Successes

"The place God calls us to is the place where our deep gladness and the world’s deep hunger meet."
Frederick Buechner

girl plane

Children, Incorporated

Challenge:
Getting through the Founder Separation stage and capitalizing on over 40 years of loyal and untapped donor support.

Process:
Founded in 1964, this international child sponsorship organization was nurtured by its founder right up until her death in 2005. With 15,000 sponsored children the organization needed to look to the future with a strategic plan that would insure orderly consistent growth and modern donor communication practices. Many donors had been sponsoring multiple children for many years and yet relationship building plans were weak. Program and customer service staff were unschooled in and intimidated by resource development practices. Education was vital. Planned giving program procedures were needed. A strong donor relations & marketing strategy was essential. Board involvement was crucial as well.

Success:
After meeting with a leadership team, and individually interviewing staff, Walker put together strong strategies for moving forward with the establishment of a Resource Development division. Educational presentations were made to both Board and Staff.

A detailed Resource Development Plan was written and implemented. This plan included major donor development, planned giving, and donor acquisition strategies that are in keeping with measured growth allowing the organization to refine sponsor relations systems. JWA provided development staff coaching and strategic Board development planning.

An organizational chart that restructures customer service and donor relations was developed. Marketing programs that mirror growth were coordinated with marketing firms.

Founder transition, measured growth, stronger donor relationships help CI to thrive as it moves to the next stage of its development.

Virginia Network of Nonprofit Organizations (VANNO)
Tri-Cities Training Partnership
Fresh Air for Executive Director and
Connecting Building Celebrating Nonprofit Conference

Challenge:
Nonprofit organizations in the Tri-Cities (Petersburg, Hopewell, Colonial Heights and surrounding counties in Virginia) lacked access to training and networking opportunities that met them where they were in their developmental process. The Cameron Foundation and the John Randolph Foundation sought the help of VANNO to provide these services.

Process:
VANNO contracted JWA to organize two key programs – Executive Directors support sessions and a one day nonprofit conference that would provide both networking and educational opportunities. Everything from creative development to event planning to marketing had to be accomplished on a tight budget. As many of the organizations served were minimally staffed, programs needed to be value added and meet organizations where they were.

Successes:
Fresh Air for Executive Directors brought 12 nonprofit heads together to learn strong organizational strategies, share their challenges and successes and form a lasting peer to peer network.

Connecting – Building – Celebrating brought over 100 nonprofit Board members, volunteers and staff members together to network and learn financial management, fundraising, organizational management, time management and more. Organizations exchanged their own needs and abilities to support one another.

A new era of education, mutual support and sharing was established for Tri-cities nonprofits

Memorial Child Guidance Clinic – ChildSavers Campaign

Challenge:
An amazing gift leads to an overnight Capital Campaign for an organization with a service that is really hard to grasp – mental health services for children who can’t afford them.

Process:
A unique hybrid campaign that established both Annual Operating Funding and Capital Funding needed to be put in place simultaneously. In the initial phase infrastructure was essential. A strong and experienced staff was put in place while a new donor database system was installed. Working with the accounting and program departments a “Program Economic Model” was developed that clearly identified unmet needs. Program outcomes were refined and a system of regular tours was established to introduce potential donors to the organizations in a meaningful way. Goals were set to move the organization away from a restricted giving model to an individual donor unrestricted model and Board members were mobilized to get the word out to their contacts. A detailed long range plan was written down and institutionalized.

Success:
In the spring of 2007 the ChildSavers Campaign met its $5.4 million goal by completing a successful $400,000 Kresge Foundation challenge grant. Over a three year period individual donor contributions grew from 15% of overall giving to 41%. Every Board member had an identified role to play in fundraising and enthusiasm for fulfilling those roles was at an all time high. Board recruitment strategy was improving. Unrestricted operating funds had more than doubled from $62,000 to $155,000. A strong restricted giving (grant) application and follow-through system, and volunteer system were in place with policy and procedure manuals written.

The organization was poised to move forward with a strong, well integrated fundraising infrastructure supporting its strategic plan.

St. Andrew’s School

Challenge:
“I thought Grace Arents’ endowment took care of that place. Why do they need money from me?”

In the late 1990s this 100 year old school housed in a nationally registered building was in trouble. Not only was its beautiful building crumbling around it, but the cost of providing quality tuition free quality education to children of limited resources was sky rocketing.

Process:
Jane Walker was hired as fundraising staff to turn this dynamic around. A strategic fundraising infrastructure needed to be put in place where none had existed before. The newly formed 501(c)3 needed Board development, donor acquisition and tracking systems, a capital campaign plan, and more.

Success:
Buy 2003, a strong Board lead by the then Assistant Bishop of the Episcopal Diocese of Virginia was in place, a $1.8 million capital campaign had renovated the building, a $325,000 Annual Fund was established, a Planned giving Program was in place with $360,000 in realized gifts, and VAIS (Virginia Association of Independent Schools) accreditation was received.

A strong and consistent plan for relationship development is the key.

Fundraising Successes

Below are lists some fundraising successes achieved at various organizations throughout Jane Walker’s career.

MAJOR DONOR DEVELOPMENT

Organized and trained Major Gifts Committees to systematically develop and secure Major Donors.
Increased percentage of individual donor giving from 15% to 41% over a 3 year period at ChildSavers.
Self-implemented a Raising More Money model Point of Entry Open House and Free Fundraising Breakfast Events program that helped Board members to introduce individuals to the organization, develop the guests’ interests, and ultimately request donations. As a result, received a $200,000 unrestricted gift, among others.
Achieved 100% Board participation.
Established Annual Fund Leadership Societies that encouraged high level annual gifts and developed a celebration event that encouraged donor growth and annual commitment.
Increased donor base by over 1000 individuals. An increase of 23%.
Prepared a successful nomination of a major donor for Central Virginia Association of Fundraising Professionals Philanthropist of the Year Award.

Marketing and Public Relations

Oversaw the creation of an ad campaign, promotional video, newsletters, and seasonal and annual mailings to enhance donor communications.
Designed and published planned giving brochure for St. Andrew’s School’s unique giving community.
Oversaw preparation of Capital Campaign literature, Annual Campaign literature, Annual Reports and other documents.
Completed many “Case for Support” documents.
Sought and received publicity for programs and campaigns in newspapers, television and on the radio.
Organized and staffed Marketing and Public Relations Committees.
Partnering with MBM Marketing to develop a Marketing and Fundraising Strategic Plan to take Dream Catchers at the Cori Sikich Therapeutic Riding Center in Williamsburg, VA to the next level in their evolution as a nonprofit.

FUNDRAISING ADMINISTRATION

Have written and implemented detailed Fundraising Plans for St. Andrew’s School, ChildSavers, Children, Incorporated and others.
Taught Board Development skills to clients and organized and staffed Board Development Committees.
Established acknowledgement and stewardship programs and procedures to insure that donors were promptly and appropriately thanked for their contributions.
Researched, selected and/or trained on various donor databases including Blackbaud, Giftmaker, and Donor 2.
Developed Volunteer Training and Coordination Manual.
Developed Restricted Giving (Grant) Solicitation and Implementation Plans.
Helped develop and implement the “Program Economic Model” for financial management and fundraising for a number of organizations.
Organized and staffed Board Development Committees

GRANTS

The Kresge Foundation

(2006) A prestigious $400,000 challenge grant from this national foundation.

The Cabell Foundation

(2004) $400,000 challenge grant for building renovation.

Mary Morton Parsons

(1999) Raised the matching $500,000 for a 2:1 $250,000 challenge.

Capital One

(2005) $200,000 program grant along with extensive marketing and volunteer support.

The Jenkins Foundation

(2006) $75,000 grant for Psychiatric Services.
(2005) $100,000 grant for Psychiatric Services.

The Robins Foundation

(2005) $100,000 Building Renovation Grant.
(2000-02) 2 capacity building grants totaling $92,000.
(1999) $50,000 capital grant.

SUNSHINE LADY Foundation –

(2003) $40,000 in additional annual fund giving in 2002/03.
(2002-03) $23,000 Accreditation Grant.
(2000-03) 4 consecutive $10,000 100% Board challenge grants.
(1998) $100,000 challenge grant. Also raised the matching $100,000 to receive the challenge.
(1998) Participated in the writing and negotiation of $30,000 Science Lab Grant.

Quincy Cole Foundation (Windsor)

(2000) $100,000 Preservation grant.

Nunnally Family Trust

(2005) $100,000 for Building Renovation grant.

The Roller-Bottimore Foundation

(1999) $75,000.

Jackson Foundation

(2005) $50,000 Shelter Based Services grant.
(2005) $25,000 Building Renovation grant.
(1999) $10,000 Building Renovation grant.

The Cameron Foundation

(2005) $40,000 + Childcare Provider Training grant.
(2004) $12,000 Childcare Provider Training grant.

SunTrust Bank

(2004) $40,000 Building Renovation grant.

Elis Olsson Memorial Foundation

(2004) $30,000 Building Renovation and Psychiatric Services grant.
(1998 – 2001) 4 consecutive $10,000 grants.

Carmax Foundation

(2005) $20,000 School Based Services grant.
(2004) $10,000 School Based Services grant.

Memorial Foundation for Children

(2004) $20,000 Education and Training Services grant.

The Community Foundation of Richmond

(2002-03) 2 consecutive $15,000 Computer Training and Technology Program grants.

The Beirne Carter Foundation –

(2005) $10,000 for Play Therapy Space grant.
(2003) $7,000 for Chapel Renovation grant.
(1998-99) 2 consecutive grants totaling $25,000.

Overton and Katherine Dennis Fund

(2001-03) 3 consecutive $10,000 Annual Fund grants.
(1998) $25,000 Building Renovation grant.

The Flagler Foundation

(2005) $25,000 Capital Campaign grant.

(1998-99) 2 consecutive Building Renovation grants totaling $68,000.

Gwathmey

(1998) 2 grants totaling $25,000.

Morgan Foundation

(1999) $20,000 grant.

St. Stephen’s Episcopal Church

(1998 to 2003) Numerous grants Including $10,000 in 2001, a $5,000 Endowment Found founding grant, and several grants in the $5,000 range.

PLANNED GIVING AND ENDOWMENT GIFTS

An Anonymous Private Donor (2003) - $200,000.
Ruby Snider West Bequest (2002) – Received $100,000 bequest.
Private Donor – Negotiated $50,000 charitable gift annuity.
Secured a total of 7 bequest commitments for St. Andrew’s School.
Designed and published planned giving brochure for St. Andrew’s School’s unique giving community.
Advised Children, Incorporated on the development of a Planned Giving program.

HISTORIC TAX CREDITS

Negotiated the sale of state and federal historic tax credits to fund restoration:

$270,000 in state tax credits.
$260,000 in federal tax credits.

EVENTS

American Red Cross, Greater Richmond Chapter Free Fundraising Breakfast, raised in excess of $300,000 in May of 2007.
ChildSavers May Fundraising Breakfast 2006, with First Lady Ann Holton as keynote and Richmond Police Chief Rodney Monroe as follow-up speaker.
E. Carlton Wilton, Jr. (Buddy), 2005 AFP Philanthropist of the Year Award Celebration held at the Commonwealth Club for guest of ChildSavers, Virginia Tech Advancement, and The Episcopal Diocese of Virginia.
ChildSavers May Fundraising Breakfast 2005, with Richmond Police Chief Rodney Monroe as keynote speaker.
Open House Program of regularly repeatable introductory luncheons and tours.
St. Andrew’s School Leadership Society Celebrations held annually in the homes of major donors.
St. Andrew’s School Country Supper at Louis Ginter Botanical Garden to kick off the Capital Campaign.
As a volunteer for St. Catherine’s School 1996 Co-Chaired Silent Auction for 1996 Daisy Nights; Co-Chaired 1995 Daisy Days; Co-Chaired Carnival for 1994 Daisy Days. These events are large scale fundraisers involving extensive parent participation, marketing materials preparation and raising at the time a minimum of $80,000 each for this private Episcopal K-12 day and boarding school.