What are you most passionate about inside or outside of the Jewish community? Why? What would you like to pass on to future generations?

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1 Your request to meet with a donor may be met with an initial no, but there are opportunities to keep the conversation going. Scenario 1: Donor replies no need to meet, please renew my gift the same as last year or mail my card REPLY: Thank you very much. We appreciate your support. I would still like to meet to discuss some of the new initiatives coming out of Federation. I think you would be interested in hearing some of the exciting things going on in our Jewish community. IF: Donor says no thank you or no need. THEN: Thank you very much for your generosity OR I will be happy to mail/ . Are you receiving our Fed 5 newsletter to keep up to date with the Atlanta Jewish community? If not, please let me know a good for you. Scenario 2: Donor says I don t have time right now REPLY: Ask when in the future might be convenient and try to make appointment then. IF: I don t know when I will have time. THEN: Thank you, I will reach out in a few weeks/months to reconnect. Scenario 3: Donor says no gift this year/ cut my gift REPLY: May I ask why not this year? IF: Donor says financial, health or other reason. THEN: Is there anything we can do to help? I am happy to connect you to one of our community partners who can assist you directly. Scenario 4: Donor says I am retiring /retired and need to cut or not make a gift REPLY: Have you spoken with anyone at the Atlanta Jewish Foundation about alternative ways to continue your giving to Federation and other organizations you support? IF: Donor replies no not interested. THEN: Thank them for their years of giving and let them know that you are more than happy to be a resource for them if you can do anything. In order to have the best outcome and for your donor to feel good about their gift, you need to get to know them so you can help them understand how their gift to Federation fulfills their philanthropic passions. Before you can ask for a gift, you need to LISTEN. Here are some starter questions that will help spur meaningful conversation. What do you think are the most important issues facing the Atlanta Jewish Community? What kind of Jewish community do you want in Atlanta for your children and grandchildren? When was your first gift to Federation? Why did you give? What are you most passionate about inside or outside of the Jewish community? Why? What would you like to pass on to future generations? Why does Federation matter to you?

2 Based on what you learn from your donor in step 2, help them understand Why Federation from their perspective. Illustrate for them how an investment in our community through Federation will have an impact on the areas they are most passionate about. FOR THE DONOR WHO IS MOST INTERESTED IN SUSTAINING COMMUNITY Federation is here to care for, connect and strengthen our Jewish community. While we recognize that we need to evolve alongside shifting community needs, our core mission has not and will not change. We ensure that Jewish Atlanta is thriving with opportunities for Jewish engagement and education, and resources to care for our aging population, people with disabilities and people facing life challenges, creating impact beyond what any individual organization can do alone. Core funding to MJCCA, JF&CS, Jewish Home Life Communities, Hillel, Breman Museum and day schools Funding dozens of vital programs in our community ranging from Atlanta Jewish Music Festival to overnight camping to PJ Library and from Jewish Educational Loan Fund to Friendship Circle to Jewish Fertility Foundation Community security program keeping over 70 venues safe and helping to secure over $723,000 in nonprofit security grants Refer back to impact stats in Campaign brochure or 2017 impact report FOR THE DONOR WHO WANTS TO KNOW WHAT FEDERATION IS DOING NEW AND DIFFERENTLY Federation is here to care for, connect and strengthen our Jewish community. We must adapt to our changing community to do this most effectively. We are creating a culture of experimentation, learning and collaboration within Jewish Atlanta to nourish ideas and help our community achieve its full potential. We are supporting new approaches to old challenges, along with models that have never been tried within established organizations, through partnerships, and from new dreamers. Convened our social service agencies to come together to launch AgeWell Atlanta as a centralized resource to address the needs of our aging population and their caregivers First-ever VP of Innovation has opened new co-working spaces and is actively mentoring over twenty community prototypes Brought Repair the World to Atlanta so that we have the infrastructure to enable our NexGen Jews to engage in the social justice space Embarking on a multi-year investment into reaching communities around our growing city that have not traditionally been rich in Jewish resources Secured national funding to enable revamped emphasis on legacy giving and Atlanta Jewish Foundation to ensure the long-term vibrancy of Jewish Atlanta

3 FOR THE DONOR WHO IS PASSIONATE ABOUT OVERSEAS WORK Federation is here to care for, connect and strengthen our Jewish community. Not just in Atlanta, but in Israel and around the world. We are committed to both caring for Jews wherever they are in need and to rebuilding Jewish identity in communities that are revitalizing from the brink of Jewish extinction. We are also expanding on our sense of global peoplehood through more opportunities for people-to-people connections, immersive experiences and open dialogue. Over $1 million invested in impact around the world through Joint Distribution Committee and Jewish Agency for Israel Ethiopian absorption and disabilities inclusion in our partner region of Yokneam-Megiddo Camping/leadership programs in the Former Soviet Union and Eastern Europe Support for religious pluralism in Israel Missions to Israel, Cuba and other Jewish communities worldwide Expanded program from two Israeli teenagers to eight bringing the Israeli spirit and culture to our schools, synagogues, camps and other community programming New Atlanta/Israel Accelerator to help a select group of women launch startups using Israeli style tactics and business models GENERIC WHY FEDERATION? Federation is here for GOOD. We care for, connect and strengthen the Jewish community. For the continued renaissance of the Jewish people. Here, in Israel and around the world. Federation has the reach, relevancy and impact to go beyond what any individual organization can do alone. Last year our donors gave more than $34 million from Federation campaigns and the Atlanta Jewish Foundation. Together we are doing good and helping others do good. Philanthropic champion for all of Jewish Atlanta Incubator lab to nourish new initiatives until they are ready to go out on their own or live within existing organizations Amplifier who promotes and magnifies our partners work and also convenes the community to work toward the collective vision that has been created Wayfinder linking people to services, resources and events and helping them navigate our community Source of community intelligence gathering and analyzing data to serve the ecosystem today and actively plan for the future

4 An objection from a donor is often really just a request for information that can be overcome if you keep the conversation going. If someone hesitates or objects, validate their concerns and empathize. I m glad you brought that up Yes, I ve felt that way myself I ve never thought of it that way; however Below are some responses to frequently asked questions/concerns to help you respond to your donors. If you don t have the answer, it is ok to tell the donor you will get back to them. Federation professionals will be happy to provide you with any additional answers you may need. QUESTIONS ABOUT DIRECTED GIVING/PHILANTHROPIC OPTIONS Why should I give to Federation instead of giving directly to my favorite agency? Supporting individual agencies directly is an essential part of ensuring our vibrant community so we encourage you to support your favorite organizations. Federation has the reach, relevancy, and impact to go beyond what any individual organization can do alone. Last year, our donors gave more than $34 million dollars from Federation campaigns and the Atlanta Jewish Foundation. Beyond raising funds, Federation gathers community intelligence to identify needs, functions as a lab to nourish new initiatives that help bridge gaps, convenes community collaborations, amplifies our partners work, and links people to the services and resources available to them throughout Jewish Atlanta. Why is it so important to give to the Partners Fund? The Jewish Partners Fund is the engine that powers all of Jewish Atlanta and the most impactful gift you can make. Through this fund, you support the whole enabling us to continue to provide the programs and services Jewish Atlantans depend on. With one single gift, you ensure the vibrancy of foundational organizations like Marcus Jewish Community Center of Atlanta, Jewish Family & Career Services, Jewish Home Life Communities, Hillels of Georgia, The Breman Museum, our day schools, and more than 50 other Jewish organizations & programs that nourish our people here and abroad. What is Targeted Philanthropy? Targeted Philanthropy provides you with the opportunities to enhance your giving through community priority projects that align with your interests and values. This year, our priority projects are PJ Library, Camping, JumpSpark and Repair the World. Through Targeted Philanthropy we continue to focus on programs where we are seeing great success deepening Jewish engagement and connecting with a new generation, re-evaluating the most needed priorities each year. A donor gave to Birthright or Holocaust Survivor Support Fund last year should I ask for those gifts this year? We are still accepting gifts to Birthright and HSSF, but they are not part of our targeted philanthropy. HSSF has fulfilled its fundraising goal to support quality of life needs of survivors but will continue to raise money for engagement programing and donor outreach events. Birthright is still very active in our community and has garnered significant support. You can give to Birthright directly now, but if it is easier for you to give through Federation, we are happy to facilitate your request and pass thru your gift to Birthright. What if I want to designate my gift to other non-profits that are not part of Targeted Philanthropy? We encourage you to speak with a Federation or Atlanta Jewish Foundation professional to review the various giving vehicles available to match your needs.

5 Can I give monthly? Can I charge my gift? Yes, you can give monthly and you can charge your gift by credit card. Please call Catherine Collins at to set up your monthly payment or to pay your gift in full. QUESTIONS ABOUT ALLOCATIONS/IMPACT I heard the Federation was cutting what they give agencies, so I need to give to them to make up the difference. The allocations process is one of our biggest assets. We are completely committed to our core partners, meaning the larger agencies such as the MJCCA, JF&CS, Jewish Home Life, Hillels of Georgia and The Breman. 90% of the funds that are raised by our Community Campaign have traditionally gone to our core partners. By viewing core funding and initiative funding separately, we can continue to provide significant operating support to these organizations and raise additional funds for other programs run by these partners as well as for other important initiatives, thereby responding to the evolving needs of the community. What sort of programs does Federation support? Where does my money go? Federation supports programs that provide engagement; education & leadership development; caring & inclusion; community-wide security and other shared services; support programs in Israel, Minsk and elsewhere overseas; and programs that directly strengthen connections between Atlantans and Jews in Israel and across the world. For a summary of where money was allocated last year, please visit our website ( and look in the fiscal transparency section. I m not happy with Israel s politics right now so why should I give any money to Federation for Israel? Federation is committed to helping Jews in need wherever they are. The programs we fund help people, not government. We know that Israel is a complicated modern nation, and we are committed to convening respectful, open dialogue where we truly listen and learn from each other. While we may struggle with Israel s politics, we remain steadfast in our support of Israel as the Jewish homeland, and we recognize that we need Israel s spirit and know-how as much as Israel needs us. What is the Innovation Fund and where does the money go? Federation is creating a culture of experimentation, learning and collaboration within Jewish Atlanta to nourish new ideas and help our community achieve its full potential. The Jewish Innovation Fund supports new approaches to old challenges, along with fresh new ideas and models that have never been tried. We ll seek proposals from established organizations, encourage partnerships between existing organizations, and invite individual entrepreneurs and teams to bring us their most promising ideas. With this funding we can reach suburban and urban neighborhoods that have traditionally had fewer Jewish resources but where many in our community now seek connection. How do you measure and report on effectiveness of your programs? Do you have any plans to change or improve your evaluation process? We have a Community Evaluator who works with all programs and agencies to set and measure impact metrics. We are currently working on aligning our process with the community common agenda that came out of The Front Porch so that we can ensure that our investments are having the greatest possible impact on our community.

6 QUESTIONS ABOUT THE FRONT PORCH OR WHAT IS NEW AT FEDERATION I keep hearing about The Front Porch. What is it? The Front Porch was a bold, dynamic and inclusive process that we undertook to come to community agreement on five impact areas that we are committed to moving forward. It involved hours of guided conversation with more than 175 participants representing 52+ organizations and the community at large, review of critical data, and discussions with industry experts from related and unrelated fields to challenge our thinking. We have now taken the first steps toward moving in that direction together as a community rather than as separate organizations with separate agendas. We also laid out a roadmap to relevancy for the Federation and the steps to build an even stronger organization with more impact across the community. What s new at Federation? A lot! We have a re-energized staff and we are excited about the future. We re committed to our Community Campaign to raise funds for more than 60 community partners. And we have two other key priorities this upcoming year to grow and strengthen Jewish Atlanta. 1) We want to grow our Atlanta Jewish Foundation so our donors can make gifts directly to the organizations of their choice and legacy gifts that will ensure our Jewish future. We are on our way to our goal of $1 billion dollars in assets under management by ) We are an incubator, functioning as a lab to nourish new ideas until they are ready to fully live on their own within an existing organization or as a new entity. This will ensure that we are testing new ideas to best serve the evolving needs of our community. QUESTIONS ABOUT ENGAGEMENT How can I get more involved? We re so excited you want to become more involved with Federation. Can we find a time to sit down with a professional from Federation to discuss the best path for your involvement? What missions does Federation run? How can I sign up if I want to join a mission? Missions are a critical part of our work in Israel and around the world. For more information on upcoming missions, please contact Staci Eichelbaum at Through conversation, hopefully you have inspired the donor to invest generously in Jewish Atlanta. Make the ask, and then don t be afraid to pause and wait for the response. Whatever the outcome, thank the donor for their time and gift. After your meeting, make sure to report the results, along with any notes of what you learned about your donor, back to Federation at or via phone or . And, don t forget to call/ the donor once again to say THANK YOU.