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  • 1. Dana R. Todsen, ACFRE President Todsen & Associates, LLC Campaign Involvement: The Role of Staff
  • 2.  
  • 3. Campaign Involvement: The Role of Staff
  • 4.
    •  
    •  
    •  
    •  
    •  
    • 
    • 
    • 
    • 
    • 
    Campaign Involvement: The Role of Staff
  • 5.
    • Preparation Activities:
    • Research files, new sources
    • Develop donor solicitation plan
    • Identify interests and linkages
    • Determine donor
      • motivation
      • right purpose, amount, people (to involve)
    Campaign Involvement: The Role of Staff
  • 6.
    • Office Readiness:
    • Office/staff organization
    • Case statement
    • Project list
    • Policies
    • Endowment guidelines
    • Referral sources
    • Operating plan
    Campaign Involvement: The Role of Staff
  • 7.
    • Planning for the Meeting:
    • Link institution’s vision to donor’s interests
    • Want to make a difference
    • Belief in their community
    • Fiscal responsibility
    • Faith in leadership
    • Recognition
    Campaign Involvement: The Role of Staff
  • 8.
    • Meeting Strategy:
    • Review approach with volunteers/others
    • Who goes on the call?
    • Script the call
    • Who does the ask? For how much?
    • Rehearse
    • Focus on the way to the call
    Campaign Involvement: The Role of Staff
  • 9.
    • Making the Appointment Call:
    • Who do you call?
    • Best time of day to call?
    • Who makes the call?
    • Letter in advance
    Campaign Involvement: The Role of Staff
  • 10.
    • Setting for the Meeting:
    • Meet face to face
    • Meet in the most comfortable place
    • Avoid meals and public settings
    Campaign Involvement: The Role of Staff
  • 11.
    • During the Meeting:
    • Emphasize vision, people and programs, not money or tax savings
    • Be positive, don’t argue
    • Watch donor body language for clues
    • Ask for a specific amount, negotiate how
    • Offer gift options if necessary
    • Have a written proposal to leave
    • End on a positive note
    Campaign Involvement: The Role of Staff
  • 12.
    • Major Gift Officer’s Goals:
    • Secure the maximum gift
    • In the shortest amount of time
    • For an institutional priority
    • In an ethical, professional manner
    • Resulting in the donor giving with joy!
    Jerry Haynie, 2001, Charlotte, NC Campaign Involvement: The Role of Staff
  • 13. Campaign Involvement: The Role of Staff
  • 14.
    • Fundraising Verity :
    • Very few major gifts are ever given to an
    • organization without the direct involvement and
    • presence of the CEO.
    • University model: up to one-half the time
    • of the CEO is spent on fundraising.
    • Hospital model: little CEO involvement.
    Campaign Involvement: The Role of the President/CEO
  • 15. Campaign Involvement: The Role of the President/CEO
  • 16.
    • Must speak to the passion and rational of the campaign
    • Have knowledge of the fiscal responsibility of the organization
    • Attend cultivation events
    Campaign Involvement: The Role of the President/CEO
  • 17.
    • Host CEO Roundtables
    • Be an active member of the Campaign Steering Committee
    • Give a gift commensurate with ability
    • Be a part of the solicitation team of lead gift presentations
    Campaign Involvement: The Role of the President/CEO
  • 18. Campaign Involvement: The Role of the President/CEO