How to Get Ready for a Capital Campaign Kate Roosevelt, CFRE, Vice President Barbara Maduell, CFRE, Senior Consultant T

1. How to Get Ready for a Capital Campaign Kate Roosevelt, CFRE, Vice President Barbara Maduell, CFRE, Senior Consultant The Collins Group PNAIS Institutional Leadership Conference October 26, 2008

2. A Capital Campaign… • Accomplishes more than just raising money and • Is fueled by purpose and passion

3. Benefits Beyond the Project • Transform your school • Raise the bar for volunteers and staff • Enhance philanthropic culture • Expand annual fund • Reconnect with alumni and alumni families • Pride and legacy

4. A Definition that Will Serve You Well Capital Campaigns = Capitalization of community values throughyour program

5. Campaigns Are Not for the Faint of Heart. Do You Really Need To Do It? “YES!”… if: • Missiondepends on it • The “new future” is sustainable • Board members will set the pace in giving (20% of the goal) • Passionate school leadership makes a campaign their top priority

6. Five Keys to a Successful Campaign • Clear plans that meet urgent needswith specific outcomes • Identifiable donor prospects from the inside out • Professional leadership and buy-in from the top down • Experienced, supported fundraising staff

7. On the Other Hand…Potential Land Mines • School community doesn’t embrace plans • Limited due diligence – surprises as you get into the project and budget creep • Lack of confidence in leadership • Limited trust and development of “insiders” and “outsiders” • Lack of volunteer leaders willing and able to lead

8. Land Mines, Continued • Too few donor prospects willing to make stretch gifts • Inexperienced, stretched fundraising staff • Aggressive goal not supported by research • Poor campaign plan • Unexpected surprises

9. The Role of the Board of Trustees, Part I The board as a whole: • Ethical Stewardship • Resource Management • Quality Control • Fiscal Oversight

10. The Role of the Board of Trustees, Part II Personal roles: • Personal investment • Connect the school • Advocacy • Get Involved • Guide fellow donors

11. The Board’s Bottom Line • Campaign Committee and staff run the “day-to-day” • Board is legally responsible for the future of the school and its fiscal integrity • This board will go down in history as providing the leadership to move the school forward to a new level of excellence

12. The Role of the Head of School • The bottom line: • Set the course – vision, strategic objectives • Allocate necessary resources • Inspire and support professional and volunteer leaders • The return: • You will go down in history as providing the leadership to realize your school’s vision

13. Where the $$ will come from: • Parents • Alumni parents • Grandparents • Community friends who share your program’s vision

14. The best way to ensure success is to PLAN!

16. Planning/Vision: Three months to three years Solid Planning can save 2+ years on your campaign Outcomes • Vision/Mission • Plans: Strategic, Business, Program, and Development • Project definition ~ 80 percent complete

17. Mission/Vision/Strategic Plan • Mission: clarify the purpose that distinguishesyour program • Outcomes-based Vision: who you as in institution want to become • Strategic Plan: the roadmap to your vision, including evaluation matrix, benchmarks, accountability and cost of implementation

18. Business Plan • Create measurable steps (3-year pro forma) for funding your expanded program: • What will a campaign project pay for? (uses) • How will the project be paid for? (sources) • Where will the $$ come from? • Reserves • Campaign • Tuition • Enrollment • Financing – short- and long-term

19. Project Definition • Define program plans: quantify what will be better • Determine facility requirements – master planning • Gather initial cost estimates • Secure site or develop selection plan for future implementation

20. Feasibility Study: Four to five months Outcomes • Feasible goal • Key Messages/positioning • Leadership prospects • Giving Potential • Internal Readiness • Campaign plan and timeline • Potential roadblocks and solutions

21. Decisions: Two weeks – two years Outcomes • Finalize project plans and budget • Recruit initial volunteer leadership • Strengthen internal readiness • Adjust timeline • Secure early gifts • Board resolution to move forward

22. Ramp-up: Six to nine months Essential building blocks • Project definition • Strong case for giving • Leadership • Campaign plan • Donors • Timeline • Staffing and systems • Communications plan • Board gifts to launch campaign • Stewardship Plan

23. CAPITAL CAMPAIGN: 12-36 months Active fundraising from key constituencies • Tiered fundraising • Lead gifts • Major gifts • Community gifts • Multiple strategies • Personal solicitations • Special events • Phone and/or email/mail • other

24. Vision Complete! • Celebration! • Facility open or endowment growth • New and/or expanded programming • Expanded Annual Fund • School at next level of maturity • Mission enhanced

25. How to Choose a Consultant • Review Giving Institute guidelines: http://www.givingusa.org/choose_counsel/ • Send an RFP to at least three reputable firms • Interview consultants • Scope of work • Cost • Experience • References • Personal and organizational “fit”

26. Resources Books • Capital Campaigns, Stuart Grover, Ph.D. • Preparing Your Capital Campaign, Marilyn Bancel, CFRE • Conducting a Successful Capital Campaign, Kent Dove Web • Grassroots Fundraising Journal – www.grassrootsfundraising.org • Giving Institute/Giving USA Foundation – www.givingusa.org • Association of Fundraising Professionals – www.afpnet.org • The Collins Group www.collinsgroup.com

27. Thank you! For more information, please contact: Kate Roosevelt, CFRE, Vice President kater@collinsgroup.com Barbara Maduell, CFRE, Senior Consultant barbm@collinsgroup.com (800) 275-6006 www.collinsgroup.com