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