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Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
Role Of Staff in Capital Campaigns
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Role Of Staff in Capital Campaigns

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Staff play a major role in the success of capital campaigns.

Staff play a major role in the success of capital campaigns.

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    • 1. Dana R. Todsen, ACFRE President Todsen & Associates, LLC Campaign Involvement: The Role of Staff
    • 2.  
    • 3. Campaign Involvement: The Role of Staff
    • 4. <ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li>  </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul><ul><li> </li></ul>Campaign Involvement: The Role of Staff
    • 5. <ul><li>Preparation Activities: </li></ul><ul><li>Research files, new sources </li></ul><ul><li>Develop donor solicitation plan </li></ul><ul><li>Identify interests and linkages </li></ul><ul><li>Determine donor </li></ul><ul><ul><li>motivation </li></ul></ul><ul><ul><li>right purpose, amount, people (to involve) </li></ul></ul>Campaign Involvement: The Role of Staff
    • 6. <ul><li>Office Readiness: </li></ul><ul><li>Office/staff organization </li></ul><ul><li>Case statement </li></ul><ul><li>Project list </li></ul><ul><li>Policies </li></ul><ul><li>Endowment guidelines </li></ul><ul><li>Referral sources </li></ul><ul><li>Operating plan </li></ul>Campaign Involvement: The Role of Staff
    • 7. <ul><li>Planning for the Meeting: </li></ul><ul><li>Link institution’s vision to donor’s interests </li></ul><ul><li>Want to make a difference </li></ul><ul><li>Belief in their community </li></ul><ul><li>Fiscal responsibility </li></ul><ul><li>Faith in leadership </li></ul><ul><li>Recognition </li></ul>Campaign Involvement: The Role of Staff
    • 8. <ul><li>Meeting Strategy: </li></ul><ul><li>Review approach with volunteers/others </li></ul><ul><li>Who goes on the call? </li></ul><ul><li>Script the call </li></ul><ul><li>Who does the ask? For how much? </li></ul><ul><li>Rehearse </li></ul><ul><li>Focus on the way to the call </li></ul>Campaign Involvement: The Role of Staff
    • 9. <ul><li>Making the Appointment Call: </li></ul><ul><li>Who do you call? </li></ul><ul><li>Best time of day to call? </li></ul><ul><li>Who makes the call? </li></ul><ul><li>Letter in advance </li></ul>Campaign Involvement: The Role of Staff
    • 10. <ul><li>Setting for the Meeting: </li></ul><ul><li>Meet face to face </li></ul><ul><li>Meet in the most comfortable place </li></ul><ul><li>Avoid meals and public settings </li></ul>Campaign Involvement: The Role of Staff
    • 11. <ul><li>During the Meeting: </li></ul><ul><li>Emphasize vision, people and programs, not money or tax savings </li></ul><ul><li>Be positive, don’t argue </li></ul><ul><li>Watch donor body language for clues </li></ul><ul><li>Ask for a specific amount, negotiate how </li></ul><ul><li>Offer gift options if necessary </li></ul><ul><li>Have a written proposal to leave </li></ul><ul><li>End on a positive note </li></ul>Campaign Involvement: The Role of Staff
    • 12. <ul><li>Major Gift Officer’s Goals: </li></ul><ul><li>Secure the maximum gift </li></ul><ul><li>In the shortest amount of time </li></ul><ul><li>For an institutional priority </li></ul><ul><li>In an ethical, professional manner </li></ul><ul><li>Resulting in the donor giving with joy! </li></ul>Jerry Haynie, 2001, Charlotte, NC Campaign Involvement: The Role of Staff
    • 13. Campaign Involvement: The Role of Staff
    • 14. <ul><li>Fundraising Verity : </li></ul><ul><li>Very few major gifts are ever given to an </li></ul><ul><li>organization without the direct involvement and </li></ul><ul><li>presence of the CEO. </li></ul><ul><li>University model: up to one-half the time </li></ul><ul><li>of the CEO is spent on fundraising. </li></ul><ul><li>Hospital model: little CEO involvement. </li></ul>Campaign Involvement: The Role of the President/CEO
    • 15. Campaign Involvement: The Role of the President/CEO
    • 16. <ul><li>Must speak to the passion and rational of the campaign </li></ul><ul><li>Have knowledge of the fiscal responsibility of the organization </li></ul><ul><li>Attend cultivation events </li></ul>Campaign Involvement: The Role of the President/CEO
    • 17. <ul><li>Host CEO Roundtables </li></ul><ul><li>Be an active member of the Campaign Steering Committee </li></ul><ul><li>Give a gift commensurate with ability </li></ul><ul><li>Be a part of the solicitation team of lead gift presentations </li></ul>Campaign Involvement: The Role of the President/CEO
    • 18. Campaign Involvement: The Role of the President/CEO

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