This document outlines the president's key role in leading a successful capital campaign as the "symphony conductor." It emphasizes that the president must allocate significant time to relationship building with donors, staff, and the chief advancement officer. This includes practicing solicitation visits, making the ask for donations, and providing stewardship after gifts. For success, the campaign also needs adequate resourcing of staff, counsel, and the president's commitment to fundraising responsibilities. The role of the chief development officer in strategic planning and executive leadership is also highlighted.

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

4. Resource the Campaign
Money Staff Counsel

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…

12. STOP TALKING

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