Highly donor centric -;listen and find out how you can help them achieve their passion
transformational v. transactional – big donors love big ideas. donation allows org to go to next level and allow donor to be an influencer
result of a longer term relationship and based on trust, takes time & has many steps, so must be well coordinated
requires personal relationship
Before you begin
You must be passionate about your organization. You must believe in it.
you must be donor focused
have a benchmark for the major gift
make needed apologies- acknowledge a mistake was made, acknowledge how it made the person feel, commit that it will not happen again & put in systems so it won’t
all board members must have donated. find an ally on the board to ensure this and for major gifts, ask board members for specific tangible task (3)
testimonials- why give & impact on community – in video
path to major donations:
special and increased gift
tipping point: where donor and org see shared values
75% of your time is spent cultivating the donor
stepping stones to major gifts
regular newsletters, dependable system for tracking donor data and a personal thank you letter or board member calling w/in 48 hrs
build a community of small committed donors, 1 or 2 mailings per year, regular newsletters
segment donor list: who gave at what level in one year or over years, identify a number you can treat special- board member to call to invite to an event, invite to blog ,feature on blog, follow on twitter
set goal for major gifts program
face to face meetings, coordinate campaign of direct asks, - small events, house parties – name the donor community
more stepping stones
organize annual cycle: special ask events, personal solicitation, house parties
Ask for multiple year pledges
create a vision for long term financial sustainability and organizational long term presence, articulate the vision,
create planned giving circle – create a new category for this
start to build an endowment fund and a community of deeply committed people there for the long term future
Donor check list
Donor must have
connection to the org
interested in what you do
capacity to make a major gift
Do you have the right
Prospect- get a name, get an into, get a meeting with the person and contact person and you.
Amount to ask for
Key questions to ask
How do you want to make a difference?
What is your expression of your values?
find shared values
What is their vision for the future of the org?
show past impacts
How do they decide who to give to?
How do they want to be solicited?
Who needs to be there for a donation?
value based Qs
What do you value most about or org and the work we do?
What kind of impact are you seeking to have for your philanthropy
What inspires your giving to us If we were standing here 10 years from now, what would you want to see?
What advise would you give us for our future?
solicitation process Qs
What goes into your philanthropic decisions?
What do you look for in an org that is worth of a philanthropic investment?
As you think about our work, what programs appeal most to you?
Where does our org stand among your philanthropic priorities?
We would like to approach you with a exciting gift opportunity in the next 2 months, does that timing work for you?
Who should be included in a gift discussion, and in stewardship?