Development for Ministries “…fundraising is as spiritual as giving a sermon, entering a time of prayer, visiting the sick, or feeding the hungry.” ~Henri Nouwen

 Raising funds, effectively communicating with all audiences, and building relationships are critical components of effective ministries.  This PowerPoint is a quick review of each of those elements, meant to jog memories and stir creativity as you fine-tune your own organization’s fundraising and development programs.  More information on each of these areas can be found on this website or by Googling the topic.  For more information, contact Development Overview

Paradigm Shift in Religious Giving  Old Paradigm  Theology of Duty  Institution-Centered  Institutions are to be trusted  Institutions are autonomous  Budgets are need-driven  Giving is a contribution  Fundraising is raising money  Income sources are limited  The gift as an end to Philanthropy  Different from Business  The Emerging Paradigm  Theology of Grace  Donor Centered  Instit’l trust must be earned  Donors are collaborative partners  Giving is value-driven  Giving is creating change  Fundraising is nurturing generosity  Income sources are diverse  The gift as a means to Philanthropy  Embraces good business principles and practices

Henri Nouwen Book

 “Generosity begets generosity”…especially in the context of relationship  “Fundraising is announcing our vision and inviting others into our mission…to help build the kingdom of God.”  “I ask for money standing up, not bowing down, because I I believe God has given us something important to accomplish through our ministry.”  “There is sometimes a real poverty among the rich. Can we help to discover the ‘poor’ within them, and connect it to loving passion?”  “We demonstrate we are wise, good and generous stewards of the monies entrusted to us.” Shaping a Theology of Giving

 Message: A Mission/vision/purpose that is compelling.  Case: A document that provides the rationale and justification of a fundraising effort. It can make a case for a specific program or project, or it can advocate for general operating support.  Communication: The ability to appropriately communicate with and market to any and all constituents.  Engagement: Opportunities to provide constituents with a compelling experience and multiple ways to engage with the ministry, and the ministry finds multiple ways to engage with the community.  Service: Accurately and efficiently handling a constituent’s interaction with the organization.  Support: The full backing of the organization, its resources and administration and board for all aspects of the  Ministry’s fundraising efforts. Fundamental Elements of a Comprehensive Development Program

 Communications and Marketing include:  Branding: Creates an organizational promise and a mark of trust; earns recognition as your institutional DNA  Defining Audiences: Primary and Secondary (i. e., Alumni, Board Members, Program participants, civic leaders, partners, parishes, foundations, friends, etc.)  Defining Relationship Opportunities: Programs, online community, outreach/service, recognition programs, networking activities, spiritual opps, etc. Communications & Marketing

 Programming/Communicating/Giving Profiles: (Defining your audiences by age/category/programming type, i. e.):  18-22College age Social/volunteer/online  23-29Young alums Social/networking/online  30-42Parents Education/networking  43-49Career Networking/Services  50-59Established Ed/service/spiritual  60-69Retired Service/spiritual/social Communications, cont’d.

 Core Components for all internal/external communiques:  What is the vision of each internal and external communication medium?  What is the message you want to convey?  Who is the audience?  What specific content will you share?  What design is suitable and reflects your ministry?  How will you distribute the communication?  What will be the frequency of distribution?  How will you evaluate the effectiveness of the communication? Selecting Communications Mediums

 Annual Fund  Capital Campaign  Major Gift Solicitation  Planned Giving Four Legs of Fundraising

 Five methods for Annual Giving:  Personal Solicitation  Direct Mail  Phone solicitation  E-solicitation  Text Ranked from highest to lowest success rate! Annual Fund: “The Trunk of the Tree”

 Five Types of Gifts:  Renewal of a gift given before  Recapture a donor who gave in past years  Increase a gift that has been given for several years  Invite a gift from a newly identified potential donor  Transition a donor to regular annual fund giving Annual Fund, cont’d

 Some donors are identified through  database review,  electronic and individual research, and  rating and screening as having the capacity to make a significant gift. These prospects should be asked for targeted gifts in person. Major Gifts

1.Do your research. Know the donor’s capacity and how s/he relates to your ministry. 2.Rehearse the ask. Be prepared! 3.Remember as much as you can about this donor’s story, family, relationship with organization, etc. 4.Relax. You are there to offer an opportunity to invest in your ministry! 5.Recognize the ways the donor has supported you in the past, and offer gratitude! Five R’s of a Solicitation:

 An effort to raise significant dollars for objectives rooted in your Strategic Plan  It is periodic, carefully organized, highly structured  Uses volunteers supported by staff and consultants to raise funds for specific needs in a specific timeframe  Specific dollar amount to be raised is set by the campaign  Donors may pledge gifts over a period of years  Generally focus on “bricks and mortar” or endowments Capital Campaign

 A gift legally provided for during the donor’s lifetime but whose principal benefits may not be available to the ministry until a future time, generally at the death of the donor.  Some Donor benefits:  Encourages estate planning  Can make a larger gift than if making one outright  Can create a permanent memorial  May have assets managed at low or no cost Planned Giving

 Wills and Bequests names organization in will  Charitable Trusts pays trust income to ministry annually for a period of years; then reverts to family  IRAs in the name of the ministry  Life Insurance where ministry is beneficiary  Annuities are cash or stock transfers  Deferred Gifts are another way of saying planned gifts. Types of planned gifts

Components in a Grant Proposal  Executive Summary: umbrella statement of your case and summary of the entire proposal (1 page)  Statement of Need: why this project is necessary (2 pages)  Project Description: nuts and bolts of how the project will be implemented and evaluated (3 pages)  Budget: financial description of the project plus explanatory notes (1 page)  Organization Information: history and governing structure of the nonprofit; its primary activities, audiences, and services (1 page)  Conclusion: summary of the proposal's main points (2paragraphs) Grant Writing

 Please contact the CSJ Ministries Team if you have questions. And You’re OFF!!

 Our Thanks to:  Lilly Family School of Philanthropy at Indiana University  Lake Institute on Faith and Giving  A Spirituality of Fundraising by Henri Nouwen  Foundation Center.org  CSJ Office of Mission Advancement  CSJM has memberships with these groups. Call Bill for access info:Catholic Funding Guide.com  American Grants and Loans Database.com  Survey Monkey Resources