https://bloomerang.co/resources/webinars/ Gail Perry, MBA, CFRE will help you get your board and team on board to generate game-changing major gifts for your organization.

1. Building a High-Performing Major
Gifts Program: Overcome the 5
Hurdles That Are Holding You Back
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Before we get started »

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https://bloomerang.co/demo/video

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Our guest presenter »
Gail Perry, MBA, CFRE
• international fundraising consultant,
keynote speaker, trainer and
philanthropy leader.
• 30+ years experience
• #10 on the list of America’s Top
Fundraising Experts
• Author of Fired-Up Fundraising: Turn
Board Passion into Action (Wiley/AFP)
• Featured in Fundraising Success,
Guidestar and Capital Campaign Masters

5. Building A High-Revenue Major Gift Program:
Overcoming The 5 Major Hurdles That Are Holding You Back
With Gail Perry MBA CFRE
GP@GailPerry.com

6. Speaker, author,
consultant, coach
30+ years experience
Duke and UNC-Chapel
Hill campaigns
+ $500 Million
Served on 24 boards
50+ capital campaigns
Top 10 America’s
Fundraising Experts

7. Game-Changing Major Gifts for Your
Organization
• Why major gifts are the most effective way to raise
money
• Overcoming limited beliefs
• How to get the whole organization on board
• When you are swamped - how to get it done
• Easy ways to engage board members
• Structure: The two essential systems you need

8.
Why is Major Gift Fundraising
the most efficient and effective way
to raise money?

9. The “profit” in fundraising is in the
major gifts area.
Fundraising EVENT 50%
ANNUAL FUND (direct mail,
digital)
25-30%
MAJOR GIFT OR CAPITAL
CAMPAIGN
5-10%
Cost Per Dollar Raised of Various
Fundraising Strategies

10. Compare the time and energy to raise $250k from an
event vs cultivating a few donors and asking?

11. AFP International
http://afpfep.org/wp-content/uploads/2018/04/2018-
Fundraising-Effectiveness-Survey-Report.pdf

12. Fundraising Effectiveness Project (FEP) from
AFP International
90% of revenue from 15% of donors

13.
What’s really holding your organization
back from raising major gifts?

14. Serious
obstacles that
hinder fundraising success

15. Good fundraising is nev
about money –
it’s about changing
the world!

17. Obstacle #1
Limiting Beliefs

18. Did Somebody Say
the “F-Word?”

19. Feeling awkward about fundraising!

20. Fundraising Begging?

21. Rejection?Fundraising

22. Fundraising Cold Calls

23. Unrealistic Expectations?
19

24. Successful Fundraising is
NEVER About the Money!

25. You are all alone with an
impossible goal
How much can
one person
really do?

26. “Let someone else
do it”
vs
“We all help because
it’s important!”

27. An Attitude of Abundance . . .
or Scarcity?

28. Awesome Donor Experiences

29. Confused About Fundraising
Transactional
Fundraising
(the money?)
Relational
Fundraising
(the
relationship?)

30. Which is it?
About Us or Ms. Donor?
Your
Organization
’s Needs
The
Donor’s
Needs

31.
Gotta be enthusiastic and
fired-up!

32. Put Board Members to Work
in the “Fun Stuff”
Your Way to the Gift

33. Obstacle #2
Not Enough Prospects

34. Where are
your
sleeper
prospects
?

35. The Dorothy School of Fundraising
There’s no place like home!
Your future major donors
are sleeping inside your donor files.

36. Start With What You Have!

37. Look For Gifts From Your Current Donors
Who has given a substantial
gift in the past 18-24
months?
These are
your most
likely prospects.

38. Narrow,
narrow,
narrow
down your
focus
(especially if you are
small)
The True Secret of Major
Gift Success:

39. A study of affluent
older adults found
that for every $100
men gave, the
women in the
same economic
circumstances
gave $258.
Source: Women’s Philanthropy Institute at the Lilly Family School of Philanthropy at Indiana University

40. Searching for Prospects
• Current donors
• Former board
• Volunteers
• Lapsed donors
• Sleeper ladies
• Older people

42. Major Gift
Suspects vs. Prospects

43. Identifying Prospects
Where Does Barry Bucks Fit?
High $$
Low Likelihood
High $$
High Likelihood
Low $$
Low Interest
Low $$
High Interest
CAPACITY
INTEREST

44. Vocabulary Words for Your Board:
“Qualified Prospects”
A qualified prospect:
• has capacity
• is interested in your
cause
• can be cultivated
for a gift

45. Permission to Ask The Cage-Rattling
Questions
Your Data.
Your Results.
Your Challenges.
Your Special Opportunities.
What’s Working and What’s Not Working.
How to Qualify a Donor?
1. Determine Their Inclination
and Capacity

46. • Start with only 30 names.
• Screening sessions – review prospect lists.
• Consider former board members and
former campaign donors.
• Look close to home.
• Formal prospect research can save you
time!
How to Find More Major Gift
Prospects

47. Want a Major Gifts
Fundraising System That
Will Deliver Results?

48. Major Gifts Coaching for 2019
• 40 organizations who are ready to dive in and make it
happen
• Training on what to do and say for 10-months.
• Get at least 10 asks on the table!
• Practical tools, action and accountability.
• Majorgiftscoaching.com

49. Major Gift Coaching Curriculum
Month 1: Build a Culture of Philanthropy and Identify
Your Major Gift Prospects
Month 2: Research and Rate Your Prospects
Month 3: Create Systematic Cultivation Plans
Month 4: Getting Appointments with Prospects
Month 5: Refine Your Prospect Approaches
Month 6 - 7: Warming Up Your Donor for the Ask
Month 8 – 9: Ask and Never, Ever Get Turned Down
Month 10: Wrap Up and Plan for the Future

50. Send In Your Letter of Interest,
and Get a Free 30 Minute Strategy Session with Me
Majorgiftscoaching.com

51. What’s possible with a solid major gift program?

52. Obstacle #3
Not Enough Time

53. Getting Out of the Office
Really is a Challenge!

54. Too Much on One Person:
“I can do this . . .
Or I can work on major gifts.”

55. Is This Your Board?
Is This Your Board?
Is This Your
Board?
Get everybody on board with
what you are up to
and why it’s a goal.

56. Ask Everyone To Help You Get Out of
the Office

57. • Announce your goal of x visits/month.
• Enlist the back office team as aids, not
critics.
How to Set Priorities and
Get Out of The Office

58. Obstacle #4
Don’t Know How to Approach Donors

59. Our Approach: “Facilitating”
Your Way to the Gift

60. Approaching Your Donor for a Visit-
Creative Ways to Get in the Door

61. Get Them Talking To You:
Advice Visits!

62. Can I pick
your brain?
What do
you think?
I’d love
your opinion.
If you want money ask for advice.
If you want advice ask for money.

63. I had an ‘advice visit’ today with a very
prominent woman in the community who
on the spot offered a $10,000 challenge
grant!!
What's even more amazing is that she did
not want to meet because she said her
foundation had no money to give us!
Linda Frenette, Community Music School

64. We asked our top donor:
“Please give us input on our
business plan.”
We walked out with a $1.5 million
challenge gift!

65.
Finding out what your donor wants to accomplish?
Tell me about
your interest
in . . .

66. Listen, listen, listen!
“You have to listen to their story,
write a lot of notes and go with the flow—
and
don’t be shy to propose something --
it opens new doors and opportunities.
Major Gift Coaching Member
Patrick Berard, Hema Quebec

67. Power Questions
Asking
for advice:
Probing
for their
interests:
Probing
for opinion:
• Tell me what you think about…
• Can we brainstorm this idea?
• I’d love to hear about your
philanthropy…
• How did you get to be so
generous?
• What’s your opinion of the
situation here?
• Do you think this project’s a good
idea?

68.
It’s About Your Donor and What He Wants to Accomplish!
Tell me about
your interest
in . . .

69. • Thank you visits.
• Advice visits.
• Thank you events.
• Small donor engagement events.
• Get out and about in your community.
How to Get in the Door and
Approach Major Donors

70. Obstacle #5
Need a Structure
and Training in What To do and Say

71.
You Don’t Have a Major Gift
Program Without Structure!

72. 1. Major Gifts Team
2. List of Projects to Fund
3. Prospect List – Rated and Qualified
4. Written Cultivation Plans
5. Monthly Strategy Sessions
Your Major Gift Success Structure
Who, What, When, Where!

73. 1. Your Team
Assign Prospects
to Various People on your
Team
Based on
-their availability and
-relationships with prospects

74.
Set Dollar Goals for Each Person’s Portfolio
Each person’s portfolio has:
- an overall dollar value
- a dollar goal for the year
Metrics

75.
Identify NO MORE than
3-4 specific projects
to discuss with donors during this
project.
A good donor offer is what will really make your
donor happy – and it will be the major reason you
are successful.” – Veritus Group
2. Setting Funding Priorities

76. 3. Sample Prospect List w/ Ratings
Capacity: A: $1 million D: $25k –99K Interest: 1 = high
B: $500k–1 mil E: 10K –25K 2 = medium
C: $100-500k F: $1k -10k 3 = low
72

77.
Step 1. Is the prospect is
qualified? (interest/capacity)
Step 2. What are her interests
and passions?
Step 3. Design a cultivation plan
around her hot buttons. (show
her the need)
73
4. Creating Cultivation Plans for Top
Donors

78.
A structured disciplined
approach to major gift
fundraising.
Provides experiences
that move the prospect
closer emotionally.
Manage Your Cultivation via
Moves Management

79.
5. ESSENTIAL:
Monthly Review of Goals and
Progress

80. • Limiting Beliefs
• Not Enough Prospects
• Not enough time
• Don’t Know How to Approach
• Structure
Overcome the Five Obstacles

81. Coaching? Send in Your Letter of Interest
majorgiftscoaching.com

82. Questions?

83. https://bloomerang.co/resources
•Nonprofit Wrap-Up
•Bloomerang TV
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•Daily blog post
•Weekly webinars
•Templates
•Guides

84. Upcoming free webinars »
11/29, 1pm eastern
3 Ways to Leverage the Power of Stories
before December 31st
Vanessa Chase Lockshin
https://bloomerang.co/resources/webinars