For HOPE Academy in North Carolina, one week of professional development helped turn a stalled capital campaign into a $3.2 million success. The experience also gave a new advancement director the confidence to step fully into the role and sparked changes in school culture that continue to shape the school’s leadership today.
Find out how.
CASE STUDY
Capital campaigns often begin with energy and early success. But when momentum slows, schools can find themselves facing a difficult question: how do you finish strong when the strategy is no longer clear?
That was the situation facing HOPE Academy, a growing K–12 private-independent school in North Carolina.
In 2022, the school launched its first-ever capital campaign.
“We’d done one annual fundraiser before, but we didn’t have a real foundation in philanthropy,” said Head of School Courtney Elliott.
With help from a local consultant, HOPE raised $2.2 million in the first year. But the second year slowed dramatically, bringing in just $150,000. By 2024, the school still had $1 million left to raise.
HOPE needed more than another fundraising push. The leadership team needed a clearer advancement strategy.
That turning point came when Elliott and her colleague attended ISM’s Advancement Academy.
The Week that Brought New HOPE
HOPE Academy had considered other professional development options before selecting Advancement Academy in 2024, but conversations with trusted peers confirmed their decision.
“Everyone told us ISM was the expert when it came to independent school advancement — and they were right,” Elliott said.
The timing was ideal. Jennifer Bullock was transitioning from director of admission to advancement director, overseeing enrollment, marketing, and development. At the time, she was still uncertain whether the new position was right for her.
“I wasn’t sure I was going to take the role,” Bullock said. “But attending the Academy helped me understand what advancement really means in a school. I remember turning to Courtney at the hotel and saying, ‘Alright. I’m in.’”
HOPE Academy found more than inspiration that week.
“Before we arrived, we had a huge number left to raise but no real strategy,” Elliott said. “The Academy helped us reframe our thinking. We realized our strongest support would come from our own community, not outside grants. That was a huge mindset shift.”
With help from their ISM mentor, Michael Christopher, and peer group discussions, the team began setting clear, actionable goals and mapping a realistic path forward.
“Michael didn’t just give advice — he asked the right questions,” Bullock said. “He helped us think through what made the most sense for our school and never made us feel like we should already know something.”
From Strategy to Results
After returning home, HOPE shifted its approach and hosted small-group gatherings with top donors. These mission-driven conversations raised about $700,000.
That momentum encouraged additional gifts and broadened donor engagement. That December, HOPE met its $3 million campaign goal. By March 2025, the school had reached its stretch goal of $3.2 million.
More Than a Campaign Win
The impact of the week extended beyond the campaign itself. Advancement Academy gave HOPE’s leadership team the confidence and community they needed to move forward with greater clarity.
“Conferences can sometimes make you feel like everyone else has it figured out,” said Elliott. “But this was different. There was collaboration, not comparison. It reminded us we weren’t alone.”
Bullock found the cohort model especially valuable.
“We learned from other schools in similar places, and I especially found it valuable to engage with other development directors.”
Even the flow of the conference had a ripple effect. Inspired by how ISM opened each session with introductions and purpose statements, HOPE now starts internal staff meetings the same way. That small shift has strengthened their team culture.
A Defining Moment
Looking back, both Elliott and Bullock see Advancement Academy as a defining moment in their school’s progress.
“If we hadn’t gone,” said Elliott, “I think we would have landed on some of the same strategies eventually. But it would’ve taken much longer, and that delay would have impacted our building project, our momentum — everything.”
Their advice to other schools?
- Don’t wait. “We wish we had gone years ago.”
- Bring a teammate. “Having someone to reflect with made all the difference.”
- The investment is worth it. “Especially for smaller schools. The tools we received were exactly what we needed.”
