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Like a Symphony Conductor:
The President’s Role
in a Campaign
John J. Rainone
President,
Dabney S. Lancaster Community College
@dslccprez
Joe April
Partner,
Convergent Nonprofit Solutions
@JoeKnowsCCs
Agenda
• Introductions
• The President’s Role in a Campaign
• Staff’s Role in a Campaign
• Making the Ask
• The Relationship between CEO/CDO
• Five-Take Aways
• Questions/Discussion
Donors don't give to institutions.
.
They invest in ideas and people
in whom they believe.
G.T. Smith
Resource the Campaign
Money Staff Counsel
Allocate the Time…
In Campaign: 50%
Not in a Campaign: 25-40%
Consultant Tip:
How to “Manage
Up”
What does this mean?
Be visible
• Serve
• Attend
• Participate
• Meet
• Visit
Consultant Tip:
Write a Social
Accountability
Report.
Nurture Relationships
• With Chief Advancement
Officer
• With Foundation Board
and Volunteers
• With Donors
Consultant Tip:
Be yourself.
Make the ask:
1. Expect staff preparation
2. Prepare for objections
3 .Practice
4. ASK
Staff Preparation for a Solicitation Visit
1. Relationship history
2. Donor history
3. Summary of prospect research
4. Talking points for the meeting
Consultant Tip:
The Good – The Bad
The Ugly
Worth it: Practice
Meet with chief advancement officer
and any other volunteer in
the solicitation visit
Outline an agenda for what each
person will say
Role play
Make the Ask
•Talk less, listen more
•Once you have made the ask…
STOP TALKING
Stewardship
• Donors not only want to hear from presidents when an ask is
made, they also want to hear from the president after the
gift or pledge is made.
• Make time to say thank you.
Consultant Tip:
Little pieces of
knowledge.
•Feasibility study or not?
•Counsel
•Role of volunteers
Brass & Woodwinds (nuts and bolts]
elements of your masterpiece
Consultant Tip:
Hidden benefits of a
feasibility study
• Staffing
• Database
• Must have CAO number one priority
Brass & Woodwinds [nuts and bolts]
elements of your masterpiece…
Consultant Tip:
Become a parking
garage phone user.
President’s Dos & Don'ts
Do:
• Invest to get a return.
• Develop relationships
• Chief Development Officer (CDO):
executive leadership/ strategic planning
President’s Dos & Don'ts
Do:
• CDO with experience and training (i.e. CFRE)
• Practice making an ask
• Get homework from IA office
• Research on prospect or donor
• Talking points
• Pre-visit briefing
President’s Dos & Don'ts
Don’t:
• Silo
• Avoid fundraising responsibilities
• Fear getting a “no”
*Let it be an opportunity to ask:
• Is it the project?
• Is it the timing?
• Is it the amount?
Consultant Tip:
Does No mean I
don’t Know?
Five Take-Aways
1. The success of a campaign is directly in correlation with the
commitment of the college president
2. The president must make time for campaign preparation,
solicitation visits and stewardship
3. The campaign must be resourced adequately with appropriate
staffing and funding
4. For presidents new to fundraising, seek knowledge about
fundraising principles and practice making an ask
5. Partner and think big with your Chief Development Officer
Consultant Tip:
Find a Mentor.
Like a Symphony Conductor:
The President’s Role
in a Campaign
John J. Rainone
jrainone@dslcc.edu
@dslccprez
Joe April
japril@convergentnonprofit.com
@JoeKnowsCCs

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Like a Symphony Conductor: The President's Role in a Campaign

  • 1. Like a Symphony Conductor: The President’s Role in a Campaign John J. Rainone President, Dabney S. Lancaster Community College @dslccprez Joe April Partner, Convergent Nonprofit Solutions @JoeKnowsCCs
  • 2. Agenda • Introductions • The President’s Role in a Campaign • Staff’s Role in a Campaign • Making the Ask • The Relationship between CEO/CDO • Five-Take Aways • Questions/Discussion
  • 3. Donors don't give to institutions. . They invest in ideas and people in whom they believe. G.T. Smith
  • 5. Allocate the Time… In Campaign: 50% Not in a Campaign: 25-40% Consultant Tip: How to “Manage Up”
  • 6. What does this mean? Be visible • Serve • Attend • Participate • Meet • Visit Consultant Tip: Write a Social Accountability Report.
  • 7. Nurture Relationships • With Chief Advancement Officer • With Foundation Board and Volunteers • With Donors Consultant Tip: Be yourself.
  • 8. Make the ask: 1. Expect staff preparation 2. Prepare for objections 3 .Practice 4. ASK
  • 9. Staff Preparation for a Solicitation Visit 1. Relationship history 2. Donor history 3. Summary of prospect research 4. Talking points for the meeting Consultant Tip: The Good – The Bad The Ugly
  • 10. Worth it: Practice Meet with chief advancement officer and any other volunteer in the solicitation visit Outline an agenda for what each person will say Role play
  • 11. Make the Ask •Talk less, listen more •Once you have made the ask…
  • 13. Stewardship • Donors not only want to hear from presidents when an ask is made, they also want to hear from the president after the gift or pledge is made. • Make time to say thank you. Consultant Tip: Little pieces of knowledge.
  • 14. •Feasibility study or not? •Counsel •Role of volunteers Brass & Woodwinds (nuts and bolts] elements of your masterpiece Consultant Tip: Hidden benefits of a feasibility study
  • 15. • Staffing • Database • Must have CAO number one priority Brass & Woodwinds [nuts and bolts] elements of your masterpiece… Consultant Tip: Become a parking garage phone user.
  • 16. President’s Dos & Don'ts Do: • Invest to get a return. • Develop relationships • Chief Development Officer (CDO): executive leadership/ strategic planning
  • 17. President’s Dos & Don'ts Do: • CDO with experience and training (i.e. CFRE) • Practice making an ask • Get homework from IA office • Research on prospect or donor • Talking points • Pre-visit briefing
  • 18. President’s Dos & Don'ts Don’t: • Silo • Avoid fundraising responsibilities • Fear getting a “no” *Let it be an opportunity to ask: • Is it the project? • Is it the timing? • Is it the amount? Consultant Tip: Does No mean I don’t Know?
  • 19. Five Take-Aways 1. The success of a campaign is directly in correlation with the commitment of the college president 2. The president must make time for campaign preparation, solicitation visits and stewardship 3. The campaign must be resourced adequately with appropriate staffing and funding 4. For presidents new to fundraising, seek knowledge about fundraising principles and practice making an ask 5. Partner and think big with your Chief Development Officer Consultant Tip: Find a Mentor.
  • 20. Like a Symphony Conductor: The President’s Role in a Campaign John J. Rainone jrainone@dslcc.edu @dslccprez Joe April japril@convergentnonprofit.com @JoeKnowsCCs

Editor's Notes

  1. Service area
  2. The Chronicle of Higher Education calls Buck Smith the “turn around artist of higher education.”  They write that G.T. Smith (President of Davis & Elkins College) has the talent and disposition to take a failing college and transform it into a winner. Buck has been a regular at the Institute for Charitable Giving.  He is the creator of Moves Management™— now considered the standard in virtually every college and university, and in most nonprofit organizations in the country. Here’s Buck speaking: “The underlying thing for me is relationships. Hardly anything important happens that doesn’t have to do with relationships.” And it isn’t only about wealthy individuals.  “It’s getting to know people, being interested in them.  Life is built on genuine relationships, where trust and integrity are without question.  When that is there, there are no limits.” We could have brought Buck Smith to any one of our Seminars and hit a home run. But we felt having him involved with people new in the field is where his extraordinary skill and experience could be the most valuable.  Those who will attend his Seminar (The Art of Successful Fundraising) will never forget being at the feet of one of the greatest professionals in the field of fundraising.  When a Hall of Fame for Fundraisers is created, G.T. Smith will be the first to enter. 
  3. JR - Resources, staff in place, role of counsel in planning.
  4. JR – rural areas; importance of involvement
  5. JR – relationships
  6. Bess/JR
  7. JR - Story about Harvard.
  8. JR - “Whoever speaks first, loses.”
  9. JR
  10. “A no , nothing now.”
  11. JR/GR