Part 1 of this series focused on the need to identify and recruit potential capital campaign chairs several years in advance of a campaign. If they are not already serving as leadership volunteers in your philanthropy program, you can take the following steps:
- Invite these prospective campaign chairs and leaders to become involved in your program.
- Teach best practices in donor cultivation, solicitation, and stewardship.
- Emphasize the vital importance of listening to donors to better understand their interests and motivations.
- Roleplay solicitations to demonstrate calling for an appointment, presenting your case, working as a team, making the ask, and dealing with objections.
- Have them accompany you on solicitation visits so they can observe you in action, participate in the conversation, and become comfortable with the process.
- When they are ready, allow them to take the lead during the visit, and then critique their performance afterward.
- Evaluate their potential as leadership volunteers and donors.
- Strategically groom them for a leadership role.
Continue reading »
Keep smiling, you tell yourself.
Your CEO is informing you, the chief development officer, that your organization’s board just approved a major building project that hadn’t been on your radar. What also wasn’t on your radar: a $10 million capital campaign (or $25 million or $50 million) that’s needed to supplement other funding sources.
Maintain a good poker face, you think. After all, a well-planned, successful capital campaign will take your philanthropy program to a higher level.
And there’s more news: your CEO wants to break ground in six to 12 months if fast-tracked approvals can be secured. And who, she asks, should lead the capital campaign? Continue reading »
They spoke no English and hadn’t been shaving for too many years when they arrived in the United States soon after World War 2. The three brothers came here to build a better life for themselves and, once settled, they eventually combined their skills to open a small business carving cemetery monuments. They led quiet lives that didn’t include wives and children, and they were never known in their community much beyond the granite headstones that circled their business. Certainly, no one would have guessed that they possessed the means to leave almost $2 million to local charities. Continue reading »
Are you doing that annual dance with your CFO to keep professional membership and conference fees from being cut from your development/advancement budget? One CFO I worked with years ago eliminated the money from my budget, never to be seen again. He reasoned that since I didn’t need the funds that year (because he wouldn’t let me spend the money), then I certainly didn’t need them in the future. Okay then . . .
Continue reading »