1. Beyond Fundraising with Wayne B. Clark Massachusetts Bay District Bentley College Waltham, Massachusetts Saturday November 1, 2008 9:00 AM – 2:00 PM

2. Contact Information Wayne B. Clark, Ph.D. Director of Congregational Stewardship Services wclark@uua.org 207.829.4550 Robin Nelson Program Manager RNelson@uua.org 617.948.4251

3. Workshop Goals 1. Appreciative Inquiry and stewardship 2. Introduce new vocabulary 3. Debunk old myths 4. Successful annual budget drives 5. New stewardship development program 6. Stuff to bring home

4. Accommodations

5. Burning Questions

6. Beyond Fundraising Fundraising is designed to raise money for an annual budget drive or a capital campaign. Fundraising is designed to raise money for an annual budget drive or a capital campaign. Stewardship is the growing, nurturing, promoting, and building of gifts, call, and spiritual vocation. Stewardship is the growing, nurturing, promoting, and building of gifts, call, and spiritual vocation. Good stewardship involves raising money, but raising money must be nestled under the umbrella of congregational mission. Good stewardship involves raising money, but raising money must be nestled under the umbrella of congregational mission.

7. More New Vocabulary _________NEW____________OLD___________ Financial commitment / pledge Financial commitment / pledge Integration / assimilation Integration / assimilation Annual budget drive / annual canvass Annual budget drive / annual canvass Visiting stewards / canvassers Visiting stewards / canvassers Stewardship conversations / home visits Stewardship conversations / home visits Orientation workshop / training Orientation workshop / training Program spaces / classrooms Program spaces / classrooms Proportional commitment / equal giving Proportional commitment / equal giving

8. Myths Low income households Low income households Baby boomers Baby boomers Economic downturn Economic downturn Generous givers Generous givers Guilt Guilt Talk about money Talk about money

9. Why We Give Gratitude Gratitude Add meaning to life Add meaning to life Like to help people Like to help people People we trust People we trust Belief in mission Belief in mission Because someone asks Because someone asks Others? Others?

10. Appreciative Inquiry “A faith community is not a problem to be fixed but a mystery to be embraced.” David L. Cooperrider “While traditional problem solving separates, dissects, and pries apart, AI generates affirming images that pull people together.” Wayne B. Clark

11. Appreciative Questions 1. When you think back to your beginnings with this congregation, what first attracted you? What were your most positive and powerful first impressions? 2.What is currently going well in our congregation? How can we build upon these strengths?

12. More Appreciative Questions 3. Describe a time when you were proud to be part of this congregation. What was the highpoint? What did it feel like? What was your contribution? 4. When you have been involved in an effective, inclusive decision-making process in this congregation, what have you most valued about that process? What have you valued about the way people related to one another? How did participation improve the decisions?

13. ... And Still More 5. Imagine the future. Your congregation respects and celebrates diversity. What do meetings look like? What does it feel like when you walk through the building? 6. When have you been a part of this congregation when they did something positive for the environment? Who was involved? What do you appreciate most about these people and their work?

14. Components of Successful Annual Budget Drives The more personal the better The more personal the better Recruit lots of people Recruit lots of people Make a compelling case Make a compelling case Use program budget process Use program budget process Focus on suggested fair share giving guide Focus on suggested fair share giving guide Use testimonials Use testimonials Develop an attractive brochure Develop an attractive brochure Carefully implement follow-up Carefully implement follow-up

15. Four ABD Techniques 1. Stewardship conversations 2. Commitment Sunday 3. Cottage meetings 4. Congregational dinner

16. Stewardship Conversations 1. Recruiting visiting stewards 2. Orientation workshops 3. Leadership reception 4. Fellowship event 5. Follow-up

17. But what if we don’t reach our goal?

18. FORTH To emphasize connection between spiritual stewardship and congregational mission To emphasize connection between spiritual stewardship and congregational mission To provide resources for current programs and ministries To provide resources for current programs and ministries To deepen commitment to future programs and ministries To deepen commitment to future programs and ministries

19. Five Phases of FORTH 1. Accepting 2. Growing and investing 3. Giving back 4. Giving generously 5. Applying recent learnings

20. Five Components of Each Phase 1. Stewardship education 2. Joyful giving 3. Ministry and good works 4. Annual budget drive 5. Planned giving

21. Phase 1: Accepting Stewardship Education Develop formal programs and informal opportunities to expand congregation’s understanding of stewardship Teach ways to accept gifts Teach ways to accept gifts Offer a money management workshop Offer a money management workshop Sunday service: Gracious giving Sunday service: Gracious giving

22. Phase 1: Accepting Joyful Giving Create a plan to grow the giving of gifts, call, and spiritual vocation Curriculum to teach stewardship of self, family, community, and congregation Curriculum to teach stewardship of self, family, community, and congregation Focus on protecting existing resources and nurturing growth Focus on protecting existing resources and nurturing growth www.uua.org/re/curriculum/stewardguide www.uua.org/re/curriculum/stewardguide www.uua.org/re/curriculum/stewardguide

23. Phase 1: Accepting Ministry and Good Works Teach an Appreciative Inquiry approach to spreading the good news Teach an Appreciative Inquiry approach to spreading the good news Create a Sunday order of service series of inserts Create a Sunday order of service series of inserts Highlight current programs and ministries Highlight current programs and ministries Acknowledge all annual budget drive volunteers Acknowledge all annual budget drive volunteers Celebrate completion of the budget drive Celebrate completion of the budget drive

24. Phase 1: Accepting Annual Budget Drive Conduct orientation workshops for visiting stewards Conduct orientation workshops for visiting stewards Schedule as many stewardship conversations as possible Schedule as many stewardship conversations as possible Supplement (and follow-up) with phone calls, e-mails, and letters Supplement (and follow-up) with phone calls, e-mails, and letters Conduct a closeout meeting with annual budget drive leaders Conduct a closeout meeting with annual budget drive leaders

25. Phase 2: Growing and Investing (p 59) Annual Budget Drive Conduct orientation workshops for all new visiting stewards and phone callers Conduct orientation workshops for all new visiting stewards and phone callers Schedule condensed workshops for returning visiting stewards Schedule condensed workshops for returning visiting stewards Conduct as many stewardship conversations as possible Conduct as many stewardship conversations as possible Refine the process by applying experiences from Phase 1 Refine the process by applying experiences from Phase 1 Conduct a close-out meeting Conduct a close-out meeting

26. Phase 3: Giving Back (p 61) Annual Budget Drive Conduct orientation workshops for new visiting stewards Conduct orientation workshops for new visiting stewards Conduct condensed workshops for returning visiting stewards Conduct condensed workshops for returning visiting stewards Further refine approach to stewardship conversations Further refine approach to stewardship conversations Telephone calls and e-mail for others Telephone calls and e-mail for others Clean-up donor and alumni data banks Clean-up donor and alumni data banks Conduct a close-out meeting Conduct a close-out meeting

27. Phase 4: Giving Generously (p 63) Annual Budget Drive Conduct a Commitment Sunday Conduct a Commitment Sunday Have stewardship conversations with all leadership donors Have stewardship conversations with all leadership donors Orientation workshops Orientation workshops Phone calls and e-mail for all others Phone calls and e-mail for all others Clean-up donor and alumni data bank Clean-up donor and alumni data bank Conduct a close-out meeting Conduct a close-out meeting

28. Phase 5: Applying Recent Learnings (p 67) Annual Budget Drive Conduct cottage meetings Conduct cottage meetings Have stewardship conversations with all leadership donors Have stewardship conversations with all leadership donors Orientation workshops Orientation workshops Phone calls and e-mail for those not attending a cottage meeting Phone calls and e-mail for those not attending a cottage meeting Clean-up donor and alumni data banks Clean-up donor and alumni data banks Hold a close out meeting Hold a close out meeting

29. Planned Giving 1. Enabling resolution 2. Committee structure 3. Mission statement 4. Endowment document 5. Define endowment fund

30. Small Group Work: What can I bring home that can be introduced to my congregation “tomorrow”?

31. Learning Journal What did I learn? How can I apply it back home? How will my congregation benefit? Adapted from Barbara Wilson, Acorn Learning and Development

32. Share Small Group Work

33. Review Workshop Goals 1. Appreciative Inquiry and stewardship 2. Introduce new vocabulary 3. Debunk old myths 4. Successful annual budget drives 5. New stewardship development program 6. Stuff to bring home

34. LIKESWISHES LIKESWISHES ********************************************************

35. Contact Information Wayne B. Clark, Ph.D. Director of Congregational Stewardship Services wclark@uua.org Robin Nelson Program Manager RNelson@uua.org 617.948.4251