Creating An Effective Major Gift Program
<ul><li>Major Gifts…the key to everything!! </li></ul><ul><ul><ul><li>The only way to maximize charitable giving </li></ul...
<ul><li>A program of activities built upon MG approach to donors: </li></ul><ul><ul><ul><li>Targets donors/prospects with ...
<ul><li>Implemented in  non -capital campaign years </li></ul><ul><ul><ul><li>Major gift work should  never  stop </li></u...
<ul><li>Must be approached in the context of a well defined and credible strategic plan </li></ul><ul><li>Fundamentals mus...
<ul><li>Identify wealth </li></ul><ul><li>Educate on mission </li></ul><ul><li>Seek insight and feedback in the plan to tr...
<ul><li>Major Gift Process must be driven by an overarching Sales Process </li></ul><ul><li>Establish a “sales culture” wi...
<ul><li>Pay attention to the “math” of success </li></ul><ul><ul><ul><li>Success is based upon:  # of calls, # of asks, an...
Example Weekly MG Sales Report Creating an Effective Major Gift Program
Upcoming SlideShare
Loading in …5
×

Creating an Effective Major Gift Program

639 views

Published on

Published in: Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
639
On SlideShare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Creating an Effective Major Gift Program

  1. 1. Creating An Effective Major Gift Program
  2. 2. <ul><li>Major Gifts…the key to everything!! </li></ul><ul><ul><ul><li>The only way to maximize charitable giving </li></ul></ul></ul><ul><ul><ul><li>Major gifts are the largest gifts </li></ul></ul></ul><ul><ul><ul><ul><li>Annual Fund Campaign--$1000 to $20,000 </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Capital Campaign--$25,000 to $5,000,000 </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Special Projects--$25,000 to $5,000,000 </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Planned/Deferred Giving Campaign--$1,000,000 + </li></ul></ul></ul></ul>What is a Major Gift? Creating an Effective Major Gift Program
  3. 3. <ul><li>A program of activities built upon MG approach to donors: </li></ul><ul><ul><ul><li>Targets donors/prospects with wealth </li></ul></ul></ul><ul><ul><ul><li>Specific strategies of engagement </li></ul></ul></ul><ul><ul><ul><li>Personal, face-to-face solicitation </li></ul></ul></ul><ul><ul><ul><li>Based upon deep relationships </li></ul></ul></ul>What is a MG Program? Creating an Effective Major Gift Program
  4. 4. <ul><li>Implemented in non -capital campaign years </li></ul><ul><ul><ul><li>Major gift work should never stop </li></ul></ul></ul><ul><li>A non-public approach to fund special capital projects or needs </li></ul><ul><ul><ul><li>Quietly working the list of prospects who are ready to be asked for a major investment </li></ul></ul></ul>What is a MG Program? Creating an Effective Major Gift Program
  5. 5. <ul><li>Must be approached in the context of a well defined and credible strategic plan </li></ul><ul><li>Fundamentals must be in place first: </li></ul><ul><ul><ul><li>A robust annual giving program </li></ul></ul></ul><ul><ul><ul><li>Accurate data with functional data mining capabilities </li></ul></ul></ul><ul><ul><ul><li>Major gift process functioning well </li></ul></ul></ul><ul><ul><ul><li>A sales culture and sales process </li></ul></ul></ul>How to Implement a MG Program? Creating an Effective Major Gift Program
  6. 6. <ul><li>Identify wealth </li></ul><ul><li>Educate on mission </li></ul><ul><li>Seek insight and feedback in the plan to transfer ownership </li></ul><ul><li>Ask for investment in the plan </li></ul><ul><li>Assertive follow-up to “close” </li></ul><ul><li>Good stewardship </li></ul>Major Gift Process Creating an Effective Major Gift Program
  7. 7. <ul><li>Major Gift Process must be driven by an overarching Sales Process </li></ul><ul><li>Establish a “sales culture” within the Advancement Office </li></ul><ul><ul><ul><li>Establish clear goals…how much $ is needed? </li></ul></ul></ul><ul><ul><ul><li>Encourage MG and AR officers to be “out” and not “in”. </li></ul></ul></ul><ul><ul><ul><li>Manage sales activities and reward their results on a weekly basis </li></ul></ul></ul>Sales Process Creating an Effective Major Gift Program
  8. 8. <ul><li>Pay attention to the “math” of success </li></ul><ul><ul><ul><li>Success is based upon: # of calls, # of asks, and effectiveness in follow-up </li></ul></ul></ul><ul><ul><ul><li>How many prospects are “in play” and moving through the “funnel”? </li></ul></ul></ul><ul><li>Pay attention to “personal effectiveness” </li></ul><ul><ul><ul><li>Are your MG and AR officers well trained? </li></ul></ul></ul><ul><ul><ul><li>Do they act appropriately with donors and prospects? </li></ul></ul></ul><ul><ul><ul><li>Do they say the right thing at the right time? </li></ul></ul></ul>Sales Process Creating an Effective Major Gift Program
  9. 9. Example Weekly MG Sales Report Creating an Effective Major Gift Program

×