1. Sustaining the Successful Development Effort 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

2. 22  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

3. 3  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

4. 4  Definition of Development The meaningful involvement of people in your mission and vision for the future. mission and vision for the future.  FRAME OF REFERENCE

5. 5 Identify Inform Invite Involve Invest Improve Implement  THE SEVEN I APPROACH 7I s

6. 6  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

7. 7  Internally and externally  Through a comprehensive development database 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

8. 8  Personally -- key information, dates, roles, responsibilities, etc. 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

9. 9  So as to bring people to a feeling of ownership and belonging. ownership and belonging.  In a meaningful way - ENGAGEMENT  In a long-term relationship  Core Team, Input Sessions, Development Advisory Board (DAB), Surveys, Advisory Board (DAB), Surveys, Interviews, etc. – Interviews, etc. – “THE FUEL”  INVOLVE

10. 10  Plan of Action –The Vision Comes Alive! Alive!  Wisdom from publics  Strategies to move the mission and vision forward – Implementation forward – Implementation  Utilize your “People Fuel”  Creating ownership  Promotes Innovation and Trust  Instilling trust and credibility  IMPLEMENT

11. 11  Strong sense of ownership  Belonging and engagement  Investment of time, talent, wisdom, expertise, treasure expertise, treasure  Expanded relationships  Utilization of Resources  Partner for life – favorable attachment  INVEST

12. 12  Continuous Quality Improvement  Evaluate efforts  Commendations and recommendations  Affirmation  Demonstrate and celebrate successes  Culture of Creativity & Success  Mission is Advanced  IMPROVE

13. PARISH/SCHOOL LEADERSHIP Dev. “Office”(rs)Core GroupPeople “Fuel” Inter- views Input Sessions Surveys 7 I Process Dev. Ed. Commun- ication ISPD’s DEVELOPMENT INFRASTRUCTURE DEVELOPMENT ADVISORY BOARD (DAB) STRATEGIC PLAN FOR DEVELOPMENT Question -naires Planning Sessions Cup of Coffee Mtgs. Annual Fund Engage- ment vehicles Pub. & Comm. Database Fund- raising Events Steward of Prayer Steward of Ministry Steward of Finance Recruitment and Retention Public Relations

14. 14 The Change Process Navigating through the Storm in the Midst of Change NORM INFORM ALARM STORM ChangeProcessCreatestheNEWNorm!! Commitment Commitment Rationale Rationale Benefits Benefits Goals Goals Consistent Consistent Varied Varied Creative Creative Measurable Measurable Q & A Q & A Benefits Benefits Testimonials Testimonials Input w/Response Input w/Response Implementation Implementation Operations Operations Acceptance Acceptance Celebration Celebration

15. 15 Managing the People Component  CHANGE PROCESS 8% >>>>>>>> Innovators 8% >>>>>>>> Innovators 17% >>>>>>> Leaders 17% >>>>>>> Leaders 29% >>>>>>> Early Adaptors 29% >>>>>>> Early Adaptors 29% >>>>>>> Late Adaptors 17% >>>>>>> Destroyers 17% >>>>>>> Destroyers

16. 16 Ten (10) Key Components:  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

17. 17 Ten (10) Key Components:  Ten (10) Key Components: 6) Linked to Mission 7) Specific Time Period 8) Division Structure 9) Personal Invitation 10) Donor Recognition  THE ANNUAL FUND

18. 18 Tenets for Success:  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 before they invite others to give.  THE ANNUAL FUND

19. 19 Tenets for Success:  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

20. 20 Tenets for Success:  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

21. 21 Tenets for Success:  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

22. 22 Tenets for Success:  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

23. 23 for Success:  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

24. 24 for Success:  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

25. 25 for Success:  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

26. 26 for Success:  Steps for Success: 3) Personally Invite AF leadership from: Students Parishioners Alumni Grandparents & Past Parents Business Community Friends  THE ANNUAL FUND

27. 27 for Success:  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

28. 28 for Success:  Steps for Success: 4) Establish Division Structure: Alumni Gift Division Friends Gift Division Business Community Gift Div.  THE ANNUAL FUND

29. 29 for Success:  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

30. 30 for Success:  Steps for Success: 6) Prepare AF Publications/Materials: Invitations Division Letters Newsletters Press Release & Reports Recognition/Thank You Notes  THE ANNUAL FUND

31. 31 for Success:  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

32. 32  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

33. 33  The Art of the Invite: As a Development process, there are six methods of securing gifts: 1) Personal Visits 2) Gift Receptions 3) Special Events 4) Direct Mail 5) Phonathon 6) Online Giving  THE ANNUAL FUND Definition of a Visit: + Eyeball-to- Eyeball + Dialogue & Discussion

34. 34 Annual Fund Concept Chart Annual Fund Chairs Co-Chairs ParentGiftDivisionMajorGiftDivision LeadershipGiftDivision ParishionerGiftDivision AlumniGiftDivisionStudentGiftDivisionFriendsGiftDivisionBus/CommGiftDivision Past Parents & Grandparents

35. 35  A A A Annual Fund Concept Chart ParentGiftDivisionMajorGiftDivisionLeadershipGiftDivisionParishionerGiftDivision 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 with Catholic Schools’ Week 2. Personal Visits 3. Direct-Mail w/follow-up 4. Support by Pastor

36. 36  A A A Annual Fund Concept Chart FriendsGiftDivision StudentGiftDivision AlumniGiftDivision Bus./Comm.GiftDivision 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.

37. 37  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

38. 38  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: By July 31st:  Complete Case Points.  Create Campaign Theme.  THE ANNUAL FUND

39. 39  Sample Timeline: By July 30th:  Have Top 100+ in place – Major Gift prospects.  Conduct database assessment.  Establish Timeline & Mtg. Dates.  THE ANNUAL FUND

40. 40  Sample Timeline: By August 31 st  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

41. 41  Sample Timeline: By September 15th  Organize Major Gift Reception.  Have Blue Ribbon Comm. in place. By September 30th By September 30th  Conduct Major Gift Reception.  Secure Leadership Gifts.  Have Division volunteers in place.  Send AF Newsletter #1.  THE ANNUAL FUND

42. 42  Sample Timeline: By October 30th  Follow-up on Major Gift Reception.  Begin Training for Parent Gifts.  Organize Parent Reception. By November 30th By November 30th  Conduct Parent Reception.  Organize Division Training.  Send AF Newsletter #2  THE ANNUAL FUND

43. 43  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

44. 44  Sample Timeline: June 30th:  Close AF by the end of June  Conduct AF Evaluation KEY AF BENCHMARKS KEY AF BENCHMARKS Donor Retention: 90% Donor Retention: 90% Increase in Participation: 12-15% Increase in Participation: 12-15%  THE ANNUAL FUND

45. Online Giving: AF, CC, Fundraisers  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  ONLINE PHILANTHROPY

46. 46  Surpassing your Annual Fund Goals: 1) Strong Leadership Involvement 2) Quality & Effective AF Education 3) Improved Communication 4) Internal Involvement – Faculty/Staff 5) Alumni/ae Organization Class Agents & Competition Geographic Focus & Support  THE ANNUAL FUND

47. 47  Surpassing your Annual Fund Goals: 6) Utilization of Theme/Special Events 7) Comprehensive Recognition Process 8) Major Gift Thrust 9) Advanced People-to-People Efforts 10) Illustration/Celebration of Success  THE ANNUAL FUND

48. BEST PRACTICES  BEST PRACTICES Commitment from Leadership  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

49. 49  30 – 60 – 90 Days _________________________________  Six Months _________________________________  One Year + _________________________________  ACTION PLAN