David Parkyn
President, North Park University
From the very first day on the job, our consultants at Ter Molen Watkins & Brandt have been integral to our efforts. They began by preparing our development team for a challenging campaign and together we have crafted and implemented an initial fundraising strategythat has been very successful, despite the economy. TW&B understands what’s important to us, what we need and how to help us get it. I count on their thoughtful guidance, wise counsel and accomplished experience at each step of campaign planning and implementation.

Amy Johnson
Chair, Women's Fund of Greater Milwaukee
Ter Molen Watkins & Brandt’s assessment of our fundraising activities was "right on the money.” Assembling our Annual Fund team helped to boost the board's fundraising comfort level and also bring in additional people from the community to the Women's Fund. Your plan gave our Executive Director and Board a solid map to follow.

Sheila M. Manion,
Director of Development and Campaign Saint Louis Art Museum:
“TW&B has helped us throughout our campaign to keep thinking ahead, even as they work on the day-to-day, helping us develop effective communication and prospect strategies.”

Read All Client Testimonials

Is Your Board a Fundraising Board?
Your Board’s Role in a Capital Campaign

lighthouse As part of our partnership with Christian Brothers Services Clyde Watkins, Chairman of TW&B, contributed an article entitled, “Is Your Board a Fundraising Board? Your Board’s Role in a Capital Campaign” to OutReach Magazine, a Christian Brothers Services Publication. We are delighted to share the article with you. If you would like more information about Board and Volunteer Leadership Development, please contact Clyde Watkins at cwatkins@twbfundraising.com.

Article
Is Your Board a Fundraising Board? Your Board’s Role in the Capital Campaign
It is virtually impossible for a major fundraising drive to succeed without the leadership and support of the institution’s Board.

The states confer upon certain applying organizations the status of “not-for-profit” because they serve a higher purpose than the straightforward capitalist incentive that drives our day-to-day economy and culture. Therefore, they pay no taxes. These organizations bring good to the public, often to its neediest members, improving the society in which we live – and no one derives personal financial profit from their good works. Further, these organizations are assigned to the attention of unpaid governing Boards, serving in a civic capacity, as they are protecting the interests of the general public.

Complete Article

The Ter Molen Watkins & Brandt Blog:
Connecting with our Community

lighthouse We at TW&B have the privilege of serving a variety of clients in an even greater variety of capacities. As a result, we are so often in the field, engulfed in our work, that we find it difficult to be in constant dialogue with our friends and colleagues in the fundraising community. In an effort to bridge that gap, I am going to begin blogging a few times a week. At times the topics will be about TW&B and our clients, and at other times it will be about people and events in the world of philanthropy. Regardless of the topic, the point will be to initiate and maintain a conversation with you.

We hope that topics of interest and concern to us will be of interest to you as well. We want to hear your opinions and questions, and the ways in which we can collaboratively broaden our knowledge and understanding through shared dialogue. So, I invite you to read, respond and contribute. It is my hope that you will find this blog enlightening and entertaining.

Regards,

Gene Brandt
President, Ter Molen Watkins & Brandt, LLC

Arming Solicitors During Uncertain Economic Times

lighthouse The last few weeks have reminded us how unpredictable and highly volatile the stock market can be. There is no question that this volatility has dampened the confidence of volunteers and professional fundraisers alike in regard to major gift solicitation. Clients of ours have already expressed concern that important fundraising calls are being postponed because of the uncertainty of the markets. For some, it is hard to muster the courage to ask for a major commitment when the elephant of economic uncertainty looms so large in the room.

Fundraisers, however, should take heart. The 2010 Giving USA report reminds us that while charitable giving declined in 2009, individual giving did not decrease. We believe that this reflects the fact that individuals recognize the importance of their support to the success of non-profit organizations.

Even so, if you are out there asking for major commitments from individuals, you have likely been turned down or put off because of economic conditions. This is why we believe that it is essential to prepare for major gift solicitations with as much solid and valuable information about your organization as possible. Being well prepared gives the solicitor the confidence to ask for the commitment, even during challenging economic times.

• Yours is a well managed, prudent institution. Be prepared to discuss your organization’s responsiveness to the economic challenges it faces. Cite reductions in overhead, increased capacity and creative solutions to financial issues. This is also an opportunity to make the case that your organization provides a valuable service even in difficult times. Make your prospects feel confident that they are giving to an extremely worthwhile organization.

• What a contribution today will do tomorrow. Be ready to explain what the impact of a major gift will be to your organization and the constituency it serves. A recent major donor told us “I only make commitments to organizations that really make a difference—and I want to know what difference my contribution will make.” Major prospects want to know how their commitment will impact your organization.

• There are many ways to make a major gift. Perhaps your prospect’s stock portfolio is down, perhaps they are feeling uncertain about their current financial situation. Be ready to discuss how they might use other charitable vehicles, like charitable trusts or estate planning to support your organization. Being well prepared with alternatives to outright cash contributions is essential. We recommend that key major gift calls be rehearsed in advance—if you are working with a volunteer solicitor this can be even more important.

• Ter Molen Watkins & Brandt provides solicitation training and advice to professional staff and key volunteers who are participating in major gift calls. We believe it is essential that you equip yourself and your volunteers with the information and knowledge necessary to encourage a positive response from your prospects, even in uncertain times. Contact us to arrange an opportunity to discuss how we can help you maximize your major gift program.

Ter Molen Watkins & Brandt Moves to the Loop

lighthouse The executive offices of Ter Molen Watkins & Brandt are now located at Two North Riverside Plaza, Chicago, IL 60606. Our phone numbers, fax, emails and web address remain the same.
Please make a note of our new contact information.

Ter Molen Watkins & Brandt, LLC
Tel: 312-222-0560
Fax: 312-222-0565
www.twbfundraising.com

Major Campaign for Renovations at Baltimore Museum of Art

Gene Brandt's long-time client, The Baltimore Museum of Art (BMA), recently unveiled a $24 million renovation plan. Thanks to a $10 million multi-year committment from the State of Maryland, BMA's plans will include gallery renovations for three major art collections— Contemporary, American and African, as well as improving visitor amenities and upgrading essential infrastructure.

© 2012 TerMolen Watkins & Brandt