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Speed Fundraising

Speed Fundraising

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Speed Fundraising

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  1. Speed Fundraising ADC Workshop September 26, 2012

  2. Table of Contents • Introduction • Why are you here today? • Why are you working for the Catholic Church? • What makes your schoolso special? ADC Workshop 2012 Peter E. Cullen-Conway

  3. What is a Major Gift? ADC Workshop 2012 Peter E. Cullen-Conway

  4. 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

  5. Who is a Major Donor? ADC Workshop 2012 Peter E. Cullen-Conway

  6. Where is your Major Donor ? • The Millionaire Next DoorThomas J. Stanley & William D.Danko • Never judge • Transfer of wealth • Relationship • Do the right thing! ADC Workshop 2012 Peter E. Cullen-Conway

  7. “A” gift vs. “The Gift” VS. ADC Workshop 2012 Peter E. Cullen-Conway

  8. “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

  9. Connecting the Dots… • Natural Partners • Natural relationship with donor • Professional connection • Neighbor • Weekend activities • School family ADC Workshop 2012 Peter E. Cullen-Conway

  10. Connecting the Dots… • Primary Partners • A Natural partner • Best person to be assigned to this donorwill most likely be you…but maybe not ADC Workshop 2012 Peter E. Cullen-Conway

  11. Asking for the Gift • Who is asking? ADC Workshop 2012 Peter E. Cullen-Conway

  12. Asking for the Gift • Become the storyteller ADC Workshop 2012 Peter E. Cullen-Conway

  13. Asking for the Gift • How much to ask for… ADC Workshop 2012 Peter E. Cullen-Conway

  14. Asking for the Gift • Timing...you control it! ADC Workshop 2012 Peter E. Cullen-Conway

  15. 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

  16. 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

  17. Welcome to the Theater ADC Workshop 2012 Peter E. Cullen-Conway

  18. 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

  19. Annual Review • Look at each donorfile • 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

  20. 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

  21. 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

  22. 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

  23. Thank You Peter E. Cullen-Conway Director of Major Gifts 835 North Rush St. Chicago, IL 60611 (312) 534-7929 Pcullen-Conway@archchicago.org ADC Workshop 2012 Peter E. Cullen-Conway