Mind The Gap: Donor Visits Abroad… Is it worth it?

By Jamie Cappetta
Director of Program and Development
Saint Thomas More
The Catholic Chapel and Center at Yale University

One of the great challenges as a development professional in a small organization is how to “mind the gap” between the costs associated with making donor visits and the return on that investment for the organization. As we all face the challenges of limited time, resources and energy, it is of the utmost importance that we prioritize our visits. That is why when I first approached our chaplain about making a donor trip to London, he laughed and said it was out of the question. How could we justify the time and expense without it appearing to be a misuse of funds? Over the next several months, however, I put together a convincing case that consisted of three components: economic implications, relationship building and global impact.

Do we have the donors?

Yes. We have eight to ten regular donors who live in London, have the capacity to make a significant gift ($10,000+) and are active with the Yale Alumni Association. Only one of them has ever met the chaplain, visited the new center or seen the renovated chapel. Therefore, this group was certainly primed for a visit. Before I made any plans, however, I tested the water by asking a few of them for their feedback on the idea. I was met with a resounding affirmation and in fact, one of our donors offered to host a meal in their home overlooking beautiful downtown London.

Was it too expensive?

No. We were able to pay for one flight with our frequent flyer miles from the campaign credit card and one of the major meals was being underwritten by a donor. We were not renting a car and the hotel averaged about $400 each night for two rooms. The trip ended up costing about $5,000 for the five days we were gone, which is very reasonable for international travel.

Did it take up too much time?

No. We left New York City Monday night, arrived at Heathrow Tuesday morning and conducted our first visit that evening. On Wednesday, we hosted a dinner for eight guests in the home of our donor and then visited a few more people on Thursday. Friday was our designated tourist day, highlighted by a visit to the Tower of London where our patron saint, Thomas More, was imprisoned before his death. We left Saturday morning and returned Saturday afternoon to New Haven.

Did we strengthen relationships?

Absolutely. One of the best parts of this initiative was the relationships we have begun building with these donors. They were grateful that Saint Thomas More had made the effort to reach out to them beyond the confines of the United States. Some even offered to invite a few of their Yale classmates during our next visit. This was a time to affirm and thank current donors, and invite new ones to make an investment.

Have we received a financial return on the investment?

No, not yet. We have certainly made back the money we spent on the trip, but have not received a major sacrificial gift…yet. However, I am confident that in time, these constituents will invest in Saint Thomas More. Ideally, our next visit will offer our London residents a more exclusive, behind-the-scenes journey of Saint Thomas More’s life in London.

Is there a global impact?

Yes. I believe campus ministry is one of the most important ministries in our Church and it is vital that we look beyond America to spread the good news of our work. Anytime our institutions make an effort to reach beyond the United States, it benefits us all.

If you are considering an overseas visit, I would encourage you to make it happen as long as you continue to “mind the gap.”

Jaime Cappetta is currently the Director of Program and Development at St. Thomas More Chapel at Yale University. Prior to that, he served as the Director of Development for the Newman Center at the University of Massachusetts – Amherst. He is a graduate of the University of Richmond, St. John’s Seminary and recently completed a Master’s of Arts of Development and Philanthropy at the Saint Mary’s University in Winona, Minnesota.