Hiring Fundraising Counsel After Years of In-house Campaigns
Success Story: Southern Tier Economic Growth
Why should an Economic Development Organization (EDO) that has run successful capital campaigns for years seek professional fundraising counsel? How do you get longtime investors to significantly increase their investment level? Our work with Southern Tier Economic Growth (STEG) on three consecutive capital campaigns provides great insight on the benefits of professionally managed capital campaigns.
The Situation:
Southern Tier Economic Growth (STEG) is the primary economic development engine in the Chemung County, NY, region. With a declining population and limited growth in business and industry, the organization realized the importance of a far more aggressive approach to economic development back in 2011. Along with that came a need for a significant increase in funding for STEG, an organization that had been through capital campaigns in the past, but saw a need for a new and more professional approach to support their strategic goals of adding 1500 new jobs and $60 million in increased payroll to the region.
Like many similar organizations, past campaigns had been led by a volunteer board of directors. While these campaigns had been successful, the results had been diminishing to a degree in recent years. Therefore, sticking to the status quo was not something that STEG’s leadership believed would yield the desired results to support such significant goals.
Funding Goals:
Minimum campaign commitments of $1.25 million
Increase the average investment of past investors
Identify new investors
Ensure that potential investors truly understood the role and importance of STEG to the region
The Convergent Approach:
At the core of Convergent’s philosophy is the belief that listening is the key to community-wide engagement. According to George Miner, Former President of STEG, this was one of the many factors that set his experience with Convergent apart from past, volunteer-led capital campaigns. By interviewing dozens of important business leaders during the feasibility study, Convergent was able to educate potential investors about the expected ROI of their investment and solicit their input to ensure they felt like a true part of the initiative.
A common pitfall of volunteer-led capital campaigns is a lack of context regarding appropriate “ask” for investors. This was certainly the case with STEG, and Convergent was highly successful in setting the right level of ask. In fact, several longtime investors increased their level of financial commitment on our first campaign, some by as much as 1900 percent, after meeting with Convergent and understanding the expected ROI associated with the capital campaign.
The Results:
Total campaign commitments of $1.68 million on the first campaign, far exceeding the minimum goal of $1.25 million and an increase of 60 percent over previous capital campaign
Increased investor base by 30 percent
Convergent then successfully managed the STEG’s next two campaigns, with the most recent campaign completed in 2022.
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Successful Campaigns managed by Convergent
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“We have used Convergent on three campaigns. The relationships that we developed make it no issue in terms of using Convergent again based on our very, very good track record of success in the past. These guys are great, what can I say?”
Joe Roman, President, STEG
Testimonials
Andrew Keenan
“The fact that Convergent could make the ask was huge. Working with our director and joining solicitations made me a better fundraiser – that was the right formula for us. Moving forward I feel much more confident in making asks and telling our story, and that is going to make us more sustainable in the long run.”
Andrew Keenan, Executive Director Callanwolde Fine Arts Center | Atlanta, GA
Lisa Zaken
“In the span of six short months, our Board went from being nervous about the initial campaign investment to being ecstatic with the attainment of our goal, and our subsequent stretch goal! Convergent can do it like no other. Their system is rigorous and extremely effective. We have nothing but great things to say about this organization!”
Lisa Zaken, President & CEO Leadership Gwinnett | Duluth, GA
Dion Davis
“The strategy and support offered by Convergent helped our Board expand its vision for the Foundation, which in turn helped to refocus and redefine our organization's impact in our community. The methodology behind their capital campaign process not only helps to raise more money in the immediate, but it also builds best practices for long-term investor relations and lays groundwork for the success of future funding initiatives.”
Dion Davis, Former Executive Director Jekyll Island Foundation | Jekyll Island, GA
Robin Mauck
“Working with Convergent has been a pleasure all the way around. Their approach is customized to your organization and their expertise is unmatched in the field. The Convergent team immersed themselves in our process, culture, and goals to provide exceptional value during our campaign. They truly walk alongside you every step of the way!”
Robin Mauck, Executive Director Obria Medical Clinics Gwinnett | Lawrenceville, GA
Aimee Hall
“I loved working with Convergent. I never could have done what Convergent did. If you want to run a successful campaign, you need to bring in that expertise. Thanks to their help, our capital campaign really took us to the next level within our community.”
Aimee Hall, Executive Director Safe Homes Domestic Violence Center | Augusta, GA
Phillip Aldridge
“I wanted to thank everyone from the Convergent team who assisted in our campaign. Of the varying ways the campaign’s success may be measured, I count it a blessing that we achieved what we did. Not just the funds committed but the contacts made, the level of exposure reached, and ultimately, what the funds and exposure mean in terms of how many more we now serve as a result. My thanks is in recognition and appreciation for Convergent serving as our fundraising counsel and for the patience and professionalism demonstrated throughout the campaign. You were a godsend for Valley Healthcare!”
Phillip Aldridge, Board Chair Valley Healthcare System | Colombus, GA
Jeff Taylor
“Early in our campaign feasibility study it became apparent that we lacked the Asking Rights necessary to conduct a capital campaign. As a result, Convergent’s knowledgeable consultants prepared an extensive plan of action that is a road map for growing our awareness and philanthropy. A successful capital campaign will be possible in the near future. Their entrepreneurial approach will definitely get you where you want to go.”
Jeff Taylor, CEO MedCura Health, formerly Oakhurst Medical Center | Stone Mountain, GA
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