• Goals are higher: 12 ADVIS schools have annual fund goals or $1M or more.
• Trustees are expected to give more and ask for more.
• Boards are giving as much as 25-30% of the goal.
• Schools are increasing development staffing and major gifts positions.
• Everyone on the development team is engaged in fundraising.
• Alumni are making larger gifts to day schools more than ever before.
• 64% of net worth is held by women; they often drive the gift.
• The "consumer parent" and other donors demand accountability.
• Parents care more about values, principles, and character development.
• Communication is essential to donor assessment of your performance.
• The donor base is aging: grandparents and older alums are good prospects.
• First generation families have little understanding of philanthropy and the need for annual fund gifts.

• Educate and cultivate your Board members to a greater extent.
• Assess the quality and performance of your staff and their job descriptions.
• Spend time with your alumni and engage them as volunteers.
• Educate your new parents carefully; segregate the annual appeal to them.
• Send clear messages about your mission and the values you are developing in students today.
• Involve your grandparents who have time to volunteer and $$ to give.
• ALWAYS thank donors (seven times seven) and communicate exactly how their gifts have impact on the school.

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1. Describe in a clear, structured plan how you and your key leaders, including staff and volunteers, will assess what you can raise and for what purposes in the next year (and in subsequent years).
2. Involve your head, key trustees, top alumni and parent volunteers and every member of your staff in discussion of your plan. Build team consensus.
3. Decide what your specific monetary objectives are; how much are you going to raise?
4. Determine in an action plan how you and your volunteers will actually raise these funds.
5. Look at job descriptions and time commitments to determine whether you have the staff and budget to support your plan.
6. Review alumni and parent events and special gatherings for donors to determine their effectiveness for friend raising and fundraising.
7. Report back to head, volunteers and staff frequently with updates on your progress and success. Share progress with the Board regularly. Give them clear expectations of the time involved to accomplish the goals of the plan.
8. Review your progress monthly and annually with benchmarks that compare giving data, as well as donor and volunteer involvement. Focus on the potential to grow and your long-range goals.

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Schultz & Williams Inc., 325 Chestnut Street, Suite 700, Philadelphia, PA 19106, Phone: 215-625-9955, Fax: 215-625-2701, E-mail: mail@sw-inc.com