Archdiocese of Los Angeles Department of Catholic Schools

1. Archdiocese of Los AngelesDepartment of Catholic Schools School Fundraising Capacity Building Kay Sprinkel Grace Launch Meeting – November 12, 2013

2. Agenda • Welcome and introductions - Msgr. Sal Pilato • Prayer/Pledge of Allegiance - Mary Blair • Purpose of the program – Sr. Mary Elizabeth Galt • Setting a course for success – Kay Sprinkel Grace • Program goals: individual school, overall • Expectations: Archdiocese and participant • Program content – Presentation of each module followed by discussion • Next steps including development of school-based outcomes • Closing comments - Sr. Mary Elizabeth Galt

3. Setting a Course for Success:Overview of the Project Program Goals: Individual schools, all schools Expectations: Archdiocesan and participant

4. Program Goals • Individual schools • Each participating school will gain the knowledge and confidence it needs to increase its capacity for success in donor development, marketing and fund raising • For all schools • Create and implement a strategic and systemic approach to developing increased fund raising confidence and capacity • Learn and employ a shared vocabulary for development and fundraising, a common philosophy, consistent marketing messages and mutual best practices

5. Expectations of Participants • Commitment to “stay the course” • Bring appropriate staff/board team to initial, mid-point and final in-person sessions (principal, pastor, board member, faculty member, marketing team member) • Agreement for team to participate in all six (6) webinars, to complete assignments given as part of the webinar and to complete and submit an individualized plan at the end • Participate as needed and appropriate, in telephone conferences between webinars

6. What Are Your Expectations? In your school groups, spend five (5) minutes and identify three (3) primary expectations you have from the program – appoint one person to give a two (2) minute report

7. Program FormatProgram Content How we will do this What you will be learning

8. Format: In-Person Meetings • “Launch” meeting – November 12, 2013 • Overview and expectations • Input on content and discussion of format • Getting acquainted • Mid-point meeting – March 4, 2014 • How are you doing? • How are we doing? • Closing meeting – June 25, 2014 • Achievements • Obstacles • Overall capacity impact on the organization • Evaluation

9. 60 Minute Webinars -- 2014 • January 8 and 23 • February 10 and 26 • March 6 and 18 • April 8 and 29 • May 6 and 20 • June 2 and 4 • Maximizing the benefit • Engaging key players

10. Webinar Content After a presentation of each module, school group discussions and reporting about what else we should try to include in the webinar

11. Proposed Webinar Content • Six (6) Webinars • Demystifying fund raising: mastering key principles and basic techniques • Mission, vision, values and case development: messaging for investment and sustainability • Board and non-board volunteer leadership development: why nothing works without it • Grant writing and techniques for growing foundation investment • Creating, implementing and growing an annual fund at your school • Techniques for effective solicitation and donor stewardship with a view to major and planned gifts; closing “wrap up”

12. #1 - Demystifying Fund Raising • Basic principles of successful fund raising • Fund raising as a values-based marketing or exchange process • Viewing your school as an “investment vehicle” rather than a needy organization • Understanding donor motivation, behavior and needs • Creating key partnerships internally and externally • Why we have to “put away the tin cup”

13. #2 – Mission, Vision, Values, Case • The foundation for all donor development and fundraising • What a mission statement is and is not • Why vision is NOT about your school • Understanding the basic role of values as the platform and motivation for all philanthropy • Building a strong case for support: what are the elements • Getting the messages right: people give because you meet needs, not because you have needs

14. #3 – Board and Non-Board Leadership Development • Volunteers as essential partners • Knowing what motivates volunteers and engaging them along those motivations • Volunteers as a “back up” work force • Working effectively with volunteers: tips and tactics for honoring, engaging and rewarding volunteers • How funders view the leadership of your school as a criteria for their giving decisions • Recruiting, enlisting, nurturing your volunteers

15. #4 – Grant Writing and Techniques for Growing Foundation Investment • Resources for identifying potential funders • Basic process for connecting with institutional (foundation, corporation, business) funders • How institutional and individual fundraising differ, and how they are the same • Working within funder deadlines and requirements • Basic grant-writing techniques • Importance of having institutional and individual funders: balanced constituency

16. #5 – Creating, Implementing, and Growing Your School Annual Fund • What IS an annual fund – determining the common language around what is included and what is not • Methods for reaching your parents and other annual constituents • In-person, direct mail, email, social media • Organizing an annual fund calendar and plan • Engaging your volunteers in the annual fund • Analyzing your annual fund results to grow and improve your program

17. #6 – Effective Solicitation and Donor Stewardship: Major Gifts • Implementing a systematic cultivation plan • Solicitation techniques and strategy for larger gifts: how to get a meeting; things to do and not do in meetings and afterwards • Importance of and successful strategies for donor stewardship (ongoing relationship with the donor after the gift has been made) • Wrap up: assessment of your progress and the program; restatement of your individual program “deliverable” before final in-person meeting June 25, 2014

18. Discussion • Are there other topics you would like integrated into the webinar content? • Does the sequence work for you? • What are your ideas for meeting the needs of all the schools in the webinars, given the variations in capacity across the categories? • What will retain your interest in the webinar if it is an area in which you feel you have already built sufficient capacity? • Other comments/ideas?

19. Launching This Program Why the time is right What the roadblocks may be

20. Why the Time is Right • Baby boomer retirees as volunteers (and also seeking “encore careers” in our sector) • Increased and effective use of technology in cultivation, asking and stewardship • “Young and the restless” (and the “R.T.’s”) on our boards – pushing at the old ways and inspiring reform • Expanded demographics opening new donor markets to us • Using recession aftermath to restructure • Collaborations, combinations, mergers

21. Potential Roadblocks • Recession hangover • Continued “psychic poverty” • Old ways of doing things die hard • Governance models may not be effective • Changing demographics among donors • Increasingly donor-driven giving • Accelerated demands for transparency and accountability • Globalization of philanthropy expands the competition for philanthropic investment

22. My Morning Closing Thoughts • “The best way to get something done is to begin.” • Unknown • “Don’t judge each day by the harvest you reap but by the seeds you plant.” • G. T. Smith • “Alone we can do so little; together we can do so much.” • Helen Keller

23. Planning for Maximum Results for Your School Requirement for full participation today: You are to use the lunch time to work in school groups to complete the template and turn it in Brief discussion to follow of highlights

24. Closing Comments Sister Mary Elizabeth Galt, BVM Chancellor

25. Archdiocese of Los AngelesDepartment of Catholic Schools Opening Session for Participants 12 November 2013 Kay Sprinkel Grace, Facilitator www.kaygrace.orgkaysprinkelgrace@aol.com