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THE CATHOLIC SCHOOL FUNDRAISING PROGRAM

Presented by: George C. Ruotolo, Jr., CFRE Chairman & CEO Ana Dabrowski, Associate September 12, 2013. THE CATHOLIC SCHOOL FUNDRAISING PROGRAM. 2012 Contributions: $316.23 billion by source of contributions (in billions of dollars – all figures are rounded). 33.

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THE CATHOLIC SCHOOL FUNDRAISING PROGRAM

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  1. Presented by: George C. Ruotolo, Jr., CFRE Chairman & CEO Ana Dabrowski, Associate September 12, 2013 THE CATHOLIC SCHOOL FUNDRAISING PROGRAM

  2. 2012 Contributions: $316.23 billion by source of contributions(in billions of dollars – all figures are rounded) 33

  3. 2012 Contributions: $316.23 billion by type of recipient organization(in billions of dollars – all figures are rounded) 34

  4. Changes in giving by source 2010-2011 and 2011-2012, and 2010-2012 cumulative (in current dollars)

  5. Changes in giving by type of recipient organization, 2010-2011 and 2011-2012, and 2010-2012 cumulative (in current dollars)

  6. Five Pedestals of Successful Fundraising Need – Today & Tomorrow Plan – 1 year/ 3 year Institution - Unique Characteristics Constituency/ Volunteers Expertise/ Initiative

  7. Assessing Your Program Segmentation of Donor Base Plan Capital Campaign Social Media/ Communication Annual Case • Culture of • Philanthropy: • Board Participation • CEO Engagement • Staff Major Gift Activities Varied Solicitation Strategies Planned Giving Stewardship

  8. Four Key Components for Today

  9. Prospecting

  10. Natural Constituencies vs. New Friends

  11. Analyzing/EvaluatingYour Database

  12. Screening/Research

  13. Cultivation

  14. PARENTS FOUNDATION REPS CORPORATE REPS COMMUNITY LEADERS PAST PARENTS ALUMNI MEMBERS RELIGIOUS LEADERS FRIENDS LOCAL BUSINESSES • Identifying • Screening • Inviting • “Conversations” • Assessing • Cultivation • Involvement • Strategy • Asking • Thanking Leadership RESULT Donor

  15. ACT II – The Relationship What steps do we take to strengthen the relationship?

  16. Importance of Personal Contact It says… • The donor is important. • Our need is significant. • The request deserves • personal attention. • We need an opportunity for dialogue.

  17. Let’s start with a visit without an “ask”. • Engage in conversation. • Turn off the voice inside your head(listen). What Makes the Prospect “Tick”?

  18. What Makes A Story? • Plot • Characters • Events • Outcome • Lesson • Call to action

  19. Asking

  20. Head Scratcher…???

  21. What’s the Problem? • Fear? • Knowledge? • Initiative?

  22. Let’s Bury the Fear. . . • “You have to be in it to win it. . .” • “Nothing ventured, nothing gained. . .” • “ Step up to the plate. . .” Understand yourself…understand others

  23. Knowledge? • Major gifts are synonymous with capital campaigns . . . (not always) • Annual fund case

  24. Initiative

  25. What Does a Successful Major Gifts Program Look Like ? How do you get there? • Identify • Cultivate relationships • Solicit personally • Receive MGs • Grow • Nurture . . .OR. . .

  26. Sustained Major Gifts Programs Identify Cultivate Solicit Acknowledge Engage Steward

  27. Configure The Team

  28. What Are You Afraid Of? What’s the worst that can happen?

  29. Fundraising Is All About The Relationships Seal: “Let’s go collect seashells!” Shark: “Okay, but if we run into any of my friends, pretend like I was just about to eat you.” Seal: “Yeah. . .no problem.”

  30. Major Gifts In 3 Acts. . . • The Who • Developing the Relationship • The Proposal

  31. INCLINATION TO GIVE Desire to support Reason Common interest Relationships Two Components to Philanthropy FINANCIAL CAPACITY $ Income/Assets

  32. Third Component??? • Relationship

  33. ACT I – The Who • Where do we start • Segment the database • Financial capacity • Loyalty • The mil $ bus driver (Don’t prejudge)

  34. Breaking the Rules of Asking

  35. Can’t Ask? Point $500,000 $250,000 $200,000 $200,000 $100,000 $100,000 $100,000 $100,000 $100,000 $75,000 $75,000 $75,000 $75,000 $75,000 $75,000 $75,000 $75,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $50,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 • Additional pledges between $3,000 and $15,000 Total Needs: $5 Million

  36. What You Hear…It’s More Important Than What You Say!

  37. Top 10 Solicitation Mistakes • Never ask/indicate a specific request. • Don’t offer strategies to maximize their gift (extend pledge, delayed start of payments). • Don’t follow-up in a specific time frame. • Don’t create a sense of importance and urgency. • Answer unasked questions. • Talk too much and fail to listen. • Act like a beggar. • Assume the prospect has consented to the gift because they see you. • Fail to build the case and lay the groundwork for the ask. • Treat all prospects the same.

  38. Stewardship

  39. Thank you. . . Thank you. . . Thank you!

  40. Keeping in touch without always asking…

  41. Sometimes the message is on target, but it still misses the mark. . .

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