The Capital Campaign: Capital Fundraising at the Millennium

Presented by Nicholas Offord

Who Should Attend?

This is a vital two-day seminar for anyone considering or planning a capital campaign.  The seminar will provide a complete and frank discussion about what you and your organization will need to win a campaign.  It is ideal for:

• development professionals
• executive directors
• board leaders
• current and potential campaign leaders and volunteers
• consultants who want to learn about the latest techniques

Day One

Part 1: Preparing for a Capital Campaign

• Who needs it?  Who wants it?
• Who's setting the priorities?  Are they real?
  • different processes for different situations
  • ambition versus vision
  • avoiding CEO dependency
• Is my organization ready to go on a campaign?
• Should I do a feasibility study?
• What about external factors?
• What is a Standards of Giving Chart and why do I need one?
• How do I raise money without a campaign?
  • without focused staff?
  • without volunteers?
  • without goals?
  • without institutional leadership?
  • three options
  • other reasons for campaigning
• How do we set the goal?
  • determine the need?  determine the capacity?
  • set goals then build resources to achieve?

Part 2: Marketing and Communications

• Does anyone care?
  • testing the case
• What is a case for support, who prepares it?
  • individual versus
  • internal versus external
  • short or long
• How do we tell people what we need?
• Do we need to spend money on marketing?
• Do I really need one of those glossy brochures?
• How can I get a great video if I need one?

Day Two

Part 3: Managing Prospects and Volunteers

• How do I organize the divisions?
• Are family campaigns still important?
  • board leadership
  • pros and cons of organizational staff campaigns
• Does my Board have to give?
• What do I look for a good campaign chair?
  • board or fresh blood?
  • access to new constituencies
• What do I need from a campaign Chair?
  • criteria for recruitment
• Do we really need regular campaign meetings?
• Who should be asking for the gifts?
• What happens if volunteers don't make calls?
• What don't prospects react to our proposals?
• How long does it take to negotiate a gift?
• What is my role in soliciting gifts, do I ask?
  • what is the authority of development leaders?
• What happens if my best prospects say no?
  • overcoming objections

Part 4: Staffing and Organization

• How do I plan the campaign timetable?
• Will I need to hire more fundraising staff?
  • guidelines to apply to staffing, budgeting
• What kind of support is required from our administration?
• Where do I get great prospect names?
• How do I get hold of great research?
  • six degrees of separation
  • determining financial capacity and interest
• What happens to the annual fund during the campaign?
• How do I keep staff accountable for fundraising?
  • the role of evaluation
  • paying for performance?
• Does donor recognition matter?
• What should I be counting?
• Should I use consultants?

Learning Structure

The seminar will be a combination of interactive presentation, group work and individual exercises.

Documentation

You will receive a comprehensive manual to help you address the the above activities for your own organization.

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