Ross hired as fund-raiser for Performing Arts Center

By Regina Ford
Green Valley News

Robert W. Ross has been officially hired as the professional fund-raiser for the proposed  Community Performing Arts and Learning Center in Green Valley, to be located on a 10-acre parcel of State Trust Land about a half-mile west of Camino del Sol, just north of Continental Road.    

The budget of the probable project costs in the master plan for the Green Valley Community Performing Arts and Learning Center is estimated at $13 million. Pima County voters approved a bond package in May of 1997 that included $1.5 million for the center, which would be open to the public and not subject to age restrictions. Pima Community College would contribute $2,470,000 leaving an estimated $9 million in funds to be raised.                  

Ross’s goal—to raise the $9,000,000.

For his work as the head fund-raiser, Ross is being paid $5,500 a month, including all personal expenses.

“I am not paid with any county money, but rather money that’s in a campaign budget fund made up of private donations from the Greater Green Valley Arts Council,” he said. 

The “financial development specialist,”  as he describes himself, is no stranger to the business of raising money.

He has more than 28 years of non-profit management and financial development employment, including seven years as the director of development for the Boys and Girls Club of America in nine western states.

Ross established Ross & Associates in 1984, renaming his Tucson-based company Ross & Panelli in 1988 with the addition of his partner Nello Panelli.

Ross is also no stranger to the proposed Community Performing Arts and Learning Center.  He was hired in September by the Foundation for the Community Performing Arts Center to conduct a feasibility study for the project. Jim Click, head of Jim Click Automotive Team, paid for the study.

To date, Ross has completed 35 feasibility studies for various organizations and non-profits. He and his partner have also completed 30 capital building campaigns, been involved in more than 45 charitable auctions, conducted resource development seminars, numerous board development and planning retreats and initiated many endowment development programs.

Ross & Panelli also specializes in special event development, long-range planning, grant writing, donor cultivation, and capital construction savings. 

“Every capital campaign I’ve been involved in has resulted in a building being built,” he said. “Some of their goals were a little higher than could be attained, but we were always able to readjust so they were at least able to build their buildings.”

“I’ve been 100 percent successful on every capital drive that I’ve ever gotten into and I’m very cautious in the process when I decide to go forward with a project,” Ross added. 

Ross announced fund-raising will begin in January 2000.

He said his first order of business is to attempt to get what he called “the lead gift” and that amount is $3,000,000.

“It’s important to get the right people to go with me when I go out and there’s about six to eight real top potential people that should go with me to make the calls,” he said.

 “That’s the key to successful fund-raising and when the lead gift appears, the campaign will just take off.”

Everything is done through personal visits, Ross explained.

“We go in with a presentation and a statement on why it’s critical for the community and the campaign budget based upon the lead gift,” he said. 

“We also present a visual side with the artist’s renderings and a slide show so we can show them what the building will look like.”

The presentation will include a letter of intent, Pima County Community College plans and what the county intends to do, Ross added.

“Taking the right person with you to open doors is what is needed,” Ross admitted. “What happens is when you go to visit some people, they may not be able to donate that much, but they can put you in contact with others that possibly can.”

Ross said his campaign time period for a project of this size is usually one week a month for eight to 10 months.

“I’m only cost-effective to be involved in a project up to a certain point and that’s when I’m making visits to a lot of people,” he explained. 
“Within a week’s time I usually make eight to 12 personal visits.”

“Pledging is usually over three to four years so people can make a major gift or a gift to dedicate part of the building and it’s tax-deductible over that time period,” he said. “This makes it easier for someone to donate a $100,000 at $3,333 per year instead of the full amount up front.”
Ross admits he’s looking forward to fund-raising in Green Valley.

“Just looking in this area, I see a lot of things that are very positive for this project like growth in the Santa Cruz Valley and the fact that there isn’t any competition to build another arts center and the need is there,” he added.

“I feel very confident that Green Valley is ready for this.”