Craver, Mathews, Smith & Company

The primary challenge of the Project HOPE August Matching Gift Appeal was to inspire donors to make a gift at that exact time, thereby taking advantage of the matching gift opportunity and ultimately providing Project HOPE with more funding.  The package boasted the 5x match and included a personalized letter that described the urgent public health crisis in areas designated as “priority” by Project HOPE and further explained how an immediate gift would help to solve these problems five-fold.  Also included in the package were eye-catching matching gift coupons that allowed the donor to easily see how their gift would be multiplied.

As a follow up to the highly successful Match Appeal mailing, we solicited certain segments within the file via telemarketing.  Phoning scripts were developed based on the original letter copy for the match, emphasizing the importance of making a contribution that would be matched 5X over.  The phoning served as a successful reminder for donors to take advantage of the match opportunity.

Habitat for Humanity International has a challenge with their $10,000+ donors due to the size of their organization.  Unfortunately, they are not able to personally contact every major donor in a timely manner with the type of communication that they would like to.

The solution is to send them leadership level correspondence that appears to come directly from their CEO, Jonathan Reckford.  This correspondence is extremely personalized in nature and expands on the level of detail and content found in a more traditional donor development appeal.

The highly personalized contents of this special development package detailed how gifts of support at the major donor level are helping Habitat obtain its goal to eliminate poverty housing all over the globe and included the latest census information on poverty and homelessness along with supporting charts, graphs, diagrams, photos and a personal family story to touch the donor’s heart.

This package was a great success as it resulted in a 6.12% response rate with a $2,711 average gift!  Over $530,000 was raised from less than 250 donors.

AU’s January renewal package is branded with its logo and fits inline with the correspondence donors are accustomed to seeing, an institutional-looking package with an exposed membership card.  With the January campaign, the goals are to renew as many members as possible as well as set the stage for messaging throughout the year.

The letter itself is the driving force behind this package’s great results; it provides information on the activities of the Religious Right and delineates all of the challenges AU prepared to face in the year ahead.

The results of this campaign are simply amazing and provided AU with revenue well into the calendar year.

In partnership with Project HOPE and Production Solutions, CMS won a GOLD MAXI in the Nonprofit Fundraising/Special Appeals category for the Year End Global Update Appeal

The year-end Global Update package capitalized on a newly developed partnership between the UPS and the USPS that allowed Project HOPE to mail this unique carrier at a rate and delivery time comparable to USPS first class.  As evidenced by the high response rate and average gift, the result was a package that grabbed donors’ attention and delivered significant return on investment.

In partnership with Habitat for Humanity International and Production Solutions, we won a GOLD MAXI in the Nonprofit Fundraising/Special Appeals category for the Photo Appeal.

This highly personalized package, containing 5 photos of building in action, was delivered in an outer envelope designed to emulate how photos were supplied to consumer pre digital days.  This appeal was a great success - lifting response by 24.34%.

In partnership with Habitat for Humanity International and Production Solutions, CMS won a BRONZE MAXI in the Nonprofit Major Donors $1,000+ category for the 13^th Month Sustainer Ask Appeal.

In order to entice the sustainer audience to contribute a “13th Month” gift in addition to their regular monthly pledge, the 13^th Month package used targeted messaging, resulting in a 12.97% response rate.

In partnership with Habitat for Humanity International and Production Solutions, we won a GOLD MAXI in the Nonprofit Major Donors $1,000+ category for the Habitat Challenge Special Development Appeal.

This highly personalized leadership level correspondence from the CEO detailed how gifts at the major donor level are helping Habitat obtain its goal to eliminate poverty housing.  This package generated a 6.12% response rate with a $2,711 average gift!  Over $530,000 was raised from less than 250 donors.

Roger Craver, CMS founder, has made it a practice over the past 33 years to share the ownership of CMS with senior staff members who have proven their value to our clients and to the company.

As of July 1^st, history repeats itself as Ellen Cobb Church, John Buresh and Jennifer Mercer become the next generation of owners.

With over 40 years of combined tenure at CMS, each has made a valuable and unique contribution both to the CMS enterprise and, more importantly, to the clients they have worked with over the years and proudly continue to serve today.

Roger will continue to be an integral part of CMS as we move into the future.  Exciting things are in store for CMS, our clients and our industry.

At CMS… the future is now!

To learn more, please call 703-258-0000 and speak with Ellen, John or Jenn.

Partner

Ellen Cobb Church,
President & CEO
Throughout her career, Ellen has dedicated herself to advancing the movements that drive social change. She has crafted strategic fundraising programs from the ground-up for organizations of every size, spanning the political, advocacy, environmental, humanitarian and charitable fields. Her high-level expertise is an ever-evolving resource to CMS clients.

John Buresh,
Senior Vice President
John is an expert in the discipline of visual communications and design. During his career, he has put his artistic capabilities to work for social causes. Under John’s artistic direction, CMS has been producing income-generating and award-winning packages for nearly 20 years.

Jennifer Mercer,
Senior Vice President
A specialist in Donor Acquisition and Development, Jenn has led multiple CMS account teams through every aspect of a direct response fundraising program, including cutting-edge online integration programs. Her expertise has helped to transform programs for many of today’s leading non-profit organizations.

Senior Leadership

Dalton Fuqua,
Creative Director
Dalton brings nearly a decade of copywriting and strategic creative direction to the senior leadership team at CMS. Mentored by Jerry Huntsinger and Roger Craver, Dalton’s skills lay in his ability to digest complex program information and extract the salient points that make truly compelling and revenue generating fundraising copy.

Debbie Larsen,
Vice President of Analytical Services
As the leader of CMS’s Analytics Department, Debbie brings a wealth of knowledge and expertise to each client’s fundraising program. She developed the strategy behind some of CMS’s most complex programs and provides the strategic planning and analysis that results in great fundraising successes for CMS clients.

Client Services

The heart and soul of the work accomplished by CMS can be found in its hand-selected team of fundraising professionals. Comprised of account management staff, graphic designers, copywriters, researchers and analytics specialists, the team at CMS works diligently providing top-quality service and strategic counsel to the clients whose causes we proudly serve.

Founder

Roger Craver,
Founder
The foundation of CMS, Roger is a lifelong pioneer in applying mass communications and technologies to the fields of activism and fundraising. His groundbreaking work in fundraising has helped launch and sustain dozens of national and international organizations. The hallmarks of his career continue to increase, as he is ever advancing positive social changes.

CMS’s Creative Department includes staff copywriters under the leadership of a Creative Director and graphic designers under the leadership of Partner and Senior Vice President, John Buresh.

Our writers and designers are adept at an extensive variety of services. More than the standard acquisition, renewal and member development packages, we’re creating press releases, direct response television scripts, gift catalog content, website materials, newsletters, e-correspondence, educational pieces, print ads and other forms of communications.

We make it a priority to work directly with our clients’ program staff. Because we don’t just want the straight facts, we want to know your cause inside and out, so that we can best put our talent to work for your mission.

But the CMS Creative Department is more than just pages of good fundraising copy and aesthetics. We know what’s happening in the world around us and we know how to make use of that knowledge for our clients. In addition to writing compelling fundraising letters, our copywriters are busy researching today’s most pressing issues, so that we can incorporate that messaging into your copy and turn that information into a compelling appeal for donors to give to your organization.

At CMS, our account service staff is structured into core fundraising teams, led by CMS Partners Ellen Cobb Church and Jennifer Mercer,  with fundraising strategy knowledge suited to a client’s particular needs.

Our staff is a group of talented individuals hand-selected specifically for your program and dedicated to providing the top-level service that allows our clients to carry out their missions.

The team members are the everyday points-of-contact for our clients, always brainstorming best fundraising strategies, always available to answer questions, always thinking of innovative ways to carry your fundraising program to the next level and always contributing to the successful craftsmanship behind every one of our fundraising strategies on your behalf. Our teams consistently receive high praise from our clients, and are truly honored to be the everyday counsel and partner to the phenomenal organizations with whom we work.

Our in-house team of analysts and strategic planners can provide the following – among many other things:

• Multi-year projections for long-term and strategic planning
• Annual performance projections
• Annual income and expense projections
• Weekly, monthly and annual statistical performance reports
• Modeling, scoring and other data mining strategies
• Donor benchmarking and screening
• Segmentation and upgrading strategies
• Highly detailed mail plans for individual campaigns
• Short- and long-term testing strategies
• Trend analysis and pursuant strategy
• Comparative analysis across many organizations
• CHAID Analysis
• Master file analysis and pursuant recommendations, new initiatives and strategies
• Strategies for multi-channel integration of campaigns and performance analysis
• Weekly cash flow reports that compare actuals to projections
• Monthly cash flow projections
• Quarterly written reports that summarize strategy, performance to date, test results and key indicators, overall program results and recommendations, complete samples and fundraising climate

Scoring and Modeling

CMS’s work on developing and using sophisticated modeling and behavioral overlays refines segmentation. By maximizing efficiencies, we can reduce the number of pieces mailed to chronic non-responders and increase the volumes mailed to the best performers.

Our successful use of modeling for one organization allowed us to increase donor development net income by more than $1 million in a single year.

Planning, Statistical Analysis and Reporting

CMS has several proprietary systems, such as our one-, three- and five-year income projection models and our cross-client statistical system — all of which we regularly use to manage and refine our clients’ fundraising programs.

The CMS statistical database is the most advanced fundraising system of which we are aware. More than 100 customized fundraising and performance reports are currently available, and, because it is a relational database, it is flexible enough to produce virtually any type of report our clients require and to easily compare segments of donors over time. It also allows us to compare and contrast donor segments across several organizations — quickly.

Cash Flow Modeling

CMS has developed a proprietary cash flow model that is used to create gross income forecasts based on annual strategic plans. This model is updated each week with actual income numbers and re-forecasts the cash flow projections for our clients on a weekly basis. This valuable tool helps us reevaluate our annual plans and make adjustments where needed so that we can reach and exceed our clients’ annual income projections.

The CMS Analytics Department brings together some of the most talented strategic minds in the business. Our team includes strategists and analysts with diverse backgrounds, enabling them to scrutinize our clients’ programs from each and every angle. And they are forever on the cutting edge, developing new analytical models and research tools to better understand our clients’ donor files and potential donor bases.

With plentiful experience on the team, our Analytics staff can be called upon for a wide array of services, ranging from acquisition list selection to donor development mail plans to advanced scoring and modeling techniques. CMS places a very high value on strategic planning, analysis and reporting. We know that short- and long-term planning, detailed segmentation and ongoing analysis are key factors in an organization’s ability to build, maintain and grow a multimillion-dollar integrated fundraising program. Our Analytics staff is eager to uncover the most potential in our clients’ files, creating real results in retention and growth rates and income generation.

Learn more about the capabilities of our Analytics team.

Our mission is your mission.

Everything that we do at CMS is guided by this basic principle.

That’s because at CMS we want to make a difference. We know that the average American relies more on non-profit organizations for change than they do their government representatives. So we set to work every day, putting our expertise in direct response fundraising to work, helping to raise the funds that support the work of the most impressive agents of social change — our clients.

At CMS we provide more than just fundraising program management. We offer the best of all worlds: innovative strategies, detailed analytics, relevant and targeted creative and copy, and top-notch relationship management services.

As fundraisers, we’re working together, bringing our clients the best strategies available.  We then turn those strategic visions into successful fundraising programs, resulting in long-term, sustainable growth and net income for program use.

As a company, we share the commitment of millions of Americans who wish to belong to something larger than themselves and to join with others in working to make the world a little better than we found it.

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Account Assistant

Serves as the administrator for CMS fundraising teams. Maintains master job jackets, package information and traffic schedule. Manages the review process of art and copy, coordinates w/ production vendors and clients, and attends meetings fundraising, production and client meetings. Must be organized and thrive in a fast pace.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of essential functions, responsibilities or requirements and is subject to change at the discretion of CMS’ management. An employee should also refer to the evaluations of his/her job performance for other goals, duties and expectations of his/her position.

Personnel
CMS
8000 Towers Crescent Drive

Suite 1550
Vienna, VA 22182
FAX: 703-258-0001

Resume and cover letter can also be sent to jobs@cms1.com

CMS is an equal opportunity employer.

Internships

Craver, Mathews, Smith & Co., a premier fundraising and constituent development company seeks interns to assist in our fundraising processes for non-profit organizations.

Interns will assist our production traffickers by:

• Updating Status Memos and the Production Schedule
• Distributing Package Samples
• Proof Reading Art and Copy
• Binding Proposals
• Creating Sample Books
• Creating Budget Binders
• Preparing for Client Meetings
• Assisting with routine administrative tasks throughout the office

Personnel
CMS
8000 Towers Crescent Drive

Suite 1550
Vienna, VA 22182
FAX: 703-258-0001

Resume and cover letter can also be sent to jobs@cms1.com

CMS is an equal opportunity employer.

Account Manager

The overall objective of the Account Manager is to drive the fundraising process - both the creative and strategic planning elements for all CMS clients. The Account Manager launches, coordinates and monitors the development of fundraising strategies and is ultimately responsible for the timely and successful implementation of those strategies. The Account Manager works to ensure the creative product marries with the strategic plan for the client.

The Account Manager, in concert with the Account Executive, develops a team of resources custom-designed to meet each client’s needs.  In addition, the Account Manager monitors the progress of the fundraising plan results and schedule, and communicates the status of processes and projects to the appropriate CMS divisions and clients.

Personnel
CMS
8000 Towers Crescent Drive

Suite 1550
Vienna, VA 22182
FAX: 703-258-0001

Resume and cover letter can also be sent to jobs@cms1.com

CMS is an equal opportunity employer.

CMS has a long track record of designing and managing fundraising programs for start-up organizations as well as long-established organizations with donor bases ranging from a few thousand to more than a million. We think the following facts serve to illustrate the scope and productivity of our work.

• A Core Fundraising Team is assigned to serve each organization’s direct response fundraising - direct mail, telemarketing, and Internet - program needs.
• CMS’s Creative Department includes staff copywriters, a senior creative consultant, and an extensive network of free-lance writers. Our Art and Design Services Department includes a team of graphic designers who utilize state-of-the-art equipment.
• We pioneered the integration of new media with  direct mail, tele-fundraising, video and other media channels..
• Our clients are regularly provided with current research, reports, and trend information affecting their fundraising programs.
• We have a strategic partnership with Production Solutions, Inc. (PSI), the largest broker and buyer of direct mail production services on the East Coast. Together, CMS and PSI purchased more than $60 million in direct mail services last year and mailed more than 500 million pieces of direct mail.
• CMS also partners with American List Counsel (ALC) to research, test and roll-out more than 1,500 lists annually. As part of our partnership commitment, we analyze both the short- and long-term value of donors acquired through an organization’s donor acquisition program. We are also committed to finding new list markets. In addition, CMS’ in-house statistical reports, analysis, and reporting systems are customized to interface with ALC.

CMS White Papers

• Boomers! Navigating the Generational Divide in Fundraising & Advocacy
• Donor Loyalty: The Holy Grail of Fundraising
• Keep Your Postage Meter: The Status of Online Giving in America

TBD

We want to hear from you.

Phone: (703) 258.0000
Fax: (703) 258.0001
E-mail: rapidresponse@cms1.com
Mail: 8000 Towers Crescent Drive
Suite 1550
Vienna, VA 22182

CMS is looking for talented individuals to fill the following vacancies. Salary and benefits extremely competitive. If you think one of these positions may be for you, mail or fax a resume and letter of inquiry to:

Personnel
CMS
8000 Towers Crescent Drive, Suite 1550
Vienna, VA 22182
FAX: 703-258-0001

Resume and cover letter can also be sent to jobs@cms1.com

CMS is an equal opportunity employer.

Account Manager
The overall objective of the Account Manager is to drive the fundraising process - both the creative and strategic planning elements for all CMS clients. The Account Manager launches, coordinates and monitors the development of fundraising strategies and is ultimately responsible for the timely and successful implementation of those strategies. The Account Manager works to ensure the creative product marries with the strategic plan for the client.

Read job description

Internships
Craver, Mathews, Smith & Co., a premier fundraising and constituent development company seeks interns to assist in our fundraising processes for non-profit organizations.

Read job description

Account Assistant
Serves as the administrator for CMS fundraising teams. Maintains master job jackets, package information and traffic schedule. Manages the review process of art and copy, coordinates w/ production vendors and clients, and attends meetings fundraising, production and client meetings. Must be organized and thrive in a fast pace.

Read job description

The result? Lasting programs that produce sustainable, predictable and increasing income year after year to support the missions of our clients. For example:

American Civil Liberties Union

Amnesty International USA

American Red Cross

Brady Campaign to Prevent Gun Violence

Christian Children’s Fund

City Harvest

Christopher Reeve Paralysis Foundation

Environmental Defense Action Fund

Habitat for Humanity International

Heifer International

USA for the U.N. High Commissioner for Refugees (UNHCR)

For over 30 years, CMS has worked in strategic partnerships with more than 150 non-profit organizations.

We are proud to list in our history and current client base the groups that truly impact the vital issues of our society.

Our work has advanced the missions of groups in a wide array of sectors, including environmental, political, advocacy, charitable, humanitarian, educational and the arts.

While the causes we serve have changed over time, we have always, and will continue to partner with organizations working to be impressive agents of change for the greater good.

Click here to see the wide range of organizations that have benefited from CMS’s strategic fundraising program execution.

Since 1975, CMS has been a leader in using direct mail, telemarketing, the Internet, and other innovative techniques to help clients raise funds, grow constituencies, and advocate on behalf of worthwhile causes. As our clients grow and expand in the ever-changing fundraising universe so does our talent and the expertise we bring to the table. We offer our clients a wide range of products and services—from donor surveys to integrated fundraising audits and strategies.

• Analyses
• Creative and Design Services
• Donor and Member Acquisition
• DonorTrends Analysis
• Emergency/Disaster Fundraising
• Legacy Marketing and Planned Giving
• List Management
• Loyalty and Retention Programs
• Integrated New Media Programs
• Renewal and Reinstatement
• Telemarketing
• Voice of the Donor Surveys

For more information or to arrange a free consultation on how any of these CMS services can benefit your organization please email us.

CMS is a fundraising, donor recruitment, and issue-development agency with extensive experience in launching and building large public interest, political, public advocacy, international relief and development, and charitable nonprofit organizations.

CMS was founded with the explicit purpose of helping organizations establish broad-based citizen action and donor support. In our three decades of service we have helped position, launch and/or grow many of the organizations that today are household names in the world of American and International non-profits.

Our staff is invested in every organization with whom we partner. We care about furthering their missions as much as they do – or we would not be able to provide them with the highest level of commitment, passion and fundraising and xxx building expertise.

Our vast experience in all facets of direct response fundraising – including mail, tele-fundraising, affinity marketing and e-philanthropy – has proven over and over again that we can secure, sustain and grow the kind of loyal and dedicated donors that all organizations seek in this ever-changing environment.
While creative strategy and statistical analysis continue to guide our work, we believe that the driving force for building loyalty and raising money, and accomplishing an organization’s mission lies in the vision an organization sets forth.

By working with our clients in crafting this vision and then imparting it to their donors we have developed a predictable and low-cost method for sustaining donor loyalty, increasing giving levels and inspiring legacies and other forms of committed giving.

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