CAN A CAPITAL CAMPAIGN HELP GROW MY MINISTRY? - FOCUS CONFERENCE SEEK 2019 Petrus Development, LLC Andrew Robison Dan Moraczewski

CAN A CAPITAL CAMPAIGN
 HELP GROW MY MINISTRY?
Petrus Development, LLC
Andrew Robison
Dan Moraczewski

FOCUS CONFERENCE
SEEK 2019
01.04.19

SPIRITUALITY OF FUNDRAISING

“When those with money and those who need money share a mission, we see a central sign of new
life in the Spirit of Jesus Christ. We belong together in our work because Jesus has brought us
together, and our fruitfulness depends on staying connected with Him.”

                                                                   Henri J.M. Nouwen
                                                                   The Spirituality of Fundraising

PETRUS DEVELOPMENT, LLC
●   Founded 2004 by Peter de Keratry & John Flynn
●   Current Leadership: Andrew Robison, President; Peter de Keratry, CEO; Dan Moraczewski, COO
●   Over 100 Catholic ministries: over 70 Catholic campus ministries
●   Over $300M raised from individuals, foundations and businesses
●   Petrus Philosophy: “Teach to Fish”
●   Our Services: Recruitment, Coaching, Development Plan, Capital Campaigns
●   Options: Annual Manual, Major Gift Coaching, Feasibility Studies, Campaign Counsel

QUESTION OF THE DAY:
IS MY MINISTRY READY?

KEY QUESTIONS TO ASK
1.   Do I have a vision for what our ministry could be if it were appropriately funded?
2.   Am I willing to commit significant time and energy to development?
3.   Do our donors and prospects receive regular communications from us?
4.   Do we have internal systems (i.e. database, gift processing policies, etc) to track gifts and pledges?
5.   Does our ministry have a strong annual fund and stewardship plan in place?
6.   Do we have a development team in place or are we willing to invest in hiring for development?

PRE-CAMPAIGN PLANNING

1.   Plan, Plan, Plan
2.   “Begin with the end in mind” Steven Covey
3.   What vision will be realized as a result of a campaign?
4.   Core Values
5.   Constituencies we serve
6.   Strategic Priorities

FEASIBILITY / PLANNING STUDY

1.   Identifies leaders and key prospects
2.   Tests level of support for specific initiatives
3.   Tests degree of financial support
4.   Cultivation Tool- helps pre-sell the campaign
5.   Gives organization credibility to say campaign has good chance of success

KEY SUCCESS FACTORS

      why?            CASE FOR     CAMPAIGN
                                   PLAN
                      SUPPORT

                      LEADERSHIP   PROSPECTS

CASE FOR SUPPORT
“Reason we are doing a campaign”
 1. Tells the story
 2. History of Organization
 3. Celebrates past success
 4. Points out opportunities for improvement
 5. Articulate how gifts in campaign will positively impact mission

LEADERSHIP
● Volunteers
    ○     Campaign Chairman
    ○     Campaign Steering Committee
    ○     Constituency Committee
● Staff
    ○     Director
    ○     Development Director
    ○     All ministry staff
● Counsel
    ○     Provides strategic direction/Helps focus efforts
    ○     Can provide assistance in each step of the process
    ○     Provides accountability and timeliness

CAMPAIGN PLAN
1.   Written plan for campaign
2.   Timeline
3.   Table of Gifts
4.   Prospect identification/Research
5.   Moves Management

CAPITAL CAMPAIGN: THE VISION

                       CAPITAL /    PROGRAMMING
                       FACILITIES

                       OPERATIONS   ENDOWMENT

LEVELS OF GIVING

1. Principal / Lead Gifts
2. Major Gifts
3. General Gifts

PROSPECTS - DISCOVERY
1. Meet and Greet
      a.   Introductions
      b.   Look at plaques and photos
2. Questions
      a.   Tell me about your family
      b.   Tell me about your business
      c.   What was college experience like?
      d.   Were you involved with church while you were a student?
      e.   What are you involved with now?
3. Give info on ministry
      a.   What progress has been made etc….

PROSPECTS - CULTIVATION

1. Visit to Catholic Student Center

2. Volunteer take them to lunch

3. Questions to lead them to be more engaged

PROSPECTS - SOLICITATION
1.   Could be different person/people than Development Director
2.   Invitation to be involved
3.   Ask for specific gift
4.   Bring a written proposal to allow follow-up
5.   Handle the responses
      a.   Yes
      b.   No
      c.   Need time to think

PROSPECTS - STEWARDSHIP

1. Gift is first step to more involvement, not last
2. The best prospect is a donor
3. Recognition events can be used in stewardship
4. Personal thank you letters
5. Invite to participate in Advisory Board or other activities

CAMPAIGN POLICIES

1. COUNTING PERIOD
2. GIFT ACCEPTANCE
3. NAMING AND RECOGNITION

WORKING WITH PETRUS

                      ANNUAL        MAJOR GIFT
                      MANUAL        COACHING

                      FEASIBILITY   CAPITAL
                      STUDY         CAMPAIGNS

THE PETRUS DEVELOPMENT SHOW

                              BI-WEEKLY PODCAST
                              Interviews with Leaders in
                                  Development and Ministry
                              Available on iTunes, Google Play,
                                  Stitcher, Spotify

                              petrusdevelopment.com/PODCAST

PETRUS LEADERSHIP CONFERENCE

                               JUNE 23-26, 2019
                               OKLAHOMA CITY, OK
                               EARLY BIRD: $395

                               petrusdevelopment.com/PLC

THANK YOU
Petrus Development, LLC   www.petrusdevelopment.com
Andrew Robison            andrew@petrusdevelopment.com
Dan Moraczewski           dan@petrusdevelopment.com

FOCUS CONFERENCE
SEEK 2019
01.04.19