Developing a Major Gift Culture Looks like St. Marys is in a
bad way August 2014
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What is Bogardus Vision? What is Sister Benedicts Vision?
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Strategy What is the Sisters plan to secure new facilities?
Where are their energies focused? NOT What are the nuns NOT doing?
What key tactics do they employ?
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From the Bingo Director: Every time a hearse goes by, there
goes another loyal customer. - Catholic school development director
and director of bingo operationsas stated to Bill Acton in
2009
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A Primer for Advancement 2014! I see a school! Establish a
Vision I see a school! Lets get Bing on board! Share ownership Lets
get Bing on board! Focus Focus You can transform! Transfer
ownership You can transform! Establish a cultivation plan.
Engagelistenadaptovercome. Solicit Close Close.Pray.
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What Works Patience Dual-team approach Clear and concise
request Listening Responding Leadingchallenging
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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
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Apply! What is it you are charged with doing?ADVANCEMENT
results What behaviors and activity will bring the results you need
(i.e. $$!)? focus? What activities are interfering with your
focus?
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So What Should Your Advancement Office and Advancement Office
and Behaviors Look Like?
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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 Revenuesperiod!
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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.
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What Advancement is NOT An office for part-timers. A party
planning office. A cultivation department. A newsletter
department.
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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
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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 timeno silos 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
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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.
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The Five Is of Major Gifts Identify Inform Involve Inspire Ask
for the Investment
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Key Components: Major Gift Success Case for Investment From the
visionand the plan Compelling, urgent, relevant Identified
Prospects Research Tracking system Sales Materials Leadership and
Support Board Committee(s)
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Stop me if youve heard (or said!) this before We need more
alumni activities in order to get more giving participation. That
person isnt 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 its not in the
budget. We have to hire an events person before we hire a major
gifts person.
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Wrong!
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Best Practices Stay Focused major gifts, revenue, building the
right relationships and connections. Stewardship! Stewardship! Do
only what you can and execute flawlessly. Dont worry about
everything you are NOT doing. Think:will this activity truly
advance my school? Think: will this activity truly advance my
school?
