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Speed Fundraising

Speed Fundraising. ADC Workshop September 26, 2012. Table of Contents. Introduction Why are you here today? Why are you working for the Catholic Church? What makes your school so special?. What is a Major Gift?. What is a Major Gift?. 10 times annual amount A “stop and think” gift!

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Speed Fundraising

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  1. Speed Fundraising ADC Workshop September 26, 2012

  2. Table of Contents • Introduction • Why are you here today? • Why are you working for the Catholic Church? • What makes your schoolso special? ADC Workshop 2012 Peter E. Cullen-Conway

  3. What is a Major Gift? ADC Workshop 2012 Peter E. Cullen-Conway

  4. What is a Major Gift? • 10 times annual amount • A “stop and think” gift! • Need to check at home • Usually for a specific project • Needs more time …Pledge ADC Workshop 2012 Peter E. Cullen-Conway

  5. Who is a Major Donor? ADC Workshop 2012 Peter E. Cullen-Conway

  6. Where is your Major Donor ? • The Millionaire Next DoorThomas J. Stanley & William D.Danko • Never judge • Transfer of wealth • Relationship • Do the right thing! ADC Workshop 2012 Peter E. Cullen-Conway

  7. “A” gift vs. “The Gift” VS. ADC Workshop 2012 Peter E. Cullen-Conway

  8. “A” gift vs. “The Gift” • Research • Letter writing • Getting the visit • Making the “Ask” • Listen • Follow-up • Stay connected ADC Workshop 2012 Peter E. Cullen-Conway

  9. Connecting the Dots… • Natural Partners • Natural relationship with donor • Professional connection • Neighbor • Weekend activities • School family ADC Workshop 2012 Peter E. Cullen-Conway

  10. Connecting the Dots… • Primary Partners • A Natural partner • Best person to be assigned to this donorwill most likely be you…but maybe not ADC Workshop 2012 Peter E. Cullen-Conway

  11. Asking for the Gift • Who is asking? ADC Workshop 2012 Peter E. Cullen-Conway

  12. Asking for the Gift • Become the storyteller ADC Workshop 2012 Peter E. Cullen-Conway

  13. Asking for the Gift • How much to ask for… ADC Workshop 2012 Peter E. Cullen-Conway

  14. Asking for the Gift • Timing...you control it! ADC Workshop 2012 Peter E. Cullen-Conway

  15. Asking for the Gift • Where are you asking. • Many options in a school/parish setting? • Rectory/ School • Donor house • Area restaurant ADC Workshop 2012 Peter E. Cullen-Conway

  16. Asking for the Gift • Handle the objections • No…Why? What are they saying? • Time to negotiate • Be Flexible • Be Quiet! ADC Workshop 2012 Peter E. Cullen-Conway

  17. Welcome to the Theater ADC Workshop 2012 Peter E. Cullen-Conway

  18. Getting Started • Select 10 –20 parishioners • Start a file on each • Find that natural partner • Develop a strategy • Plan out moves • Do the moves ADC Workshop 2012 Peter E. Cullen-Conway

  19. Annual Review • Look at each donorfile • Have they been asked for a gift? • What are the appropriate moves? • Can you take on more names? ADC Workshop 2012 Peter E. Cullen-Conway

  20. Do’s & Don’ts • Do • Use the Birthday • Meals • Just call • Support them • Ask about others • Set Goals • Believe in self • Believe in Parish Mission • Tell the truth • Do not • Over promise • Take people for granted • Blame others • Brag about gifts ADC Workshop 2012 Peter E. Cullen-Conway

  21. Words to Remember… • Money is not given, it has to be raised. Money is not offered, it has to be asked for. Money does not come in, it must be “Gone after”. • Anonymous ADC Workshop 2012 Peter E. Cullen-Conway

  22. Remember this… • “No cow will let down her milk in response to a letter or telephone call. You have to sit down beside her and go to work.” • James R. Reynolds, Harvard Development ADC Workshop 2012 Peter E. Cullen-Conway

  23. Thank You Peter E. Cullen-Conway Director of Major Gifts 835 North Rush St. Chicago, IL 60611 (312) 534-7929 Pcullen-Conway@archchicago.org ADC Workshop 2012 Peter E. Cullen-Conway

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