as annuity style giving program complementing event style fundraising Why it works so well • Unique personal outreach with intimacy and impact different than group approach • Direct relevance to donor, personalized quarterly updates on children • “Swagger” of belonging to a club which reflects the best of an involved and caring community • Free admittance to GOA events and other perks (thank you event etc. ) Do’s and Don’ts / Lessons learned • Year round effort of cultivation and stewardship • Each donor is unique with their own compass • Keep campaign simple and understandable • Don’t make assumptions 41

10 minute BREAK . Eliana. Adopted from U. S. A. Grant awarded October 2014. to Monika & Paul of Madison, WI Eliana will grow up in a stable home free of substance abuse. She would have ended up in the foster care system at birth if we had not been there to adopt her. 42

Disney Drawing. 43

Foundation, Community and Corporate GOA FY 15 thru 3 Q FY 16: $2 M GOACommunity $2 million FY 15: . Groups 6% MAIN IDEAS to share $13, 000 $3, 500 • it’s good work if you can get it! Family Foundations • these behave a lot like Major Gifts 15% • serendipity favors the prepared mind $3, 000 Corporate 18% Individual 61% $372 Individual gifts represent 95% of all gifts + generate 61% of total revenue $800, 000 in revenues from these groups 44

Today’s Motivating Factors Individual. • Achieving Personal Fulfillment • Emphasis on Personal Engagement Foundation / Civic Groups • Achieving Mission Goals • Emphasis on Nonprofit Outcomes and Collaboration Corporation • Achieving company goals • Emphasis on Corporate Social Responsibility

Securing Grants from Family Foundations GOA FY 15 thru 3 Q FY 16: $2 M GOACommunity $2 million FY 15: . 1% of no. of gifts and 15% of revenues Groups 6% Family Foundations 15% % of gifts # of gifts Individual 3388 Corporate $1, 259, 738 18% 61% Family Foundation 15% Community 24 avg. gift $ 372 $ 317, 281 $ 13, 220 6% 34 $ 120, 084 122 $ 364, 084 Individual 61% $ 3, 532 18% Corporate total gift $ 2, 984 $2, 061, 188 46

Family Foundation ‘environment’ Pool of Potential Supporters • Approximately 35, 000 Family Foundations in the US (this is an estimate based on Foundation Center numbers of Independent Foundations - the technical tax classification - who have family involvement) • In chapter states - Child, child welfare, and focus on areas like adoption, foster care, orphans, etc. PLUS those whose total giving is more than 50 k is 3200 and more than likely it would be more than 5, 000 in chapter states. Patterns of family foundations • 75% do not accept unsolicited requests • 83% provide general operating support • 86% have discretionary funds • 86% of giving is through personal connections • Many ‘repeat’ for a number of years if charity fulfills its end of the bargain (terms of acceptance, reporting, stewardship)

GOA Experience w/ Family Foundations Where we have succeeded: Top 17 ($2500 or greater) No. with direct connect = 13 They found GOA =2 Generic Application = 2 $ 75, 000 Montei Foundation $ 50, 000 John & Carol Walter Family Foundation Inc $ 50, 000 Mr. Richard Keller $ 25, 000 Cameron-Schrier Family Fund $ 25, 000 Daniel P. Haerther Charitable Trust $ 12, 500 George Lucas Family Foundation $ 10, 000 The Jack and Dorothy Byrne Foundation, Inc. $ 10, 000 The Triad Foundation How we have succeeded The Ralph and Eileen Swett Foundation $ 10, 000 Moritz Family Foundation of The Columbus Foundation $ 9, 250 Friesen Lumber Company Foundation, Inc. $ 8, 500 Barrette Family Fund $ 5, 000 Kastory Family Foundation $ 5, 000 Dorothy Inbusch Foundation, Inc. $ 5, 000 The Gentile Family Foundation $ 3, 000 The Susan A. and Donald P. Babson Charitable Foundation $ 3, 000 The Kathleen Morrison Charitable Foundation $ 2, 500

GOA Experience w/ Family Foundations Initial research conducted utilizing: existing GOA lists, Foundation Directory Online search, and research of foundation donors to mission-similar organizations. Common Application research and submissions in: IL, WI, MN, CO and TX - didn't yield funding. Prioritized existing chapter states and foundations with approaching deadlines To date, proposals submitted in: IL, WI, MN, TX, CO, FL, PA, NC • 58 proposals and/or LOIs submitted to date – super majority in chapter states. 3 grant received (Innovating Worthy Projects, Babson, Inbush) • ~7% success rate

Securing Grants from Family Foundations Process Change OLD PROCESS 1. Research 2. Write/Submit Proposal 3. Inquire about personal connections NEW PROCESS 1. Research 2. Inquire about personal connections 3. Develop relationship – inquire about fit? 4. Write/Submit Proposal

Implications of our Learning Focus on research More targeted proposals based on personal relationships Writing MUST stress local funding, local families Ultimately – it looks / behaves a lot like Major Gift Prospecting and Cultivation Researching – engaging – asking - loving

Going Forward New way of Collaborating going forward • List of foundation prospects being developed for all chapter states (CT, NH, FL and IL are complete) • At about 2 groups/mo we’ll prepare existing chapter states – If a volunteer or member on your board wants to dive in w us – great • Prospect lists will include names of foundation board and staff members to identify existing prospects, or to begin to develop relationships. • Introduction letter/email template has been developed

Community Groups GOA FY 15 thru 3 Q FY 16: $2 M GOACommunity $2 million FY 15: . 1% of no. of gifts and 6% of revenues Individual # of gifts 24 $ 317, 281 $ 13, 220 34 18% avg. gift $ 372 $ 18% 6% Corporate total gift 3388 Corporate $1, 259, 738 15% Community Family Foundations 15% 61% Family Foundation Groups 6% $ 120, 084 122 $ 364, 084 $2, 061, 188 Individual 61% 3, 532 $ 2, 984 53

Community and Civic Type of groups. Civic Groups: Kiwanis, Rotary, Modern Woodman, Community Foundation (i. e. ) Columbus Foundation), Churches, Schools (ie Northwestern Dance Marathon), Athletic Clubs, Fraternities, professional associations Giving money AWAY is in the DNA of their core mission. Our aim is to become a worthy beneficiary How access Research grant-like opportunities and apply ‘cold’ Speak at gatherings / network into the opportunity through someone in the group’s fold to be invited to apply 54

Community Groups Recent Experience with 8 . groups of $2, 500+ They found GOA =0 Generic Application = 2 $ 50, 000 Church of Eleven 22 $ 10, 000 Modern Woodmen Fraternal Financial Personal Connection = 6 Lightning Community Hero $ 5, 000 First Congregational Church of Wauwatosa $ 5, 000 University of Illinois Orange Krush Foundation $ 3, 750 New York Yankees Tampa Foundation $ 2, 500 Christ Church $ 2, 500 Kiwanis (FL and IL) $ 2, 500 55

Best Practice Idea – Leveraging 3 rd Parties What is it -Family and corporate foundations raise money and want to find “benefitting” charities to . donate funds to - Community or Civic Groups like “ 13 Ugly Men” and Kiwanis also are looking for new, reputable charities as beneficiaries Why it is working - Local board members have connections with a foundations and community groups (PGA Wives; Kiwanis; Hillsborough County Bar Assoc; Gentile Family Fund; Triad Foundation; Yankees Foundation; Charity Polo Classic, Kiwanis, etc. ) - GOA has good visibility and credibility in our community - We often provide volunteer support at an event - We continually keep our eyes open for new opportunities and ways to build relationships with foundations and community groups Do’s and Don’ts / Lessons learned - Appreciation and showing them who their gift benefitted - Without a board member connection, it is an uphill battle to be selected 56

Engaging Corporations in GOA Mission GOA FY 15 thru 3 Q FY 16: $2 M Rather than just writing checks, GOA FY 15: . zeroing in on causes that reflect their corporate missions. Community $2 million Groups 6% 3% of gifts and 18% of revenue Family Foundations 15% % of gifts # of gifts total gift avg. gift Corporate Individual 61% 3388 18% $1, 259, 738 $ 372 Family Foundation 15% 24 $ 317, 281 $ 13, 220 Community 6% 34 $ 120, 084 $ 3, 532 Corporate 18% Individual 61% 122 $ 364, 084 $ 2, 984 $2, 061, 188 57

Sources for Corporate Support Outright gift – direct contribution (Event Sponsorship). Matching gift – match of employee’s gift (1: 1, 2: 1, 3: 1) Cause Partnership (Advertising and marketing – public visibility) *2/3 of Americans report they would switch brands if the product is connected with ‘doi Employee volunteers – time, talent and expertise Pro bono – professional services on pro bono basis In-Kind – delivery of products Corporate Foundations – separate granting vehicle By far the most prominent way Companies give is through donation of in-kind goods (services) Facilities – access to buildings, telephones, printers 58

Experience w/ Corporate Gifts Microsoft Matching Gifts Program $ 26, 641 matching gift Tech Data Product Management $ 21, 000 company donation Liebert $ 20, 000 donation Kirkland Ellis Foundation $ 19, 632 sponsorship Fourcrown Inc $ 17, 000 sponsorship Corrum Capital Management LLC $ 15, 000 sponsorship Brown Gibbons Lang & Company $ 15, 000 sponsorship Quest IRA Inc $ 14, 300 causepartnership gift Trade. Forecaster Global Markets LLC $ 10, 000 sponsorship Navigant Consulting $ 10, 000 sponsorship RBC Capital Markets LLC $ 7, 000 sponsorship CGI Technologies and Solutions Inc. $ 6, 500 donation Ecolab Foundation $ 5, 700 company foundation gift VOA Associates Incorporated $ 5, 000 sponsorship Value. Act Capital $ 5, 000 sponsorship Horizon Pharma $ 5, 000 sponsorship Personal Connection = all They found GOA =0 Generic Application = 0 59

Going Forward Focus w/ Corporations . Deepening existing connections US BANK Emily Kellogg Board Fellow project. Corp. Foundation $ 5, 000 Employee Matching $ 4, 500 Event Sponsorship $ 8, 000 1 National Board Wisconsin 3 Chapter Board WI and IL Cross-selling / up-selling HQ in MN and business presence in 20+ states FY 16 Recruiting Board Members from Target Companies Researching – warm introduction – engaging Pursue matching gift opportunities – proactive / consistent 60

Leveraging Corporate Connections . Generating greater amount of Matching Gift $$ On donor acknowledgement letters Noticing email addresses At time of on-boarding – load info into donor database On event invitations / on the on-line donation form - Custom Database, GOA Account http: //giftplus. hepdata. com User Name: giftofadopt 1 Password: welcome 123 Enter name of Company + state and it provides a summary of the program and how to access/forms to secure matching gift 61

Corporate Matching Gifts Grainger. Foundation #: 4130000 Last Updated: 2016/01/25 Foundation Name: MG Foundation Name: Grainger Matching Charitable Gifts Program Company Name: Grainger Contact Name: c/o Good Done Great Position/Title: Grainger Matching Charitable Gifts Program Address: c/o Good Done Great 4101 E. Louisiana, Suite 502 Denver, CO 80246 Phone #: (855)437 -4768 E-mail: grainger@gooddonegreat. com; matchinggifts@grainger. com Fax #: Primary Web Address: https: //community. grainger. com/secureauth 10/Matching Gift Forms or Login: Company form available on-line INTERNET INTRANET. URL: https: //app. donatewell. com/#/account/login Guidelines URL: http: //forms. matchinggifts. com/Grainger. Letter. pdf Minimum dollar match: $25. 00 Maximum dollar match: $7, 500. 00 Total per year per employee: $2, 500. 00 Match Gift ratio: 3: 1 Gift Dist. Fiscal Year: 0112 Additional Gift Ratio Instructions: Additional 62

Serendipity Favors the Prepared Mind. Find all the red things in the room Louis Pasteur was a French chemist and microbiologist renowned for his discoveries of the principles of vaccination, microbial fermentation and pasteurization 63

15 Minute – BREAK – Working Lunch . 64

Tools: Website Redesigned website launched 12/15. Clean, modern look with added functionality Built on Wordpress Mobile friendly – Scales automatically to screen size/display settings. Looks great on mobile devices and monitors! More robust chapter pages to support events, social media, giving campaigns Giving Circles: http: //giftofadoption. org/krygiel/ Social Media Feeds: http: //giftofadoption. org/get-engaged/texas-chapter/ Chapter Events: http: //giftofadoption. org/get-engaged/ohio-chapter/ Chapters can control their own content if interested! @giftofadoption. org email addresses for all chapters 65

Tools: Marketing Brochures. Signature Brochure – “Rethink the Impact” Annual Report About GOA trifold Referral Outreach trifold About GOA one-pager Nathan Postcards Presentation decks Corporate Deck A’la Carte Handouts GOA promotional items - Café press (http: //www. cafepress. com/giftofadoption) - Vista. Print (order through National office) - Silicone wristbands (Colorado Chapter) 66

Tools: Marketing • Graphic Design Volunteer • Available to help w/ invitations and website/social media graphic design to support events • Brand/Style Guide for reference if creating your own • Google Ad. Words • Free modified Ad. Words program offered to non-profits • Used previously, will evaluate if time is right to do again 67

Tools: Videos/Photos • You. Tube youtube. com/giftofadoptionfund • 30+ videos including Falling Down PSA, Dear Gift of Adoption series • Vimeo vimeo. com/giftofadoption • 25+ videos including Domestic Fund series, 20 th Anniversary, GOA Orientations and Trainings and Photo Loops for events • Flickr flickr. com/photos/giftofadoption • Hundreds of PR Approved children/family photos 68

Tools: Social Media Each Chapter has a Facebook Page -Chapter Boards encouraged to appoint member to manage Facebook page/posts. -Follow all accounts – like, share, comment often to improve reach for everyone -Private Facebook group for Chapter Social Media leaders to share ideas/practices National Manages one Twitter, Linked. In, Instagram accounts All Play: -can relay any Chapter news on request Post Board Recruiting ‘ads’ on your Facebook and Linked. In 69

Tools: Engaging Families • Family Speaking at/Attending event. • Shaneetra can help arrange for a grant family to attend chapter events. • Once family is confirmed, chapter liaison hosts family • Families will be invited to participate in each of the 30 November Brand Campaign events • Facebook Posts • Families encouraged to post photos on Facebook page • Grant Stories • Each family completes evaluations • Evaluations used for stories, quotes • If PR authorized, stories and photos can be used in e-news, donor stewardship, press releases, etc • Journey Fund Appeal • All Grant Families invited to join Journey Fund (monthly giving program) in spring at least one year following grant 70

Tools: Online Fundraising • Amazon Smile. • GOA receives donation equal to 0. 5% of sales made when shoppers use smile. amazon. com • Proceeds distributed quarterly • Tix 4 Cause • Sell unneeded tickets and donate proceeds to GOA • Buy tickets for any event and GOA receives portion of ticket price • Ebay Giving Works • Sell on e. Bay and designate portion of sale price to GOA, designate 100% and pay no fees! • Give Local Campaigns • Community Foundation Giving Drives (North TX, Omaha, Connecticut, Columbus, Minnesota, etc) • Often include matching pools, prizes 71

Tools: Online Fundraising • Giving Circle tools • New GOA Website!. • Razoo. com • Lower fees • Feature rich • Easy to use • Firstgiving. com • Basic features/look • Crowdrise. com • Skews younger • Higher fees • More social 72

Tools: Constant Contact • Communications • Formatted emails. • Open/Click data • Use for • Enews • Event Invites • Event Management • Event landing pages • Event registration pages • Event guest lists • Event calendar listing • Credit card/Paypal payments • Create communications to guests 73

Tools: Other Fundraising • CFC (Combined Federal Campaign). • Workplace giving for government employees/miltary • Workplace posters/flyers available • Speaking opportunities in local markets • United Way • Workplace giving • Any UW donor can write in Gift of Adoption (39 -1863217) • Vehicle Donation (v-dac. com/org? id=39 -1863217 ) • Donate unwanted vehicle for tax deduction • Sold at auction, proceeds to GOA • Kroger Cares • Loyalty card holder designate GOA as charity beneficiary of their shopping • Carson Days (communitydayevent. com/) • Sell coupon books for Bon-Ton brand stores 74

Tools: Square • What is Square? (squareup. com) Square is a device that plugs into the headphone jack of any i. Phone or Android phone to accept credit card donations/payments at events • Accept Visa, Mastercard, Discover, American Express donations • How does it work? • Download the Square Register app (free) onto your mobile device • The square can be used with i. Pod, i. Phone, i. Pad, or Android devices • If you also use Square for a personal business - you can use the same device and same app - you will just need to make sure you are logged into the app with your GOA login • All users can have their own account (let Brian know) • When you access your account for the first time, accept the option to have a free card reader shipped directly to you. • **VERY IMPORTANT NOTE**: Square does not pass the buyer/donor name to us. When processing payments, there is a place to enter what they are purchasing. To help w/ post-event processing and donor stewardship (matching donors to their gifts and thanking them), please enter the donor name/item in the note field. • Connect with Brian for quick training before first use 75

Tools: Board Communications • Cloud File Sharing Sites • Use whichever your team prefers. • One Drive • MS team project • Drop Box • Google Drive • Conference Call/Online Meetings • Free. Conference. Call. com • Account for each chapter • Go. To. Meeting • One account for GOA • Schedule if needed for online meeting • Eversnap App– Photo Sharing 76

Best Practice Ideas _ Board Communication What are you doing? • Managing our resources through multiple online tools to enable working professionals in a large, spread out area to have access that doesn’t require in-person handoffs • Writing up each event for reference and to make sure we have it clearly thought out • Having meetings via conference and video calls Tools include: • Dropbox to share documents • White Papers for our events • Detailed minutes and agendas • Email communication threads (one topic per thread) • Zoom video & audio conferencing 77

Best Practice Ideas _ Board Communication Why it’s working: . • White Papers have helped us stay on track, measure our success, decide whether to try an event again and document how to change it for future reference and to share across the team. • Texas is a spreadout state. Just in the DFW area, the President and Vice President live almost 2 hours apart without traffic. • Email chains keep communications going between meetings. • Working professionals would rather contribute their time to the cause rather than time to driving or phone calls. • Keeping documents digital instead of on paper allows for easier onboarding of new board members, a centralized location to keep materials, and things don’t get lost. 78

Best Practice Ideas _ Board Communication Do’s and Don’ts / Lessons learned. • Do the white papers. They WORK. We require the board member responsible for the event to write before and after and to share it centrally with the group. • Centralizing documents has been huge. Do it. • For conference calls, emphasize that just because you are not meeting in-person doesn’t mean the meeting should be any less of an obligation • Video calls have been challenging due to bandwidth where people call in from. We are still working out the details on that, but expect it to improve. • Email chains have helped to keep the communication going between meetings and keep things moving. • Ensure that each email chain/thread is only about 1 topic. 79

Tools: Referral Outreach • Outreach to Adoption Community in Chapter Markets • In conjunction with Chapter – reach out to. • Adoption Support Groups • Local Adoption Groups on Social Media • Adoption Community Groups • Adoption Ministries • Adoption Agencies • Adoption Attorneys • Previous Grant Families • National Outreach to Quad-A Attorneys & COA agencies • Resources 4 Adoption Sponsorship • Includes targeted communications 80

Tools: Annual Report / Audited Financials • Audited Financials • Audit of full organization takes place each August. • Resulting in Audited Financial Statements • IRS Form 990 • Annual non-profit tax return • W-9 Tax Form • Data from Audited Financials and 990 used to produce… • Annual Report is great introductory collateral • Snapshot of previous year/state of the union • 6 years of Annual Report, 990 s and Audited Financials are available on GOA’s Guidestar profile • http: //www. guidestar. org/profile/39 -1863217 81

Tools: PR Hometown Stories / Board news • Hometown Stories • Turn adoption success stories into hometown media tours • Select and media train grantee families in chapter media markets • Craft press releases around GOA adoptions to leverage with local media • Pitch family and chapter leaders for media interviews, bringing adoption stories to life • Encourage viewers/listeners/readers to get involved in GOA • Highlight local efforts and chapter events • New Board Member Announcements • Social Media • Local Business Journals • Alumni Magazines/Networks • Customizable press materials and templates • Community Event Calendars 82

Tools: Secure Site Link • Walk through secure site link • Access from the footer of any GOA webpage or directly (giftofadoption. org/board-resources/) PW: vision 2020 • Categories of information • Financial Materials • Brand / Marketing Materials • Videos and Grant Family Photos • Legal/Governance Materials • Grant Program Materials • Chapter Standards • Chapter Event Materials • Chapter Board Recruiting Materials • Chapter Leadership Council • Chapter Foundation Tools • Chapter Enews • Gift of Adoption Social Media Pages 83

5 Minute – Quick BREAK . 84

FY 16 Recruiting Results thru Q 3. YTD Newly contracted board members/volunteers = 96 (projected to reach 120) (FY 15 newly contracted board members/volunteers = 59) 85

Chapter Board Member Recruiting Process (abbreviated) . Two leaders identified in key city Emerging chpt ADs/alerts placed Candidates inquire, receive basic info; tracking and screening begin Screening continues; 1 st interviews occur when applicable Viable candidates forwarded to chpt for 2 nd interview Viable candidates receive offers; contracting begins Backgr’nd check is performed; once approved, board member is introduced to board Candidates welcomed by chapter and begin working 86

Board Member Sourcing Our ‘ideal’ candidates. - Have business acumen and director-level (and above) experience - Demonstate GOA core values and want to work toward goal (emphasize that chapters are working boards!) -Have fundraising/sales experience and / or are excited about raising money -Happy to give $250 - 500+ / year to GOA based on personal capacity (goals is for GOA to be in a national/chapter board member’s top 1, 2 or 3) Where we find them - Online (primarily through Volunteer. Match. org) + Facebook / Linked. IN posts - Referrals ** new ideas ** - Linked. In / Corporate outreach appeals Try to see who a 1 x or 2 x connection with David Osswald!! - Contract with recruiting organization – ie Board Connect 87

Board Member Engagement. Team Members Roles - Immediately identify a “job” to match a new board member’s passions and strengths to the chapter’s needs (promotion, finance, corporate gifts, tactical details, etc. ) - Identify individual, independent fundraising gigs where a team member can immediately start planning to impact chapter goal Team logistics – What ideas help support smooth, productive team logistics and better engage one another in board service? 88

Board Member Engagement . When it works…. Board members are engaged donors, meeting chapter goals and bringing in more supporters. They extend their terms, move on to Investor or National boards, continue to grow donor base and bottom line. When it doesn’t work. - Can we screen better for fit from the start? - Can we engage do more to retain best board talent? (mentoring, training, ‘loving’ more by sending anniversary notes, etc. ) - Ways to usher someone from board (any examples to share? ) Time/Interest Has Time Has NO Time LOVES GOA Isn't INTO GOA Engage on GOA Board Direct to other charity to find perfect fit DONOR Bless and release to find perfect fit 89

Other Kinds of Boards / FR Vol. Teams. Fundraising Committee – geographically based Illinois (North Shore, West Suburban) A group of non-board members who work independently to help Chapter Board reach its goals. Junior Board Members typically have 5 -10 years professional work experience Texas ~ Carolinas ~ Illinois High School Junior Board Illinois 90

Best Practice Idea _ Carolinas Chapter Junior Board What is it / how does it work? . -Group of young professionals (i. e. , under 35) organized around the GOA mission -Group creates events targeted towards their demographic, creating extension for the GOA brand mission Why it’s working -Great 2 -person leadership team who are plugged into the main chapter board. 200 guests at event. - Hold awareness event in Aug to recruit JR Board members and get folks engaged, layer in giving opps, very low overhead for high yield Do’s and Don’ts / Lessons learned -Let the young professionals create opportunities that are natural for their age group, as long as they are consistent w/ GOA mission + brand -Avoid overlap in scheduling events during similar time periods (we now plan things out in advance) to avoid confusion 91

Best Practice Idea _ IL Cpt. Junior Board What it is. The Junior Board exists to build awareness and raise funds for the Gift of Adoption Fund among young professionals or aspiring young professionals in the Illinois area. Why it’s working It’s building awareness through continued membership and events that the Jr. Board hosts. Creating a buzz with members and their individual networks and planning creative, fun & engaging events continues to help spread the GOA mission. Do’s & Don’ts / Lessons Learned Assigning new/existing members to specific roles whether annually or for specific events helps engage members and a feeling of purpose rather than being a member “at large”. Monthly meetings or conference calls to keep members engaged. Having marketing materials for all events. Attendees need something to look at and connect to; i. e. storyboards, table tents, etc. Take Jr Board members that have a real desire to be active and take on leadership roles, not those who just want credit for being a member or part of the organization so they look good on paper. 92

Junior Board- TX. Cpt. What is it? . Sub-board of the charity that is under the direct leadership of a Senior board member. Organized meetings take place and all activities are monitored. Goal is to spread the word and message to the younger generation. In addition, the leadership skills gained are usable throughout life and we expect them to become Senior members in the future. Junior Board Profile: • Young professionals (ages 21 -28) • Passion for adoption • Leadership skills/qualities • Referral from Senior/Junior members 93

Junior Board Commitments. Sign annual conflict of interest statement and notify GOA of potential conflicts Make a personal gift of $100 or more annually Participate regularly in Junior Chapter Board monthly conference calls Participate in fundraising events and activities Execute specific areas of responsibility Participate in social media activities (Linked. In, Facebook, Twitter) Provide support to the Senior Board 94

Junior Board – Why its work? . We are still figuring out how to make it work. We started with 5 members in early 2016 and lost 3 of them. We added 3 new members in 2016. Our focus moved away from younger college kids to young professionals. This test is still underway but is looking good thus far. For right now, we have limited input on what is working. 95

Junior Board – Lessons learned. Dos • Give it a try • Have a very committed and patient Senior board sponsor • Find members with a passion for adoption • Remember they are GEN Y and you can’t change that • Find the best means of communication (email/text/messaging) Don’ts • Expect them to stay engaged during peak school periods • Expect them to communicate effectively and timely • Manage them the same way you manage Senior members 96

Junior Board Benefits Help unite children with loving families. Boost your résumé strength with a leadership role in a not for profit organization Hours of participation could be used toward community service requirements Opportunity to utilize the charity and its resources for school projects (especially those in the Marketing, Social Member, Leadership, and Social services disciplines) Have fun (we thrive on events that play to your social circles) Be part of something that promotes building “Forever Families” for children in need. 97

Best Practice Idea _ HS JR Board WHAT IS THE GOA HIGH SCHOOL JUNIOR BOARD? *video by Phillip Ellerman *Patrick Schafer *Brendan Schafer WHY IS IT WORKING? *Eliza Tilson LESSONS LEARNED? *Morgan Sheridan *Luke Parks *Katelyn Cody

Best Practice Idea _ HS JR Board IL High School Junior Board Video

5 Minute – Quick BREAK . 101

Brand Campaign: Purpose Increased brand awareness is a building block of our 500 in 5 strategic growth plan - as it provides 'air cover' for the leadership recruitment and fundraising efforts of our national and existing/emerging chapter boards. Gift of Adoption will establish an annual national media campaign to take place each November (National Adoption Month) The Brand Campaign will galvanize our efforts to substantially increase Gift of Adoption's brand awareness and the general public's experience of the Gift of Adoption mission and brand promise. “It is not about selling stuff. It is about creating a strong provocative relationship between a good business and its customers” - Nike 102

Campaign Objectives and Strategies Objectives: 1. Abundant media coverage (across varied platforms) 2. Corporate Engagement Opportunities 3. Turnkey local ‘tactility’ events to energize Board members and stakeholders (donors/donor groups) in a meaningful, missionconnected way 4. Consistent with “ 500 in 5” strategy Strategies: 1. A grant awarded in 30 states/markets around the country (a child a day) during the month of November (coincide w/ national adoption month) 2. Leverage chapter footprint and stakeholder networks 3. Secure and engage corporate and celebrity (past speakers) endorsers 103

Brand Campaign Theme Celebrate the Donors! Donor-Centered Donors are the heroes of the story Donors – look what you make possible! Gift of Adoption donors, board members, and supporters are trendsetters in making adoption a philanthropic priority. Video and PR events depict in a fun, provocative way what donors are making possible for the children we serve. Call to Action: Join us! Message: If you believe that having a family is a basic right for children everywhere - join us! Tactility: “Final Mile” walk events in 30 markets during November 2016 (one each day) 104

Brand Campaign PR Support • Bring to life what Gift of Adoption helps make possible • Identify grantee families with recent and inspiring adoption stories in each event market • Conduct media training with families and chapter/GOA representatives to serve as local GOA ambassadors • Connect media to grantee families + GOA leaders + local event • Craft press releases around GOA adoptions • Highlight local statistics and GOA impact • Pitch event, families and GOA representatives to local media – targeting daily newspapers, parenting magazines, blogs and TV/radio programs • Aim for on-site interviews and pre and post-event coverage • Ignite support and action 105 • Drive interest in supporting and attending November events • Encourage viewers/listeners/readers to get involved in GOA

DNA of Final Mile Media Events + Walks • Central Meeting Place • Walkers start from various ‘outposts’ and converge on central location • Organizing chapter/group picks meeting place (bar, restaurant, library, community center, etc) • Participants Walk Final Mile • “It doesn’t matter where you start, it matters where you land” – all participants walk final mile to destination to meet at designated time. • Symbolizes “final mile” nature of GOA grants • Shows small contributions of many make huge impact/anyone can get involved • Participants to wear Jockey shirt w/ campaign slogan/design • Social Media element: Participants can post route on social media w/ # to stream on GOA website • Media at each location • Grant Family at each location • Participants view new PSA at destination • Chapter Point Person to work w/ Central Committee, Serve as Liaison to Chapter Board 106

DNA of Final Mile Events/Walks cont’d Optional Elements • Events can leverage/build on existing Chapter Events • Optional Fundraising element – 100 walkers x $35 -or- 35 walkers x $100 = $3500 grant • Participants bring gift for welcome basket for child/family (Peterboro Basket Co partnership) 107

Final Mile Walk Media Event Ideas • All events must include the required elements from the previous page (November date, Central Meeting Place, 1 -mile walk, Jockey Shirts, etc). • The specifics of your event can reflect the creativity and energy of your group, local flavor, etc. • Some ideas: • Vertical mile (climb stairs of skyscraper) • Mall Crawl (Black Friday? , colder climate) • Airport terminal • Racetrack • Culinary school to bake Gotcha Day cake for family • Thanksgiving potluck • Sporting event (football, hockey, NBA) 108

Chapter Brand Campaign Leader • Chapter Board Member Role • Who is the best fit from your board? • PR, Marketing, Event experience • Interest and Energy! • Will serve as liaison between Brand Campaign stakeholder groups • central Brand committee • Chapter Board • Grant Family Participant • Event Participants • Local Media • Will be integral part of the success of GOA inaugural Brand Campaign • Please Identify your Chapter Brand Campaign Leader by May 15 109

Brand Campaign Toolkit Chapters/Event Organizers will have the following in their toolkit: • Slogan • Branded Jockey t-shirts • PSA/Video • Sponsor Packet • Event Webpage/Registration Site • Social Media Toolkit • Media Plan/Training • Regular Communications/Webinars 110

30 -day Ideas: Chapters/Supporter Groups 1. Arizona 16. Columbia River / OR 2. Capital Region 17. Pennsylvania 3. Colorado (Graebel? ) 18. Tennessee 4. Connecticut (Distillery? ) 19. Texas (CGI? , Quest IRA? ) 5. Florida 20. Washington 6. Georgia 21. Wisconsin (US Bank? , NW Mutual? ) 7. Illinois (Wilton? ) 22. Church of Eleven 22, Jacksonville FL 8. Michigan 23. TX Jr Board? (Dallas) 9. Minnesota 24. Charlotte Jr Board? 10. PLUS Grant – Application for Nov 10 25. Peyton’s Promise? (Mnpls) 26. Racing For Hope (Indpls) 27. Rodan & Fields? (MI) 28. Microsoft? 29. Open 30. HSN/Jabil/Tech Data – Request for Nov. 30 11. North Carolina 12. Nebraska/Iowa 13. IL HS Jr Board – SET Nov 13 14. New Hampshire 15. Ohio (Penny Harvest? ) 111

Brand Campaign Calendar 112 Hold Date Soft hold

Brand Campaign Next Steps May 15 - Identify your Chapter Brand Campaign Leader Jun 30 - Claim Your Chapter Event Date (dates will be available first come first served, Reserve yours ASAP) Sep 15 – Event details, marketing materials, media plan Spread Excitement and Enthusiasm! 113

2016 Brand Campaign Slogan. “Where We Finish, A Family Starts” 114

“Where We Finish, A Family Starts”. 115

Thank You We believe that having a loving family is the basic right for children everywhere. Thank you for giving hundreds of children a family and, in doing so… changing the world. Insert video link 116

Thank You End of Conference Video See more photos here: https: //eversnapapp. com/i/p 2 r 9 yv 71 117