Sustaining the Successful

Development Effort

Presented by the

Institute of School and Parish Development

Austin, TX ● February 10, 2011

800.299.2393 – www.ISPD.com

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A DIFFERENT WORLD

We face more competition 95% Lay Teachers Cost of Education Continues to Rise Academic Needs – Learning Styles Growth of Technology & Social Media The Need for Marketing – 24/7 Educational options The Decline in Enrollment

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Governance Changes The Need for Planning & Visioning Branding Your Image – Critical Enrollment Management Process More Involvement From Alumni Capital Campaigns & Annual Fund Need All Resources Expanded Role of Faculty (Dev.)

A DIFFERENT WORLD

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Definition of Development

The meaningful involvement

of people in your

mission and vision for the future.

FRAME OF REFERENCE

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Identify

Inform

Invite

Involve

Invest

Improve

Implement

THE SEVEN I APPROACH

7Is

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Your institution's mission Your institution’s vision People who can make a difference Internal and external publics SWOT Analysis: Strengths,

Weaknesses, Opportunities & Threats

IDENTIFY

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Internally and externally Through a comprehensive development

database Move from “paper to people” Using all methods of communication

Paper – School Newsletter, Mailings, Surveys, etc. Telephone Eyeball-to-eyeball with dialogue E-mails Website

INFORM

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Personally -- key information, dates,

roles, responsibilities, etc. True connections To meaningful events and activities Begin to build the relationship Ongoing – based on Gifts & Talents Educational Workshops Planning efforts

INVITE

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So as to bring people to a feeling of

ownership and belonging. In a meaningful way - ENGAGEMENT In a long-term relationship Core Team, Input Sessions, Development

Advisory Board (DAB), Surveys,

Interviews, etc. –

“THE FUEL”

INVOLVE

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Plan of Action –The Vision Comes

Alive! Wisdom from publics Strategies to move the mission and

vision

forward – Implementation Utilize your “People Fuel” Creating ownership Promotes Innovation and Trust Instilling trust and credibility

IMPLEMENT

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Strong sense of ownership Belonging and engagement Investment of time, talent, wisdom,

expertise, treasure Expanded relationships Utilization of Resources Partner for life – favorable attachment

INVEST

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Continuous Quality Improvement Evaluate efforts Commendations and recommendations Affirmation Demonstrate and celebrate successes Culture of Creativity & Success Mission is Advanced

IMPROVE

PARISH/SCHOOL LEADERSHIP

Dev. “Office”(rs) Core GroupPeople “Fuel”

Inter-views

InputSessions

Surveys7 I

ProcessDev.Ed.

Commun-ication

ISPD’s DEVELOPMENT INFRASTRUCTURE

DEVELOPMENTADVISORY

BOARD (DAB)

STRATEGIC PLAN FORDEVELOPMENT

Question-naires

PlanningSessions

Cup ofCoffeeMtgs.

AnnualFund

Engage-ment

vehicles

Pub. &Comm.

DatabaseFund-raisingEvents

Stewardof

Prayer

Stewardof

Ministry

Steward of

Finance

Recruitmentand

Retention

Public Relations

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The Change ProcessNavigating through the Storm in the Midst of Change

NORM

INFORM

ALARM

STORM

Change Process Creates

the NEW

Norm!!

Commitment Rationale Benefits Goals

ConsistentVariedCreativeMeasurable

Q & ABenefitsTestimonialsInput w/Response

ImplementationOperationsAcceptanceCelebration

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Managing the People Component

CHANGE PROCESS

• 8% >>>>>>>> Innovators

• 17% >>>>>>> Leaders

• 29% >>>>>>> Early Adaptors

• 29% >>>>>>> Late Adaptors

• 17% >>>>>>> Destroyers

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Ten (10) Key Components:

1) Part of Ongoing Development Process

2) Leadership Commitment

3) People Involvement

4) Specific, Compelling Goals

5) Program Enhancement

THE ANNUAL FUND

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Ten (10) Key Components:

6) Linked to Mission

7) Specific Time Period

8) Division Structure

9) Personal Invitation

10) Donor Recognition

THE ANNUAL FUND

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22 Tenets for Success:

1) People give to people.2) People don’t give unless they are invited. 3) The best response comes when

people are invited person-to-person.4) All volunteers must make their gift

before they invite others to give.

THE ANNUAL FUND

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22 Tenets for Success:

5) The Annual Chair-couple/person must be a worker, giver and motivator.

6) Concentrate on Major Gifts, Parent organization and the Phonathon.

7) Organize a Phonathon to remind and appreciate donors (Thank-a-thon).

8) The database must be in great shape.9) Invite people to INVEST!

THE ANNUAL FUND

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22 Tenets for Success:

10) Stress 100% participation from leaders, faculty and staff. Set the tone!

11) Avoid seeking funds for the operational budget or debt reduction.

12) People want to give to programs, renovations, endowments, training, etc.

13) The AF takes 4-6 months to organize.

THE ANNUAL FUND

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22 Tenets for Success:

14) The AF relies heavily on 1-2 years of quality Development processes.15) Measurement for Success: People

involvement NOT $$$ raised.16) Meet their needs. Don’t say “no.”17) Classify donors according to giving history and involvement.

THE ANNUAL FUND

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22 Tenets for Success:

18) Donors wish to give to a cause of consequence that makes an impact.

19) The most effective people to invite: principal and/or pastor.

20) The mission is of primary, overriding and paramount importance.

21) You must INVITE the gift.22) Invite the gift of prayer, gift of involvement

and gift of financial participation.

THE ANNUAL FUND

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Steps for Success:

1) Create a Written Plan for the Annual Fund Case Points/Goals (Visionary) Rationale/Justification/Benefits AF Budget & Reporting AF Timeline with Meeting Dates Division Structure and Strategy Leadership Positions

THE ANNUAL FUND

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Steps for Success:

1) Create a Written Plan for the AF AF Publications Special Events/Hospitality AF Theme The Need for 100% Participation

THE ANNUAL FUND

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Steps for Success:

2) Circulate the Annual Fund Plan to Internal Leaders seeking Input.

3) Personally Invite AF leadership from: Administration Faculty & Staff Leadership Groups Parents

THE ANNUAL FUND

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Steps for Success:

3) Personally Invite AF leadership from: Students Parishioners Alumni Grandparents & Past Parents Business Community Friends

THE ANNUAL FUND

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Steps for Success:

4) Establish Division Structure: AF Chair-couple AF Associate Chair-couple Major Gift Division Leadership Gift Division Parent Gift Division Parishioner Gift Division Student Gift Division

THE ANNUAL FUND

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Steps for Success:

4) Establish Division Structure: Alumni Gift Division Friends Gift Division Business Community Gift Div.

THE ANNUAL FUND

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Steps for Success:

5) Train & In-service AF Leaders Friends Gift Division Business Community Gift Div.

6) Prepare AF Publications/Materials: AF Brochure Letter of Intent/Pledge Cards

THE ANNUAL FUND

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Steps for Success:

6) Prepare AF Publications/Materials: Invitations Division Letters Newsletters Press Release & Reports Recognition/Thank You Notes

THE ANNUAL FUND

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Steps for Success:

7) Classify Donors/Identify Prospects

8) Execute Division Strategies

9) Conduct regular Cabinet meetings.

10) Report and Celebrate Success!

THE ANNUAL FUND

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Highlights: AF Timeline: September – June AF Organization begins in April Leaders Provide Accountability NOT a Fundraiser – AN INVESTMENT! The Annual Fund Cabinet provides:

Develop & Refine the AF Plan Identify & Invite AF Leaders Executing AF Strategies Ensuring AF Success

THE ANNUAL FUND

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The Art of the Invite: As a Development process, there are six

methods of securing gifts:1) Personal Visits2) Gift Receptions3) Special Events4) Direct Mail5) Phonathon6) Online Giving

THE ANNUAL FUND

Definition of a Visit: + Eyeball-to- Eyeball + Dialogue & Discussion

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Annual Fund Concept Chart

Annual Fund Chairs

Annual FundCo-Chairs

ParentGift

Division

MajorGift

Division

LeadershipGift

Division

ParishionerGift

Division

Alumni Gift

Division

StudentGift

Division

FriendsGift

Division

Bus/CommGift

Division

Past Parents & Grandparents

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Annual Fund Concept Chart

ParentGift

Division

MajorGift

Division

LeadershipGift

Division

ParishionerGift

Division

1. Classify

Prospects from

all Publics.

$1000+

2. Blue Ribbon

Committee

3. Personal

Visits

4. Reception

1. Faculty, Staff,

Boards, etc.

2. Visits made

peer-to-peer.

3. 100%

Participation is

Expected.

4. Commitment

is critical.

1. Grade-Level

Chairs & Class

Captains

2. Small-group

Meetings

3. Kick-off

Reception

1. Kick-off withCatholicSchools’ Week

2. Personal Visits

3. Direct-Mail w/follow-up

4. Support byPastor

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Annual Fund Concept Chart

FriendsGift

Division

StudentGift

Division

AlumniGift

Division

Bus./Comm.Gift

Division

1. Kick-off with

Catholic

Schools’ Week.

2. Class

Leaders

3. Class

Competitions

4. Awards &

Incentives

1. Class Agents

2. Personal

Visits

3. Receptions in

key areas

4. Direct-Mail

w/follow-up

5. Competitions

1. Small-group

Meetings

2. Personal

Visits

3. Direct-Mail w/

follow-up

1. Kick-off with

Catholic

Schools’ Week.

2. Personal

Visits

3. Direct-Mail

w/follow-up

4. Cultivate

Partnerships.

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Why People Give: Belief in the Mission Engaged in the Vision Confidence in the Leadership Personally Invited Personal Satisfaction – Greater Good Consistent, Honest Recognition

THE ANNUAL FUND

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Sample Timeline: By June 30th:

Complete last year’s AF evaluation. Have AF Chairs in place. Have Major Gifts Chairs in place.

By July 31st: Complete Case Points. Create Campaign Theme.

THE ANNUAL FUND

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Sample Timeline: By July 30th:

Have Top 100+ in place – Major Gift prospects.

Conduct database assessment. Establish Timeline & Mtg. Dates.

THE ANNUAL FUND

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Sample Timeline: By August 31st

Have all Division Leaders in place. Create Campaign Materials. Have AF Complete & Send Annual

Report. Discuss AF with internal groups. Have Appreciation Dinner (donors). Conduct first AF Cabinet Mtg.

THE ANNUAL FUND

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Sample Timeline: By September 15th

Organize Major Gift Reception. Have Blue Ribbon Comm. in place.

By September 30th Conduct Major Gift Reception. Secure Leadership Gifts. Have Division volunteers in place. Send AF Newsletter #1.

THE ANNUAL FUND

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Sample Timeline: By October 30th

Follow-up on Major Gift Reception. Begin Training for Parent Gifts. Organize Parent Reception.

By November 30th Conduct Parent Reception. Organize Division Training. Send AF Newsletter #2

THE ANNUAL FUND

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Sample Timeline: January – June:

Conduct Cabinet Meetings Train Division Leaders Create Internal Updates/Reports Make personal visits w/ follow-up Gift Tracking & Recognition Send Pledge Reminders Conduct AF HOMESTRETCH

THE ANNUAL FUND

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Sample Timeline: June 30th:

Close AF by the end of June Conduct AF Evaluation

KEY AF BENCHMARKS

Donor Retention: 90% Increase in Participation: 12-15%

THE ANNUAL FUND

Online Giving: AF, CC, Fundraisers Alumni Online Communities Online Relationship Management Blogs & Social Networking Sites Early Adopters: 18-40 Year Olds Growing Trend: Grandparent Appeals Select Web Page: “Ways to Give” Password Protected & Secure Capture Vital Information National Appeal -- 24-7-365

ONLINE PHILANTHROPY

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Surpassing your Annual Fund Goals:1) Strong Leadership Involvement2) Quality & Effective AF Education3) Improved Communication4) Internal Involvement – Faculty/Staff5) Alumni/ae Organization

Class Agents & Competition Geographic Focus & Support

THE ANNUAL FUND

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Surpassing your Annual Fund Goals:6) Utilization of Theme/Special Events

7) Comprehensive Recognition Process8) Major Gift Thrust9) Advanced People-to-People Efforts10) Illustration/Celebration of Success

Donors Deserve a Compelling, Positive Vision

THE ANNUAL FUND

BEST PRACTICES

Commitment from Leadership Effective Development Office Ongoing Development Education Core Team in Place Strategic Plan – Focus Areas & Priorities Staff Investment Creative Communication Vehicles The Annual Fund & Stewardship Processes Numerous Avenues for Involvement Quality Special Events

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30 – 60 – 90 Days

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Six Months

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One Year +

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ACTION PLAN