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Speed Fundraising ADC Workshop September 26, 2012
Speed Fundraising
ADC WorkshopSeptember 26, 2012
ADC Workshop 2012 Peter E. Cullen-Conway
Table of Contents
¨ Introduction¨ Why are you here today?¨ Why are you working for the Catholic
Church? ¨ What makes your school so special?
ADC Workshop 2012 Peter E. Cullen-Conway
What is a Major Gift?
ADC Workshop 2012 Peter E. Cullen-Conway
What is a Major Gift?
¨ 10 times annual amount¨ A “stop and think” gift!¨ Need to check at home¨ Usually for a specific
project¨ Needs more time …
Pledge
ADC Workshop 2012 Peter E. Cullen-Conway
Who is a Major Donor?
ADC Workshop 2012 Peter E. Cullen-Conway
Where is your Major Donor ?¨ The Millionaire Next
Door Thomas J. Stanley & William D.Danko
¨ Never judge ¨ Transfer of wealth¨ Relationship¨ Do the right thing!
ADC Workshop 2012 Peter E. Cullen-Conway
“A” gift vs. “The Gift”
VS.
ADC Workshop 2012 Peter E. Cullen-Conway
“A” gift vs. “The Gift”¨ Research¨ Letter writing¨ Getting the visit¨ Making the “Ask”¨ Listen¨ Follow-up¨ Stay connected
ADC Workshop 2012 Peter E. Cullen-Conway
Connecting the Dots…¨ Natural Partners
– Natural relationship with donor– Professional connection– Neighbor– Weekend activities– School family
ADC Workshop 2012 Peter E. Cullen-Conway
Connecting the Dots…¨ Primary Partners
– A Natural partner– Best person to be assigned to this donor will
most likely be you…but maybe not
ADC Workshop 2012 Peter E. Cullen-Conway
Asking for the Gift¨ Who is asking?
ADC Workshop 2012 Peter E. Cullen-Conway
Asking for the Gift¨ Become the storyteller
ADC Workshop 2012 Peter E. Cullen-Conway
Asking for the Gift¨ How much to ask for…
ADC Workshop 2012 Peter E. Cullen-Conway
Asking for the Gift¨ Timing...you control it!
ADC Workshop 2012 Peter E. Cullen-Conway
Asking for the Gift¨ Where are you asking.
¨ Many options in a school/parish setting?– Rectory/ School– Donor house– Area restaurant
ADC Workshop 2012 Peter E. Cullen-Conway
Asking for the Gift¨ Handle the objections
– No…Why? What are they saying?¨ Time to negotiate
– Be Flexible¨ Be Quiet!
ADC Workshop 2012 Peter E. Cullen-Conway
Welcome to the Theater
ADC Workshop 2012 Peter E. Cullen-Conway
Getting Started¨ Select 10 –20 parishioners¨ Start a file on each¨ Find that natural partner¨ Develop a strategy¨ Plan out moves¨ Do the moves
ADC Workshop 2012 Peter E. Cullen-Conway
Annual Review¨ Look at each donor file¨ Have they been asked for a gift?¨ What are the appropriate moves?¨ Can you take on more names?
ADC Workshop 2012 Peter E. Cullen-Conway
Do’s & Don’ts¨ Do
– Use the Birthday– Meals– Just call– Support them– Ask about others– Set Goals– Believe in self– Believe in Parish
Mission– Tell the truth
¨ Do not– Over promise– Take people for
granted– Blame others– Brag about gifts
ADC Workshop 2012 Peter E. Cullen-Conway
Words to Remember…¨ Money is not given, it has to be raised.
Money is not offered, it has to be asked for. Money does not come in, it must be “Gone after”.
¨ Anonymous
ADC Workshop 2012 Peter E. Cullen-Conway
Remember this…
¨ “No cow will let down her milk in response to a letter or telephone call. You have to sit down beside her and go to work.”
– James R. Reynolds, Harvard Development
ADC Workshop 2012 Peter E. Cullen-Conway
Thank You
Peter E. Cullen-ConwayDirector of Major Gifts
835 North Rush St.Chicago, IL 60611
(312) [email protected]
