Role Of Staff in Capital Campaigns

1,019 views
925 views

Published on

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

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
1,019
On SlideShare
0
From Embeds
0
Number of Embeds
16
Actions
Shares
0
Downloads
17
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • NOTES
  • Role Of Staff in Capital Campaigns

    1. 1. Dana R. Todsen, ACFRE President Todsen & Associates, LLC Campaign Involvement: The Role of Staff
    2. 3. Campaign Involvement: The Role of Staff
    3. 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
    4. 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
    5. 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
    6. 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
    7. 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
    8. 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
    9. 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
    10. 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
    11. 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
    12. 13. Campaign Involvement: The Role of Staff
    13. 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
    14. 15. Campaign Involvement: The Role of the President/CEO
    15. 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
    16. 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
    17. 18. Campaign Involvement: The Role of the President/CEO

    ×