Small Shops Can do Major Gifts! (And don’t let anyone tell you differently!)

Resurrection Catholic Missions of the South Size of staff in 1999

Resurrection Catholic Missions of the South Scope of ministries Resurrection Parish Resurrection Parish Resurrection School Resurrection School Fr. Walter Memorial Child Care Center Fr. Walter Memorial Child Care Center Interfaith Elderly Outreach Interfaith Elderly Outreach Milton Road Facility Milton Road Facility Resurrection Life Center Resurrection Life Center Resurrection Collegiate Volunteer Program Resurrection Collegiate Volunteer Program

Resurrection Catholic Missions of the South Development operations and vehicles Direct MailDirect Mail Major GiftsMajor Gifts Planned GivingPlanned Giving Special EventsSpecial Events

Resurrection Catholic Missions of the South Successes in campaigns, events, and everyday fund development operations Overwhelming response to capital campaign, ending early after surpassing goalOverwhelming response to capital campaign, ending early after surpassing goal Growing direct mail donor listGrowing direct mail donor list Full attendance at special eventsFull attendance at special events Montgomery Advertiser Citizen of the Year AwardMontgomery Advertiser Citizen of the Year Award Board Chair of Montgomery AIDS OutreachBoard Chair of Montgomery AIDS Outreach Board of Alabama Shakespeare FestivalBoard of Alabama Shakespeare Festival

Crisis Overview of events

Crisis Changes to ministries and staffing levels Began to lay off staffBegan to lay off staff Loss of Resurrection Life CenterLoss of Resurrection Life Center Loss of Fr. Walter Memorial Child Care CenterLoss of Fr. Walter Memorial Child Care Center

Crisis Negative impact on overall development operations Inability to afford acquisition and full mailing scheduleInability to afford acquisition and full mailing schedule No planned giving mailingsNo planned giving mailings Crisis management rather than positive actionsCrisis management rather than positive actions Diminished morale levelsDiminished morale levels

How we survived Major Gift Development Continuing cultivation and solicitation of major donors Message to donors and prospects: Survival of mission dependent on your continued supportMessage to donors and prospects: Survival of mission dependent on your continued support Visits, phone calls, personal notesVisits, phone calls, personal notes Continued visits to new prospective major donorsContinued visits to new prospective major donors Continuing payoff for investment of time and budget in turning major gift prospects into donorsContinuing payoff for investment of time and budget in turning major gift prospects into donors

Strategies Keep the lines of communication open, using traditional and new media Build up Internet presenceBuild up Internet presence Focus on website, using it not as a destination, but as a portal into your organization and ministriesFocus on website, using it not as a destination, but as a portal into your organization and ministries But keep using the phone and visit people face to faceBut keep using the phone and visit people face to face

Strategies If you face setbacks, get your version of the story in front of your supporters, face-to-face when possible We fell down here on occasionWe fell down here on occasion Have a strategy and stick to itHave a strategy and stick to it Do something positive every dayDo something positive every day

Strategies But always be honest and acknowledge your own mistakes – explain, don’t complain Your friends will stick with you if you give them the information they need and the feeling that you are being up front with themYour friends will stick with you if you give them the information they need and the feeling that you are being up front with them

Strategies In all situations, be clear about how you will keep moving forward, even without the assistance of a larger staff – donors will want to know that you can handle the workload on your own Have a plan, and share it with your major donors and prospectsHave a plan, and share it with your major donors and prospects Give them a meaningful role to playGive them a meaningful role to play

Strategies Determine the number of prospects/donors you can see in a month/year/week Even one a week (including two vacation weeks) means 50 visits each yearEven one a week (including two vacation weeks) means 50 visits each year Plan at least one road trip each monthPlan at least one road trip each month Fill in with local visitsFill in with local visits

Strategies Take double that number from your donor list, and put them in priority order Beyond the obvious top prospects, look for patterns or anomalies in givingBeyond the obvious top prospects, look for patterns or anomalies in giving Ask those closest to you (especially current major donors) to review your donor list and help you assemble the best major gift prospect list possibleAsk those closest to you (especially current major donors) to review your donor list and help you assemble the best major gift prospect list possible

Strategies For the number of people you can see each year, develop a strategic plan for each one using a donor cultivation system of some kind, when someone drops off the top list, add one from the remainder Plan a series of steps or moves that will educate, inspire, and motivate each individual prospect to support your mission and ministriesPlan a series of steps or moves that will educate, inspire, and motivate each individual prospect to support your mission and ministries Steps and moves may include letters, phone calls, visits, events, or any contact that moves the relationship forwardSteps and moves may include letters, phone calls, visits, events, or any contact that moves the relationship forward

Strategies Implement the plan spending at least 40% of your time on major gift development (30% each on acquisition/annual giving and on administration) Budget your time, keeping a major gift mindsetBudget your time, keeping a major gift mindset When possible, delegate time-wasting tasksWhen possible, delegate time-wasting tasks Cancel meaningless meetingsCancel meaningless meetings Nothing is more important, or rewarding, than spending time with a donor or prospectNothing is more important, or rewarding, than spending time with a donor or prospect

Strategies Use your (volunteer) staff wisely – recruit, cultivate, give meaningful tasks, acknowledge, thank (over and over and over…) Meaningful tasks include letters, phone calls, helping in the office or with cultivation/special eventsMeaningful tasks include letters, phone calls, helping in the office or with cultivation/special events

Strategies Have contact with at least one donor or prospect each day – MINIMUM Best practice – at least four phone calls (two in the morning and two in the afternoon) and two hand- written notes each day Best practice – at least four phone calls (two in the morning and two in the afternoon) and two hand- written notes each day We all fall down here, but we must seek constant, incremental improvements in our work toward acquiring major giftsWe all fall down here, but we must seek constant, incremental improvements in our work toward acquiring major gifts