1. 2007 JAA Conference – Creighton University The Significance of Story Telling In Major Gifts Fundraising June 11, 2007 James M. Purcell Vice President, University Relations Santa Clara University

2. 2007 JAA Conference – Creighton University Expected Outcomes: 1. Stories position positive outcomes 2. Unique or non trad to engage the prospect 3. Story telling on the front lines to publication 4. How to link students to prospects experience 5. Mine the stories/experiences to engage prospects 6. How do I become a better story teller and coach others 7. DON’T FORGET TO MAKE THE ASK!!!

3. 2007 JAA Conference – Creighton University Maimonides and the Laws of Giving: 1. The lowest level is the person who does not give. 2. One who gives grudgingly, reluctantly, or with regret. 3. One who gives cheerfully but gives less than he or she should. 4. One who provides an appropriate gift, but only after being asked. 5. One who gives significantly before being asked. 6. One who gives without knowing to whom he or she gives, although the recipient knows the identity of the donor.

4. 2007 JAA Conference – Creighton University 7. One who gives without his or her identity known. 8. One who gives without knowing to whom the gift is made, and the recipient does not know from whom he receives. This is the highest and greatest level of giving. Reminds me of the story Jesus told about the widow’s mite in Mark 12:41:44…

5. 2007 JAA Conference – Creighton University Peter Hans Kolvenbach, S.J. at SCU in the year 2000. We must raise our Jesuit educational standard to “educate the whole person of solidarity for the real world.” “Students…must let the gritty reality of this world into their lives, so they can learn to feel it, think about it critically, respond to its suffering, and engage it constructively.” This is a new way of looking at the meaning of “compassion.” To develop true compassion or solidarity, we have to take the time to listen to and understand the other person’s “story.”

6. 2007 JAA Conference – Creighton University The first question in building a successful major gift strategy: “What’s the prospective donor’s story?” Bob LaMonte… The second question: What’s our story? (Students and/or faculty…because stories are always about people…even when it comes to buildings!) The third question: What’s the connection between the prospect’s story and our story and how do we strengthen this connection? LaMonte again…

7. 2007 JAA Conference – Creighton University Getting the stories to connect… Paul Schervish’s concept of “communities of participation” that induce philanthropic commitment. Shervish points out that many communities of participation directly request and sometimes require time and money from their participants. “But the important point is that being connected to an array of such life-settings is the basis for people becoming aware of needs and choosing to respond.”

8. 2007 JAA Conference – Creighton University How do we usually express our connectedness to “life-settings?” We often do so by telling a story! Listen a lot during those early discovery visits! 1. Who were some of your favorite teachers? 2. Why did you decide to come to Santa Clara? 3. What has your career journey been like and how did your experience at SCU help shape that? 4. Other questions audience might suggest?

9. 2007 JAA Conference – Creighton University The “stories” contained on a ledger from our data base system… 1. Name and address (do you know???) 2. Alum and graduation year (do you know???) 3. Employer and position (how is the company doing? Travel a lot? Know how many alums we have there? Do you know???) 4. Family members…(did you and your wife meet at SCU? How is your son/daughter doing in high school or college?) 5. Giving history…how did you become interested in ??? 6. Contact reports…what questions do they prompt?

10. 2007 JAA Conference – Creighton University So we need to know enough about the prospect’s “story” to connect him or her to one of our “stories.” Bill & Melinda Gates as examples of an “educated solidarity.” Leveraging the concept of “communities of participation” * campus visits * scholarship recipients and donors meet and dialogue * endowed chair holders and donors meet and dialogue * students present at and interact with Board members * faculty and board members engage in dialogue * Advisory Board membership (more than 30 Boards at SCU)

11. 2007 JAA Conference – Creighton University Sal Guiterrez…our story… Byron Scordelis story… Questions and Comments