THE CATHOLIC SCHOOL FUNDRAISING PROGRAM Presented by: George C. Ruotolo, Jr., CFRE Chairman & CEO Ana Dabrowski, Associate September 12, 2013
Jan 24, 2016
THE CATHOLIC SCHOOL
FUNDRAISING PROGRAM
Presented by:George C. Ruotolo, Jr., CFREChairman & CEOAna Dabrowski, AssociateSeptember 12, 2013
2012 Contributions: $316.23 billion by source of contributions(in billions of dollars – all figures are rounded)
33
2012 Contributions: $316.23 billion by type of recipient organization(in billions of dollars – all figures are rounded)
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Changes in giving by source 2010-2011 and 2011-2012, and 2010-2012 cumulative (in current dollars)
Changes in giving by type of recipient organization, 2010-2011 and 2011-2012, and 2010-2012 cumulative (in current dollars)
Five Pedestals of Successful Fundraising
Institution - Unique Characteristics
Need –Today &Tomorrow
Constituency/Volunteers
Plan –1 year/3 year
Expertise/Initiative
Assessing Your Program
Culture ofPhilanthropy:•Board Participation•CEO Engagement•Staff
Segmentation of Donor Base
Varied Solicitation Strategies
Social Media/Communication
Stewardship
Annual Case
Major Gift Activities
Planned Giving
Capital Campaign
Plan
Four Key Components for Today
Prospecting
Natural Constituencies
vs. New Friends
Analyzing/EvaluatingYour Database
Screening/Research
Cultivation
FOUNDATION REPS
ALUMNI
PARENTS
COMMUNITYLEADERS
FRIENDS
PAST PARENTS
MEMBERS
CORPORATE REPS
RELIGIOUSLEADERSLOCAL
BUSINESSES
RESULT
o Identifyingo Screeningo Invitingo “Conversations”o Assessingo Cultivationo Involvemento Strategyo Askingo Thanking
Leadership
Donor
ACT II – The Relationship
What steps do we take to strengthen the relationship?
Importance of Personal Contact
It says…The donor is important.
Our need is significant.
The request deserves personal attention.
We need an opportunity for dialogue.
Let’s start with a visit without an “ask”.
Engage in conversation.
Turn off the voice inside your head (listen).
What Makes the Prospect “Tick”?
What Makes A Story?
Plot Characters Events Outcome Lesson Call to action
Asking
Head
Scrat
cher
…??
?
What’s the Problem?
Fear?Knowledge?Initiative?
Let’s Bury the Fear. . .
“You have to be in it to win it. . .”“Nothing ventured, nothing gained. . .”“ Step up to the plate. . .”
Understand yourself…understand others
Knowledge?
Major gifts are synonymous with capital campaigns . . .
(not always)
Annual fund case
Initiative
What Does a Successful Major Gifts Program Look Like ? How do you get there?
Identify Cultivate
relationships Solicit personally Receive MGs Grow Nurture
. . .OR. . .
Sustained Major Gifts Programs
Identify
Cultivate Solicit
Acknowledge
EngageSteward
Configure The Team
What Are You Afraid Of?What’s the worst that can happen?
Fundraising Is All About The Relationships
Seal: “Let’s go collect seashells!”
Shark: “Okay, but if we run into any of my friends, pretend like I was just about to eat you.”
Seal: “Yeah. . .no problem.”
Major Gifts In 3 Acts. . .
The WhoDeveloping
the Relationship
The Proposal
FINANCIAL CAPACITY
$Income/Assets
Two Components to Philanthropy
INCLINATION TO GIVEDesire to support
ReasonCommon interest
Relationships
Third Component???
Relationship
ACT I – The Who
Where do we start Segment the
database Financial capacity Loyalty The mil $ bus driver (Don’t prejudge)
Breaking the Rules of Asking
• Additional pledges between $3,000 and $15,000
Total Needs:$5 Million
$500,000
$25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000 $25,000$25,000 $25,000 $25,000 $25,000 $25,000 $25,000
$100,000 $100,000 $100,000 $100,000 $100,000
$250,000
$200,000 $200,000
$75,000 $75,000 $75,000 $75,000$75,000 $75,000 $75,000 $75,000
$50,000 $50,000 $50,000 $50,000 $50,000$50,000 $50,000 $50,000 $50,000 $50,000
Can’t Ask? Point
What You Hear…It’s More Important Than What You Say!
Top 10 Solicitation Mistakes1. Never ask/indicate a specific request.2. Don’t offer strategies to maximize their gift (extend pledge, delayed
start of payments).3. Don’t follow-up in a specific time frame.4. Don’t create a sense of importance and urgency.5. Answer unasked questions.6. Talk too much and fail to listen.7. Act like a beggar.8. Assume the prospect has consented to the gift because they see you.9. Fail to build the case and lay the groundwork for the ask.10. Treat all prospects the same.
Stewardship
Thank you. . .Thank you. . .
Thank you!
Keeping in touch without always asking…
Sometimes the message is on target, but it still misses the mark. . .