Table of Contents Objectives

Table of Contents Objectives ...... 4 “Our youth, Our future” - - Prepared. For Life...... 5 Campaign Timeline ...... 6 Introduction ...... 9 Campaign Emphases ...... 10 How a Unit Benefits from a Council Budget ...... 11 The TEN COMMANDMENTS of Successful Fundraising ...... 13 Elements for Success in Fundraising ...... 14 Scout Oath, Law and Mission ...... 15 Basic Principles of Enrollment Program...... 16 The Finance Policies of the Boy Scouts ...... 18 Who PAYS for Scouting? ...... 20 It costs approximately $300 annually per Scout to provide Scouting in Orange County ...... 22 Enrollment Techniques that Produce Money! ...... 23 Finance Fundamentals for Professional Staff ...... 24 Major Gifts Campaign ...... 25 How to Determine # of Workers, Captains and Majors...... 26 Job Description of Major Gifts Campaign Chairman ...... 27 1st Major Gifts Campaign Meeting Agenda ...... 28 Checklist of District Kick-off Meeting ...... 29 How to Conduct a Report Meeting ...... 30 Recruiting Campaign Workers ...... 31 How to Sign Up Campaign Workers at Meetings ...... 32 Renewal Letter for Previous Contributors ...... 33 Major Gifts Breakfast – Table Hosts ...... 34 District Friends of Scouting Organization ...... 35 For District Executives ...... 36 Enrollment Hints ...... 37 Major Donor Gatherings ...... 38 Job Description of Major Gifts Campaign Chairman ...... 39 Major Gifts Agenda ...... 40 New Friends of Scouting “Major Donor” Prospects...... 42

Sample Invitation ...... 43 E-mail or Letter ...... 43 Major Gift Emphasis ...... 44 Major Gifts Prospect BioData ...... 45 Family Campaign ...... 46 Key Calendar Dates ...... 47 Tips for Success ...... 48 The Family Friends of Scouting Campaign ...... 49 How Friends of Scouting Relates to the Finance Policies of the Boy Scouts of America ...... 50 Family Campaign Presentation Procedures ...... 51 Job Description of Family Campaign Presenter ...... 52 Letter of Introduction to Family FOS Presenter/Team from District Executive ...... 53 Letter of Introduction to Scout Leader from District FOS Campaign Chairman ...... 54 Job Description of Family Campaign Area Chairman ...... 55 Family Campaign Kick-off Agenda...... 56 Job Description of Family Campaign Unit Chairman ...... 57 Presenter Script (short version) ...... 58 Presenter Script (long version) ...... 59 Steering Committees ...... 60 The purpose of the Steering Committee ...... 61 District Organization Structure ...... 62 Job Description of District FOS Steering Committee ...... 63 1st Steering Committee Meeting Agenda ...... 64 Job Description of Major Gifts Campaign Chairman ...... 65 How to Carefully Enlist Effective Campaign Leaders ...... 66 Job Description for the District Chairman ...... 68 Chairman - Type of Person Needed ...... 69 Job Description for the District Chairman ...... 70 Campaign Leadership ...... 71 Campaign Manpower ...... 72 Campaign Manpower Recommendations ...... 73 Committee Power Structure ...... 75 FOS Leadership Summit ...... 78 Council Wide Kick-off Event & Leadership Briefing ...... 79

Leadership Summit and Briefing Roles & Responsibilities ...... 80 Leadership Summit Agenda ...... 81 District Follow Up Report Meeting Agenda ...... 82 Prospect & Evaluation ...... 83 List of Current Prospects ...... 84 How Many Contributors Do We Have Right Now? ...... 85 How Have We Done in the Past? ...... 86 Sample Letter: Thank You for Helping! ...... 87 Prospecting for Donors ...... 88 Sources of Prospects’ Names ...... 89 About the Corporate Matching Gift Program ...... 90 Prospect Research ...... 92 Prospect Clearance Form ...... 93 Research Instructions ...... 94 Friends of Scouting – Yellow Flag Penalties ...... 95 LDS Campaign ...... 96 Enrollment Plan ...... 97 Job Description of District Stake & Ward Chairman ...... 101 Sample Letter to Committee ...... 102 Timeline ...... 103 Campaign Goal, LDS Scouting Structure & Stake Organization ...... 104 Campaign Clean-Up ...... 105 Campaign Clean-Up...... 106 NEW PROSPECTS ...... 107 Appendix Prospect Research Article Communicating the Impact of Scouting

Staff Development Objectives

Create an environment where sustainable funding levels can be achieved with confidence on an annual basis.

Philosophical Objectives of the staff training:  Help staff thoroughly understand and be able to articulate OCC’s vision as a council and be able to express how Friends of Scouting supports our mission  Have staff fully understand the stewardship responsibilities that come along with the council’s fundraising efforts  Have staff understand how to engage donors and potential donors in the vision of OCC and help donors get started in making Scouting a priority in their philanthropy

Structural Objectives of the staff training:  Help staff focus on the importance of fundraising in meeting OCC’s objectives  Help staff internalize the fundamentals of successful fundraising principles  Show staff how to achieve success in fundraising  Build a campaign structure that can: o Achieve budgeted goals o Build a foundation that is sustainable for the future o Teach volunteer campaign workers the methodology OCC wants to use for raising funds o Helps volunteers tell the Scouting story o Help staff recruit more business and community leaders that can help OCC reach its objectives

Orange County Council FOS Case Statement “Our youth, Our future” - - Prepared. For Life.

The tradition of Scouting began in 1910, over 105 years ago in the United States and it continues today to allow youth to develop into leaders of intellectual distinction, moral conviction, ethical direction and possessing an energy that motivates them to make our communities a better place. This does not mean that Scouts are the smartest, fastest, wealthiest or most popular; however it does mean that each one of them will lead a life that will make the world around them better for their families, friends, colleagues and society at large because they are open to growth. Scouts, simply put, become “Prepared. For Life”.

The Boy Scouts of America is one of the best youth organizations in the country because, put simply, young people in Scouting programs excel. When one is reminded of the global impact of Scouting - that the only men to walk on the moon were Scouts, that the founder of Microsoft was a Scout, or that the few individuals to climb all seven of the world's highest peaks were also Scouts, and that nearly 25,000 youth a year are in Scouting programs in Orange County - it is easy to offer financial support to the programs that develop the type of confidence needed to scale peaks and walk on the moon. It is just as easy to support the program needs of a young person who lives five miles from the beach but has never been kayaking, or has never spent an entire day outside or never feels the pride during the applause of an entire elementary school upon the dedication of new bookshelves for the school library. These success stories occur every day in Scouting.

Though simple in concept, advancement through merit badges, community service and outdoor activities offers a world of boundless opportunities. Generous tax-deductible gifts to the Boy Scouts of America provide direct funding for educational initiatives and active learning that program fees alone do not cover. Giving is a statement about one’s belief in Scouting, our programs and our properties and in our belief in educating the entire, impressionable minds of the young people we serve in Orange County.

The Friends of Scouting Campaign is the lifeblood of Scouting's fundraising efforts. Each year parents, volunteers, Scouting alumni, friends and business patrons donate time, energy and financial resources to this much needed yearly campaign. Annual Giving provides the budgetary support for numerous improvements to our properties, expansion of Scouting programs into new markets and increases the chance that every young person in our community will benefit from the impact of Scouting. We invite you to join us as a friend of Scouting!

2017 Friends of Scouting Campaign Timeline

August 30 Districts complete review of 2016 FOS Campaign 2017 FOS Campaign Staff Training

September 9 Conduct District prospect and evaluation on all history and new prospects 13 LDS Friends of Scouting kick-off meeting 30 Recruit District FOS Campaign Chairman Prospects for Leadership Chair, Major Gifts Chair, Campaign Leadership and Family Chair due Conduct LDS FOS Campaign strategic planning/training review

October 7 Council staff FOS kick-off WLHCS 10 Materials, supplies and food ordered for kick-off Steering Committee meetings held; Work towards filling District FOS team member positions Recruit Leadership & Major Gifts Campaign Chairs Family Chairman recruited 14 Council Wide FOS Leadership Summit & Kick-off 22 District FOS Campaign Chair orientation meetings held Conduct follow up prospect and evaluation meetings as needed Begin scheduling unit presentations Complete Ward/Stake Friends of Scouting teams call Ward Chair Contact all Ward Chairman to assist with Ward Campaigns District Leadership Team recruits key FOS campaign volunteers

November 8 LDS Relationships meeting & Friends of Scouting report William Lyon Homes Center for Scouting 11 Unit Friends of Scouting Chairman recruited FOS Family/Unit Presenter training at Roundtables Continue to schedule Family Friends of Scouting presentation dates 30 Continue to recruit and add new members to your campaign team Major Gift reception date selected, prospects reviewed

2017 Friends of Scouting Campaign Timeline Continued…

December 1 District Leadership Campaign Kick-off All January/February Family Campaign presentations set Conduct District Family Campaign Kick-off calls 2 District FOS Campaign Leadership Team (Chairs) briefing by District 30 LDS Campaign clean up District Leadership Campaign completed

January 2017 12 Family Campaign Kick-off 19 Friends of Scouting report meetings begin (20%) Begin conducting Family Campaign presentations (January – March) Schedule all remaining Family FOS presentations Units send out promotional FOS Campaign e-blast to parents Weekly FOS report e-blast begin Promote online giving 31 Major Gifts committee recruited

February 1-28 Conduct Family/Unit presentations at Blue & Golds and Court of Honors 10 Major Gifts invitations mailed 16 40% Friends of Scouting volunteer report meeting, 7:30 a.m. William Lyon Homes Center for Scouting Weekly FOS report e-blasts continue

March 1 District gap analysis review 16 60% Friends of Scouting volunteer report meeting, 7:30 a.m. William Lyon Homes Center for Scouting Weekly FOS report e-blasts continue

31 Major Gifts Campaign completed Complete all remaining Pack Family/Unit Campaign presentations

2017 Friends of Scouting Campaign Timeline Continued…

April 7 District gap analysis follow up 20 75% Friends of Scouting volunteer report meeting, 7:30 a.m. William Lyon Homes Center for Scouting Create May Direct Mail piece 24 Friends of Scouting call nights begin Weekly FOS report e-blasts continue

May 1 District gap analysis follow up review Friends of Scouting call nights continue 18 85% Friends of Scouting volunteer report meeting, 7:30 a.m. William Lyon Homes Center for Scouting 30 May Direct Mail piece sent to unworked history Major Gifts clean up and Family Campaign final push conducted

June 21 2017 Council Friends of Scouting victory report meeting/celebration

Introduction

Friends of Scouting Campaign Emphases

As a campaign manager, you need to follow the plan and be “brilliant in the basics.” The following points are areas in which each District must show excellence:

Steering Committees Develop a group of approximately five people who can add the new volunteers needed…….especially in the Major Gifts Campaign.

Research on Prospect Volunteers and Contributors Through information on parents from youth applications (Blue Chips) newspapers, visiting units, community profiles, we will begin the campaign with all manpower and contributors identified.

Recruitment of Volunteers late Summer and early Fall All volunteers must be recruited prior to the Family and Major Gift Campaign trainings.

Renew last year’s Contributors Early: “Pacesetter Donors” Your “Top 10” district givers should be renewed prior to December 31. Our Council Campaign Leadership Summit kick-off will be held in October. The LDS campaign launches in September. The Major Gift Campaign mailer will go out in February to request a contribution from “unassigned” renewals. District’s should coordinate family phone-a-thons in February and March.

Communications to Volunteers will Strengthen the Campaign Reports to volunteers, kick-offs, report meetings, Roundtable announcements, newsletter stories and all other communications will be a part of a larger plan. All will be coordinated to maximize volunteer awareness.

Major Gifts means BIG Money, early The District Major Gifts Committee will be comprised of the Major Gifts Chair of each District. The committee in each District will have a goal shown on reports.

Timeline Adherence Each Campaign Manager is expected to use short and simple timelines with staff and volunteers. Campaign managers should also publish progress and post results. Staff meetings, team meetings and volunteer meetings will be deadline dates to gage production. MEET YOUR DEADLINES.

More, Better Trained Family Unit Presenters Each District will have a goal to recruit a specific number of volunteers doing presentations in teams of two. Pathfinders should be recruited early and recognized all year.

Friends of Scouting How a Unit Benefits from a Council Budget

Quite often someone at the unit level – Cub Scout Pack, Boy Scout Troop, Varsity Team, Post or Venture Crew – asks just what does this expenditure of Council budget money mean to a particular unit. Listed below are some of the Council’s services for units.

The Council helps in the administration of a unit by:

1. Handling registration, Boys’ Life subscriptions and special requests of the national organization. 2. Maintaining a supply of literature, insignia, forms, certificates, etc. 3. Keeping a record of the training and advancement of each volunteer and Scout. 4. Producing Council Scoutweek and the Council’s web page. 5. Producing notices, minutes and agendas for all types of meetings. 6. Handling thousands of telephone calls from unit leaders, parents and visitors for information related to their programs. 7. Providing without charge dozens of regular and special forms, certificates and recognitions. 8. Producing District and Council calendars, schedules, program kits and other aids for unit leaders. 9. Making hundreds of reservations for summer camps, camporees, jamborees, training courses, Scout-O-Rama, District dinners and meetings, Philmont Scout Ranch and more. 10. Providing programs and achievement awards for both Cub Scouting and Boy Scouting. 11. Providing approximately 2,500 acres of land and maintenance for camps for year-round use by Cub Scout Packs, Boy Scout Troops, Varsity Teams, and Venture Crews.

Friends of Scouting How a Unit Benefits from a Council Budget

The Council assists Unit Leaders with professional services by: 1. Providing service for a professional staff on a ratio of one professional for every 1,500 adults and youth members. 2. Helping through person-to-person counseling of relationships and operational problems. 3. Giving guidance to all committees, commissioners, roundtables, training courses and special Council events. 4. Working with institution heads on particular unit problems. 5. Maintaining complete and frequent contacts with all community resources, churches, clubs, government sources, etc. and aiding in securing facilities and park recreational areas, use of buildings for special affairs, picnics, camps and swimming facilities. 6. Providing units with District and Council activities to enhance their programs. 7. Setting up and conducting activities to enhance their programs. 8. Organizing camporees and Explorer expeditions, absorbing financial loss when they are not self-supporting. 9. Working in various Council community groups to arrange for Scout participation in civic affairs, citizenship day, etc. 10. Recruiting and maintaining a corps of commissioners who, in turn, supervise three or four units each through unit visitation. 11. Providing educational and relationship programs to help the leader.

Remember:

The Orange County Council is the only legal entity that can receive tax exempt contributions for the Scouting program. Units cannot solicit funds nor grant tax exemption to funds received.

The TEN COMMANDMENTS of Successful Fundraising

PLAN

RECRUIT

ORGANIZE

INFORM

TRAIN

INSPIRE

SELL

GIVE THANKS TO ALL

ANALYZE

START PLANNING NOW

Elements for Success in Fundraising

DESIRE You raise as much money as you want to raise.

DREAMS Transfer desire to specific goals. Goals are dreams with deadlines!

DARING You will get what you ask for. Don’t be afraid to ask for enough.

DISCIPLINE Follow the plan— details are important!

DETERMINATION Don’t quit if you hear a “no.” Identify—Cultivate—Solicit!

DUTY Remember, you are the campaign director! Campaign success is your responsibility.

Scout Oath, Law and Mission

Scout Oath BSA Statement of

On my honor, I will do my best Mission to do my duty

to God and my country The mission of the Boy Scouts of America is to prepare young people to make ethical and and to obey the Scout Law; moral choices over their lifetime by instilling in them the values of the Scout to help other people at all times; Oath and the Scout Law. to keep myself physically strong. It is the Vision of the Orange County Council

…to serve more youth with a quality program.

Scout Law

A Scout is…

Trustworthy Obedient

Loyal Cheerful

Helpful Thrifty

Friendly Brave

Courteous Clean

Kind Reverent

Friends of Scouting Basic Principles of Enrollment Program

“Persons who desire to be identified with the local council, principally through their financial support and influence in expansion of the council program, may be enrolled as friends of Scouting members of local councils.”

- Constitution of the Boy Scouts of America

1. The Boy Scouts of America, nationally, has for many years maintained the principle of adult membership in the program of local councils. It provides and encourages the opportunity for Scout parents, Scouters and friends of Scouting to share in meeting the financial needs of the Council.

2. The increases in available youth, expanding Boy Scout programs and increased costs have created a great financial need in most Councils. Operating budgets of local Councils are provided through four basic sources:

-Friends of Scouting Enrollment campaigns -Income from foundations and trust funds -Activities and special events -Product sales

3. The Friends of Scouting Enrollment Program is directed specifically to those Friends of Scouting who feel a special desire to help Scouting directly.

4. The Friends of Scouting Enrollment Program is one of the instruments through which a local Council builds a permanent financial constituency. It brings individuals closer to Scouting and provides opportunities for recruiting personnel for all phases of the Scouting program as well as funds for expanding its operation.

5. New volunteer leadership can become involved in Scouting through Friends of Scouting Enrollment. They will be encouraged to get involved if they see their peers involved.

Friends of Scouting Basic Principles of Enrollment Program – Cont’d.

6. A Friends of Scouting opportunity is available to any interested adult upon payment of a membership fee, which may be renewed annually. The individual is entitled to support Scouting according to his interest and ability. However, each prospect should be evaluated and asked donate at the level of his potential.

7. Sound fund-raising practices dictate that the Friends of Scouting Enrollment Program be organized on a Council, District area and unit basis.

PEOPLE GIVE TO PEOPLE, NOT TO CAUSES.

Friends of Scouting enrollment helps develop informed advocates for Scouting.

Selling… The Finance Policies of the Boy Scouts

Finance policies of the Boy Scouts of America seem unique and mysterious to some people. This is probably due to underexposure. We have explained them, but not thoroughly enough and not often enough. It is a continuing job and not only involves selling the policies to the executive board members, but to district and unit level Scouters and parents as well. Al are opinion makers in the council

Behind every policy on finance in the Boy Scouts of America is more than 100 years of experience. Policies are not just enunciated by someone with his feet on a desk, but are the result of hard experience in the field. THERE IS A REASON BEHIND EVERY ONE OF THEM.

Here are a few suggestions on how the sale of finance policies can best be made:

First, do not throw the book at people. Give them a build-up in background which shows the logic and necessity of a particular policy. If you do not know a reason, ask someone who does. There is a reason. Find out what it is.

Most of us will say, “Well, we have been selling the policies of the Boy Scouts of America.” But, as previously stated, we have not been doing it often enough or thoroughly enough and we sometimes avoid doing it in the best place for a sale to be made.

Some of the policies of the Boy Scouts can be explained at the charter renewal level. Some examples are:

Our policy on commercialism;

The use of the uniform in money raising;

Friends of Scouting;

How the Council is financed.

We have kept the secret too long. It can be done at Roundtables, at Commissioner retreats and at the organizational meetings of every new unit. People are in a receptive frame of mind at this time and will usually “buy” what is being “sold.” If you don’t, people won’t see beyond the unit need.

Staff Development Friends of Scouting The Finance Policies of the Boy Scouts

Scouting professionals need to be sold and resold. We cannot assume that what we learned last year has not been forgotten. Policies need to be reviewed on a professional level to make us aware of what they are and how they can best be explained.

Consider, for example, highly paid professional athletes—baseball players, in particular—who enter a month of rigorous spring training every year to brush up on the fundamentals of the game. They have this month of breaking in at a warm southern resort followed by some exhibition games before they ever get into league competition. They need to do this and so do we, immediately and continuously. Remember, every policy has a reason. Every policy has logic and the experience of more than 100 years behind it. Let’s be sure that we understand it and are articulate bout its interpretation.

The Boy Scouts of America has the responsibility of making Scouting available to all youth. In accepting its charter, the local council acquires this responsibility for its area. Within the framework of a Council-wide program for bringing Scouting to all youth who wish to be in Scouting, the Council has the responsibility of developing the operating budget and the obligation of raising the necessary funds.

The money is there! The important thing is the determination to do the job!

-Boy Scouts of America

Who PAYS for Scouting?

Scouting benefits youth members and their parents, the sponsoring institution and the community. Scouting contributes to the general welfare of all people, just as formal education does. The local Boy Scout Council does not render service directly to individual Scout members but rather offers a program to community institutions and organizations that sponsor Cub Scout Packs, Boy Scout Troops and Explorer Posts. The Boy Scouts of America is unlike those agencies rendering direct services to individuals that are sole beneficiaries.

THE YOUTH MEMBER AND HIS OR HER PARENTS…

…pay for the youth member’s uniforms, insignia and equipment, camp fees, unity dues and activities, transportation costs, handbooks and the national membership fee. Youth members are encouraged to earn their own expenses as much as possible.

THE SPONSORING INSTITUTION…

…provides the basic administration, office and professional services, and year-round camping facilities which enable sponsoring institutions to effectively utilize the Scouting program.

Each of these groups is responsible for paying its share of the cost of Scouting. No one should be asked to or be expected assume that share which is the responsibility of others.

WHO PAYS FOR SCOUTING?

Where does the money come from? Where does the money go?

Personal Savings Uniforms Youth Participation in Money-Earning Handbooks Projects Personal Equipment Camp Fees Member Dues Camping Equipment Special Money-Earning Projects Registration Fee Units Boys’ Life Magazine Insignia Special Events Program Materials Chartered Organization’s Budget Meeting Rooms, Electricity Organization

“Friends of Scouting” Campaigns Serving Existing Units Trust Funds Training Leaders Project Sales Maintaining Camps Special Events Maintaining Service Center Your Council Bequests Maintaining Records/ Information Professional Staff Supervision Member Registration Fees Local Council Assistance Magazines Program Research/Development Uniform Program Materials National Council Equipment Sales Professional Training Grants Communications National Service Fees Local Council Insurance/ Benefits

It costs approximately $300 annually per Scout to provide Scouting in Orange County

To provide…

District Operations This area represents our District Executive staff, District activities and events, Cub Scout Day Camp, recruitment, Soccer and Scouting programs, training, Powderhorn, Woodbadge, Scout-O-Rama, Annual Dinner, Eagle Dinner, Exploring, Learning for Life

Camping and Activities This area represents all activities throughout the year at Oso Lake, Newport Sea Base, Schoepe Scout Reservation and The Irvine Ranch Outdoor Education Center for Cub Scouts, Boy Scouts and Venturers. This also includes training for adult and junior leader training courses.

Administrative Support This represents office services such at the William Lyon Homes Center for Scouting and includes maintenance of membership and advancement records, financial accounting, secretarial services, communication services, registration and reservation services, and facilities for training courses and conferences.

Fundraising & Marketing All fundraising events such as luncheons, dinners, golf tournaments, popcorn sales, marketing, Scout Shop income, direct mail, Friends of Scouting and donated boats cars.

Nearly 80% of all monies raised go to program support!

Friends of Scouting Enrollment Techniques that Produce Money!

In Friends of Scouting you do not secure contributions—you SELL memberships. There are no shortcuts in raising money. As important as anything is our determination to do the job. You cannot sell another person until you are first sold yourself. All workers at all levels must know what Friends of Scouting is all about. Manpower—you haven’t really recruited workers until their names, addresses and telephone numbers are written on your volunteer enlist form. People give to people. We have to be certain the right person is calling on the right person. In solicitations, especially for larger amounts, don’t forget that experience proves that two people get three times as much as one. Ask for a specific membership amount. Don’t be bashful. Letters don’t sell membership or raise money in any way. The money is there and we’ll get it—if we follow these 10 rules:

1. Plan 6. Inspire 2. Recruit 7. Sell 3. Organize 8. Give thanks to all 4. Inform 9. Analyze 5. Train 10. Start planning for next year

Friends of Scouting Finance Fundamentals for Professional Staff

Five essential elements of fundraising:

1. Strong and timely case 2. Active and influential leadership 3. Adequate number of informed and enthusiastic workers 4. Field of support in which the known giving potential is commensurate with the campaign goal. 5. Campaign dynamics—the planning, scheduling, timing, direction, and technical operations must be well done.

Point Pattern for Fundraising Procedures: a. Planning b. Preparation c. Organization d. Indoctrination e. Evaluation f. Advance solicitation g. Formal opening h. Period of general drive i. Clean-up period j. Records k. Recognitions

Major Gifts Campaign

I-C-5 Approach How to Determine # of Workers, Captains and Majors

Divide the total number of prospects by five to determine the number of workers needed.

Divide the number of workers needed by five to calculate the number of Team Captains needed.

Divide the number of Team Captains by five to obtain the number of Majors (Vice Chairman) needed.

Example: Division has 500 prospects

500 divided by 5 = 100 Workers needed 100 divided by 5 = 20 Team Captains needed 20 divided by 5 = 4 Majors (Vice Chairmen) needed

Chairmen will recruit four Majors (Vice Chairmen) who, in turn, will recruit five Team Captains each of whom will recruit five workers.

Example: Division has 125 prospects

125 divided by 5 = 25 Workers needed 25 divided by 5 = Team Captains needed

Chairman will recruit five Team Captains who, in turn, will recruit five Workers each.

Major Gifts Campaign Job Description of Major Gifts Campaign Chairman

Build a comprehensive organization of Majors, Captains and Workers in order to enroll approximately 125 to 150 Friends of Scouting members within the district through the following steps:

1. Recruit a sufficient number of Majors (local geographic community chairs) to oversee various community sub-divisions within your District. Usually between 4-6 Majors. Attend Major Orientation: DATE: ______TIME: ______PLACE: ______a. Become acquainted with organization plan and job. b. Enroll as Friends of Scouting. c. Serve as FOS Vice Chairman for the district d. Assist Majors to select prospective Team Captains e. Set report meeting dates.

2. Help the Majors recruit five business/civic leaders to serve as Team Captains 3. Attend Captain Orientation: DATE: ______TIME: ______PLACE: ______a. Report name, address and telephone numbers of Captains recruited. b. Ensure attendance of Captains c. Enroll Captains as Friends of Scouting d. Help Captains select prospective workers to attend Leadership Summit & Kick-off

4. Attend Prospect & Evaluation Meeting: DATE: ______TIME: ______PLACE: ______a. Ensure attendance of Majors & Captains b. Confirm team workers recruited; assist Captains who have not completed teams. c. Help Captains select 5 workers and 5 prospects

5. Attend Friends of Scouting Leadership Summit and ensure full participation by District. a. Ensure attendance of Captains and workers. b. Notify Chairman or District Executive of expected attendance one week before Kick-off. c. Assist Captains in enrolling their workers and assigning prospects to workers and complete check-out prospects.

6. Attend Council & District Report Meetings: a. Promote attendance of Captains and workers at report meetings b. Follow through with captains to ensue completion of enrollments. c. Complete the Major Gift campaign within 60 days

Major Gifts Campaign 1st Major Gifts Campaign Meeting Agenda

DATE: ______TIME: ______LOCATION:______I. Invocation

II. Welcome and Introductions

III. Purpose of meeting A. Find out your responsibilities B. Find out what Friends of Scouting is and why we need it. C. Learn organization and select manpower needs and follow-up D. Set key dates E. Make your own pledge.

IV. What is the Friends of Scouting campaign? Why do we need it? Where/How will the proceeds be spent?

A. Council and District membership served B. Council and District goals quality and quantity C. Council services and costs D. Announce Council and District goals

V. Organization and plan

A. Organization charts B. Captain/job description C. Calendar

VI. Enrollment Period A. Why now? B. How much?

VII. Manpower needed A. Distribute list, review and select prospective Captains. B. Explain procedure and deadline for recruiting. C. Tell Majors how to recruit Captains. D. Announce date of second Captains Meeting and stress importance of attendance

VIII. Closing challenge

Checklist of District Kick-off Meeting

Days* Area

(-30) District Kick-off Meeting location secured.

(-21) Recruit Scouts to assist at Kick-off Meeting.

(-14) District Kick-off Meeting invitations.

(-14) Agenda reviewed with District Campaign Chairman.

(-7) Workers’ Kits prepared.

(-7) Visuals reserved.

(-5) Friends of Scouting notice mailed (postcard reminder).

(-1) Telephone contact with al Majors, Captains and Workers

(+/-0) District Kick-off Meeting

(+1) First Report Meeting notice. Thank yous sent

(+8) Final Report Meeting notice mailed (with results from 1st meeting).

Completed Items Needed for District Kick-off Meeting Refreshments Tables arranged by Teams (signs with each Captain’s name) Scouting decorations for room Campaign Chairman has icebreakers Report of amount raised-to-date Nametags Blank pledge cards Report Envelopes and Prospect Selection forms Friends of Scouting Prospects cards by Teams Goal Chart

*Enter dates into Outlook

How to Conduct a Report Meeting

For many, psychologically at least, the enrollment ends with the Kick-off Meeting. In view of this, some means is needed to keep up the momentum and close out the enrollment. Report Meetings are the best known device to keep the enrollment on schedule and headed to a successful conclusion in a reasonable time. They are an essential part of any enrollment schedule and have been included in appropriate schedules in this manual.

The Enrollment Auditor is established in a public utilities office or in a convenient law office or bank “Report meetings are to receive money from enrollers is, in no sense, a Report Meeting and will the best known device not help to bring the enrollment to an to keep the enrollment early and successful conclusion.

on schedule and A Report Meeting is one at which the Enrollment Committee meets headed to a successful according to schedule. Majors, conclusion in a Captains and workers come to turn in their money. They should not wait reasonable time.” until they have seen all of their prospects, but should be instructed to attend the meeting, turn in what they have and pick-up another report envelope to be used with the cards which have not yet been worked.

At these meetings members of the Enrollment Committee assist the Auditors in performing their duties. Properly set up on a production line basis, the work can be done quickly to include posting of requested information to the Master Prospect List.

At report meetings outstanding cards are revealed. This enables the committee to analyze how the enrollment is going and what may be needed to give it a boost. Telephone calls can be made when appropriate and specific assignments can be made for committee members to complete.

Instructions… Recruiting Campaign Workers

1 Carefully select the list of those who are potential Workers from the prospects list. Do a thorough job. These individuals should be prospects in their District. Make sure you include persons who have a flair for salesmanship. Look for Workers who have the knack of getting their point across to tell the Scouting story to others.

2. Prepare an alphabetical list of prospective enrollers

3. Make 35 copies.

4. The Campaign Chairman uses this list to select Majors and Captains

5. The next use of the list will occur when Captains are called together to select their worker Give each Captain a copy of the list and give them several minutes to read all the names.

Then tell the Captains something like this: “We are doing this to save a lot of time and trouble. First, we will go around the room five times and each of you will select a total of five people to be seen and recruited as Workers.”

Start with the person on the left who will select a name, then the next person and so on around the room five times Then go around the room three more times explaining to the Captains that they need spares.”

6. Tell the Captains, “Now we want you to agree that in the next 48 hours you will not ask any person on this list to be a Worker unless they are one of the eight you picked today.” (They then agree to this plan.)

7. The Captains will then leave this meeting with a self-imposed desire to see their selections quickly because they know if they do not see them within 48 hours; some other major will have the right to ask them. They also know that the people they are going to see have not been asked to be a Captain and there will be no duplication of effort.

8. You are not concerned about “which Captain picked which prospect” because this is not important at this time. All you are concerned about is that you have marked off your master list the name that had been selected by one of the Worker.

9. Occasionally, a Captain will call you about two or three hours after the meeting and say, “I have lined up two workers but four have said no and I need more names.” Then you should respond, “Look at your list and tell me which other number you want.” When given these numbers, mark them off your master list and the caller is then authorized to contact these people.

10. When you have recruited your five workers, report results to confirm contacts.

How to Sign Up Campaign Workers at Meetings

As new people are brought into the enrollment organization they are each asked at the first meeting to become a Friends of Scouting contributor. Before the close of the meeting an announcement is made of the total pledged by the group. It is absolutely necessary for the success of the campaign that all members of the organization be Friends of Scouting and that before any Workers contacts a prospective member that he or she must have become a Friend of Scouting for at least the level he is proposing to others. The following is a suggested presentation for enrolling individuals at briefing meetings, kick-off, etc.

After hearing about the programs of Scouting and the obvious need for funds, we are more aware of the situation than those we call upon. In addition, many of us are more directly interested Scouting than those we will be visiting. We have children If a Campaign Worker called on who are or have been in Scouting and a number of us are or have been you and you knew that he or she Friends of Scouting contributors in an did not believe in this program adult capacity. enough to become a Friend of Scouting, what would your I have a deep and sincere conviction reaction be? that we should not ask others to do what we have not already done ourselves in regard to this campaign.

Just put yourself in the place of the prospect. If a Worker called on you and you knew he or she did not believe in the program enough to become a Friends of Scouting contributor, what would your reaction be?

I personally believe that all of us should join before we leave this room. I believe this deeply enough to have already filled out my own card. I urge each of you do the right thing and take the lead by making a contribution before we leave this meeting. You may not have your checkbook or sufficient cash with you, but the pledge card makes it possible for you to pledge the total amount of your contribution now. You can pay part now and pledge the remainder for later billing or pledge it all for later billing.

Renewal Letter for Previous Contributors

We are seeking a minimum contribution of $ ______for people in the group we are contacting (indicate here the minimum expected of this level—LDS, Major Gifts or Family participation). I am sure that we will be more sincere and more effective in our own efforts if we pledge at least this amount please note that this figure is the minimum. The amount you wish to pay for this most worthy cause may well be considerably higher. It is, of course, up to you. When we have all finished, please turn in your card to the Team Captain, who will in turn, give the cards to the District Executive. If you have already contributed to the Friends of Scouting campaign this year, please fill out another card and mark it “duplicate.” The District Executive will then tabulate the total and we will announce before we leave shat a grand start we have made.

You are a wonderful group of Scouters and Friends of Scouting and I thank you for your commitment. Let us take a moment now to complete our cards. I am going to fill mine out again and mark it duplicate. (At this time the Chairman might do well to indicate the amount he or she is pledging, but only if it is sizable.) As your Captain gives you your card, please fill it out and turn it back in so that he or she can complete the stub for you.

Major Gifts Campaign Kick-Off Major Gifts Breakfast – Table Hosts

Elements of Success:

1) Major Gifts Captains and workers must be first to indicate their commitment. 2) Recruit and train Major Gifts Campaign Captains and workers. 3) Recruit keynote speaker with clout (consider inviting the Mayor, Chief of Police, Superintendent of Schools, County Attorney, Manufacturing Company President, etc., as the speaker.) 4) Pre-assign guests to sit with Captains and workers. 5) Major Gifts Chairman and Captains sends co-signed invitations on his/her letterhead 6) Major Gifts Chair ensure attendance commitment by following up with phone calls. 7) Collect pledge cards (in envelope) and give to Major Gifts Chairman or Captains. 8) Chairman makes quick count and report at the end of the kick-off. 9) Thank guests and invite them to next year’s kick-off at a specific date and place. 10) Close the kick-off with an inspirational presentation or ceremony

District Friends of Scouting Organization

District: ______Friends of Scouting Chairman:

Major: Number Address: of Name of Telephone E-Mail Address Appraisal City: Zip: Cards Enroller Number

Trained

Number Number Enrolled Bundled Phone: I. Captain: ( ) - Enrollers 1) ( ) - 2) ( ) - 3) ( ) - 4) ( ) - 5) ( ) -

II Captain: ( ) - Enrollers 1) ( ) - 2) ( ) - 3) ( ) - 4) ( ) - 5) ( ) -

For District Executives

Prepare Yourself Understand how Scouting is financed by the boy, the unit, the Council and the National Council Understand how the Council if financed by Friends of Scouting, project sales, trusts and foundation grants and special events. The United Way no longer funds Orange County Council. The only way we receive support through United Way are direct designations to the OCCBSA made by the donor through their company’s United Way campaign. Designate your gift to the ORANGE COUNTY COUNCIL- BOY SCOUTS (Code # 4014) on your pledge card. Study the Council program and the budget needs to meet this program. Understand the Council Strategic Plan and long term goals. Know and be able to explain the need for a District Executive. Recognize and assure your responsibility as a District Executive to see that the necessary financial support for the Council program is provided by your Service Area. Your attitude toward finance is the key factor in your success. Remember, you are the Council. Stand behind it and defend it. Before each enrollment, make sure you understand the Council plan and organization to be used. Follow the established schedule in recruiting, organizing kick-offs, reporting, recording, and recognizing jobs well done. Make your pledge first.

Recruiting Enrollment Personnel Before recruiting begins, know the approximate number of prospects and dollar goal. Review last year’s campaign personnel to remove our unproductive workers and to select the right people. Recruit people of stature, influence and means. Are they dependable? Getting the right Campaign Chairman will determine your success. Recruit your enrollment personnel using the proper approach by the proper person and record personnel recruiting on the Volunteer Enlistment Report form.

When Recruiting: Outline the job to be done. Do not undersell the Job! Get acceptance of the program, the organization, the schedule and the goal commitment. See that each person is trained in his or her responsibility and understands the steps to do the job. Make sure each person is committed to completing the job and working every prospect.

Enrollment Hints

Do not take short cuts by eliminating steps that have been proven to be the difference between success and a job half-done.

Know and understand why each step is necessary. Be ready to defend the need for each step to your volunteers.

Get ahead of your deadline. Try to stay on schedule but, at INVESTMENT the same time, do not hold a meeting if you are not ready or IN YOUTH do not have the necessary people recruited.

Show a personal interest in each person working in the enrollment. Make them successful and they will help you again next year.

Have the facts and stories about Scouting’s success and sell them enthusiastically.

Articulate the importance of the success of the enrollment and the Scouting program. Have the Campaign Chairman also make a statement of concern.

Use a prepared agenda for all meetings. Review the agenda with the Chairman well in advance.

Concentrate on high levels of giving. A $100 contributor cannot effectively work a $5,000 prospect.

Major Donor Gatherings

Purpose: To leverage major donor gatherings in each district as an effective vehicle for raising significant Friends of Scouting support for the Orange County Council.

How: Recruit a Major Donor Host who will personally invite 12-15 prospective major donors to attend a mixer, dinner or dessert at the home or country club of the host in order to request a major gift from each guest for Scouting or to set up a personal follow meeting to make the ask.

Donor Prospects:

 New and influential leaders in the community.

 Heads of corporations and community organizations.

 Scouting Alumnus.

 Current FOS supporters who could give at least $1,000.

When: By March Mixer or Dinner Program Format – 1.5 to 2 hours

Where: Homes, Country Clubs, Restaurants, Hotels * The goal is to minimize overhead by conducting the event at the Host’s Home or country club.

Major Gifts Campaign Job Description of Major Gifts Campaign Chairman

The Purpose of the District Big Gift Campaign is to: 1. Identify prospective contributors who are capable of giving at the $250, $500 or $1000 level and above. 2. Utilize the I-C-5 volunteer structure producing top results. 3. Enable to overall District campaign to quickly reach a significant portion of its goal, boosting morale for later phases.

Friends of Scouting Chairman Job Description in Major Gifts Campaign: 1. Accept responsibility for major membership goal. 2. Work through Steering Committee and Prospect and Evaluation Team to develop prospect list. 3. Ensure that a sufficient number of volunteers are recruited to conduct campaign. 4. Conduct training and orientation meeting. 5. Attend Kick-off Dinner and ensure full tables by division. 6. Conduct report meetings and keep campaign on schedule.

Major Gift Prospects: Analyze the previous year’s campaign. Through the prospect and evaluation phase identify those contributors capable of giving at the $1000 and above.

Consideration must be given to UPGRADING community ad family prospects from the previous year’s campaign.

In addition, ALL District Steering Committee Members, Prospect and Evaluation Committee, Manpower and Membership Enrollers are automatically identified as Big Gift prospects.

Major Gift Enrollers:  Major Gift prospects are worked when enrollers are pre-assigned.  The most effective enrollers are usually members of either the District Steering Committee or Prospect and Evaluation Team.

Remember that people give in their sphere of influence. It is imperative to make the correct card assignments.

MAJOR DONOR GATHERING HOST ORIENTATION [Date] [Conf. call or meeting] AGENDA

I. Welcome Name District FOS Chair

II. Purpose of the Mixer/Dinner Gathering Name

III. Review Host Responsibilities Name

IV. Mixer/Dinner Details Staff Advisor Title Orange County Council

V. Major Donor Prospect Selection Name

VI. Adjourn

MAJOR DONOR GATHERING [Specific Date] – [Specific Location]

Mixer or Dinner Program

MIXER OR DINNER

WELCOME & INTRODUCTIONS ...... Name Host

PRESENTATION OF THE COLORS & INVOCATION ...... Unit # Charter Organization District

PURPOSE OF GATHERING ...... Name Host

SCOUTING’S IMPACT & PURPOSE OF FRIENDS OF SCOUTING ...... Name FOS Chair or District Key Leader

INSPIRATIONAL PERSONAL SCOUTING STORY ...... Name District Key Leader

CHALLENGE ...... Name FOS Chair

*** HOSTS COLLECT PLEDGES ***

DISTRICT EXECUTIVE REMARKS ...... Name District Executive, Orange County Council, B.S.A.

TOTAL DOLLARS RAISED & CLOSING REMARKS ...... Host

ADJOURN

New Friends of Scouting “Major Donor” Prospects

District: ______Submitted by: ______Date: ______

Business _____ Personal _____ Company: ______Name: ______Address: ______Business: ______City, ST Zip: ______Home: ______Home Phone: ______Work Phone: ______Division: ______Rating: ______Business _____ Personal _____

Business _____ Personal _____

Company: ______Name: ______Address: ______Business: ______City, ST Zip: ______Home: ______Home Phone: ______Work Phone: ______Division: ______Rating: ______Business _____ Personal _____

Business _____ Personal _____ Company: ______Name: ______Address: ______Business: ______City, ST Zip: ______Home: ______

Home Phone: ______

Work Phone: ______

Division: ______Rating: ______

Business _____ Personal _____

Sample Invitation E-mail or Letter

«Date»

«FirstName» «LastName» «Company» «Address1» «Address2» «City», «State» «PostalCode»

Dear «Salutation»:

Please be my guest for a very special [mixer/dinner] on [Day], [Date] at our home [address of Host] from [start time] to [end time]. The purpose of this important gathering is to provide you and a guest with a very personal, inside look at the vision for Scouting in Orange County.

Scouting provides youth with an opportunity to explore the world, serve the community, build self-confidence, and reinforce ethical standards. The principles that Scouting teaches are as relevant today as they were in 1910 when this character development movement first started. I continue to be amazed at the number of public service leaders who have benefited from Scouting who are now leading large companies, serving in public office or mentoring the next generation of leaders.

You and I have an opportunity to directly impact and influence the development of young men and women through the greatest leadership enhancement program in the country, through an organization that stands for courage, faithfulness, achievement, honesty and a whole host of other admirable character virtues. This special gathering of the top Orange County leaders in our area has the potential to shape the economic landscape of Orange County for generations to come.

Your personal attendance at our vision [mixer/dinner] is critical to our success. I will give you a call in a few days to confirm your attendance. Thank you in advance for your participation.

Best regards,

Major Gift Emphasis

If local council funding is to keep pace with the ever-increasing demands of growing budgets needed to provide a quality Scouting program, it is vital that councils develop a “Major Gift Mentality”. Councils need to aggressively cultivate and solicit major gift donors in all phases of their annual FOS campaign.

What is a major gift? It varies by community and organization. If the largest gift received last year in a particular campaign phase was $2,000, then any gift of $1,000 or more would be a major gift. However, if the council consistently generates gifts in the $10,000-$15,000 range, the major gift threshold logically should begin at $10,000. Even in the district phase, $1000 should be the major gift threshold – and if districts are not receiving gifts of this amount and more, it should be the objective in future campaigns.

National surveys have shown that major donors are comfortable financially, but not necessarily considered rich or wealthy. The profile of a typical major donor is:

1. Over 50 years of age 2. Married – generally to first spouse 3. Religious – reasonably regular in attendance 4. Family-oriented – generally with children of their own 5. Pro-American 6. Believe in the free enterprise system

A long-time, regular annual campaign donor at a modest level, with the above characteristics, is an excellent major gift prospect. If they have had a personal involvement in Scouting, either in their youth or as an adult, they are even a better prospect!

Research is key to the effective cultivation of the prospect and ultimate receipt of the major gift. Determining their interests and capacity to give will guide you in strategizing the request. If their interest is with disabled or exceptional children explain what the council is doing to serve them. Should their interest be in the area of education tell them about the Learning for Life program or Scouting’s comprehensive volunteer training program.

When approaching a major gift prospect, don’t approach it like you are “just asking for a big contribution” to support Scouting. You want to convey to the prospect that this is a great opportunity to give of themselves to help others.

NATIONAL FOUNDATION

Major Gifts Prospect BioData

Name:

Residence Address:

Spouse Name:

Corporate Affiliation:

Business Position:

Business Address:

DOB / Approx. Age:

Annual FOS donor (y/n)?:

If yes, amount of gift:

Largest gift to Scouting / gift type Relationship / Affinity toward Scouting (low, medium, high):

Other notes of interest:

Family Campaign

Family Campaign Key Calendar Dates

October 10 Family Chairman Recruited

October 14 Attend Council FOS Leadership Summit & Kick-Off

November 11 Unit Friends of Scouting Chairmen Recruited & Trained

November 30 Friends of Scouting Presenter Follow-Up Training Completed As Needed

December 31 Unit Presentations Scheduled

January 12 Family Campaign Kick-Off

January-April Family/Unit Presentations Held

March 31 Pack Presentations Completed

Family Campaign Tips for Success

The following are items that will make your Family Campaign a success:

 Recruit the right chairman.

 There are no short cuts to the campaign.

 Recruit enough volunteer power that will do the job.

 Play “the game” (collection total guessing game) at your orientations, kick-off, and unit presentations.

 Have scheduled report meetings.

 Keep a master record keeping system up-to-date.

 Year Round Cultivation: (Roundtables, Training, Program Fair).

 Start early!

 Have a calendar to follow and keep you on schedule.

 Buy some insurance in goal setting. Make the unit and zone goals add up to more than the total goal.

 Eliminate the duplicate cards and the unhappy people.

 Send out periodic campaign status reports.

The Family Friends of Scouting Campaign

The Family Friends of Scouting Campaign is an opportunity to educate the families of

Scouts about the program and financials needs of the Council. As in any organization, in order to provide the best program possible there has to be a support structure. The Orange County

Council provides that structure. The Orange County Council provides that structure. The Council goals are to give every available youth the opportunity to join a Scouting unit and receive a quality program that will accomplish the Mission Statement of the Boy Scouts of America.

The most effective Family Friends of Scouting Campaigns are done with a 10-15 minute presentation at a Scout Meeting. Usually the Blue and Gold Banquet for Cub Scouts, Court-of-

Honors for Boy Scouts, and Parent Nights for Ventures. They are scheduled to start in January and be completed by March. A District Family Presenter will make the presentation with an introduction and endorsement of the Campaign by a unit leader.

The unit will need to select a volunteer to help schedule and provide support by introducing the presenter and distributing materials the night of the presentation. They will be the contact person for the District Family Presenter. This person may be the Unit Leader.

Remember, the purpose of the Family Friends of Scouting Campaign is to educate Scout families and give them an opportunity to invest in a program their child is receiving a direct benefit from that will last him/her a lifetime.

How Friends of Scouting Relates to the Finance Policies of the Boy Scouts of America

The Boy Scouts of America has the responsibility of making Scouting available to all boys and young adults. The Orange County Council, in accepting its’ charter, acquires this responsibility. Within the framework of a council-wide program for bringing Scouting to all boys and young adults who wish to be in Scouting, the council has the responsibility of developing the operation budget and the obligation of raising the necessary funds.

While there is a fee to be a registered Scout, the money boys’ families pay to join Scouts goes directly to the National office, none goes to support local Scout programs. Therefore every council depends on local support of parents, volunteers and community members to ensure funding for programs such as leader training, camps, and volunteer support through the council service center.

The friends of Scouting giving campaign is held annually to enroll the support of

Scouting families who are the primary beneficiaries of the values and adventure that Scouting provides.

The role of any Friends of Scouting presenter is an important one. It is necessary to education families of the finance policies and fundraising practices of the Boy Scouts of

America. Scouting families are the key to the long term success of the Scouting programs, not only through their financial contribution, but through the education of their peers.

Family Campaign Presentation Procedures

Two Days Before Presentation 1. Confirm name, address and telephone number of unit Friends of Scouting Chairman and make contact. 2. Confirm date, time and location of presentation with unit leader. 3. Confirm that the gift cards are presorted and ready to be taken to presentation. 4. Introduce yourself to unit leader and request that you be first on the agenda (after dinner if a Blue and Gold Banquet.) 5. Review presentation with Friends of Scouting Chairman and unit leader and secure commitment for positive introduction. 6. Confirm that a TV/DVD player is available.

Before the Meeting Begins 1. Arrive early in full uniform. 2. Ask unit leader to introduce you with a positive statement on the importance of Friends of Scouting and a personal statement of belief in the program. 3. Confirm your place on the agenda. 4. Confirm that the den/patrol leaders have the pre-sorted gift cards. 5. Meet and greet parents as they arrive. 6. Arrange for leaders or boys to pass out cards at the beginning of the presentation. 7. Have unit leader assign boys to pick up cards from parents at the conclusion of your presentation.

After Presentation, But Before Meeting Ends 1. Stay for the entire meeting in a visible place nearest the exit door. (Some parents will turn in the cards to you as they leave.) 2. Ask unit leader to request that the cards be held up one more time for turn-in prior to closing the meeting. 3. Report total to unit leader so he can announce to parents if time permits.

After the Meeting 1. Make sure you have collected all pledge cards (including blanks off tables and chairs before you leave.) 2. Thank unit leaders for their help. 3. Fill out report envelope listing all names, pledges and total dollar figure at bottom. 4. Immediately (that evening) call your District Family Friends of Scouting Campaign Chairman to report totals. 5. Make arrangements to drop off packet to professional staff on the following day.

Family Campaign Job Description of Family Campaign Presenter

Your roll as the Family/Unit Presenter is to represent the council and district as the spokesperson for the Friends of Scouting Campaign and to assist the Unit FOS Chair in being successful in offering the “opportunity” to give to 100% of the parents in the unit.

Attend the Friends of Scouting Family Campaign Kick-Off (December Roundtable) Know the Scouting and council story. Enroll yourself first. Coordinate a presentation schedule with the DE, Unit FOS Chair and Unit Leader Know the levels of giving and the corresponding recognition. Become very familiar and conversant with the FOS Brochure & pledge card. Enroll the unit leader before the presentation and ask them to be the first to make their pledge, with an endorsement at the end of the presentation Enroll parents and extended family and chartered partner reps. Make presentations at optimal gatherings (Blue & Golds and Courts of Honor) Be friendly and courteous. Be prepared to share your own case for giving to FOS (briefly!) Become skilled a making the most of your time while collecting the maximum pledges & cash. Make sure the pledge cards are properly and “completely” filled out. Place pledge cards, cash and checks in report envelope (fill out front of envelope and account for all cards.) Turn in report envelope within 3 days of presentation. Make sure to use the council receipt book when receiving cash Make sure to recognize the unit leaders and parents for 100% participation

Letter of Introduction Letter of Introduction to Family FOS Presenter/Team from District Executive

Date Address, etc.

Dear (Family Friends of Scouting Presenter),

During the last 106 years, Scouting has continued to grow in membership, financial support and volunteer commitment, spreading the mission of the Orange County Council, Boy Scouts of America. . .to serve an ever increasing number of youth by marshalling community resources to develop tomorrow’s leaders today, through adventure and fun activities that instill values and teach life skills.

The 2017 Orange County Council, Family Friends of Scouting Campaign provides you with an opportunity to educate families of Scouts about the council’s mission, financial needs, and to share a personal Scout testimony.

Our Scouts are not short on time, energy or commitment, but they need a program, Scouting, to continue the most challenging job a youth must face - - the job of becoming a positive community citizen.

I ask for your help to see that every family hears the Scouting story and has the opportunity to support the Scouting program financially. As we continually improve the quality of the programs for our youth, by improving our camp facilities, services and activities, it is important for you to deliver the message to those who benefit the most - - our families.

In advance, I, and the entire Orange County Council staff, say “thank you for everything you do to help our children. You are Scouting’s Heritage of Leadership.”

Jeff Herrmann Scout Executive

Letter of Introduction Letter of Introduction to Scout Leader from District FOS Campaign Chairman

Dear (Family Friends of Scouting Presenter),

This year I will serve as the 2017 Family Friends of Scouting Campaign, Chairman for the ______District. I have accepted the responsibility because I believe the Scouting program continues to shape the youth of our growing community.

(ADD Paragraph of Personal Introduction)

As a person directly involved with your Scout Unit, you certainly know the important role Scouting plays to instill the right values in our youth. I am asking that you help us continue to improve the program, facilities, and support provided, as we continue to deliver a quality program to our Scouts. We are asking that each unit select a Friends of Scouting Coordinator (this person can be an existing or new parent volunteer) to help coordinate the Family Friends of Scouting Campaign with your unit. The Friends of Scouting Coordinator’s job would be to help schedule a Family Friends of Scouting presentation at one of your Scout Unit meetings between January and March. The Coordinator would also provide support by introducing the presenter and help in distributing materials the night of the presentation.

The Family Friends of Scouting presentation is a ten minute opportunity to discuss: What is Friends of Scouting, The importance of Friends of Scouting, and How Friends of Scouting benefits the Scouts and Scouters of Orange County. Most presentations will also include a story of how Scouting has affected the life of the presenter or a Scout they know.

Someone will be calling you to arrange the presentation date and to get the name of your Unit Family Friends of Scouting Coordinator that will be helping arrange your presentation, or you can e-mail or fax (714-546-0415) the attached form back to your District Executive with the appropriate information. I appreciate your consideration of this request. Let’s help Scouting continue to grow and serve the youth of Orange County.

Sincerely,

______(District) Family Friends of Scouting Campaign Chairman

Family Campaign Job Description of Family Campaign Area Chairman

Coordinate Friends of Scouting unit presentations at Cub Scout Pack meetings, Boy Scout Troop Courts of Honor or Venture Crew gathering for all the units in your District and serve as a District Campaign Vice Chair.

1. Attend the district leadership briefing meeting for the top campaign leaders:

Date:______Time:______Place:______

A. Become acquainted with the organization plan and job. B. Find out what Friends of Scouting is and why we need it. C. Enroll as a Friend of Scouting contributor.

2. Recruit three to five Family Area Chairs to cover 25 Units.

3. Facilitate District Family Area Chairs & Unit Presenter Orientation:

Date:______Time:______Place:______

A. Ensure attendance of all Area Chairs. B. Enroll Area Campaign Chairs as Friends of Scouting as contributors. C. Help Area Chairs coordinate unit presentations and individual direct enrollments. D. Present a plan of action to achieve the district Family FOS goal.

4. Attend District Friends of Scouting Kick-Off Gathering:

Date:______Time:______Place:______

A. Ensure attendance of all Area Chairs, Unit Friends of Scouting Chairs and presenters. B. Enroll Unit Friends of Scouting Chairs and presenters as contributors. C. Help Unit Friends of Scouting Chairs Coordinate their unit presentations and individual enrollments.

5. Follow up with all Area Campaign Chairs and Presenters to ensure that all unit presentations are scheduled and conducted. Help to coordinate presentations as needed. Continually mentor Area Campaign Chairs to maximize the giving potential for every unit, ensuring that every Scouting family has been given the opportunity to give to FOS.

Family Campaign Family Campaign Kick-off Agenda

Date:______Time:______Place:______

1. Invocation ______

2. Flag Ceremony ______

3. Welcome and Introductions ______

4. Why we are here ______A. Gather facts. B. Select cards. C. Make your own pledge.

5. What is Friends of Scouting? ______A. Why is money needed and where will it be spent? B. Percent of youth served now. C. Council services and costs. D. How money helps Scouting here. E. Budget needs.

6. Instructions ______A. Unit presentations agenda. B. How to fill out cards and make checks payable. C. How to answer Friends of Scouting questions. D. Recognition plan. E. Assure attendance at the unit presentations. F. How to make individual contacts.

7. Enrollment period (complete and turn in NOW) ______

8. Presenters meet with Unit Friends of Scouting Chairman NOW ______

9. Don’t forget ______A. Make sure you have 100% attendance at Unit Presentation. B. Confirm presentation date or report meetings. C. Turn in pledges if you have not done so already.

Family Campaign Job Description of Family Campaign Unit Chairman

Coordinate a Friends of Scouting presentation to the families of unit members at an appropriate unit level meeting such as Cub Scout Pack Meetings and Boy Scout Troop Court of Honor and ensure that each family has an opportunity to become a Friends of Scouting.

1. Set the date for your unit’s Friends of Scouting presentation.

2. Recruit at least one adult salesman for each den or patrol in your unit and assure their attendance at the district family kick-off.

Date: ______Time: ______Place: ______

3. Attend the District Family Friends of Scouting kick-off with salesmen.  Become acquainted with the organization plan and job.  Learn what Friends of Scouting is and why it is essential for sustaining the program.  Enroll personally as a Friend of Scouting contributor. Lead by example.  Pick up a Friends of Scouting presentation kit with all the campaign tools

4. Prepare to have Friends of Scouting brochures and pledge cards for every family in your unit. (Provided by the Council)  Be sure there is one pledge card for each family in your unit.  Check each family pledge and to verify correct spelling, address and zip code.  Separate Friends of Scouting pledge cards by dens or patrols.  Have new cards prepared for new families

5. Assist Friends of Scouting Family presenter during unit presentation.  Have pre-sorted pledge cards bundled and on hand.  Distribute pledge cards using adult champions (one for each Den or Patrol) at the appropriate time during the presentation.  Collect pledge cards and fill out a unit report envelope.  Announce total Friends of Scouting pledges made at the end of the meeting

6. Contact salesmen to follow up with families not in attendance at the unit’s presentation. Provide instructions to maximize personal follow up.  How to use brochures and pledge cards.  How to make pledges and accept check and how to make checks payable  How to select prospects and check out on those prospects.  FOS $ turn-in date and time  Strive to reach 100% participation in your unit (100% Unit Ribbon available)

Family Campaign Presenter Script (short version)

1. Have unit leader introduce you using the introduction card.

After the introduction: Thank you for having me here this evening/afternoon. I am proud to be a part of the ______District Friends of Scouting presentation team and it’s a pleasure to share a video with you that will give you a lot of exciting information about our Council programs and how you can help keep Scouting strong in Orange County as it continues to be a heritage of leadership. During this video I have some helpers handing out contribution cards for every family. I encourage you to begin filling these out so you can return them at the end.

2. Tell Story At this time I encourage you to finish filling out your cards. There are a variety of giving levels in which you can choose to participate, and I have recognition items available this evening for every family that turns in a pledge card.

I hope you have, or will soon, find the same benefit I have found for my son in Scouting. I personally participate in Friends of Scouting because I can see the lifelong difference it has made for so many boys. Every contribution counts, so please take the opportunity to make an investment this evening in Scouting. (add a personal story)

3. Collect Pledge Cards

Thank everyone for allowing you a few minutes at their unit meeting. Ask a few Scouts from the unit to pick up the pledge cards. Preparing for this segment in advance is very important. Coordinate with the Unit Leader to hand select 3-5 Scouts who will pick up the pledge cards and coach them briefly on the process. Once the pledge cards have been collected make sure to tally them up and give the information (total # of cards and total $ raised) to the Unit Leader so everyone in the room can be congratulated on how much was raised for Scouting from their unit that night. Package up all the pledge cards and cash/checks in the FOS reporting envelope so it can be returned and reported at the council office within a day or two.

Family Campaign Presenter Script (long version)

Hello my name is, ______. I am here from (your Scouting affiliation). It is a pleasure for me to be here tonight to thank you for being a part of this great program.

I am here tonight to share with you why Scouting is important to me and to talk to you about the annual Friends of Scouting campaign. (Tell a story about the difference Scouting has made for you and your son or what it means to you and our community)

I want to share with you what we can do together to ensure that this great program will continue to be strong and continue to be a Heritage of Leadership to our futures.

We are a part of the Orange County Council, Boy Scouts of America. The Council serves 25,000 youth in Scouting in Orange County with an approx. $8,000,000 operating budget that enables as many youth as possible to experience Scouting. To operate effective programs, it costs the Council approximately $300 for every youth in the program. The Council depends on the contributions of people just like you and I who believe in Scouting, to ensure that these programs continue. That is why we hold the annual “Friends of Scouting Campaign” and ask everyone to participate.

The mission of Boy Scouts is to extend Scouting to as many young men as possible. For some this means scholarships and assistance, to all kids it means great programs and camps such as Oso Lake, Newport Sea Base, Schoepe Scout Reservation at Lost Valley and at The Irvine Outdoor Education Center. Also, to leaders and parents it means training opportunities, program materials and newsletters, and the William Lyon Center for Scouting.

Without the direct support of families in Scouting, it would not be possible to have the strong program we have right here in our local communities. (Have Scouts pass out cards) Right now you are receiving a contribution card, please take a look at it and fill it out this evening.

Everyone who believes in what Scouting is doing for young people should participate in Friends of Scouting. Scouting is the guarantee to a future of a great community for all of us.

I personally support boys in Scouting through the Friends of Scouting campaign and I know I am making a difference to kids who are not even in my son’s Pack or Troop. As we celebrate Scouting and your son’s accomplishments tonight, please investment in the future of Scouting. I encourage each of you to make a contribution at a level that you feel you can make a difference to Scouting. We do have some nice recognition items for all your gifts tonight, all of which are pictured in your brochure.

For a gift of any amount you will receive a recognition item to show that you participated in the Friends of Scouting campaign. To support a Scout for one year at $300 you will receive a collector’s mug too. (Read the recognition items and levels from the brochure)

Please fill out your cards and turn them in to me this evening. You do not have to pay tonight, you can make a pledge and we will bill you, you can pay with your credit card, cash or a check made out to OCBSA. Something else to think about - You may work for a company that does matching gifts. If you think your company does, please check the box and we will follow-up with the paperwork. You may also consider becoming a sustaining member with a multi-year gift or have an ongoing monthly gift made.

Thank you very much for the difference you already make with your involvement in Scouting. I hope you will join me by participating in the Friends of Scouting Campaign, because without it, the future of this great program will not be here for my kids, your kids or our grandkids. Again, I ask every family to turn in a card this evening!

Steering Committees

Steering Committee The purpose of the Steering Committee

The Steering Committee is of major importance to a successful enrollment. The committee’s primary objective is to assure successful, on-time completion of the campaign. Qualifications of committee members include:

 Influence leaders in the community  Interested in Scouting  “Can-do” attitudes

Positive leadership is an important qualification for each member. The District Friends of Scouting Chairman should be selected before the committee’s first meeting. If the chairman has not been recruited, a major function of the committee is selecting the chairman. If the proper committee has been selected, the best candidate for chairman is likely to be a member of the committee. Excellent volunteer involvement is the key to a successful campaign.

Major responsibilities of the steering committee are to select the key leaders and assist in successful completion of the campaign on time.

The first committee meeting should be held in the early fall at a prestigious place. The committee should meet a minimum of once a month in the fall of the year. Committee meetings should be action-oriented with careful planning.

Purposes of the committee meetings are: a. Review status of the campaign. b. Determine what needs to be done prior to the next meeting to assure successful on-time completion. c. Make assignments. d. The degree of any campaign’s success depends upon:

 Top community leaders being recruited.  Prospecting and evaluation to determine who has ability to give or increase their contribution.  The right person making personal solicitation.  Campaign controls/executive direction.

Every district should have a Steering Committee. Every Steering Committee member should receive a one-page description of duties when recruited.

District Organization Structure

Denver Area Council Boy Scouts of America Friends of Scouting Campaign District Organization Structure

District Chairman and District Commissioner ______Conduct “District Honor Roll” Steering Committee District Friends of Scouting Chairman

______Community Chairman Major Gifts Chairman Family Chairman

City Chairmen and Committee Council Community ______Campaign Breakfast Assistant Chairman Table Hosts

Zone Chairs, Pathfinders and Unit Chairmen

Steering Committee Job Description of District FOS Steering Committee

Objective: Assist in the campaign leadership development and the achievement of the district’s Friends of Scouting goal.

Principal Responsibilities:

 Cultivate and select key FOS top campaign leadership.  Enroll personally with an upper level contribution.  Actively participate in the prospect and evaluation process of current and potential contributors.

 Accept responsibility in enrolling other upper-level contributions-Major Gifts.

Throughout the campaign:

1. Analyze status of campaign progress. 2. Determine steps for successful campaign completion. 3. Take necessary action to see that steps are taken to ensure successful campaign completion.

CALENDAR:

August Attend Steering Committee meeting.

Assist in the recruitment of District Friends of Scouting Chairman, the Major Gifts Chairman Family Campaign Chairmen.

September Help with the upper-level prospect and evaluation meetings.

October-May Attend District Steering Committee meetings and as called upon to ensure completion of the campaign. Attend Council and District kick-offs.

Steering Committee 1st Steering Committee Meeting Agenda

ATTENDANCE: District Chairman, District Finance Chairman, District Friends of Scouting Chairman, a minimum of five top-level finance leaders, District Executive and Field Director. PRESIDING: District Friends of Scouting Campaign Chairman DINNER: A private club, prestigious restaurant or chairman’s residence (optional)

—AGENDA—

I. Introduction and opening remarks……………Friends of Scouting Chairman II. Scouting in our District…………………………...……….District Chairman III. Last year’s report………………………………………….District Executive Chart amount raised in council Enrollment, District Enrollment, Division Enrollment District Campaign analysis

IV. Current year’s suggested goal………………………………………..District Chairman Discuss additional dollars and percentage of increase needed V. Determine allocation necessary to reach goal…………...Friends of Scouting Chairman District Enrollment Each division Discuss key personnel needed and assign recruiters Kick-off Dinner positions Develop prospects for Supporter, One Scout and Sponsor levels

Major Gifts (Big Gift Campaign: Leadership, Patron, Golden Eagle, Platinum Levels)

VI. Distribute calendar……………………………………….District Executive

VII. Enroll these prospects………………………...Friends of Scouting Chairman

VIII. Closing remarks………………………………………..…District Chairman

Donors don’t give to institutions. They invest in ideas and people in whom they believe. -G.T. SMITH

Major Gifts Campaign Job Description of Major Gifts Campaign Chairman

The Purpose of the District Big Gift Campaign is to: 4. Identify prospective contributors who are capable of giving at the $250, $500 or $1000 level and above. 5. Utilize the I-C-5 volunteer structure producing top results. 6. Enable to overall District campaign to quickly reach a significant portion of its goal, boosting morale for later phases.

Friends of Scouting Chairman Job Description in Major Gifts Campaign: 7. Accept responsibility for major membership goal. 8. Work through Steering Committee and Prospect and Evaluation Team to develop prospect list. 9. Ensure that a sufficient number of volunteers are recruited to conduct campaign. 10. Conduct training and orientation meeting. 11. Attend Kick-off Dinner and ensure full tables by division. 12. Conduct report meetings and keep campaign on schedule.

Major Gift Prospects: Analyze the previous year’s campaign. Through the prospect and evaluation phase identify those contributors capable of giving at the $1000 and above.

Consideration must be given to UPGRADING community ad family prospects from the previous year’s campaign.

In addition, ALL District Steering Committee Members, Prospect and Evaluation Committee, Manpower and Membership Enrollers are automatically identified as Big Gift prospects.

Remember that people give in their sphere of influence. It is imperative to make the correct card assignments.

How to Carefully Enlist Effective Campaign Leaders

Campaign leadership is one of the most important factors contributing to the success or failure of any fund-raising drive. The campaign chairman must convey to the public the mission and purpose of the organization as well as the importance of the campaign. At the same time, this individual must be able to guide the volunteers through the campaign in an organized and purposeful manner.

General Characteristics There are no definite set of rules regarding who makes a good leader. One can, however, make some general observations about personality traits which are valuable to have in a campaign leader. You want someone who…

…truly believes in the organization’s cause and is able to articulate these feelings.

…has the respect of the community, his peers and the people with whom he will be working. …originates ideas and is able to implement them. HONOR …is organized and communicates well. ROLL …delegates authority while maintaining the respect and understanding of his fellow workers. …remains calm amidst confusion and acts as a mediator when the need arises. …is humble and willing to take advice from others. …can inspire others to do their best. Finding a Leader The process of selecting a Campaign Chairman and the approach to the individual must be planned carefully. A committee consisting of members of the steering committee and the professional of the organization should be involved in this process since he or she will be working closely with the Campaign Chairman and a good rapport between these two individuals will make the job easier.

After the committee has been set up, it should name several nominees for the position of Campaign Chairman, establish priorities and determine who should approach the candidates. In seeking nominees, the committee should explore:

 Friends of the organization  Important community figures and leaders of the business world  Individuals who are active in local service clubs, schools, churches, etc.  People with proven track record in fund-raising

Enlisting the Leader In approaching individuals for the leadership role, it is important to spell out exactly what will be expected of them in terms of:  Time commitment including attendance at meetings, social events and solicitations.  Their dollar donation (if the question is raised).  Overall job to be done.

Also, let the individual know the reasons why you are approaching him or her for the job:  The organization has great respect for the work he or she has done.  The candidate has demonstrated a real concern for the cause.  He or she is highly regarded in the community.

The Job to Be Done The job of Campaign Chairman is not an easy one and demands a special kind of person who can perform a variety of functions. This person must be able to:  Create a mood of optimism for the success of the campaign.  Work closely with the staff and volunteers, creating a “team spirit.”  Help plan and direct campaign strategy.  Recognize the work being done by the volunteers and staff and encourage them to maintain their best performance.  Set an example by working hard and actively participating.  Make face-to face solicitations for large gifts.  Represent the organization at a variety of special event.  Keep everyone involved abreast of campaign progress.

After a Campaign Chairman has been chosen, other individuals can be recruited to perform specific leadership roles as required. These jobs should be filled by individuals who have particular expertise or contacts in these areas and the process for recruiting them should be the same as outlined above. Under the guidance of strong leadership, a fundraising campaign is more likely to meet its goals within the designated time frame. Leadership should be chosen with great care and with the full participation of the steering committee and professional.

Friends of Scouting Campaign Job Description for the District Chairman

1. Personally enroll in an upper level of Friends of Scouting giving.

2. Ensure that the right District Friends of Scouting Chairman is selected.

3. Participate in the meetings and functions of the District Steering Committee including assisting with Campaign solicitation.

4. Help recruit Majors and Captains to help with the Council FOS Leadership Summit and Major Gifts Campaign.

5. Ensure attendance at the Council FOS Leadership Summit

6. Attend and participate in key District Friends of Scouting meetings.

7. With the District Friends of Scouting Chairman, attend Council level report meetings.

District Friends of Scouting Chairman Chairman - Type of Person Needed

The person selected as your District Friends of Scouting Enrollment Chairman should possess most of the traits listed below, not necessarily in this order:

 Must be well known in the area with a good, solid reputation

 Must be willing to give a leadership-type gift IN FRONT OF everybody else at first meeting of the District Friends of Chairmen.

 Must be available to attend and help conduct District Friends of Scouting Enrollment meetings.

 Must be able to recruit sufficient manpower to head up all sections or divisions of the campaign.

 Must be a “prime mover” for good in his area or district.

District Friends of Scouting Chairman Job Description for the District Chairman

1. Recruit a District Steering Committee Consisting of:

a. District Chairman b. District Finance Chairman c. Five people in the District best qualified to give leadership and direction to the Friends of Scouting Campaign, which include workers at the Council FOS Leadership Summit and Major Gift Campaign.

2. Conduct first Steering Committee meeting:

Date: ______Time: ______Place: ______

3. Ensure District Friends of Scouting Campaign Steering Committee is at Council Friends of Scouting Kick-off Dinner. 4. Recruit District Leadership Campaign Chairman, Major Campaign Chairman and Family Campaign Chairman. 5. Help recruit Captains to assist with the FOS Leadership Summit and Major Gifts Campaign. Attend the Council Leadership Summit. 6. Conduct District Briefing Meeting of Major Gifts and Family Campaign Chairmen: Date: ______Time: ______Place: ______

7. Keep enrollment on schedule in all levels through personal leadership and weekly reports to key leaders.

8. Attend monthly Council Friends of Scouting Report Meetings in January, February, March, April, May and June.

9. Assume responsibility for raising District Friends of Scouting Campaign goal.

Campaign Leadership

We can be successful in the Friends of Scouting campaign – Recruit enough of the right people to contact EVERY prospect.

Recruitment starts at the top. The Friends of Scouting Campaign must have committed, top- notch leadership in our community. Please consider potential chairmen for the Friends of Scouting campaign. These leaders should have a wide knowledge of the community and people in the community. They should be willing to contribute at the upper levels of the campaign. They should be willing to recruit others to work in the campaign.

Your recommendations for leadership will be used by the Friends of Scouting Steering Committee in their section and recruitment of the campaign leadership.

Submitted by: ______

Name/Address/Telephone E-Mail Remarks

Campaign Manpower

We can be successful in the Friends of Scouting campaign – Recruit enough of the right people to contact EVERY prospect.

The campaign leaders will need a lot of manpower in order to succeed. Your help is needed to provide them with a resource list of campaign workers. Please list people you know who might be willing to work in the campaign. Consider friends, co-worker, business associates, service organizations and clubs to which you belong.

Your recommendations will be given to the campaign leaders for use in selecting their enrollment teams.

Submitted by: ______

Name/Address/Telephone E-Mail Remarks

Campaign Manpower Recommendations

Submitted by: ______

Name/Address/Telephone E-Mail Remarks

“The habit of persistence is the habit of victory.” -Herbert Kaufman

Please replace this page with your prospect list.

District Friends of Scouting Committee Power Structure

Background: Boy Scout districts and councils are most effective when operating with a full complement at the district committee and commissioner staff level. It has long been important to recruit not only enough people to do the job, but also the right kind of volunteer management to ensure that those involved in council and district responsibilities are guided by effective volunteers who understand the mission of the Boy Scouts of America.

Volunteer chairmen, whether they are district chairmen, council presidents, or operating committee chairmen, tend to recruit at their own level or below. Because of this principle, it stands to reason that you would want your volunteer recruiter to be placed as highly in the community as possible, thereby giving access to as many people as possible as you begin to build your volunteer management pyramid.

In an effort to help districts and councils obtain the very best top management and recruiting advice possible, a simple system has been devised. This system involves two basic pieces of research which, once completed, will tell planners who in the community should be tapped for nominating committee jobs, personnel committee jobs, or council and district leadership positions.

Power Brokers: Every community has a certain number of men and women who give background leadership to major projects. These people are sometimes called “consensus givers,” “power brokers,” or “Godfathers.” These individuals are somewhat difficult to identify, because in many situations they are not extremely active in the visible areas of community service. More often than not these folks have served as Chamber of Commerce presidents, United Way presidents, college and bank board members, etc. Usually this service was performed in the past and these power brokers have gone on to become the kinds of people who now recruit those who are active in community service.

District Friends of Scouting Committee Power Structure – Cont’d.

Process to Identify Power Brokers: The identity of these key individuals must be known before any District Executive, Scout Executive, or nominating committee chairman can make an intelligent decision about structuring the leadership of his or her volunteer organization.

The process for determining the identity of these people is not a complicated one.

It simply involves the selection of 5 or 10 people who are in a position to make a judgment about community influence.

1. These 5 to 10 people must be interviewed and polled to find out who they think could fill these slots.

2. Care must be taken here to be sure that you are:

 Talking to the right people when you conduct your poll.  That you convey the message to those polled that the information you seek relates to the real consensus givers in the community.

If your District Committee or Council Board has the kind of people on it who can respond to this survey, then use them for part of your poll. Never utilize only your own constituents to conduct the poll since this may forestall the acquisition of information about people who are not well known to your organizations. If you do not have people on your committee or board who are capable of answering this simple question, then you must go outside your circle and it is suggested that you look for key volunteer Chamber of Commerce leadership, local service club leadership, civic task force leadership, etc. to find out this information. It goes without saying that some of the people you will be surveying will wind up on your identification list as your understanding about the power structure begins to grow. This should not trouble you.

When interviewing or polling someone about consensus givers, often you will receive a litany of those who are currently involved in major community projects. You must ask your subject to give more thought to your question at that point. It is suggested that you use an example such as this: You are asked to lead a task force which is charged with building a 10 million dollar civic project in your community. You are well aware that resources from all over the community will need to be marshaled to accomplish this plan. Who are the individuals from whom you must first seek consensus in your community before the project can really go forward? In other words, who must bless this effort with the “go ahead” before others will come aboard. Once you asked this question, you are well on your way to helping people understand that you do not want the current Chamber of Commerce president, although you may be talking about the person who asked the current Chamber of Commerce president to do that job.

District Friends of Scouting Committee Power Structure – Cont’d.

Once you have surveyed 5 to 10 people about the consensus givers, you will begin to see names emerge more often on the list. At this point you can simply make a list chronologically of those receiving the highest number of ballots to those receiving the lowest number of ballots. This list can be used effectively as a tool to tell you which individuals have the most influence in the community.

Once you are in possession of this list, the simple second step involves researching the volunteer and professional relationships that these individuals have in the community. This brings us to the examination of our second tool.

In summation, the use of these tools will allow you an increased understanding of how your community or communities function, and will also answer some questions for you about why some individuals have not been effective managers in their volunteer work and why some folks have remained virtually un-recruitable for you.

Best of luck as you embark on what truly will be an exciting project in your district.

Community Profiles: The names that you collect during the interviews with Power Brokers should be placed on the Community Profile document our council uses. The Community Profile sheet should be used with your Friends of Scouting Steering Committee and as your prospect.

Steering Committee: The successful Steering Committees are those that have been supported from the beginning with significant staff work. Use the names you develop with the Steering Committee.

FOS Leadership Summit

The FOS Leadership Summit Council Wide Kick-off Event & Leadership Briefing

Concept: Conduct one large council wide Kick-off and leadership briefing for the 2017 Friends of Scouting campaign. Every District and division in the campaign will be expected to have all campaign workers and steering committee members in attendance at the FOS Leadership Summit. Holding the FOS Summit event in the fall will ensure the recruitment and training of full district teams and help ensure the completion of the campaign by the June 30 deadline.

We will assemble the most talented and knowledgeable council team who can effectively train our District FOS teams on how to implement a successful campaign and the importance of supporting the Orange County Council. The event will be open to Scout volunteers, community leaders across Orange County and all friends of the Scouting program.

Outcomes of the kick-off event will include educating our district FOS team members on the operations of the Orange County Council and the benefits of supporting an organization that makes Orange County a better place to raise a family and helps develop the future leaders of this community…the “Why” behind doing the Friends of Scouting campaign.

Program: 1. Several display tables will be set-up around the training room to display the components of the Boy Scout program, FOS campaign materials and camp facilities. 2. The program will begin with an opening flag ceremony conducted by local Scouts 3. Council President or Council FOS Chairman will welcome and thank all those in attendance highlight some of recent achievements of the Orange County Council. 4. A council volunteer will conduct a power point presentation to explain where the Orange County Council gets funding and where that money goes. 5. A Unit or District volunteer will give a personal testimony of Scouting and explain why it is so important to invest in such a worthwhile organization. 6. A council volunteer will thank our presenters asks everybody to make an investment in Scouting and to turn it in to their District FOS Chair. 7. A council volunteer will thank everyone again for coming and dismiss the attendees.

Sponsors: Sponsorships will be sought to underwrite the costs of the event.

Friends of Scouting Campaign Leadership Summit and Briefing Roles & Responsibilities

Dinner Chairman (Friends of Scouting Chairman)  Personally contact potential Steering Committee Members and recruits 3-5 high profile individuals in the community to serve on the committee.  Personally recruits at least five Vice Chairs: corporate and community leaders.  Sends out invitation letter to all workers, captains and majors (Vice-Chairs).  Makes a pledge to the Friends of Scouting campaign.

Dinner Steering Committee (District Chair, Friends of Scouting Chair, key leaders)  Personally recruits Vice Chairs/majors to attend leadership summit.  Agrees to fill a table for the Kick-off Dinner and make a pledge to the Friends of Scouting campaign.  Attend Vice Chair orientation.

District Campaign Positions Each District will follow the same format and secure the same positions for the Leadership Summit. Each District will have its own section of seating at the kick-off event.

Vice Chairs (Majors)  Attend Vice Chair orientation.  Agree to attend the Kick-off event.  Recruit at least five people to serve on the campaign leadership team and secure their gift.

Captains  Agrees to recruit from a list of 15-20 potential campaign workers. Call those not responding to confirm their attendance at the Kick-off event.  Secure pledges from those on their team in attendance and those unable to attend the dinner.  Attend the Kick-off event and make a pledge.

Prospect Evaluation Process  Clean up all prospect lists for wrong addresses, duplications from same company, etc.  ALL prospects need to be evaluated for the proper dollar amount to ask them to give prior to the kick-off event.

Friends of Scouting Campaign Leadership Summit Agenda

I. Welcome and Introductions

II. Opening flag ceremony

III. Purpose of meeting A. Gather facts B. Review Friends of Scouting C. Hear what Scouting means tour community D. Make your own pledge E. Hand Out 2017 FOS campaign materials

IV. Invocation

V. What is Friends of Scouting enrollment? A. Why money is needed and where it be spent? B. Percentage of youth served C. Council services and costs D. How money helps Scouting here

VII. Friends of Scouting Testimony

VIII. Campaign General Instructions A. How to use brochure, pledge cards, recognition items B. The campaign time line C. The campaign org. structure D. How to conduct prospect and evaluation E. How to make an effective “ask” F. Council “thank you process”

IX. Enrollment of Attendees X. Break into District Teams XI. Don’t forget: A. Turn in Prospect Selection Sheet at door B. Turn in pledges (if you have not already done so)

REMINDER: Orange County Council is the only legal entity that can receive tax-exempt contributions for the Scouting program. Units CANNOT solicit community funds nor grant tax exemptions for funds received.

Friends of Scouting Campaign District Follow Up Report Meeting Agenda

Hold a District Report meeting every two weeks. Make it brief, fun and success oriented!

Date: ______Time: ______Location: ______

I. Invocation/Flag Salute

II. Welcome and Introductions

III. Purpose of meeting A. Report on new dollars raised B. Turn-In Pledge Cards and Cash C. Discuss ideas for reaching out to new Scouting investors D. Recognize and thank the workers E. Remind Captains and Majors about Council wide report meetings and interim goals

IV. Inspirational/Success Story

V. Next Report Meeting

Date: ______Time: ______Location: ______

VI. Closing Challenge

Prospect & Evaluation

List of Current Prospects

Instructions for Reviewing: You will only be concerned with the Prospect, Year of Gift, Amount Pledged and Amount Paid columns. Make notes on the following information in any blank areas on the prospect’s line:

1. Are the name, address and telephone number of the prospect correct, as far as you know?

2. If the prospect is a business, is the contact person correct, as far as you know?

3. Given your knowledge of the prospect, can he/she give more than has been given? If so, what amount would be appropriate to request?

4. Add remarks you may have about the prospect.

How To Read the Prospect List

Below is a sample entry from the prospect list. As you review the list, please pay attention to the Prospect Name/Address and pledge information columns

Prospect Prospect Miscellaneous Year of Gift Amount Pledge Amount Paid Name/Address Number Information

(name) Xxxxxxxxx Xxxxxxxxx S99 120 120 15255 N.W. 82 Ave. S00 150 150 Costa Mesa, CA 92705 S01 150 100 H) 000-000-0000 W) 000-000-0000 S02 150 250 Email address

Correct information, including complete address and telephone number, is important! The volunteers working the cards must have accurate data.

How Many Contributors Do We Have Right Now?

How many contributors do we have right now? At what Giving Levels?

Major Gift Campaign Goal (GOAL: $ ) Contribution Level Number of Contributors

If every contributor renews at the same amount as they gave the last time they made a contribution (some have not given in several years), then we will receive $______in contributions.

Current Value Goal Contributions Needed $______$______$______

Leadership Campaign (GOAL: $ ) Contributor Level Number of Contributors

If every contributor renews at the same amount as they gave the last time they made a contribution (some have not given in several years), then we will receive $ ______in contributions.

Current Value Goal Contributions Needed $______$______$______

Family Campaign

The remaining $______toward the overall campaign goal of $______is the goal for the Family Campaign, which is conducted by offering families currently involved in Scouting a chance to contribute to the Council’s budget. Presentations are made in the spring of each year to families at banquets and award ceremonies.

How Have We Done in the Past?

Campaign Performance Comparisons

Year Overall Goal Pledges Amounts Actual Contributions

AVG.

Campaign success depends on having enough prospective contributors, at the right giving levels, to reach the campaign goal. A general rule is to have enough prospective contributors that the value of their potential pledges adds up to three times the pledge goal.

Sample Letter: Thank You for Helping!

District Prospect Evaluation Committee

Thank you for helping!

Thank you for becoming a member of the ______District’s Prospect Evaluation Committee for this year’s Friends of Scouting fundraising campaign. Your job is a very important one. The success of the campaign will be a direct result of your service.

As a member of this committee you are asked to complete two primary tasks:

1. Review the prospect lists in order to delete prospects who are no longer viable, correct any inaccurate information, and add enough new prospects to the list to ensure successful attainment of the campaign goal. 2. Develop a list of potential campaign manpower and select the best candidates for campaign leadership.

Your willingness to accomplish these tasks is greatly appreciated. You will be making a substantial contribution to the ability of the Orange County Council, Boy Scouts of America to fulfill its mission to provide youth with a program which develops character, builds citizenship, and encourages personal fitness. Success in these areas will make a difference in our community now and well into the future.

Sincerely,

______District Friends of Scouting Community Campaign Chairman

Prospecting for Donors

Prospective donors have an INTEREST in the Council. They have the financial ABILITY to give if the right person makes the solicitation. Sources of prospects include:

Members of the Executive Board Council employees Council, District and Unit volunteers Former members’ parents – if youth in for more than 3 years All Eagle Scouts Families with youth that aged out of the program People with a strong interest in Scouting

Prospect Cultivation

Two out of five Americans report that they should have given more to charity in the last year.

Seventy-five percent of large donors say they are likely to give when they are asked by a person they know well. Large donors state that the primary reasons for their contributions are that the charity is a worthy cause and they feel a close involvement.

According to a Yankelovich study on charitable behavior, a most important consideration for improving upper level giving is proper cultivation of prospects. Cultivation is an ongoing continuous process. Cultivation’s goal is to:

Increase giving level of existing prospects. Create desire and motivate new prospects to contribute. Create deep understanding of the Council so the prospect cannot say no.

Learn all there is to know about potential prospects for contributions and leadership. The first step in an effective prospect cultivation program is to identify 200 possible prospects. From questionnaires and personal surveys, record information about them.

Place these 200 names into four categories:

Best Top 10-15 Medium Next 20-30 Potential Next 20-30 Possible Remaining prospects

Assign volunteers to make concerned cultivation “moves” (contacts) on each Class A prospect.

Sources of Prospects’ Names

 Corporate stockholders’ reports listing officers, directors, and salaries  Financial institution annual reports listing officers and board of directors  Country club memberships  Chamber of Commerce membership rosters  Private club memberships  Chamber of Commerce membership rosters  Private club memberships  Business Directories of corporate leaders  Industry directories of corporate leaders  Industry directories  Who's Who directories  Social registers  Service club memberships: local, district and state  Professional directories  College and university boards and reports  Faculty members of educational institutions  Professional athletes  News media personnel: television, radio and newspaper  Government personnel: local, state and national  Labor union officials  Capital campaign brochures of other institutions (use for reference)  Newspaper reports listing contributors to special causes (clip daily)  Newspaper reports of major contributions (clip daily)  News media reports of new executives, professional men and women,  Educators, et al moving into area  Scouting records, including: o Capital campaign contributors o World Jamboree participants o National Jamboree participants o Philmont participants o Exploring High Adventure activity participants o National Eagle Scout Association members o Eagle Scout Award recipients and their families o Silver Beaver recipients o Past Executive Board and Council members o Eagle recognition sponsors, current and previous years

Reminder About the Corporate Matching Gift Program

An important feature of corporate philanthropy throughout the United States is the “Corporate Matching Gift Program” through which numerous corporations-local, national and international match the gifts of their employees to designated nonprofit organizations.

Companies – Already Making a Matching Gift To the Orange County Council Adaptec McMaster Carr Aegon Transamerica Merrill Lynch AES Southland Microsoft Matching Ameriprise New York Life Insurance Automatic Data Processing Pepsi Bottling Group of Southern Ca AXA Advisors Pfizer Foundation Bank of America QLogic Corp Black & Decker Square D BP Foundation St Paul Travelers Boeing State Farm Companies Bristol Myers Squibb State Street CA Inc Takeda Matching Cadence Design System, Inc. Temple Inland Capital Group Tenet Healthcare Choice Hotels International Union Bank Direct TV United Technologies Goldman Sachs and Company Verizon Goodrich Wachovia Illinois Tool Works Wachovia Wells Fargo Invest In Others Washington Mutual JP Morgan Chase Wellpoint MassMutual Financial Yum Brands

Companies that Make Matching Gifts 3Com Corporation Bank One 3M Company Bechtel Abbott Laboratories Fund Black & Decker Aetna Blockbuster Inc ALCOA Boeing Company Alliance Capital Management BP America Allstate Bridgestone/Firestone American Express Bristol-Myers Squibb American Fidelity Corporation Candle American General Corporation Cargill American International Group Caterpillar American Standard ChevronTexaco Anheuser Busch Choice Hotels International Archer Daniels Midland Cisco Systems Inc ARCO Citigroup AstraZeneca Pharmaceutical LP Clorox Company Baker Hughes Foundation Coca-Cola Company Ball Corporation Coleman Company

About the Corporate Matching Gift Program – Cont’d.

DaimlerChrysler Corporation Monsanto Datatel Morgan Stanley Deloitte Motorola Delta Air Lines New York Life Deutsche Bank NA Nortel Networks Ecolab Northrop Grumman Eli Lilly & Company Northwestern Mutual Life Ericsson Inc Occidental Petroleum Ernst & Young Oppenheimer Funds ExxonMobil Oracle Farmers Insurance Group Pharmacia & Upjohn Fidelity PhilipMorrisUSA Firststar PricewaterhouseCoopers Fluor Principal Financial Group Ford Procter & Gamble Gap Prudential GE Foundation Raytheon Company General Mill RJR Nabisco General Motors Roche Glaxo Wellcome Inc Rockwell Collins GlaxoSmithKline Rockwell International GMAC-RFC Rubbermaid Inc Goodyear Tire & Rubber Company Sallie Mae Home Depot SBC Honeywell Shell Oil Company Hormel Foods Corporation SmithKline Beecham HSBC Sprint IBM StorageTek IKON Office Solutions Foundation Sun Microsystems Intel Corporation Sunbeam Corporation Intuit Symantec ITT Industries Inc SYSCO Corporation JC Penney Teledyne Technologies Inc John Hancock Financial Services Inc Tenet Healthcare John Wiley & Sons Inc Texas Instruments Johnson & Johnson Time Inc JP Morgan Chase Time Warner Kimberly-Clark UBS KPMG Union Pacific Kraft UPS Lexmark International Inc US Bancorp Lockheed Martin Corporation US Cellular Maytag Corp Walt Disney Co McDonald's Waste Management McGraw-Hill Weyerhaeuser Company Merck Whirlpool Merrill Lynch & Company Xerox Corporation Microsoft

Contributors would be encouraged to check with their employer's human resources department. If the company is a participant, a form which denotes that the company is a matching gift provider should be provided for the donor to include with their contribution to Scouting.

Prospect Research

www.fsd.org

Prospect Research Choices

Using the Wealth Engine to research individuals

Using the Leadership Directory to research companies

Using the Foundation Center to research foundations

Using the Gift Matching Directory foundations

Google

Friends of Scouting Campaign Prospect Clearance Form To avoid multiple requests to the same prospect, all new prospects must be cleared.

Fax To: ______Email: ______Fax Number: (714) 546-0415 – Development Department (Please allow 48 hours for a response)

From: ______Volunteer Campaign Worker’s Name Volunteer’s Address, including city and state

Phone: (______)______Fax No: (______)______

Email Address: ______District: ______

Here are the people/companies I would like to solicit for the Friends of Scouting Campaign: Please provide all information

Please type or print neatly Cleared by: Date: Phone Proposed DO Prospect Contact OK to Address City State Zip (include Gift NOT Company or Individual (if company) Contact area code) Amount Contact

Research Instructions

The Finance Support Division has provided a way for each Council with Internet access to check company gift matching. You can check gift matching requirements and download gift matching forms. To link to the Case gift matching search page, click on the Case Gift Matching button on the FSD Research Portal page located on the FSD website.

Donor Research Wealth Engine The Wealth Engine service can be accessed by clicking the Wealth Engine button on the FSD Research Portal to get the Login Page. The “Simple Search” screen requires you to select a report, type a last name, and list the first name or the state. The “Advanced Search” screen requires you to provide more detailed information. We are limited to the number of users logged in at the same time, so please log out when you are finished.

User Name: Scouts2010 Password: pumpkin Sub Account: Orange

Foundation Research Foundation Center The Foundation Center is the leading online source for foundation research. Non-profits’ 990s provide a large portion of the information used in foundation profiles. Most non-profits not found in the Foundation Center can be located on the Guidestar website, www.guidestar.org

Company Research Leadership Directories or Wealth Engine Leadership directories, knows as the Yellow Books, provide a wealth of research information in a variety of areas. The Corporate Yellow Book is a great source for company leaders and board members. This source provides contact information for the 400,000 individuals who lead America’s institutions. The Leadership Directories consist of 14 directories and are available in one integrated database.

Iwave The Iwave service is new and can be used for Individual, Company, and Foundation research. Click the IWave button on the FSD Research Portal to get the Login Page. We are limited to 5 users logged in at the same time, so please log out when you are finished.

Friends of Scouting – Yellow Flag Penalties

These were written as comical examples of the many stories and statements you might hear in fundraising – if you hear these statements – The Yellow Flag is dropped . . . you need to stop play right there!

 I’ve raised money before for the YMCA. As a matter of fact, I think I still have the letter I wrote right here in the file . . .  I’ll do the job, but for the first three weeks in February when those briefings are happening, I’ll be in Argentina negotiating a union contract.  We’ll raise the money for you, but we don’t believe in things like report meetings – our guys are too busy here, and most of them would have to drive across the city, but we’ll raise the money.  I’ll get the people to work. You bring those names from the printout by my office tomorrow. And hey, bring plenty of those pledge cards with you.  This damn chart of yours is too complicated. I can’t recruit that many people, but I’ll do the job for you. I’m having a staff meeting with my people next Friday. I need for you to bring plenty of pledge cards, and I’ll let you make the presentation at the meeting.  Most of the guys did this last year – they know what they’re doing. We don’t need any briefing meetings – just bring by the cards and the mugs. Do you guys have anything else to give out this year – my guys love giveaways.  Mr. Big Time Boss told me about this campaign and how we do it here. Even though it’s my first year, I can guarantee you we’ll be successful like we always are. Just drop off the packet with the cards to my secretary at Gate #6. If she’s not in, just leave the packet with a note.  Most of the guys can’t make a briefing. Our company is in a reorganization process. Frankly, you’ll be lucky to raise half of the money we did last year. But, we’ll do the best we can. Don’t push me. Just leave the cards and when I’m done, I’ll call you.  Don’t you guys have a computer at the Scout Office? You should be able to crank out a letter to everyone in the metro area and make mucho bucks. Everyone loves the Scouts! Last year my wife did this for the kidney drive . . . she raised $2,000 with a mail campaign.  I’ve got a better idea. I have a friend who owns a skating rink. If I talk to him, I know he’ll let us have the rink for half price! We can charge people $4 to skate for Scouting and sell tickets all over the city. Wait, you haven’t heard the best part – my best friend is a lieutenant in the Police Department. He has Chief McKinnon’s ear . . . we might even get the “Blue Pigs” to play for free!  Well, I know letters don’t work, but I’m going to get Billy Ford to sign these . . . and these will work . . . no one will turn down Billy Ford.

When we hear those statements, we either make the correction with that player – or change players. If you leave it alone, you’re out of the game! There are no short cuts to fundraising. Following the plan with discipline is a fundamental practice.

LDS Campaign

LDS Campaign Enrollment Plan

Overview It costs $300 to keep a boy in Scouting in Orange County. This cost represents Council services and support, camp operations and outreach programs. Each year we approach parents to make a donation to the Scouting program to help offset these expenses.

Friends of Scouting … “should be a voluntary contribution to the Boy Scouts of America by Scouters and Scouting Friends.” “Stake Presidents and Bishops should ensure that all Friends of Scouting fully understand the need and benefit of supporting this activity and are provided the opportunity to contribute.” (See Budget Bulleting, sent to Stake Presidents December 12, 1994.)

Ward F.O.S. Chairmen (a member of the bishopric) should personally, privately and individually contact all individuals and families in the Ward and ask for a voluntary donation to Scouting.

Kick-Off We will conduct our Kick-Off on September 13, 2016 and finish by December 31, 2016.

Steps to follow with your Stake and Ward Campaigns 1. Wards and Stakes set achievable Friends of Scouting goals. Increase the goal of participation and gifts each year. Accountability for the Friends of Scouting campaign should flow directly from the Stake President to a member of the Stake Presidency to a member of the Bishopric in each Ward. These three brethren are accountable to achieve the Friends of Scouting goal. Others (such as High Counselors, Stake and Ward YM Presidents, etc.) may assist as needed but the Stake President, a member of the Stake Presidency and a member of the Bishopric should not delegate Friends of Scouting responsibility. A member of the Stake Presidency holds a Stake level briefing with bishopric members from each Ward in order to brief them on the plan. Note: Members of the professional staff of the Orange County Council will attend your briefing meeting to help you get started if you desire. Please call your District Executive at (714) 546-4990 with the date of your meeting and if you would like a professional to be in attendance.

LDS Campaign Enrollment Plan – Cont’d.

At the briefing, review the following subjects:

A. The brochure explains the service of the council, expenses and income and the various levels of membership in the Friends of Scouting program.

B. The giving history shown on the prospect cards for each individual contributor for the last year contributed.

C. Explain how to fill out the prospect cards and “Campaign Report Envelopes” …be sure the address, phone number, full name and all information is correct and filled in.

D. The target for wrapping up the campaign is December 31. Turn in collected Friends of Scouting funds by then; however, if donations are still outstanding, continue to collect them and turn them in even after the deadline. Follow-up with bishopric member each week on the progress they are making to obtain Friends of Scouting funds.

E. When completing the Friends of Scouting prospect cards, the space for “District” should be filled out with the Stake Friends of Scouting number.

F. Use the Campaign Reporting Envelope to turn in Friends of Scouting contributions to your District Executive as collected from the Wards. This will get checks cleared through the banks quickly.

G. As Stake and Ward Friends of Scouting Chairmen collect the Campaign Report Envelopes, make sure that pledges and cash reported on the prospect cards balance.

H. Friends of Scouting Reports: Stake Presidents, Stake Friends of Scouting Chairmen and Ward Friends of Scouting Chairmen will receive weekly reports on the progress of the campaign. The reports will be e-mailed on Fridays, beginning in October.

I. Suggestion: Emphasize cash donations whenever possible. We take pledges of course, but “cash” reduces follow-up time and costs. Encourage those looking for tax dedications to be generous in their contribution. Remind the LDS member about their employer who may match their contribution.

J. Treat each pledge card as you would a blank check. When someone makes a donation, fill out accordingly with name, address, etc. If they do not want to make a donation this year, the chairman should write “NO” on the card and return it to the council office. If they do not want to make a donation and want to be removed from the list, the chairman should write “DELETE” on the front of the card and return it to the council office indicating that it be deleted from the system.

K. Be sure to include the following facts when asking for a gift:

o United Way has cut its support of the Orange County Council, Boy Scout’s of America 100%. o Scouting continues to defend its values and traditions within our legal system. It is a costly battle. o Scouting in Orange County continues to reach out to “at-risk” kids with its Scoutreach Programs. o Scouting continues to upgrade and improve its camping facilities to ensure a safe and exciting outdoor program for our young people. o Scouting is the activity arm of the Aaronic Priesthood in the Church. o The Church represents 40% of the traditional unit membership in Orange County. These things and much more are occurring in Orange County. They all take financial resources. Your help is needed today more than ever before. Please give as you are able!

LDS Campaign Enrollment Plan – Cont’d.

Timetable

Date/Deadline To Be Done Responsibility

September 13 Council Kick-Off Meeting Stake & Ward at William Lyon Homes Center for Scouting Chairman

By September 30 Conduct Briefing for Ward Chairman and Stake Chairmen complete Ward Teams

Sept. – Nov. Hold Monthly Report Meetings Stake & Ward Chairman November 8 Over Goal! Final Report Meeting Stake & Ward at the William Lyon Homes Center for Chairman Scouting.

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LDS Campaign Job Description of District Stake & Ward Chairman

Stake Chairman:  Oversee and organize the Friends of Scouting Campaign for your assigned Stake.  Give to the Campaign at a Leadership Level.  Help Recruit, Train, Communicate and Give Guidance to all Ward Chairman in your assigned Stake.  Track Stake Friends of Scouting goal and pledges by holding Weekly Report Meetings with your Ward Chairman.  Achieve Stake Friends of Scouting goal.

Ward Chairman:  Recruit a Unit Friends of Scouting representative in each Unit of your assigned Ward.  Give to the Campaign at a Leadership Level.  Working with the Unit Representatives, Work Potential Donors Using the provided Friends of Scouting brochures and materials.  Ensure that each Past Giver, Scout Family, Scout Leader and other Ward members are asked to make a financial contribution to the Scouting Program through Friends of Scouting.  Achieve Ward and Stake Friends of Scouting goals.

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Sample Letter to Committee

Date

Name Stake Address City, State, Zip

Dear …

Our upcoming LDS Relationships Committee meeting will be a very important one, particularly for your Stake and Ward Friends of Scouting Chairman. Council staff members are working hard to prepare materials and handouts to assist church members with these important tasks.

The meeting will be held on Tuesday, September 13th, 2016 at 7:00 p.m.

We would like each Stake to develop their 2017 Friends of Scouting goals prior to the meeting. In 2016, your Stake goal was ______and the actual dollars raised was ______. Please understand that the Scouting program costs $300 per boy each year, and consider the number of boys in Scouting in your Stake as you set your goals. I have enclosed some additional information from last year’s campaign that should assist you in this year’s goal development. Please prayerfully consider what your 2017 Friends of Scouting goals should be so that we may include it in our materials. I know that each of you appreciate Scouting’s value in helping our young men reach their priesthood goals.

Please invite the following people from your Stake and Ward to attend:

Stake President’s Counselor over Scouting High Counselor over Scouting Stake Young Men’s President Stake and Ward Friends of Scouting chairs Anyone else who you feel would benefit from attending this meeting

I hope that you and the people listed above will plan on attending to make this meeting very productive. In addition to reviewing the details of the Friends of Scouting program, we will also be highlighting many exciting council wide events and programs as we plan for the coming year.

Thank you for your attention to this important meeting. Please RSVP your attendance to Kathy Nguyen at 714-546-4990 x 148 or [email protected].

Sincerely,

Sterling Brennan, Chairman LDS Relationships Committee

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LDS Campaign Timeline

September 13 LDS Friends of Scouting Kick-Off, 7:00 p.m., Scout Office Major donor mailing for Leadership Luncheon Complete Ward/Stake Friends of Scouting Teams Call Ward Chairman

October Call Ward Chair for Weekly Reports Attend Council FOS Leadership Summit

November 8 Report Meeting, 7:00 p.m., Scout Office (Victory Celebration) Call Ward Chair for Weekly Reports

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LDS Campaign Campaign Goal, LDS Scouting Structure & Stake Organization

(Insert specific District information)

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Campaign Clean-Up

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Campaign Clean-Up

No matter how well a finance effort is organized, there is always a need to follow-up on all prospect cards to make certain each prospect has been seen. The best way to hold a clean-up effort to a minimum is to recruit the right type of persons as Chairman, Majors, Captain, and Workers. Good orientation and training are most vital. In other words, you begin work on the cleanup when the first worker is recruited and through each step.

Clean-up Responsibilities In the recruitment and orientation of Chairmen and Captains, inform them that they are taking on a responsibility of seeing that a set number of prospects be seen. Hopefully, the Chairman, Majors and Captains will desire to see all assigned prospects so strongly that they will be willing to work cards themselves, if necessary.

While the responsibility for cleanup rests with the Chairman, Majors and Captains, it probably will never take place unless the District Executive has the concern to make it happen.

In the final analysis, the District Executive is responsible for the results. It is your financial record as a professional to conduct a “gap analysis” to help define strategy. Steps The enrollment Chairman should recruit a Clean-up Chairman in advance or recruit extra personnel at the beginning of the campaign as a Clean-up Team (Majors, Captains and Enrollers or other recruited personnel who worked in enrollment and did a good job.). Conduct a Kick-off Meeting with the Clean-up Teams. Stress personal contact. Set final report date and method of collecting unseen prospect cards. Hold regular reports and send out weekly report emails to all workers. Keep good records. Make certain that another prospect selection form is completed as cards are assigned. Work cards on the telephone only as a last resort. It is very difficult to sell new prospects on the telephone. Don’t let a week go by without every volunteer who outstanding cards receiving a telephone call from either you or the Campaign Chairman. The best time to call is right before the weekly report meeting. Take advantage of the energetic chairman – who is willing to work 20 or more cards and can work them effectively.

“While the responsibility for clean-up rests with the Chairman, Majors and Captains, it probably will never take place unless the – District Executive has the concern to make it happen.”

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NEW PROSPECTS SUBMITTED BY:______

Name/Title or Address Telephone: Giving Would you solicit this person? Company/Contact Home/Business/ Level Yes/No. If not, who would solicit this Email address person? Comments $ 150 $300 $ 500 $ 1,000 More $ 150 $300 $ 500 $ 1,000 More $ 150 $300 $ 500 $ 1,000 More $ 150 $300 $ 500 $ 1,000 More $ 150 $300 $ 500 $ 1,000 More

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