SUCCESSFUL TRAITS/HABITS OF AND STRATEGIES FOR A CATHOLIC PARISH/SCHOOL DEVELOPMENT DIRECTOR 1 ISPD...

SUCCESSFUL TRAITS/HABITS OF AND

STRATEGIES FOR A

CATHOLIC PARISH/SCHOOL

DEVELOPMENT DIRECTOR

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ISPD WebinarApril 27, 2009

Presented by:The Institute of School & Parish Development (ISPD)1-800-299-2393/www.ispd.com/[email protected]

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AGENDA

I. IntroductionII. Background and TraitsIII. Why It Does Not Work OutIV. 15 Points to ConsiderV. Q & AVI. Webinar Survey

• Frank Donaldson, President of ISPD• ISPD: National, Catholic Development Consulting

Firm headquartered in New Orleans, LA• 20 years in business• Works exclusively with Catholic schools, parishes

and dioceses throughout the country• Services include, but not limited to: Long-Range

Planning, Capital Campaigns, Total Stewardship, Engaging More People into the Life of Your Parish,Development Assessments, Feasibility Studies

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PRESENTER and COMPANY

• ISPD Website: www.ispd.com• ISPD General E-Mail: [email protected]• Frank Donaldson’s E-Mail: [email protected]• ISPD Phone Number: 1-800-299-2393

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PRESENTER and COMPANY

• Many development directors come to this ministry from many backgrounds– Through the teaching ranks– Through the volunteer ranks– From PR, marketing, sales backgrounds– From degrees in communication, marketing, etc.– As a person who has retired and wants to be

productive in the future– Other

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BACKGROUND AND TRAITS

• Traits ISPD looks for in a Development Officer:– Experience, if any– College degree(s)– Good people person– Excellent work ethic– Good communication skills, both in the written and

spoken word– Evidence to indicate that person will enjoy getting out

of the office and meeting people6


• Traits ISPD looks for in a Development Director:– Positive thinker– Willingness to see this work as a ministry– Understanding that this work is not a 9-5 job– Is willing to build teams of people– Is willing to delegate– Is willing to learn from others– Wants to professionally grow

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• Traits ISPD looks for in a Development Director:– Willing to network– Understands the importance of building relationships

both internally and externally– Not content to sit behind a computer all day– Realizes that e-mail is a tool but “eyeball to eyeball” is

the main way to build relationships– Is willing to “invite the gifts”

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• Person is asked to simply come in and run one fund-raisers after another.

• Person is not offered and given professional training opportunities.

• Principal and/or pastor does not understand development.

• Board or Council does not understand development.

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WHY IT DOES NOT WORK OUT

• Everything is measured by, “How much money did you raise?”

• There is no written Strategic Plan for Development to go by.

• The principal or pastor sees the position as a “catch all” for other things.

• The principal or pastor disappears after the development officer is hired.

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• Realistic expectations are not understood and agreed upon.

• Parish and/or school staff are not educated on the position.

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In this Webinar, when we speak of the words“Development Director,” we also mean those people

who have the titles of “Director of Stewardship,”“Director of Institutional Advancement,” “Director ofPeople Engagement,” or any other titles that focus on

the advancement and/or development of thatCatholic institution.

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KEY POINT TO UNDERSTAND

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15 Points to Consider: Habits and Strategies That Will Help Make

Your Work Successful

I. You Understand the Dimensions of Your Role.

• Conceptual– Understand the purpose, vision, mission of your

school or parish– Understand Catholic Development

• Human: Art of Catholic Development– Receptivity to others’ ideas– Volunteer relations– Donor relations

Institute of School and Parish Development

Dimensions of Your Role

• Technical: Science of Catholic Development– Initiating processes– Implementing strategies– Evaluating – Utilizing technology


II. You Are Educating Your Inner Circle.

• What development is…– Necessary process to ensure our future

• What development is not…– “We need to get some money rolling in here.”

• What to expect…– 3 to 5 years to firmly establish


Who needs to be educated?

• Pastor• Principal• Parish staff• Faculty/staff• Parish council• The finance committee• School board• Student leaders• Parent leaders• Alumni leaders• Key commission (ministry) leaders


III. You Are Building Your Efforts Around People and Relationships.


Development: The meaningful involvement ofpeople in your mission and vision for the future.

IV. You Understand The Focus of Your Catholic Development Efforts

• To gather as many people as possible to unite with your parish and/or school

• To continually invite those people and many others as the years go by to walk hand in hand – sharing a common vision – as we all journey back to Kingdom


The Role of Your Development Efforts


To provide the necessary resources – through meaningfully involving people – to nourish the many people we gather along this journey.

Have a cup of coffee with your top 25 during your “honeymoon” period (IDENTIFY)

V. You Know When to Re-charge Your Battery.


Acknowledge the draining nature of leadership

“9-5” vs. “whatever it takes” attitude

driven by the compass, not the clock

have an understanding with your pastor or principal regarding your time off

educate your internal leadership

“I wonder what she really does? We hardly ever see her—she stays cooped up in her office all the time…I think.”



“Did you hear what that new development director is making? I hear he makes much more than us…”


“What kind of hours does that new development director keep? I see her strolling in here around 9 or 10 o’clock some mornings. I wish I had her job…”


VI. You Are Thinking Process, Not Program

Has a beginning, but no end Has a beginning AND an end

Allows for evolution, improvement

Finite nature leaves no room for eventually evolving

Plugs IN during emergencies, then plugs OUT

Consistent, ever-present; becomes part of the life of the school/parish

VII. You Have a Mindset for Success.

• Establish clear, measurable goals and priorities.

• Establish the steps to accomplish the goals.

• Communicate to your publics that you are achieving success.

• “Here’s what will happen in the next 90 days…”


Mindset for Success

• Office in proximity to the school/parish• Designated phone line, fax machine.etc.• Computer, printer, Internet • Necessary software–Word processing– Spreadsheet–Desktop publishing–Presentation Software


Mindset for Success

• Copy machine close by• Adequate supplies (stationery, envelopes, flip

charts, name badges…)• Privacy and security in the office• Regular meeting set up with

pastor/principal/president• On-campus location for “cup of coffee

meetings”


Mindset for Success

• On agenda at key meetings to give progress reports– Faculty meetings– School board meetings–Parish/pastoral council meetings–Parish staff meetings–Parent club meetings


Mindset for Success• Credit card for the development office• Your salary and benefit package set up in a

win-win situation with regular review• Build in opportunities for professional

advancement• Schedule your down time• Immediate and non-confrontational access

to all parish/school giving history


VIII. You Are Working with a Core Team

• 15-18 from the inner circle of believers• Training–Purpose and general goals–Rationale for their existence–How often they will meet–How the Development office is organized–Meaning of development–7 I process of Catholic development


The Core Team

• Training (con’t)– Top 5-10 priorities– Their specific roles (Coordinating, for example)• Annual Fund• Organizing Pastor/Principal Cabinet• Identifying Top 100 people with whom to interact• Auction/Dinner Dance• Alumni Reunions• Web Site Management


Assemble a Core Team

• Terms for members– 5 members for 18 months– 5 members for 12 months– 5 members for 6 months


IX. You Are Working from a Written Strategic Plan for Development.

- Core Team- Planning Areas- Development Advisory Board- Action Strategies- Priorities- Implementation- Core Team heads up Implementation Teams


Work from a Strategic Plan

Are you always working in crisis mode?

Do you operate “reactively” or “proactively?”

Are you dodging bullets or firing the gun?


X. You Continue to Establish Credibility.

• A level of consciousness enabling the DD to be a person of faith, commitment and service

• Professional growth– ISPD–NCEA–AFP– ICSC–Others


Establish credibility

• Dress for success• Be able to articulate your case and mission–Orally– In writing– In attitude

• Place in your infrastructure


XI. You Have a Written Job Description.

1. Development office management2. Long-Range planning3. Development dollars (Annual Fund, Capital

Campaign)4. Public relations/communications5. Special event fundraising6. Parishioner/parent involvement7. Student Enrollment8. Total Stewardship


XII. You Have a Budget.

Salary/Benefits PublicationsPostageOffice SuppliesTechnologyTelephonePromotional MaterialsSpecial EventsEntertaining/Dining Out

TOTALInstitute of School and Parish Development

Have a Budget

Line Items Producing Revenue:• Annual Fund• Major Donor Process• Special Event Fund-raising• Stewardship of Offering• Capital Campaign• Planned Giving Process• Endowment Fund• Grant Writing• Memorial Giving


XIII. You Have an Evaluation Process in Place

• TFS Test• ISPD Webinar on May 18th

• SWOT Work with your Core Team• Evaluation with Principal and/or Pastor• Evaluation/Assessment with Outside Source


XIV. You Understand Change Process.

8% Innovators17% Leaders29% Early Adaptors29% Late Adaptors17% Destroyers


XV. You Are Learning the Areas and Processes of Your Trade

Day to Day Organization and Operation Database Management Written Strategic Plan for Development PR and Marketing Enrollment Management in a School People Engagement in a Parish Development Publications


XV. Areas and Processes of Your Trade

Alumni Total Stewardship Capital Campaign Annual Fund Endowment Fund Memorial Giving Planned Giving



Major Gift Work Grant Writing Communication Community Outreach Case Statement Development Education Fund-Raising Events



Long-Range Planning Mission/Vision Statement Input vehicles Role of a Board/Council Plan Implementation Building Teams


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is7Identify

Inform

Invite

Involve

Invest

Improve

Implement

FRAME OF REFERENCE

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QUESTIONS AND SURVEY

Questions? Fill in the Webinar Survey in order to get a copy

of the Power Point.

SUCCESSFUL TRAITS/HABITS OF AND STRATEGIES FOR A CATHOLIC PARISH/SCHOOL DEVELOPMENT DIRECTOR 1 ISPD...

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