The document provides guidance on how to effectively fundraise for the Otschodela Council's capital campaign. It outlines three key components to develop for fundraising asks: 1) Become comfortable with fundraising by viewing it positively, 2) Create personalized solicitation strategies by finding connections between donors and the organization, and 3) Set the stage for productive dialogue by structuring meetings to make donors feel valued. Specific tips are provided for running solicitation meetings, including introducing yourself, actively listening to donors, presenting the organization's case, making the funding ask, and following up after meetings. The overall message is that human connection is important for inspiring philanthropy.

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How You Can Easily Reach
Donors & Build Support
for the Otschodela Council’s
Capital Campaign
Michael Stein- Fundraising Counsel
Making the Ask

3. The Otschodela Council needs
to reach donors
so it can effectively pursue its mission to
Build Tomorrow’s Leaders.

4. Philanthropy is most
effectively inspired
through human
connection and
interaction.
In other words
YOU already have what
it takes to
“ Make the Ask,”
reach donors and make
a real difference!

5. Asking for support can be
challenging.
The outcome is always
uncertain.
The process often feels
uncomfortable
& confusing.

6. Develop 3 key components of the ASK
to create a bridge
that will overcome these challenges
& connect your potential donor to the
Otschodela Council.
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7. This presentation
will help you become
comfortable, confident
& able to
build bridges
that will bring the
Otschodela scouting
community the
support it needs to
realize its goals.
What obstacles are in your way?

8. 1. Toss out the image of the tin cup.
See “The Ask” from a positive
point of view.
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9. Philanthropy is increasingly essential to
assure that organizations like
the Otschodela Council survive & thrive.
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Soliciting donors is important work.

10. Philanthropy is the most cost effective source
of capital.
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11. Philanthropic gifts can be used in many different ways:
• opening up new opportunities for innovative & large projects
• securing existing programs
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12. Consider yourself a matchmaker.
You are bringing together two entities who share
certain goals & interests.
They can help each other in many tangible
& intangible ways.
Only one of them is donations.
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13. What Donors Can Get:
• Ability to do something bigger than they can do themselves
• Opportunities to make a real impact on what matters to
him/her
• Sense of belonging to a community of people with shared
purpose & interests
• Recognition
• Good feeling
• Immortality
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14. What the Otschodela Council Can Get:
• Money
• Support
• Contacts
• Exposure to New Communities and Opportunities
• Active Involvement
• Political Clout
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15. Mutually Beneficial Means of Giving
• Donors can choose a means of giving that will enable them to
support a mission they value in a way that suits their financial
needs, time frames & other priorities.
• Besides making an immediate cash donation, donors can give:
property, securities, life insurance , trusts, deeds & make
bequests.
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16. You cannot fail as long you leave everyone
feeling positive about the experience.
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17. Everyone has the right to say no.
There is no need take it personally.
• There are many reasons people choose not to commit.
Their decision will ultimately be determined by their priorities
& circumstances.
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18. Your efforts can have benefit even if they
do not directly result in a monetary donation.
• The possibility of making connections with other donors
• The possibility of contributions in the future
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2. Powerful solicitation strategies
are personalized.
Figure out what connects you,
your organization & your prospective
donor.
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COMMUNITY,
INTERDEPENDENCE
STORIES,
EXPERIENCE
PASSION,
COMPASSION
VALUES,
ASSETS
TIME,
MONEY
GOALS,
SKILLS

20. People don’t give to causes.
They give to people with causes.
Tell the stories of why & how
you, & others, have chosen to support
the Otschodela Council.
Give them something to relate to
& inspire them.
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21. Plan what you will say so it has the desired impact.
• Keep the point of the story focused on demonstrating the
value of your organization.
• Include details of passion, goals, experiences & actions that
you think would be of particular interest to your prospective
donor.
• Let your emotions come through in the telling.
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22. Your own story is particularly powerful.
Use yourself as inspiration and example.
• Your story will be more effective if you have a comparable or
proportionate gift in place.
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23. Make the case of value & consequence.
Discuss how the Otschodela Scouts/Camp
Henderson impact what your
prospective donor cares about.
Explain how inadequate funding puts this at risk &
what adequate funding makes possible.
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24. Draw from the bigger picture for motivation.
Social, personal, religious, professional
relationships & concerns can provide direct or
indirect reasons for people to give.
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25. Donors give for many reasons.
What do you think is the
NUMBER 1 reason for giving?
The number 1 reason people
give is because they are
asked by someone they
respect
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26. 3. Set the stage for a productive &
positive dialogue with your
prospective donor.
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27. A productive dialogue starts with
well matched participants.
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28. Consider whether an individual or team
approach will work best.
• Team approach can be most effective
(volunteer plus staff)
• Staff can be viewed as self-serving, but valuable as
“expert witness”
• Peers, i.e. someone who has given at the level
he/she is asking for is best choice, but a
“proportionate asker” may be equally effective
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29. Make them feel good about giving.
Plan a donor centered meeting that will
demonstrate their time, resources and
priorities are
valued & respected.
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30. Keep the meeting focused on your goal but
flexible enough to respond to their concerns,
interests and priorities.
• Come prepared.
Know what you want to say and how you want to say it.
• Help them feel like a welcome and active participant.
Use active listening & open ended questions.
• Use new information to shape the discussion.
Listen to discover more about who they are & what they care about.
• Don’t waste their time or yours.
Pay attention to the clock & keep the flow going.
• Consider bringing props as talking points.
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31. Tips For Running Your Solicitation Meeting:
1. Introduction
• Establish comfort level/rapport
• Ask open-ended questions
• Seek “permission to solicit”
• Share your passion
• Don’t let the introduction go on too long!
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32. • Establish Dialogue
• Use More Focused Open Ended Questions
• Practice Active Listening
• Use Information to Identify Interests
• Link Their Interests with Our Needs
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Tips For Running Your Solicitation Meeting:
2. Involvement

33. Tips For Running Your Solicitation Meeting:
3. Presentation
• Know the Case
• Identify Services we Provide to meet Community Needs
• Link Services to Financial Need/Budget Gap
• Focus on Benefits their donations bring to the
community
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34. Tips For Running Your Solicitation Meeting:
4. The Ask
• Ask for a Specific Amount
• “I want you to join me in supporting the Otschodela
Captial Campaign by making a gift of $ ____”.
• Let the Case Make the Ask
• Use Silence as a Technique
• Be Prepared for Objections
• When Can I Check Back with You?
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35. • All No’s Aren’t Created Equal
• Leave the Pledge Form & a BRE
• Thank You, Thank You, Thank You
• Follow Up with a Personalized Note
• Follow Up Phone Call if No Response in 4 Weeks
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Tips For Running Your Solicitation Meeting:
5. The Close

36. End on a Positive Note.
The impressions they are left with
will play a crucial role when they
decide what their next
step will be.
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37. The end of the meeting
is NOT the end of the dialogue.
Follow-up & follow-through are important.
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38. Don’t let the conversation end
with obstacles & objections.
Leave them with new points of view to consider:
• Three Ways to Counter Objections
• Misunderstanding- Counter w/Facts
• Skepticism-Offer an “Expert Response”
• Real Drawback- Counter with the “Greater Good”
• When All Else Fails
• Our Community Needs These Programs
• Who Would Provide These Services if We Didn’t?
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39. Develop 3 Simple Components:
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1. Get Comfortable With the Ask,
2. Plan a Personalized Solicitation Strategy
3. Set the Scene for Positive Dialogue

40. You can easily build bridges
that reach donors
& build support for the
Otschodela Council’s Capital Campaign.
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