1. Speed Fundraising ADC Workshop September 26, 2012

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

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

4. ADC Workshop 2012 Peter E. Cullen-Conway 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

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

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

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

8. ADC Workshop 2012 Peter E. Cullen-Conway “A” gift vs. “The Gift”  Research  Letter writing  Getting the visit  Making the “Ask”  Listen  Follow-up  Stay connected

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

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

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

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

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

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

15. ADC Workshop 2012 Peter E. Cullen-Conway Asking for the Gift  Where are you asking.  Many options in a school/parish setting? –Rectory/ School –Donor house –Area restaurant

16. ADC Workshop 2012 Peter E. Cullen-Conway Asking for the Gift  Handle the objections –No…Why? What are they saying?  Time to negotiate –Be Flexible  Be Quiet!

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

18. ADC Workshop 2012 Peter E. Cullen-Conway Getting Started  Select 10 –20 parishioners  Start a file on each  Find that natural partner  Develop a strategy  Plan out moves  Do the moves

19. ADC Workshop 2012 Peter E. Cullen-Conway Annual Review  Look at each donor file  Have they been asked for a gift?  What are the appropriate moves?  Can you take on more names?

20. ADC Workshop 2012 Peter E. Cullen-Conway 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

21. ADC Workshop 2012 Peter E. Cullen-Conway 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

22. ADC Workshop 2012 Peter E. Cullen-Conway 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

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