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9/25/2018 1 1 CAPITALCAMPAIGNTOOLKIT.COM SO, YOU WANT TO BE A CAPITAL CAMPAIGN CONSULTANT? Amy Eisenstein and Andrea Kihlstedt 2 Amy Eisenstein, ACFRE [email protected] www.amyeisenstein.com Andrea Kihlstedt [email protected] www.capitalcampaignmasters.com So, You Want to be a Campaign Consultant? CAPITALCAMPAIGNTOOLKIT.COM

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Page 1: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

9/25/2018

1

1CAPITALCAMPAIGNTOOLKIT.COM

SO, YOU WANT TO BE

A CAPITAL CAMPAIGN CONSULTANT?

Amy Eisenstein and Andrea Kihlstedt

2

Amy Eisenstein, ACFRE

[email protected]

www.amyeisenstein.com

Andrea Kihlstedt

[email protected]

www.capitalcampaignmasters.com

So, You Want to be a Campaign Consultant?

CAPITALCAMPAIGNTOOLKIT.COM

Page 2: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

9/25/2018

2

3

Why Campaign Consulting?

CAPITALCAMPAIGNTOOLKIT.COM

4

3 Truths of Successful Campaign Consultants

CAPITALCAMPAIGNTOOLKIT.COM

1. Design Campaigns so They Cannot Fail

2. Leverage Outsider Role to Gain Authority

3. Run Your Business to Succeed in Business

Page 3: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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3

5

Poll: How many campaigns have you experienced

(as a consultant or staff member)?

A. None

B. Part of one (came in the middle or left before the end)

C. One or two campaigns

D. Three or more from start to finish

6

Truth #1

Design Campaigns So They Cannot Fail

CAPITALCAMPAIGNTOOLKIT.COM

Page 4: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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7

8

How to Design a No-Fail Campaign

CAPITALCAMPAIGNTOOLKIT.COM

What is a “Working Goal”?

Page 5: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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9

Announce Goal at Kickoff

10

How to Design a No-Fail Campaign

CAPITALCAMPAIGNTOOLKIT.COM

Build Check Points into Campaign Process1. After Feasibility Study

2. After Quiet Phase

Page 6: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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11

How to Design a No-Fail Campaign

CAPITALCAMPAIGNTOOLKIT.COM

Two Critical Campaign Tools• Gift Range Chart

• Depth Chart

12

Page 7: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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14

Page 8: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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15

16

36

Page 9: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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17

18

36

Sue JonesMary SmithJoe Jackson

Page 10: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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19

36

Sue JonesMary SmithJoe JacksonMike WeinbergTalisha BrownMohammed Sami

20

Announce Goal at Kickoff

Page 11: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

9/25/2018

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21

CapitalCampaignToolkit.com

CAPITALCAMPAIGNTOOLKIT.COM

Step-by-Step Checklist to Planning a Capital Campaign

22

Poll: How long have you been a consultant?

A. Dipping my toes (Just thinking about it)

B. Up to my ankles: (Less than 1 year)

C. Jumped in: (Between 1 and 5 years)

D. Submerged: (More than 5 years)

Page 12: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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12

23

Truth #2

Leverage Outsider Role to Gain Authority

CAPITALCAMPAIGNTOOLKIT.COM

24

How to Leverage Your Outsider Role

CAPITALCAMPAIGNTOOLKIT.COM

• Establishing your authority in a room full of powerful people.

• Access at every level of the organization.

• You are the expert leader – selected and paid, which gives you authority.

Page 13: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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25

How to Leverage Your Outsider Role

CAPITALCAMPAIGNTOOLKIT.COM

Solicitation Training

Exercise: How High Will You Go?

26

How to Leverage Your Outsider Role

CAPITALCAMPAIGNTOOLKIT.COM

As an outsider, you:

• Conduct meetings

• Train board and staff members

• Provide expertise and structure

• Have access everywhere

Page 14: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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14

27

Truth #3

Run Your Business to Succeed in Business

CAPITALCAMPAIGNTOOLKIT.COM

28

Run Your Business to Succeed in Business

CAPITALCAMPAIGNTOOLKIT.COM

Marketing, Branding,Finding Clients

Page 15: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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15

29

Choose Your Clients Carefully

Don’t Take On Unsuccessful Clients

Run Your Business to Succeed in Business

30

Run Your Business to Succeed in Business

CAPITALCAMPAIGNTOOLKIT.COM

Proposals, Pricing, and Contracts

Always Under-Promise, Over-Deliver

Page 16: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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16

31

Run Your Business to Succeed in Business

CAPITALCAMPAIGNTOOLKIT.COM

Testimonials and Referrals

32

3 Truths of Successful Campaign Consultants

CAPITALCAMPAIGNTOOLKIT.COM

1. Design Campaigns so They Cannot Fail

2. Leverage Outsider Role to Gain Authority

3. Run Your Business to Succeed in Business

Page 17: So You Want to Be a Consultant Deck - AFP WNC · Microsoft PowerPoint - So You Want to Be a Consultant Deck Author: pat Created Date: 9/25/2018 2:30:59 PM

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33CAPITALCAMPAIGNTOOLKIT.COM

THANK YOU!Amy Eisenstein and Andrea Kihlstedt

CapitalCampaignToolkit.com


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