The Rev. Canon Charles LaFond Canon Steward Saint John’s Cathedral, Denver, Colorado

1. The Rev. Canon Charles LaFond Canon Steward Saint John’s Cathedral, Denver, Colorado Building The Case-for-SupportDeserving the money we seek to raiseTENS 2013 Stewardship Pre-Conference

2. Anastasis Dynamos Theology and Spirituality of the case-for-support Case Development - The Rev. Canon Charles LaFond

3. Donors • As old as Jesus’ followers • Mt 27:55 Many women were also there, looking on from a distance; they had followed Jesus from Galilee and had provided for him Case Development - The Rev. Canon Charles LaFond

4. Case-for-support • “Why should I give to your request for funds?” • Generational shifts demand case focus. • Do we deserve the money we seek to raise? • Forms of Case: • Brochure, video, DVD, Facebook stream, experience of the donor, speakers, event content, conversation, feasibility study, drafts, Case Development - The Rev. Canon Charles LaFond

5. Chapter 10 : The Case for Support Case Development - The Rev. Canon Charles LaFond

6. Developing the Case • The need for Institutional humility and listening • Let the case bubble up from the donors • Host a conversation • EVERY DONOR MUST TOUCH THE CASE DRAFT • The “wow” cards • Convert budget to changed lives Case Development - The Rev. Canon Charles LaFond

7. Case focus groups • Diversity in ages, etc. • Listen • Red pens • Do not use major donors in groups – meet them one on one but use similar questions and let them mark it up with “red pens” Case Development - The Rev. Canon Charles LaFond

8. Forms of case development work • Hosted events (Art of Hosting) • Web conferencing or conference calls • Personal visits (the canvas) • Parish Town-hall meetings • Speed dating tables (Episcopal Café, Proactive Café, etc.) • Tours, visits to see samples of the vision in other agencies • Every Sunday (message) Case Development - The Rev. Canon Charles LaFond

9. Key “Mission”Questions to ask the Parish • Is our mission / project relevant? • Is our mission / project important? • What would happen if this project did not happen? Who would miss it? • Are we empire-building or growing for mission? • Can this project be sustained by others in reduced funding circumstances? • Who in our area has a similar case or project? • Is our mission / project well articulated? • Can outcomes measure to determine if we are advancing our mission? • How do our top 2% of donors (who will fund 98% of the campaign) relate to this case • Involvement, draft-markings, passion, articulation ability, capacity/interest, readiness Case Development - The Rev. Canon Charles LaFond

10. Key management Question we can ask our parish / organization • How can we better involved the people from whom we are planning to ask a gift? (name by name) • Donor by donor review at staff meetings (records management) • “What is the best case, vehicle, strategy, contact, involvement plan for this person?” • Moves management on top donors – daily/weekly leadership review Case Development - The Rev. Canon Charles LaFond

11. Leadership Questions we can ask our parish • Who best articulates our mission and vision for the future? • Who would be a natural partner with a possible benefactor? • What is our cultivation / feasibility plan? NOTE: • benefactor (person who desires to do good) • 1451, from L.L. benefactor, from L. phrase bene facere, from bene "well" + facere "to do" (see factitious). Translated in O.E. as wel-doend. Case Development - The Rev. Canon Charles LaFond

12. Possible Advance Questions to donors • What values do you hold most dear? • How would you like to make a difference in the world? • What is the most satisfying gift you have ever given and why? • How do you prefer to be asked for a gift? • What do you think we should be doing in the world/village/area to make it a better place (Example: Grace, East Concord) • How do you prefer to be acknowledged? • How would you like to be involved in asking others once you have been able to make a gift? Case Development - The Rev. Canon Charles LaFond

13. Questions Case Development - The Rev. Canon Charles LaFond

14. Organic year—round Case Development • Communicate daily, weekly in different ways • “Why should I invest my philanthropy in this effort?” • The Stewardship Letter as “case-for-support” (pros and cons) • Be willing to change the case-for-support if you need to – adjust for donors • Articulate an annual budget with people telling stories (Ministry Minutes and Emmaus Minutes) Case Development - The Rev. Canon Charles LaFond

15. Composition of the Case (Resource: page 116 of “Fearless”) • Involve others • Write well • No jargon • Optimism • Needs of people not budgets • No nostalgia or fantasy • Tell stories • Describe a problem and how you solve it • The one-sentence test • Long, slow, multi-eye testing before release (planning) Case Development - The Rev. Canon Charles LaFond

16. Generational Case Sensitivity Case Development - The Rev. Canon Charles LaFond

17. Eight Steps Forward • Identification • Interest and Capacity Consideration (the genesis of the case-for-support) • Development of Strategy (the development of the case-for-support -drafts) • Cultivation (the use of a case-for-support happens here -finals) • Request and Discussion • Acknowledgment • Parish Stewardship of Gift • Renewal Case Development - The Rev. Canon Charles LaFond

18. Reasons people Give • I believe in the cause / case • I am involved in the cause and its planning • I have been asked my opinion on important issues • I am passionate about our mission (case) • I have an elevator speech (mini-case) • I am convinced of the good cause Case Development - The Rev. Canon Charles LaFond

19. Questions Case Development - The Rev. Canon Charles LaFond