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Developing a Major Gift Culture

Developing a Major Gift Culture. “Looks like St. Mary’s is in a bad way …” August 2014. What is Bogardus ’ Vision?. What is Sister Benedict’s Vision?. Strategy. What is the Sisters’ plan to secure new facilities? Where are their energies focused? What are the nuns NOT doing?

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Developing a Major Gift Culture

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  1. Developing a Major Gift Culture “Looks like St. Mary’s is in a bad way…” August 2014

  2. What is Bogardus’ Vision? What is Sister Benedict’s Vision?

  3. Strategy • What is the Sisters’ plan to secure new facilities? • Where are their energies focused? • What are the nuns NOTdoing? • What key tactics do they employ?

  4. From the Bingo Director: • “Every time a hearse goes by, there goes another loyal customer.” • - Catholic school development director and director of bingo operations…as stated to Bill Acton in 2009

  5. A Primer for Advancement 2014! • Establish a Vision – “I see a school!” • Share ownership – “Let’s get Bing on board!” • Focus • Transfer ownership – “You can transform!” • Establish a cultivation plan. • Engage…listen…adapt…overcome. • Solicit • Close. Pray.

  6. What Works • Patience… • Dual-team approach… • Clear and concise request… • Listening… • Responding… • Leading…challenging

  7. Which describe your work reality? • Under-staffed • WAAAY under-staffed • Tactical rather than strategic • Focused on activity (getting out the mailing, organizing reunions) rather than results (meeting funding goals) • Overwhelmed

  8. Apply! • What is it you are charged with doing? ADVANCEMENT • What behaviors and activity will bring the results you need (i.e. $$!)? • What activities are interfering with your focus?

  9. So… What Should Your Advancement Office and Behaviors Look Like?

  10. 100% Full-Time Focus on Revenue • Major Gifts! • Relationship-building activities (for short, mid or long-term revenue). • Strong annual fund – secure immediate, needed revenue and identify current and future major gift prospects. • Office focus = Maximizes Charitable Giving and Fundraising Revenues…period!

  11. Resource Appropriately • “Every organization is perfectly designed to get the results it is getting”... • Part-Time Staffing = Part-Time Results. • Strong Relationships = Large, Transformational Gifts. • Data “drives” the giving “engine.” • Yes, you need donor research. • Yes, you need a travel budget.

  12. What Advancement is NOT • An office for part-timers. • A party planning office. • A cultivation department. • A newsletter department.

  13. The IDO: Core Functions and Positions • Relationship Management • Constituency Management • Annual Giving Management • Operations and Events • Administrative Support • Strive for a $.25 cost to raise $1.00

  14. Major Gift (RM) Role • 6 – 8 calls per week. • Year 1-Budget neutral • Year 2-Revenues = 2x cost • Year 3-Revuenues = 3x to 4x cost • Goes “fishing in the right pond” • The right profile: • Goal focused • Activity oriented • Motivated to achieve big goals • Strong rapport building and interpersonal skills • Delivers all “products” at the right time…no silos

  15. Major Gifts Program • Implemented in non-capital campaign years! • Major gift work should never stop • A non-public approach to fund special capital projects or needs. • Quietly working the list of prospects who are ready to be asked for a major investment.

  16. The Five “I’s” of Major Gifts • Identify • Inform • Involve • Inspire • Ask for the Investment

  17. Key Components: Major Gift Success • Case for Investment • From the vision…and the plan • Compelling, urgent, relevant • Identified Prospects • Research • Tracking system • Sales Materials • Leadership and Support • Board • Committee(s)

  18. Stop me if you’ve heard (or said!) this before… • “We need more alumni activities in order to get more giving participation.” • “That person isn’t ready to be solicited. She needs more cultivation.” • “Reunions are critical to advancement!” • “Our board should be out asking for money.” • “Prospect research is too expensive – it’s not in the budget.” • “We have to hire an events person before we hire a major gifts person.”

  19. Wrong!

  20. Best Practices • Stay Focused – major gifts, revenue, building the “right” relationships and connections. • Stewardship! • Do only what you can – and execute flawlessly. • Don’t worry about everything you are NOT doing. • Think:will this activity truly advance my school?

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