Manual page: 1 – ICON Day 1 – Agenda 3- Project Resource 5-7 10-11 16-30 34-35 39-40 47-48 Day 2 Page 6-7 Page 10 - 93

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• Introduce Diocesan Team and Parish attendees • Purpose: Provide training and resources for the Annual Pledge campaign. Note

that everything we are presenting is located on the Diocesan Web Site. • Review “About Project Resource Manual, Courage and Spirituality in Fundraising • Point out that we will use ICONs during this training

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• Read Resource 1.2 Jesus Kissing Mary Tenderly

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• Note that we have only provided a portion of the manual that will be used during this presentation. All the resources available through Project Resource can be found on the web as indicated in this slide. In addition to information on pledge campaign, the site includes information on Planned Giving, Major Gifts and Membership Growth.

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Notes: • Only highlight a few pages and recommend that they review other information in a

separate parish stewardship committee.

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Pew Study Number of Americans who identify as Christian is declining. Largest percentage of decline is within mainline Protestant denominations and Roman Catholic faith. Evangelical Christians are declining at a much smaller rate—1% from 2007 to 2014. Number of Americans with no religious affiliation, aka the “nones,” has risen from 16.1% in 2007 to 22.8% in 2014 Giving USA Estimated total giving to charity in 2014 was $358.38 billion—a 5.4% increase over 2013 (adjusted for inflation). This represents a 60 year high in total giving; second highest year was 2007 (inflation adjusted $355.17 billion. Quote: “While the overall growth is indicative of robust philanthropy to a wide spectrum of nonprofits and, thus, of all boats rising with the tide, we would be remiss to gloss over what is happening with giving to religion. Although 2014 donations reached a new high of $114.90 billion, and, as always, accounted for the largest percentage of donations, the fact is, this category is continuing its 30-year dramatic downward slide as a share of total giving. In fact, it has dropped from 53 percent of all donations in 1987 to 32 percent of the total in 2014.” - See more at: http://www.philanthropy.iupui.edu/news/article/giving-usa-

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2015#sthash.qfki0bHh.dpuf “Religious giving remains strong but is losing ground to giving to other causes. While religious organizations gained, generating $114.9 billion or 32 percent of total gifts, more than any other cause, they are slipping from previous years when they commanded 40 to 50 percent of all giving. Giving to religious causes was 56 percent of the total from 1985 to 1989 but just 33 percent from 2010 to 2014. Last year’s growth was just a 0.9-percent increase. Arts, culture, and humanities groups topped the growth list of charity beneficiaries, with a 7.4-percent increase in giving, to $17.23 billion. Environment and animal causes together were the second fastest-growing cause, at 5.3 percent. Suffering the biggest lag in giving were international affairs groups, which dropped 3.6 percent.” http://www.philanthropy.iupui.edu/news/article/giving-usa-2015#sthash.qfki0bHh.dpuf “Giving to religion’s decline over time as a share of the total reflects that fewer Americans currently identify with a religion, attend worship services or give to houses of worship. These effects have been noted among the Baby Boomer generation; younger age groups appear to be following the same path.” http://www.philanthropy.iupui.edu/news/article/giving-usa-2015#sthash.qfki0bHh.dpuf

Adjusted for inflation, giving to religion increased a modest .9% from 2013 to 2014.

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What Motivates Giving to Churches? Per US Congregational Life Study (second wave 2008-2009) as found in: “Church giving tied to gratitude and a sense of mission” (http://religioninsights.org/articles/church-giving-tied-gratitude-and-sense-mission) A clear sense of mission is key to increasing donations to the church. Cynthia Woolever, chief investigator for the U.S. Congregational Life Survey (2008-2009), found that congregants tend to give if they know their clergy devote a significant percentage of their weekly schedules carrying out the church’s mission. Ministers who spend their days teaching, counseling, meeting with community leaders, visiting the sick and reaching out to the needy are rewarded over those who simply profess orthodox beliefs. “I thought the theological beliefs of the pastor would be important,” says Woolever. “But it isn’t. It’s not what the pastor believes; it’s what the pastor does. Actions speak louder than words.” “Ten Reasons Why We give” By Cynthia Woolever (03/10/2010) http://presbyterian.typepad.com/beyondordinary/2010/03/ten-reasons-why-we-give.html

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These figures come from The DFMS Office of Congregational Research, “Average Pledge by Province and Diocese: 2008-2013;” The United Methodist Church’s GFCA Data Services Office, “UMC 2013 Giving Data;” and The Presbyterian Church in America’s “PCA Statistics Five-Year Summary.” Plate & Pledge totals refer to the actual revenue received by way of pledge payments, plate offerings, and other forms of regular support. Plate & Pledge per Attendee is that figure divided by the average number of attendees that year (not by each member). In 2013, this number is $2,106. 2012 P&P per attendee = $2,036 (we do not have a table published for this year) 2011 P&P per attendee = $1,957: http://www.episcopalchurch.org/files/downloads/financial_and_asa_totals_by_province_and_diocese_2011.pdf 2010 P&P per attendee = $1,936: http://www.episcopalchurch.org/files/financial_and_asa_totals_by_diocese_2010.pdf 2009 P&P per attendee = $1,888: http://www.episcopalchurch.org/files/Financial_and_ASA_Totals_by_Diocese_2009.pdf

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These figures come from The DFMS Office of Congregational Research, “Average Pledge by Province and Diocese: 2008-2013;” The United Methodist Church’s GFCA Data Services Office, “UMC 2013 Giving Data;” and The Presbyterian Church in America’s “PCA Statistics Five-Year Summary.” Plate & Pledge totals refer to the actual revenue received by way of pledge payments, plate offerings, and other forms of regular support. Plate & Pledge per Attendee is that figure divided by the average number of attendees that year (not by each member). In 2013, this number is $2,106. 2012 P&P per attendee = $2,036 (we do not have a table published for this year) 2011 P&P per attendee = $1,957: http://www.episcopalchurch.org/files/downloads/financial_and_asa_totals_by_province_and_diocese_2011.pdf 2010 P&P per attendee = $1,936: http://www.episcopalchurch.org/files/financial_and_asa_totals_by_diocese_2010.pdf 2009 P&P per attendee = $1,888: http://www.episcopalchurch.org/files/Financial_and_ASA_Totals_by_Diocese_2009.pdf

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Consider these statistics reported in the 2013 Millennial Impact Report, an online survey distributed to Millennials through 14 research partners:

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The Role of Gratitude Remember all those ways I outlined that you might thank your donors? There was a reason for that too. It’s good theology: remember Jesus and the 10 lepers? (He sends them to wash and only one returns to say thank you. “Where are the 9?” “Your faith has made you whole.” The act of gratitude what healed the man.) But it’s also good stewardship. The same study that documented increased giving when donors are asked by a friend found that donors who are thanked in a significant way, gave more. Doesn’t mean you give everyone a tie tack or a mug. Timely: get those official letters out within a week. 48 hours is better Personal: Tell story of Chris asking, “How did you make it look handwritten?” Evocative of mission: Easiest trick in the book: photos. Cheap, easy, go on the fridge. One Minute Stewardship Sermons. Choose a ministry of the week, and at offertory, remind congregation that their support has made it possible to form all the youngsters you see coming in now, hold the Lenten soup suppers you enjoyed last Wednesday, etc. Thank you for that. Cannot emphasize this enough. Not only because it’s just good manners to thank your donors, but because it turns out that this is the best way to remind them of how they can participate in your mission. And mission is the antidote to recession.

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How many of you bank online? How many of you can give to your church online? DON’T mean can fill out pledge card, print it, and turn it in; don’t mean send auto-withdrawal info the same way. I mean the same way you go online, click here, and transfer $ from savings to checking or pay your credit card bill. I can’t tell you how often younger parishioners have complained to me because the only way to give to their church is to write a check. Depending on source, percentage of usage varies, but increases are consistently double-digit.

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Variety of options in your handout. Caveat emptor! Free/cheap not necessarily better. Half of all PayPal donors give up before completion. Network for Good adds 5% to donor’s indicated gift. ($100 becomes $105 for the donor.) Lots of clients use VANCO. The important thing is to start somewhere. Focus on donor experience rather than profitability. This is your gateway; catches the donors who aren’t writing you checks now. Also want to look at customer service: is there a real person you can talk to when you have questions? Will they make the landing site look like your webpage? Is it compatible with your accounting system?

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Jewish Philanthropy: 2010 Appeals by friends more influential than appeals from charity: Fifty-two percent (52%) of all donors ranked “friends asking for money” as a very appropriate channel to receive a charitable solicitation, out-pacing mail from charity at 41% and email from charity at 28% as very appropriate. - See more at: http://ejewishphilanthropy.com/generational-differences-impact-giving/#sthash.HywrGChA.dpuf Get personal None of this will do you any good, however, if you just print a brochure and mail it to people. Remember the most effective fundraising technique? Face to face ask from committed person. No other charity gets to address their donors face to face once a week. If you aren’t outlining your vision every week, you’re losing support. Doesn’t mean always asking. Try thanking that often and see what happens. Seriously, go on ERD’s website, Heifer International, take a look at the specific stories they tell about how your support changes lives. You can do that too. What better offertory sentences? Not sure how? One Minute Stewardship Sermons by Charles Cloughen. (in your packet)

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Here you go. The real reasons people give, as documented by actual fundraisers. Notice what leads the pack: belief. This is the beautiful thing. You can assume that if people are in church on Sunday, you’ve got #1 sewed up. And generally, you can assume you’ve got #2 down, too, if your people have stayed in church. (Too many choices for parishioners to stay where they’re unhappy.) It’s this 3rd bullet point where we lose people. Most churches assume they’re showing fiscal responsibility if they roll out a line-item budget. Strangely, not so. (Best case, reminds donor of their own budget. Worst, bores or annoys them.) How do you inspire people while demonstrating fiscal responsibility?

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Reverse Giving example here

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Craft your campaign theme/slogan (Mike Orr) 11:50-12:10 Ask Questions: What are you known for in the community? What do you want to be known for in the community? How does this intersect with what Jesus asks us to accomplish? (God’s Mission)

What do we do a great job at doing? What do we accomplish that no other area non-profits can? What is our story? Why do we exist? Why should people support the work we do?

PASS OUT Focus Group Questions and go through the questions together: Listen to people talk about your church’s ministry, mission, and impact Feedback & Input

Brainstorming Listen to God. What is God saying? Look for the vision Look for images Look for a quote from a hymn, a song, an ad, a ministry minute speaker, etc. Look at your life together right now: what is about to happen and how do you

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want that happening to be funded? Pray about the ability to hear a call to a theme

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Your brand is not your logo. Your brand is what people SAY about you. Your brand is who you SAY you are. Your brand is your image. Your brand is your VOICE. Are you formal / informal? Are you fun / serious? Are you academic / conversational? (ex: use of the word shall vs will) Us / Them Internal Language that would be out of context if an ‘outsider’ picked up your brochure QUALITY is in the details. Typos / quality of writing / expect excellence

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Crafting the final decision about your case Keep it simple and to one message

A Call to Love Love, Care, Give Cream of My Heart Living Out the Image of God: Creator, Lover, Giver Sowing Seeds of Hope Warm cookies: Doubletree (Give out of abundance) More than Enough (pile of cookies) **ASK for group feedback here about what campaign slogans they’ve used and why. Have group dialogue.

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Crafting the final decision about your case Keep it simple and to one message

A Call to Love Love, Care, Give Cream of My Heart Living Out the Image of God: Creator, Lover, Giver Sowing Seeds of Hope Warm cookies: Doubletree (Give out of abundance) More than Enough (pile of cookies) **ASK for group feedback here about what campaign slogans they’ve used and why. Have group dialogue.

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Crafting the final decision about your case Keep it simple and to one message

A Call to Love Love, Care, Give Cream of My Heart Living Out the Image of God: Creator, Lover, Giver Sowing Seeds of Hope Warm cookies: Doubletree (Give out of abundance) More than Enough (pile of cookies) **ASK for group feedback here about what campaign slogans they’ve used and why. Have group dialogue.

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Campaign messaging might look significantly different: Diocesan support or external consultant for parishes in the midst of significant conflict

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Talk about focus group meetings. Who should be invited: Review sample questions seen on page 18 and 19

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Quickly review example outline found on page 21. Remember why people give as we write

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Review page 24 Review page 26 and 27 Involve vestry Involve key givers Involve who?? See simple exercise on page 23 Quickly review page 24 and 25

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Is this slide too deep????? Delete it????

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Is this slide too deep??? Delete it????

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Is this too deep??? Delete it??

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Burn out of key lay leaders is a danger to be aware of, However, we must place focus on effectively raising money and people for mission, or else we will starve as a church. Discuss mission and vision statements Discuss volunteer job descriptions: the stewardship commission.

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Review elements on page 37.

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This is important!! This needs a leader, and make the overall campaign much more effective.

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Discuss Brochure on page 53 Go through plan on page 54. Review sample letters on page 58 through 66.

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Review page 67 Review page 68 - 79

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Consider a phone-a-thon during the middle of the campaign.

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Read page 93 And close Point out that diocese will be providing training on • Planned Giving • Major Gifts • Capital Campaigns starting later this year.

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