1. SUCCESSFUL TRAITS/HABITS OF AND STRATEGIES FOR A CATHOLIC PARISH/SCHOOL DEVELOPMENT DIRECTOR 1 ISPD Webinar April 27, 2009 Presented by: The Institute of School & Parish Development (ISPD) 1-800-299-2393/www.ispd.com/ispd@aol.com

2. 2  AGENDA I. Introduction II. Background and Traits III. Why It Does Not Work Out IV. 15 Points to Consider V.Q & A VI. Webinar Survey

3. Frank Donaldson, President of ISPD ISPD: National, Catholic Development Consulting Firm headquartered in New Orleans, LA 20 years in business Works exclusively with Catholic schools, parishes and dioceses throughout the country Services include, but not limited to: Long-Range Planning, Capital Campaigns, Total Stewardship, Engaging More People into the Life of Your Parish, Development Assessments, Feasibility Studies 3  PRESENTER and COMPANY

4. ISPD Website: www.ispd.com ISPD General E-Mail: ispd@catholicdev.com Frank Donaldson’s E-Mail: ispd@aol.com ISPD Phone Number: 1-800-299-2393 4  PRESENTER and COMPANY

5. Many development directors come to this ministry from many backgrounds – Through the teaching ranks – Through the volunteer ranks – From PR, marketing, sales backgrounds – From degrees in communication, marketing, etc. – As a person who has retired and wants to be productive in the future – Other 5  BACKGROUND AND TRAITS

6. Traits ISPD looks for in a Development Officer: – Experience, if any – College degree(s) – Good people person – Excellent work ethic – Good communication skills, both in the written and spoken word – Evidence to indicate that person will enjoy getting out of the office and meeting people 6  BACKGROUND AND TRAITS

7. Traits ISPD looks for in a Development Director: – Positive thinker – Willingness to see this work as a ministry – Understanding that this work is not a 9-5 job – Is willing to build teams of people – Is willing to delegate – Is willing to learn from others – Wants to professionally grow 7  BACKGROUND AND TRAITS

8. Traits ISPD looks for in a Development Director: – Willing to network – Understands the importance of building relationships both internally and externally – Not content to sit behind a computer all day – Realizes that e-mail is a tool but “eyeball to eyeball” is the main way to build relationships – Is willing to “invite the gifts” 8  BACKGROUND AND TRAITS

9. Person is asked to simply come in and run one fund-raisers after another. Person is not offered and given professional training opportunities. Principal and/or pastor does not understand development. Board or Council does not understand development. 9  WHY IT DOES NOT WORK OUT

10. Everything is measured by, “How much money did you raise?” There is no written Strategic Plan for Development to go by. The principal or pastor sees the position as a “catch all” for other things. The principal or pastor disappears after the development officer is hired. 10  WHY IT DOES NOT WORK OUT

11. Realistic expectations are not understood and agreed upon. Parish and/or school staff are not educated on the position. 11  WHY IT DOES NOT WORK OUT

12. In this Webinar, when we speak of the words “Development Director,” we also mean those people who have the titles of “Director of Stewardship,” “Director of Institutional Advancement,” “Director of People Engagement,” or any other titles that focus on the advancement and/or development of that Catholic institution. 12  KEY POINT TO UNDERSTAND

13. 13 15 Points to Consider: Habits and Strategies That Will Help Make Your Work Successful

14. I. You Understand the Dimensions of Your Role. Conceptual – Understand the purpose, vision, mission of your school or parish – Understand Catholic Development Human: Art of Catholic Development – Receptivity to others’ ideas – Volunteer relations – Donor relations Institute of School and Parish Development

15. Dimensions of Your Role Technical: Science of Catholic Development – Initiating processes – Implementing strategies – Evaluating – Utilizing technology Institute of School and Parish Development

16. II. You Are Educating Your Inner Circle. What development is… – Necessary process to ensure our future What development is not… – “We need to get some money rolling in here.” What to expect… – 3 to 5 years to firmly establish Institute of School and Parish Development

17. Who needs to be educated? Pastor Principal Parish staff Faculty/staff Parish council The finance committee School board Student leaders Parent leaders Alumni leaders Key commission (ministry) leaders Institute of School and Parish Development

18. III. You Are Building Your Efforts Around People and Relationships. Institute of School and Parish Development Development: The meaningful involvement of people in your mission and vision for the future.

19. IV. You Understand The Focus of Your Catholic Development Efforts To gather as many people as possible to unite with your parish and/or school To continually invite those people and many others as the years go by to walk hand in hand – sharing a common vision – as we all journey back to Kingdom Institute of School and Parish Development

20. The Role of Your Development Efforts Institute of School and Parish Development To provide the necessary resources – through meaningfully involving people – to nourish the many people we gather along this journey. To provide the necessary resources – through meaningfully involving people – to nourish the many people we gather along this journey. Have a cup of coffee with your top 25 during your “honeymoon” period (IDENTIFY) Have a cup of coffee with your top 25 during your “honeymoon” period (IDENTIFY)

21. V. You Know When to Re-charge Your Battery. Institute of School and Parish Development Acknowledge Acknowledge the draining nature of leadership “9-5” vs. “whatever it takes” attitude driven by the compass, not the clock have an understanding with your pastor or principal regarding your time off educate your internal leadership

22. “I wonder what she really does? We hardly ever see her—she stays cooped up in her office all the time…I think.” Institute of School and Parish Development

23. “Did you hear what that new development director is making? I hear he makes much more than us…”

24. Institute of School and Parish Development “What kind of hours does that new development director keep? I see her strolling in here around 9 or 10 o’clock some mornings. I wish I had her job…”

25. Institute of School and Parish Development VI. You Are Thinking Process, Not Program Has a beginning, but no end Has a beginning AND an end Allows for evolution, improvement Finite nature leaves no room for eventually evolving Plugs IN during emergencies, then plugs OUT Consistent, ever-present; becomes part of the life of the school/parish

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27. VII. You Have a Mindset for Success. Establish clear, measurable goals and priorities. Establish the steps to accomplish the goals. Communicate to your publics that you are achieving success. “Here’s what will happen in the next 90 days…” Institute of School and Parish Development

28. Mindset for Success Office in proximity to the school/parish Designated phone line, fax machine.etc. Computer, printer, Internet Necessary software – Word processing – Spreadsheet – Desktop publishing – Presentation Software Institute of School and Parish Development

29. Mindset for Success Copy machine close by Adequate supplies (stationery, envelopes, flip charts, name badges…) Privacy and security in the office Regular meeting set up with pastor/principal/president On-campus location for “cup of coffee meetings” Institute of School and Parish Development

30. Mindset for Success On agenda at key meetings to give progress reports – Faculty meetings – School board meetings – Parish/pastoral council meetings – Parish staff meetings – Parent club meetings Institute of School and Parish Development

31. Mindset for Success Credit card for the development office Your salary and benefit package set up in a win-win situation with regular review Build in opportunities for professional advancement Schedule your down time Immediate and non-confrontational access to all parish/school giving history Institute of School and Parish Development

32. VIII. You Are Working with a Core Team 15-18 from the inner circle of believers Training – Purpose and general goals – Rationale for their existence – How often they will meet – How the Development office is organized – Meaning of development – 7 I process of Catholic development Institute of School and Parish Development

33. The Core Team Training (con’t) – Top 5-10 priorities – Their specific roles (Coordinating, for example) Annual Fund Organizing Pastor/Principal Cabinet Identifying Top 100 people with whom to interact Auction/Dinner Dance Alumni Reunions Web Site Management Institute of School and Parish Development

34. Assemble a Core Team Terms for members – 5 members for 18 months – 5 members for 12 months – 5 members for 6 months Institute of School and Parish Development

35. IX. You Are Working from a Written Strategic Plan for Development. - Core Team - Planning Areas - Development Advisory Board - Action Strategies - Priorities - Implementation - Core Team heads up Implementation Teams Institute of School and Parish Development

36. Work from a Strategic Plan Are you always working in crisis mode? Do you operate “reactively” or “proactively?” Are you dodging bullets or firing the gun? Institute of School and Parish Development

37. X. You Continue to Establish Credibility. A level of consciousness enabling the DD to be a person of faith, commitment and service Professional growth – ISPD – NCEA – AFP – ICSC – Others Institute of School and Parish Development

38. Establish credibility Dress for success Be able to articulate your case and mission – Orally – In writing – In attitude Place in your infrastructure Institute of School and Parish Development

39. XI. You Have a Written Job Description. 1.Development office management 2.Long-Range planning 3.Development dollars (Annual Fund, Capital Campaign) 4.Public relations/communications 5.Special event fundraising 6.Parishioner/parent involvement 7.Student Enrollment 8.Total Stewardship Institute of School and Parish Development

40. XII. You Have a Budget. Salary/Benefits Publications Postage Office Supplies Technology Telephone Promotional Materials Special Events Entertaining/Dining Out TOTAL Institute of School and Parish Development

41. Have a Budget Line Items Producing Revenue: Annual Fund Major Donor Process Special Event Fund-raising Stewardship of Offering Capital Campaign Planned Giving Process Endowment Fund Grant Writing Memorial Giving Institute of School and Parish Development

42. XIII. You Have an Evaluation Process in Place TFS Test ISPD Webinar on May 18 th SWOT Work with your Core Team Evaluation with Principal and/or Pastor Evaluation/Assessment with Outside Source Institute of School and Parish Development

43. XIV. You Understand Change Process. 8%Innovators 17%Leaders 29%Early Adaptors 29%Late Adaptors 17%Destroyers Institute of School and Parish Development

44. XV. You Are Learning the Areas and Processes of Your Trade  Day to Day Organization and Operation  Database Management  Written Strategic Plan for Development  PR and Marketing  Enrollment Management in a School  People Engagement in a Parish  Development Publications Institute of School and Parish Development

45. XV. Areas and Processes of Your Trade  Alumni  Total Stewardship  Capital Campaign  Annual Fund  Endowment Fund  Memorial Giving  Planned Giving Institute of School and Parish Development

46. XV. Areas and Processes of Your Trade  Major Gift Work  Grant Writing  Communication  Community Outreach  Case Statement  Development Education  Fund-Raising Events Institute of School and Parish Development

47. XV. Areas and Processes of Your Trade  Long-Range Planning  Mission/Vision Statement  Input vehicles  Role of a Board/Council  Plan Implementation  Building Teams Institute of School and Parish Development

48. 48 i s 7 Identify Inform Invite Involve Invest Improve Implement  FRAME OF REFERENCE

49. 49  QUESTIONS AND SURVEY  Questions?  Fill in the Webinar Survey in order to get a copy of the Power Point.