mission-driven advancement, ncea 2014

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MISSION-DRIVEN ADVANCEMENT TERRY FAIRHOLM APRIL 23, 2014 Creating the Future of Catholic Education

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Terry Fairholm's NCEA 2014 presentation - Mission-Driven Advancement.

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Page 1: Mission-Driven Advancement, NCEA 2014

MISSION-DRIVEN ADVANCEMENT

TERRY FAIRHOLM

APRIL 23, 2014

Creating the Future of Catholic Education

Page 2: Mission-Driven Advancement, NCEA 2014

Today’s Presentation Introduction Trends in Catholic school advancement API Giving Model Maximizing Philanthropic Potential Mission Statements The 4 Sources of Revenue The Mission-Driven Approach to Advancement In Closing

Page 3: Mission-Driven Advancement, NCEA 2014

Advancement Partners

Univ. of Notre Dame Experience Catholic Specialize

Page 4: Mission-Driven Advancement, NCEA 2014

Trends in Advancement Scope, sophistication and expectation of development has increased dramatically; no margin for error.

More complex questions from prospects.

It’s taking longer to reach major gift financial goals.

More solicitation calls are required; a deeper pyramid.

Prospects are pledging more conservatively.

Page 5: Mission-Driven Advancement, NCEA 2014

Trends in Advancement Challenging to sustain annual fund let alone increase.

Alumni giving percentage decreasing nationally.

Demand by constituency to terminate “nickel & diming”.

Transition from ‘periodic capital campaign’ to ‘Maximizing philanthropic potential on a yearly basis’.

Increased importance of ‘comprehensive ask’.

Page 6: Mission-Driven Advancement, NCEA 2014

Annual FundAuctionEvents

API Philanthropic G iving Model

Annual G ivingThis School Year

Major G ift ProgramShort-Term Future

3-5 yrs.

Planned G ivingLong-Term Future

Current O perating

Budget

Major G ifts for Capital

Projects

Estate G ifts, Insurance, Trusts, etc.

EndowmentFacilities

Endowment "O ther"Current Special Projects

Technology

Page 7: Mission-Driven Advancement, NCEA 2014

Our Approach: Step by StepA successful advancement initiative is the result of a

series of steps taken one at a time,

In the proper sequence, according to a plan and timeline.

Leaders should be concerned with only one step.

If that step is not executed properly, the next will be more difficult.

If that step is executed properly, the next will be easier and more effective.

Page 8: Mission-Driven Advancement, NCEA 2014

Leadership

Mission

Plan

Personnel

Budget

D isciplinedImplementation

Maximizing Philanthropic Potential

Page 9: Mission-Driven Advancement, NCEA 2014

Purpose, primary objective

Mission and Vision

Mission Vision

Why do we exist?

Where you want to be

If we achieved all our strat. goals?

Refers to the Future

The 'What' and 'How'

Refers to the Present

Inspirational

Page 10: Mission-Driven Advancement, NCEA 2014

Mission StatementsCatholic High School Mission Statements:

“Bishop Watterson High School: Restore all things in Christ by educating in the Catholic tradition through prayer, service and study.”

“Catholic Central High School recognizes parents to be the primary educators of their children and collaborates with them in helping their children to learn and grow in the Catholic faith. We provide a safe and challenging environment where mutual respect and high expectations are maintained through the active engagement of students in the learning process. The young men of Catholic Central learn holistically the ideals of the Basilian Fathers - goodness, discipline, and knowledge - so that they may become productive members of the Church and society.”

Page 11: Mission-Driven Advancement, NCEA 2014

Mission Statements “San Joaquin Memorial is a Catholic, college preparatory high school

dedicated to developing future citizens and leaders in Christ’s mission.  We maintain a safe, nurturing environment that honors the dignity and fosters the potential of students from diverse backgrounds.  In collaboration with parents, we promote a standard of excellence through academic and faith based programs designed to meet the needs of all students and provide extra-curricular opportunities that enrich the learning experience.  Our mission calls us to inspire each student to be conscientious and compassionate leaders.  We seek to graduate accomplished young men and women dedicated and equipped to serve humanity through a variety of professions.”

“In the spirit of Catherine Spalding and the Sisters of Charity of Nazareth, Presentation Academy strives to create a diverse community that promotes academic excellence and challenges young women to develop their greatest potential as leaders in a global society.”

Page 12: Mission-Driven Advancement, NCEA 2014

VisionCatholic High School will be the school of choice for 450 students in greater County who are compelled by our demonstrated culture of excellence in academics, athletics, fine arts, and community service; and who wish to share in the richness of our Catholic mission and CHS traditions. With a renovated state-of-the-art campus situated in Pleasantville, CHS will continue to expand its programming partnerships with Pleasantville’s colleges and universities. CHS will create and implement a high level, honors academic program centering on the Catholic teaching of the dignity of the human person. This program will study this teaching from all subject areas and will include a community service component. This program will integrate critical thinking skills with the Catholic mission of the school. CHS will excel in delivering academic, spiritual, social, moral, and physical development, by delivering programmatic excellence at all levels. Our students will know their Catholic faith and choose to live the Gospel, collaborating with those they serve in responding to the broader needs of the community. As creative, critical thinkers, CHS graduates will be prepared to meet the demands of a changing world as mature, self-confident men and women of faith and values.

Page 13: Mission-Driven Advancement, NCEA 2014

Inherent in the Mission That any student, regardless of race, color,

religious belief, socioeconomic background/financial circumstance, can attend.

Tuition is less than the actual cost of educating a student (in most Catholic high schools, not

all). Philanthropy, therefore, is a critical element of

the success of Catholic education.

Page 14: Mission-Driven Advancement, NCEA 2014

The Four Sources of Revenue1. Tuition2. Philanthropy3. Earned Income4. Debt

Page 15: Mission-Driven Advancement, NCEA 2014

Mission-Driven Advancement Fundamentally grounded in the mission of the

school. All solicitations, regardless of their purpose,

are presented in the context of fulfilling the school’s mission.

Strategic rather than tactical. Proactive rather than reactive. Inclusive rather than exclusive.Centralized in the advancement office.

Page 16: Mission-Driven Advancement, NCEA 2014

Mission-Driven Advancement For the Annual Fund:

Present the mission statement Case: Highlight the gap (or special project) Multiple mailings Specific asks Personalization Segmentation Personal solicitation at the top of the annual fund

pyramid

Page 17: Mission-Driven Advancement, NCEA 2014

Mission-Driven Advancement For Major Gifts:

Include the mission in the case statement Case: Emphasize the impact of the specific funding

component on the fulfillment of the school’s mission

Engage major gift prospects via a comprehensive major gift program

Involve top prospects in the “strategic thinking” Identify, Cultivate, Solicit Create metrics to evaluate

Page 18: Mission-Driven Advancement, NCEA 2014

Mission-Driven Advancement For Planned Giving:

Awareness, awareness, awareness!! Definition – what is planned giving and why is it

important to the school? How to make a planned gift? Mass communication leads to interested prospects. Educational events lead to individual appointments

with prospects. As with major gifts, lead with the school’s mission and

how planned gifts will allow us to continue to fulfill our mission into the future.

Page 19: Mission-Driven Advancement, NCEA 2014

Mission-Driven Advancement Pitfalls to Avoid:

De-centralized fundraising Too many events “Nickel and Diming” Athletics, Clubs, Band, etc. raising funds independently Lack of an institutional strategic plan Lack of an advancement plan Lack of dedicated advancement staff Doing things right vs doing the right things Focus on activity rather than results Ignoring fundamentals

Page 20: Mission-Driven Advancement, NCEA 2014

In Closing Your best giving prospects are your alumni

and parents – they have benefitted from your mission and believe in it.

Less than 5% of your entire constituency base has major gift potential.

Unless you are “firing on all cylinders” in enrollment and philanthropy, it will be a challenge to reach your institutional potential.