WJI had successfully worked with Old Salem in the past and was familiar with what needed to be done to generate that amount of revenue. When the campaign ended in 1994, Old Salem had exceeded its goal, generating almost $5.3 million. On September 14, 1996, what began as a vision became a reality with the opening of The Gallery at Old Salem. The inaugural exhibit, "A Thousand Years of Czech Culture: Riches from the National Museum in Prague" (see Business Life, August 1996) is expected to bring in thousands of visitors in its six month run. Norma Pearman, vice president of development at Old Salem, says plans for the future arealready in progress: "We are beginning to look at other capital projects, such as a new visitors center. At this stage, Whitney Jones, Inc. is helping us set up a strategic plan for future years and we are very excited about it."
Whitney Jones, Inc. provides vision and philanthropic leadership to non-profit organizations and the communities they serve. In the past 15 years, the firm has worked with more than 150 non-profit organizations in fund-raising, long-range planning and board development activities, and assisted clients in raising more than $100 million in capital campaigns.
WJI is the only North Carolina fund-raising counsel to be a member of the American Association of Fund-Raising Counsel (AAFRC), a 22-member organization dedicated to advancing the cause of philanthropy while ensuring ethical approaches to fund-raising. "Membership in AAFRC is by invitation only and involves a very exhaustive reference check," Helmer Ekstrom, president of the 61-year old organization, explains. According to Ekstrom, firms interested in joining must first be recommended by at least two AAFRC member firms. The AAFRC checks every client served by the firm in the past five years for a reference. Additionally, the firm must undergo an independent review every three years. Membership in AAFRC, considered to be the hallmark of ethical fund-raising, assures that a firm has demonstrated integrity and ethical conduct in all of its client practices, and that it has achieved and sustained high standards of performance.
Founded in Winston-Salem in 1981, WJI today has a staff of 14, representing clientele such as museums and cultural organizations, religious organizations, educational institutions and health and human service agencies. In 1995-96, more North Carolina public and private non-profit organizations across the state hired WJI than any other fund raising counsel.
"We basically serve as a development office," Whitney Jones, the company's founder and president explains. "We are able to say to a client that we will provide an entire operating unit a team for the client to work with in order for the campaign to take place. The CEO's first question to us is 'How much time will need to be devoted to the campaign?' With our team, their time commitment is minimal."
With a strategy that is not found among most fund raising counsels, WJI assigns a senior consultant, a project coordinator, and at least one support staff person to every project. Meeting frequently with the client, they are able to build a relationship of mutual trust. This approach builds an identity for the client, turns the vision into a plan, and the plan into a reality.