Fundraising 101 Introduction to Autism Speaks. An Orientation for New Hires

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1 Fundraising 101 Introduction to Autism Speaks An Orientation for New Hires May 2013

2 Welcome to the Autism Speaks family! This guide is meant to be used as a tool to assist you in your career and not just to be used during your first days, weeks, nor months. Use it often as a guide to help you in your planning process and throughout your fiscal year. You will receive additional, in-depth training to enable you to use the applications and tools described within. Follow the principles outlined in this guide, and apply them continually. These principles will help you develop a map (your plan for success) for all areas of your event and will lead you to your destination your GOAL! Imagine being told to travel Alaska in five days. What would be your first step? Planning. You wouldn t just jump in a car and drive without having a roadmap, or jump on any plane without knowing where it was headed. The same should be true for your event planning. Develop a plan, review it often and refer back to this guide to assist you. If you do, your journey as an Autism Speaks employee will be one that is memorable, enjoyable and successful! Welcome to Autism Speaks! 2 P a g e

3 Table of Contents: Chapter One Autism Speaks Know the Mission... Page 4 Chapter One Review... Page 8 Chapter Two Five Fundraising Principles... Page 10 Principle One: Know Your Goal and History... Page 11 Principle Two: Develop a Business Plan and Timeline... Page 13 Principle Three: Communicate Your Goal... Page 14 Principle Four: Identify Opportunities... Page 15 Principle Five: Monitor Progress... Page 17 Chapter Two Review... Page 19 Chapter Three The Cycle of Fundraising... Page 20 Chapter Four Tools to Develop your Plan... Page 21 Chapter Five Applying the Five Fundraising Principles... Page 23 Sample Business Plan... Page 25 3 P a g e

4 Chapter One Autism Speaks Know the Mission Alright, so you re hired! Welcome to Autism Speaks! Now go raise some money for us, and meet your goal! For Field Staff that is your goal! But, how will you go about reaching your goal? Will you go out and introduce yourself to your volunteers and constituents and start the process of developing relationships? Will you go out and start trying to find new constituents and attend speaking engagements, meetings and conferences? Will you research new funding opportunities? Will you talk with other staff and learn what has worked for them? The answer to these questions is YES! However, even if you do ALL of these things, but don t know what you are selling, will you have continued success? Selling you say? But Autism Speaks doesn t have a product. I m not a salesperson I m a fundraiser! Take a moment to step back and think about this statement, I m not a salesperson I m a fundraiser!, and ask yourself one question. Really? To be an effective fundraiser, consider yourself a salesperson. You may say or think Autism Speaks doesn t have a product, but we do. Our mission is our product. Before you get started in any fundraising planning process, be sure to learn our mission. Know it. Memorize it? Maybe not you don t want to sound like a robot just rattling off the mission. We suggest that you make yourself wellversed with the mission. Be comfortable when someone asks you, What do you do for Autism Speaks? Be able to confidently answer what it is we do as an organization and what you do as an employee. We won t provide you with your answer. Your answer should be personal to you. But, you should be prepared to answer that question in many different ways at speaking engagements, in meetings, attending conferences, travelling to work and riding the elevator. Before any fundraising can begin, one must know the mission! Read on to learn more about Autism Speaks, our mission and how you can become a successful fundraiser (and yes, salesperson) for Autism Speaks! 4 P a g e

5 Autism Speaks Mission: At Autism Speaks, our goal is to change the future for all who struggle with Autism Spectrum Disorder. We are dedicated to funding global biomedical research into the causes, prevention, treatments and cure for autism; to raising public awareness about autism and its effects on individuals, families, and society; and to bringing hope to all who deal with the hardships of this disorder. We are committed to raising the funds necessary to support these goals. Autism Speaks aims to bring the autism community together as one strong voice to urge the government and private sector to listen to our concerns and take action to address this urgent global health crisis. It is our firm belief that, working together, we will find the missing pieces of the puzzle. Autism Speaks. It s time to listen. Visit the Autism Speaks website frequently to familiarize yourself with recent news and developments in all areas of our mission: 5 P a g e

6 We have a great mission at Autism Speaks! It can be overwhelming for new employees to learn, so break it down into simple categories, of which some employees refer to pillars. (New employees will receive separate training for all different pillars or areas of our mission.) Four Pillars of Autism Speaks Mission: 1. Science 2. Awareness 3. Family Services 4. Advocacy Taking another look at our mission, we can break it down as follows: Science Awareness Family Services Advocacy Funding global biomedical research into the causes, prevention, treatments and cure for autism Raising public awareness about autism and its effects on individuals, families and society Bringing hope to all who deal with the hardships of this disorder Bring together the autism community as one strong voice to urge government and private sector to take action Field Mission: Within the overall mission of Autism Speaks, one can find the mission of the Field Department: We are committed to raising the funds necessary to support these goals. Our primary fundraising focus in the Field is our signature fundraising event, Walk Now for Autism Speaks. Powered by volunteers and families with loved ones on the autism spectrum, this successful grassroots fundraising effort not only generates vital funds for autism research but also raises awareness about the increasing prevalence of autism and the need for increased research funding to combat this complex disorder. Walk Now for Autism Speaks brings in over half of the overall revenue for Autism Speaks. 6 P a g e

7 Supporting the Mission: While the main task of the Field is to fundraise through Walk Now for Autism Speaks and local special events, it is important to be aware of, learn and collaborate with other departments fundraising tools. This knowledge will enable you to identify different opportunities in your areas to increase awareness of and financially support our mission. MAJOR GIFTS 7 P a g e

8 Chapter One Review Autism Speaks Know the Mission Without referring back to the previous pages, complete the following questions to the best of your ability. This exercise will not be graded, but will provide you with a measurement of your knowledge and gauge areas for improvement. Have fun! In Your Own Words, State the Mission of Autism Speaks What are the Four Pillars of Autism Speaks Mission What is the Field s Mission? Name Autism Speaks Signature Fundraising Event 8 P a g e

9 Chapter One Review Autism Speaks Know the Mission Fill in the table below with the appropriate piece of our mission Science Awareness Family Services Advocacy Complete the following statement: Autism Speaks Name 3 other ways we support our mission, NOT including Walk Now for Autism Speaks P a g e

10 Chapter Two Five Fundraising Principles So now you know the mission or at least familiar enough with it to get started in your fundraising efforts. In this chapter, we will discuss the Five Fundraising Principles and how they should be used in developing your roadmap for success ultimately, reaching your fundraising goal! Five Fundraising Principles: 1. Know your Goal and History 2. Develop a Business Plan and Timeline 3. Communicate Your Goal 4. Identify Opportunities 5. Monitor Progress It is important to note that these Five Fundraising Principles should be used not only to develop your overall Business Plan and Timeline, but should also be applied to the Five Key Elements of Walk and Special Events! In addition, each of these elements should have a specific place in your business plan and timeline. Five Key Elements of Walk: Five Key Elements of Special Events: 1. Top Teams 1. Volunteer Development 2. New Teams 2. Corporate Sponsorship 3. Corporate Development 3. Fund the Mission 4. Top Fundraisers 4. Live and Silent Auctions 5. Volunteer Development 5. Budget Plan 10 P a g e

11 Principle 1 Know Your Goal and History As with any journey, you need some basic information before you start travelling. The same is true for fundraising. You need to know where you are starting, where you have been in the past (knowing the past may help you reach your destination in a shorter distance or in less time), and where you are headed. So, let s start with where you are headed your goal! Whether your goal is $30,000 or $1 million you need to know it! It s a valuable piece of information to help you establish subsets of goals to get you to your ultimate destination. You also need to know your history, how has this event done in the past? How long has the event been in existence? And what other information from this event can I use to get my plan started? Along your path, you need to be aware of any detours or bumps in the road that may cause you to veer off the path risks.what are they? And, what opportunities also lay ahead of you to get you around those risks? Know Your Goal and History: What is your Goal? Collect Event History Identify Risks Identify Opportunities What is your Goal? Upon hire, your supervisor should share with you what your goal is or work with you to develop a goal. Learn it, know it and carry it with you at all times. 11 P a g e

12 Collect Event History Once your goal is established, your next step is to collect all of the necessary data on your event history. Following are what you should establish and learn: Identify your Risks Who is Not Returning? Year-Over-Year Comparison Total $ Raised Total # of Teams and Team Revenue Total # of New Teams and New Team Revenue Total # of Corporate Partners and Corporate Partner/Sponsor Revenue Total # of Top Fundraisers and Revenue Total # of Participants Total # of Teams Not Returning and Revenue Lost Retention Rates Event History should include information on the 5 Key Averages Elements of Walk - Top Teams, New Teams, Top Percent of Overall Revenue Fundraisers, Corporate Development and Volunteer Development and/or the 5 Key Elements of Special Events: - Volunteer Development, Corporate Sponsorship, Live and Silent Auction, Fund the Mission and Budget Plan Do you have any Top Fundraising Teams, Individuals or Sponsors that raise a large percentage of your Overall Event Revenue? What is the % of Revenue that Top Teams/Sponsors Fundraise? What happens if my Top Team/Sponsor doesn t return or any of my Top Fundraisers? Identify your Opportunities By researching your event and its history, you will be armed with tools to get your planning off and running. For instance, when you do the Year-Over- Year Comparison, you will identify numbers in the Five Key Elements that either didn t return or didn t fundraise as much as they did in previous years. Those are your first opportunities, find out why pick up the phone, call them, get to know them and invite them back. Also see Principle 4 Identify Opportunities 12 P a g e

13 Principle Two Develop a Business Plan and Timeline Once you have acquired the necessary knowledge (your event goal and history), you are set to develop your Business Plan and Timeline. So, what should be included in an effective Business Plan? An Effective Business Plan should include: Team Retention Goals New Team Goals Corporate Sponsorship Goals Top Fundraiser Goals Committee/Volunteer Development Goals Relationship Development Goals Cultivation and Recruitment Goals SMART Goals (Specific, Measurable, Achievable, Realistic, Timely) Your Business Plan is a great tool and will help you succeed and reach your goals. Don t just take the time to create your Business Plan at the beginning of your Event Planning just to cross it off of your To-Do list. Use it, make it a dynamic tool. Carry it with you at all times consider it your Success Plan! Event History should include information on the 5 Key Elements of Walk - Top Teams, New Teams, Top Fundraisers, Corporate Development and Volunteer Development and/or the 5 Key Elements of Special Events: - Volunteer Development, Corporate Sponsorship, Live and Silent Auction, Fund the Mission and Budget Plan 13 P a g e

14 Principle Three Communicate Your Goal You are about half-way there and almost ready to get out there and start fundraising effectively. You have established what your goal is, researched your event and developed an effective business plan. Now what? Can you start fundraising? The answer is yes, but will it be effective fundraising? What s missing? What should you do? COMMUNICATE! When you communicate your goal, you should remember: Who, What, When Where, How and Why? Who? EVERYONE Committee Teams Sponsors Individuals Past Donors What? Communicate Your Goal and Share Your Plan! Communicate Your Progress and Where You Are to Date! When? In developing your timeline along with your business plan, Communication has to be included. Remember to set SMART goals! Where and How? Share hard copy of business plan with the committee Event Web Site Facebook Page both personal and Event pages in your signature line, personal s, and blast s Letters Conversations Presentations Kickoffs Meetings Media Outlets (Radio, TV and Print remember their websites) Acknowledgements and Thank You Letters Why? People give because they are asked. Make the ASk. What else can you think of? 14 P a g e

15 Principle Four Identify Opportunities In Principle Two; we briefly discussed identifying opportunities to include in your Business Plan. However, it is important to constantly be on the lookout for new opportunities year-round. Below are just a few ways to identify those opportunities. Can you think of more? Ways/Tools to Identify Opportunities Past Analysis Reports Past Analysis Reports such as a Cumulative Teams Report or the Master Walk Reporting Tool will help you identify: o Non-renewed Teams o Non-renewed Sponsors o Non-renewed Fundraisers o Non-renewed Donors Sphere Reports o Participant List to Identify Employers Potential Corporate Teams Potential Corporate Sponsors Potential Matching Gifts/Workplace Giving Internet Out of Office s What do you do when you send someone an and you get an Out of Office automated reply? Delete it? Next time, before you hit that Delete key, take a moment to see where they work if their employer isn t involved, take the opportunity to try and get them involved. You may not get anywhere with that one particular lead, but it is certainly worth the effort. And, just think, when you send out your event e- blast, how full does your in-box get with those Out of Office messages? It s a feeling of achievement when you empty your inbox, but next time, take a minute to see what it is that is popping up right in front of you! 15 P a g e

16 Existing Corporate Partners You may ask yourself, How can my existing Corporate Partners be considered an opportunity when they are already supporting my event? Take a moment to change your perception. Yes, they are already supporting your event, and who better to help you acquire new partnerships/relationships than someone who is already on our side? Consider asking your existing partners to host a Corporate Breakfast or Cocktail Hour and ask them to invite their vendors, business associates, colleagues, etc. Ask them to share their story and provide us an opportunity to talk about our organization. It s a great way to get Autism Speaks Awareness in front of multiple businesses and organizations! Consider these ideas with Corporate Partners as well: o Matching Gifts You may have a Corporate Team or Sponsor, but are their participants taking advantage of the Matching Gift Program if one exists? o Corporate Team/Sponsor If your Corporate Partner is only a sponsor, ask them to consider forming a Corporate Team and vice versa o Workplace Giving Do they have a Workplace Giving campaign? Find out! If not, get them in touch with our Workplace Giving! Publications/Newspapers Google Alerts Networking (in person and Social Media) Committee Members/Board Members and Volunteers 16 P a g e

17 Principle Five Monitor Progress You ve come this far. You ve taken the time to learn the history, develop and communicate your plan and timeline and to identify new opportunities along the way. How are you measuring up? It s important to always know how well you are doing so you can plan accordingly. Everyone wants and works hard to meet their goal. So it s vital to keep a constant measure on how well you are doing in all areas of your Event. Your supervisor will need to know this information, and it needs to be shared with all in the organization, not just the people with whom you work closely each and every day. It is important to use the tools made available to you as a staff person and share them appropriately and according to the organizational guidelines. These tools are not created to make more work for you as a staff member, but just the opposite. These tools are created to help you along your path to success. If you use your tools on a consistent basis to plan your months, weeks and days leading up to your event, you will feel more confident in the work you do for Autism Speaks. It s not just important to know your goal, but where you are in relation to it! Monitoring Progress How are we measuring up to goal? o Use the Website o Master Walk Reporting Tool o All Stats Report o YOY Status Report o Business Plan and Timeline Know your risk factor and plan accordingly o Top Team(s), Fundraiser(s), Sponsor(s) not returning? o What can you do to make that up? Acknowledge o Thank anyone who donates and share your goal and progress o Thank often Communicate Your Progress 17 P a g e

18 Begin the process again o Are you making progress and achieving goals in your business plan? Then add to it! o Are you making progress but not achieving goals? Then adjust it! o Your Business Plan is a dynamic document! o Managers and Supervisors should use it as a tool to support and provide assistance to their direct reports. o Staff should use this as a tool to support their committees and ask them for help. 18 P a g e

19 Chapter Two Review Five Fundraising Principles Complete the following questions without referring back to the previous pages. Name the Five Fundraising Principles Name the Five Key Elements of Walk Name the Five Key Elements of Special Events P a g e

20 Chapter Three The Cycle of Fundraising The Cycle of Fundraising is and should always be a continuum. We can and should take the Five Principles of Fundraising and use them continuously throughout our careers. These principles, in all honesty, will help you in your personal life as well not just in your fundraising efforts here at Autism Speaks. Try it! Is there something in your personal life that you want to achieve? Use these Five Principles of Fundraising and adjust them to your personal life and see what happens. Knowledge Monitor Develop Identify Commun icate 20 P a g e

21 Chapter Four Tools to Develop your Plan Throughout this guide, we referenced tools available to support you. We encourage you to use them and develop others that may be useful to you and others. Below is a summary of the tools available to support you with links on where to find them, if applicable. Remember, additional training on tools and applications will be provided. Knowledge Event GOAL Master Walk Reports Share Drive Team Analysis Report All Stats Report ed weekly to supervisors and Share Drive Sphere Reports Sphere Web Site (username and password required) Committee Feedback Develop Business Plan and Timeline Committee Structure Communicate Identify 5 Essential Tools for Success: Event Goal /Eblasts Business Plan Website Timeline Kickoff Master Walk Report* Brochures All Stats Report* Posters *Walk Specific Committee Personal Notes Visits Phone Calls Social Media (Facebook, Twitter, Linked In, etc) Existing Teams Existing Donors Existing Fundraisers Existing Sponsors Committee/Board Members 21 P a g e

22 Chapter 4 Review Tools to Develop Your Plan Identify some tools that are available to help you develop your business plan: What are the 5 Essential Tools for Success related to Walk? P a g e

23 Chapter Five Application of Five Fundraising Principles Now that you are familiar with the mission of Autism Speaks and have reviewed and participated in Fundraising Basics for Autism Speaks, it s time to develop your Business Plan. (Assuming that you have also had the necessary training to bring you up to speed on Sphere and the tools available to you.) This Fundraising Basics for Autism Speaks New Hire Orientation is just one step to guide you to success in our organization. You will be provided training opportunities in the following areas: Sphere Autism Speaks Web Site Navigation Autism Speaks Training Series o Science o Awareness o Family Services o Advocacy Corporate Development Volunteer Development Autism 101 Employee Handbook and Requirements You should be proficient in Microsoft Office Suite. If you feel that you need additional training in Microsoft Office Suite, please communicate with your supervisor so we can work to get you the appropriate training. Additional instruction will be held for developing overall business plans, but to get you started in the thinking process, following is a sample exercise. Plans should be developed as a team with your supervisor and event chairs. Try spending some time separately developing your own plan and comparing it with your supervisor s. There aren t any wrong answers when developing your business plan, but it does take time, information and diligence to be sure you are covering every fact. Be sure to have cushion in your plan! If your goal is for a 5% increase, then plan for 10%. Different points of view and ways of interpreting data can lead to success so be sure to share all of your ideas! 23 P a g e

24 Chapter 5 Review Application of Five Fundraising Principles Use the information provided below and sample business plan on the following page to develop a Corporate Business Plan designed to increase overall Corporate Revenue by 5%. Remember to apply the Five Fundraising Principles. (Note the information provided below was collected by the Event History Tools. Training will be provided to staff on how to access data and use necessary tools) Total Overall Revenue for Year 5 (YTD) = $743,820 Top 20 Teams Year 5 = $258,612 Total Team Revenue for Year 5 = $588,823 (79% of total) 33 Total Sponsorships in Year 5 see Total Revenue Below Average Sponsorship = $4,400 Hughes Family Sponsor of $33,500 and Landscape Structures Sponsor of $6,000 may be one time only $11,800 Potential to renew Year 4 Sponsors Average Overall Team Revenue = $2,029 (New and Returning) Total Returning Teams = 242 (54% retention) (overall yearly average = 63%) Year Year 1 Year 2 Year 3 Year 4 Year 5 TYD Average Corporate Team Revenue $116,006 $139,865 $104,588 $99,976 $101,762 $558,533 Total Revenue $674,000 $1,026,424 $1,017,157 $945,946 $743,820 $4,407,347 % of Total Revenue 17% 14% 10% 11% 13% 13% Total # of Corporate Teams Total Renewed Retention Rate 100% 74% 89% 65% 82% Total New Corporate Teams Highest Corporate Team $49,058 $51,210 $27,044 $24,267 $30,562 $36,428 Average Corporate Team $7,734 $5,180 $3,874 $2,940 $3,392 $4,624 Corporate Sponsorship $87,359 $118,560 $112,000 $99,400 $145,170 $112,498 % of Total Revenue 13% 12% 11% 10% 20% 9.2% Total # of Sponsors Average Sponsor $2,184 $3,705 $4,148 $3,428 $4,400 $3,573 TTL Corp Part Revenue $203,365 $258, ,588 $199,376 $246,932 $224,204 % of Total Revenue 30% 25% 21% 21% 33% 26% 24 P a g e

25 Year 2 Year 3 Year 4 Year 5 Total Gross Revenue $1,026,424 $1,017,157 $934,676 $753,212 Total Team Revenue $862,066 $832,336 $690,116 $588,823 Total Sponsorship Revenue $118,560 $112,000 $99,400 $145,170 Total Resource Fair Revenue $0 $3,650 $3,475 $6,825 Total Non Team Revenue $45,798 $69,166 $141,686 $12,394 Total Expenses $42,405 $97,524.00* $59,322 Total Net Revenue $984,020 $919,633 $875,354 Total # Sponsors Total # Resource Fair Participants Total # Committee Members Total # Teams Average Raised by Teams $2,799 $1,900 $1,616 $1,382 Total # Family Teams Total Raised by Family Teams $722, $727, $590, $487, Average Raised by Family Teams $2, $1, $1, $1, Top 20 Teams Raised $442,532 $427,504 $325,867 $258,612 Average Raised by Top 20 Teams $22,127 $21,375 $16,293 $12,931 Total # Corporate Teams Raised by Corporate Teams $139, $104, $99, $101, Average Raised by Corporate Teams $5, $3, $2, $3, Total # Participants Registered Average Raised Per Participant $ $ $ $ Total # Participants $ Raised by $1000+ Participants $598,133 $541,097 $413,458 $338,929 Avg. Raised by $1000+ Ind. $3,810 $4,162 $3,205 $2,778 # of Individuals raising $ Raised by $100+ Individuals $847,111 $829,928 $635,911 $528,722 Avg. Raised by $100+ Individuals $ $ $ $ # Individuals Not on Teams Raised by Individuals not on Teams $26,095 $25,397 $22,919 $18,711 Avg. Raised by Ind. Not on Team $81.80 $66.14 $78.76 $89.10 # $0 Individuals # $0 Teams *Estimated Also refer to Team Analysis Report and Corporate Partners History Detailed Information 25 P a g e

26 Corporate Partnership Goals: $ Increase Corporate Partnership by a minimum of % YOY Total Year 5 Corporate Partnership $ Sponsorship Goal: $ % increase over previous year: 5% $ Renewed Year 5 Sponsors 100%) ($ ) (Less Potential Risks) $ New Sponsors (5 sponsors at $3,573 average sponsorship) $ Renew Year 4 nonrenewed sponsors $ Actual Based on Info Available Corporate Teams: $ % increase over previous year: 5% 25 Teams $ Renewed from Year 5 (Based upon 82% average retention rate) $ New Corporate Teams (8.4 teams at $3,392 average) $9,307 Increase 17 Teams raising less than $1,000 to $1,000 $ Actual Based on Info Available $ Total Corporate Partners Based on Info Available $ Total Based on 5% Increase 26 P a g e

27 Developing Your Plan 1. What is your Goal? Increase Total Corporate Partnership Revenue by 5% by Fiscal Year End (12/31) for a total of $255,431. What is your History? (See spreadsheet and information on Pg 25 & 26) a. Total Corporate Partnership Revenue from Year 5 = $246,932 b. Total Sponsorship Revenue from Year 5 = $145,170 c. Total Corporate Team Revenue from Year 5 = $101,762 d. Corporate Team Retention Rates average 82% What are your Risks? a. Teams and Sponsors may not renew or reduce participation with economic climate b. Landscape Structures $6,000 & Hughes Family $33,500 may be one time sponsor What are your Opportunities? a. Target non-renewed sponsors from Year 4 b. Increase 17 teams raising less than $1,000 to $1,000 ($9,307) c. 15 Sponsors did not form a team d. Research Participant List for employer lists e. Focus on Corporate Partners Compare retention rates with Corporate Teams and Sponsors versus Other Teams and Overall Team Retention Rates 2. Develop your Plan and Timeline Corporate Partnership Goals: $259,278 Increase Corporate Partnership by a minimum of 5% YOY Total Year 5 Corporate Partnership $246,932 Sponsorship Goal: $152,428 % increase over previous year: 5% $145,170 Renewed Year 5 Sponsors 100%) ($39,500) (Less Potential Risks) $17,865 New Sponsors (5 sponsors at $3,573 average sponsorship) $11,800 Renew Year 4 nonrenewed sponsors $135,335 Actual Based on Info Available Corporate Teams: $106, Teams $83,445 Renewed from Year 5 (Based upon 82% average retention rate) $28,493 New Corporate Teams (8.4 teams at $3,392 average) $9,307 Increase 17 Teams raising less than $1,000 to $1,000 $15, Sponsor Teams at $1,000 (15 sponsors in Year 5 w/o teams) $136,245 Actual Based on Info Available $271,580 Total Corporate Partners Goal Based on Info Available $259,278 Total Based on 5% Increase 27 P a g e

28 3. Communicate Your Goal Be sure to include who, what, when, where and how you are going to communicate your goal in your business plan. 4. Identify New Opportunities a. Google has presence in Pittsburgh b. Disney moving into Carnegie Mellon Campus c. Reach out to Board Members to identify one new potential partner 5. Monitor Your Progress a. $1,000 of returned sponsorship has already come in for New Year Note: This was a sample exercise. You will be given an overall revenue goal to achieve for your event and fiscal year. It is important to breakdown that overall goal into smaller goals focusing on the Five Key Elements of Walk: Top Teams, New Teams, Top Fundraisers, Corporate Development and Volunteer Development. You will also be provided a Tool to aid you in creating your Business Plan. 28 P a g e

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