The Orthodox Parish Major Gifts Program

Stewardship AdvocatesTM

• It’s much more effective than events in actually raising money due to a very low overhead and far less labor required

• A major gift, properly applied, significantly advances the mission of the parish

• The process of raising major gifts is profoundly pastoral • If successful and applied to programs, it extends and amplifies

the pastoral work of the priest and lay ministry leaders • It models new ways to giving by raising the sights of other

potential major donors • It activates the biblical principle of giving according to one’s

ability • It provides an infusion of entrepreneurial capital above and

beyond earmarked stewardship gifts for the operating budget • Makes long-deferred dreams come true

Why a Major Gifts Program?

1. Every parish needs one 2. Almost every priest needs coaching in how to do this 3. Every parish has it’s own definition of the size of a major gift 4. The process must be ongoing and regularly receive the attention

of the priest and the carefully selected small major gifts team 5. Ideally, it needs to be linked to a strategic plan and the vision of

what the parish needs to become 6. Major gifts are donor focused rather than parish-need focused 7. It supplements stewardship giving - it never replaces stewardship

giving 8. Beyond bricks and mortar projects, staffing and ministries should

also be important components of a major gift program 9. Giving opportunities need to be carefully researched and

documented 10. Planned giving is an important element of a major gifts program

10 Aspects of a Parish Major Gifts Program

Pastoral Elements of the Major Gift Process 1. Helps parishioners embrace the biblical teaching of giving

according to one’s ability

2. The process includes quiet conversation with prospective donors concerning the mission of the Church

3. The process requires the priest and the major gifts team together with the parish council to engage in strategic planning concerning the physical development of the facility and the spiritual development of the community

4. People care about what they give to and invest in

5. Receiving major gifts for staffing, programs and ministries amplifies and extends the pastoral work of the priest and lay leaders to serve the parish and the larger community

6. Receiving a major gift depends upon good management of the parish and sound, transparent management of the funds

• A quiet and mostly unannounced effort

• To receive a specific gift • From one person or family • Over one or more years • Gift received through

research, cultivation, personal request and a handshake

• Above and beyond the parish budget for special projects and programs

• An annually announced effort

• To raise ordinary funds • From every family • Over a one-year period • Funds raised through

mailings, pleas, pledge cards and announcements

• For the operating budget, programs and ministries

Major Gifts Stewardship Giving

Different Goals Require Different Methods

It’s 2015 and the giving climate could not be better:

• The economy is generally good and improving

• Inflation is low by historic standards

• Consumer confidence is up

• Unemployment is going down

• Corporate profits are skyrocketing

• Financial markets are reaching all time highs

• The church population is aging (the elder generation has

the concentration of wealth)

• Congress just passed a law making gifts of up to $100,000 a year from an IRA permanently tax deductible

The Golden Opportunity is Now

An Orthodox priest and I were meeting with individual families throughout the day over coffee and donuts in the his office concerning a special parish project above and beyond the parish operating budget.

Every visit (there were six that day) was cordial, interesting and occasionally very entertaining.

At the end of the day $400,000 was pledged including one gift of $250,000.

When the visits were done, I asked the priest, “How many festivals would the parish need to conduct to net $400,000?”

Basically stunned by the day’s proceedings, he replied, “Five!”

I responded, “And this was done in one pleasant day over coffee and donuts without leaving your office.”

A True Story

A parish was engaged in a multi-million dollar capital campaign to build a large church. The priest and I diligently met with scores of families concerning the project.

Prior to meeting, we pooled information to properly present the request for a gift (his knowledge of the family and my experience and training in professional major gift fundraising.) Almost everyone pledged and 25% also indicated that they would include the parish in their wills. The parish presently continues to raise money and is on track to begin construction.

Meanwhile, the priest has been assigned to a much larger parish. Soon after arriving he called me to say that he had applied what he had learned and successfully solicited a $1 million gift in his new parish. I responded, “It didn’t take long for you to become a wonder-working admired leader of the community!” (More importantly, he’s also a priest blessed with superb pastoral ability.)

Another True Story

A parish priest and I were discussing what we should ask of a very faithful parishioner. He arrived in the priest’s office in his work clothes. He only had a few minutes because he was on a lunch break.

After exchanging pleasantries we asked him for $50,000 which could be given over five years.

He stared at us and began to sputter.

I looked at the priest and thought, “Uh oh. We asked too much.”

Then the parishioner said, “Actually I was thinking of giving more. Could I do that? I wanted to give $70,000 and I brought the first payment with me here. (He pulled a crumpled check out of his shirt pocket.) Can I give it to you now?”

Like New Testament apostles who had just witnessed a miracle, the priest and I were walking on clouds of joy all day.

The Final True Story (there are many more)

Assistance from Stewardship Advocates • Preparatory work related to team recruitment, parish

contextuality, giving opportunities, challenges, etc., prior to an onsite two-day visit

• Customized content for a major gifts manual (to be assembled by the parish staff)

• One two-day onsite visit for major donor prospect review, training and coaching the fundraising committee and the priest in the major gift process and personal solicitation strategies

• Establish or ramp up, if already existing, a parish planned giving and endowment program

• Phone, email and text support for two months following the visit

• Deliverables: written report following the two-day visit with recommendations, the major gifts manual, training materials, planned giving brochure and charter endowment document

Suggested Next Steps

1. Visit the Stewardship Advocates website to learn more about Anthony and to access free material on general parish development.

2. Contact Anthony to describe the present state of your project together with the goals and objectives.

3. If necessary, seek further information regarding the details of the service to be rendered.

4. Ask any question to receive further clarity on credentials, experience, or references.

5. If appropriate, download and show this Powerpoint to the parish council.

6. If appropriate, schedule a conference call with Anthony, your priest, chair of the parish council or the entire parish council.

7. Request a written proposal from Anthony.

Ordained Bastille Day 1974; 38 years a priest; four parishes served; B.A., M.Div., plus 30 courses of study in nonprofit organizational development;12 years serving as Vice Chancellor of Advancement at St. Vladimir's Seminary; 16 years as consultant to well over 100 Orthodox parishes and organizations; author and editor of Good and Faithful Servant: Stewardship in the Orthodox Church. In 2012, at his own request, Anthony was honorably returned to the ranks of the laity in order to receive the sacrament of holy matrimony.

Anthony L. Scott

The Principal of Stewardship Advocates

Anthony’s Training in Nonprofit Development Indiana University Center on Philanthropy

Council for Advancement and Support of Education

The Grantsmanship Center

The Foundation Center

Columbia University: The Warren H. Deem Institute for Theological Education Management

The Association of Theological Schools

The Institute for Charitable Giving

Development and Institutional Advancement Personnel (Lilly Endowment Foundation)

Board Source

Lake Institute On Faith & Giving

* Plus 28 years doing this full time “in the trenches” in well over 100 Orthodox parishes, dioceses, seminaries and organizations.

Further Information

To read an abbreviated summary of Anthony Scott’s work within the Orthodox Church go here: http://www.stewardshipadvocates.org/resume/

To see a sampling of Orthodox clients served by Stewardship Advocates go here: https://www.pinterest.com/anthonylscott/a-sampling-of-clients/

To read endorsements offered by previous clients go here: http://www.stewardshipadvocates.org/what-we-do-2/

Contact Information and Social Media

phone/text: 347.831.1848

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18 Parish Development Powerpoints

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