Training for congregations participating in the New Dollars/New Partners program offered by Partners for Sacred Places March 24, 2011

1. New Dollars/New Partners for Your Sacred PlaceBuilding and Launching a Successful Capital Campaign

2. Welcome and Introductions 2

3. Facilitators Tuomi ForrestAssociate DirectorPartners for Sacred PlacesMark D. WarnerPrincipalMDW Consulting, Inc.

4. Philanthropy Today

5. Sources of Philanthropy 2009 Contributions: $307.75 Billion Source: Giving USA

6. Giving by Recipient

7. Campaign Concepts

8. Identify Qualify Cultivate Message Solicit Steward Stages of a Solicitation

9. Giving Pyramid Personal Solicitation Planned Giving Capital Campaigns Proposals Annual Fund Events & Mail

10. Fund Raising Counsel

11. Step 1: Identify candidates Partners for Sacred Places Congregations Association of Consultants to Nonprofits (ACN) Step 2: Initial Screening Web site review Client list Experience Services Choosing Fund Raising Counsel

12. Step 3: Phone Screen Develop interview guide of key questions Informal conversation to gauge “fit” Step 4: Interviews Formal Presentation Question & Answer Session Step 5: Check References Call references Would they hire the firm again ? Choosing Fund Raising Counsel

13. Step 5: Decision-Making Process Rapport with leadership Approach Realistic conversations Step 6: Notifying Candidates Notify everyone of your decision. It’s a courtesy to briefly explain your decision to the consultants. 13 Choosing Fund Raising Counsel

14. Step 7: Contracts Project Scope Deliverables Schedule Fees Custody of Funds Termination Clauses Consulting Team Choosing Fund Raising Counsel

15. 15-Minute Break 15

16. Key Concepts 16

17. Cycle of Abundance

18. Cycle of Scarcity

19. Someone asked me Sense of community and belonging Memorialize a friend or family member Out of tradition (or habit) Create a good image for me or my company Leave a legacy for future generations I want to be seen as a leader/role model Reasons People Give

20. Who is a Christian Steward? One who receives God’s gifts gratefully, cherishes and tends them in a responsible and accountable manner, shares them in justice and love with others and returns them with increase to the Lord.

21. Financial Programmatic/Construction Relationships Educational Stewardship Capital Campaign Goals

22. Case for Support Project Plan Volunteer Leaders Major Donor Prospects Organizational Capacity Stewardship Elements of Success

23. Steps To Success

24. Identify and Recruit Volunteer Leadership Create Project Plan Use of new/restored facility Key Messages Sequencing Cost estimates Timeline Identify challenges to be addressed in feasibility study Discern how campaign will be managed Project Planning

25. Create steering committee Revise and refine case for support Identifying leadership donors Personal Interviews Group Interviews Annual Giving Analysis Assessment and Recommendations Report and Findings Feasibility Study

26. Update top donors on process Recruit campaign leadership Create campaign plan based on feasibility study Develop campaign materials Create and build fundraising infrastructure Strengthen case for support Revisit project plans Advancement Phase

27. Elements of the Plan Financial Goal(s) Timeline for each phase Key messages and case for support Naming opportunities Staffing and Infrastructure Volunteer structure Gift acceptance policy Campaign Plan

28. Rank prospects and assign to volunteers Train staff and volunteers to cultivate and solicit donors Solicit top prospects Refine key messages based on solicitations Maintain momentum of solicitations Leadership Phase

29. Build awareness in congregation Recruit volunteers for congregation phase Solicitations Small group meetings Personal solicitations Phone calls Solicitation follow-up as necessary Congregation Phase

30. Wrap-up final Solicitations Initiate pledge reminder plan Evaluate campaign Celebrate! Conclusion and Celebration

31. Case Study 31

32. And I say unto you, Ask, and it shall be given you; seek, and ye shall find; knock, and it shall be opened unto you. Luke 11:9

33. Contact me if you have any questions! Mark D. Warner MDW Consulting, Inc. mark@mdwconsulting.net (312) 286-6277 www.mdwconsulting.net Thank you!