Fundraising: major gifts


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Fundraising: major gifts

  1. 1. Major Gifts Get to Give
  2. 2. define major gifts: <ul><li>Highly donor centric -;listen and find out how you can help them achieve their passion </li></ul><ul><li>transformational v. transactional – big donors love big ideas. donation allows org to go to next level and allow donor to be an influencer </li></ul><ul><li>result of a longer term relationship and based on trust, takes time & has many steps, so must be well coordinated </li></ul><ul><li>requires personal relationship </li></ul>
  3. 3. Before you begin <ul><li>You must be passionate about your organization. You must believe in it. </li></ul><ul><li>you must be donor focused </li></ul><ul><li>have a benchmark for the major gift </li></ul><ul><li>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 </li></ul><ul><li>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) </li></ul><ul><li>testimonials- why give & impact on community – in video </li></ul>
  4. 4. path to major donations: <ul><li>first gift </li></ul><ul><li>annual donation </li></ul><ul><li>special and increased gift </li></ul><ul><li>major gift </li></ul><ul><li>legacy gift </li></ul><ul><ul><ul><ul><li>tipping point: where donor and org see shared values </li></ul></ul></ul></ul><ul><ul><ul><ul><li>75% of your time is spent cultivating the donor </li></ul></ul></ul></ul>
  5. 5. stepping stones to major gifts <ul><li>regular newsletters, dependable system for tracking donor data and a personal thank you letter or board member calling w/in 48 hrs </li></ul><ul><li>build a community of small committed donors, 1 or 2 mailings per year, regular newsletters </li></ul><ul><li>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 </li></ul><ul><li>set goal for major gifts program </li></ul><ul><li>face to face meetings, coordinate campaign of direct asks, - small events, house parties – name the donor community </li></ul>
  6. 6. more stepping stones <ul><li>organize annual cycle: special ask events, personal solicitation, house parties </li></ul><ul><li>Ask for multiple year pledges </li></ul><ul><li>create a vision for long term financial sustainability and organizational long term presence, articulate the vision, </li></ul><ul><li>create planned giving circle – create a new category for this </li></ul><ul><li>start to build an endowment fund and a community of deeply committed people there for the long term future </li></ul>
  7. 7. Donor check list <ul><li>Donor must have </li></ul><ul><ul><li>connection to the org </li></ul></ul><ul><ul><li>interested in what you do </li></ul></ul><ul><ul><li>capacity to make a major gift </li></ul></ul><ul><ul><li>values alignment </li></ul></ul><ul><li>Do you have the right </li></ul><ul><ul><li>Prospect- get a name, get an into, get a meeting with the person and contact person and you. </li></ul></ul><ul><ul><li>Solicitor </li></ul></ul><ul><ul><li>Amount to ask for </li></ul></ul><ul><ul><li>Time </li></ul></ul><ul><ul><li>Purpose </li></ul></ul>
  8. 8. Key questions to ask <ul><li>How do you want to make a difference? </li></ul><ul><li>What is your expression of your values? </li></ul><ul><ul><li>find shared values </li></ul></ul><ul><li>What is their vision for the future of the org? </li></ul><ul><ul><li>show past impacts </li></ul></ul><ul><li>How do they decide who to give to? </li></ul><ul><li>How do they want to be solicited? </li></ul><ul><li>Who needs to be there for a donation? </li></ul>
  9. 9. value based Qs <ul><li>What do you value most about or org and the work we do? </li></ul><ul><li>What kind of impact are you seeking to have for your philanthropy </li></ul><ul><li>What inspires your giving to us If we were standing here 10 years from now, what would you want to see? </li></ul><ul><li>What advise would you give us for our future? </li></ul>
  10. 10. solicitation process Qs <ul><li>What goes into your philanthropic decisions? </li></ul><ul><li>What do you look for in an org that is worth of a philanthropic investment? </li></ul><ul><li>As you think about our work, what programs appeal most to you? </li></ul><ul><li>Where does our org stand among your philanthropic priorities? </li></ul><ul><li>We would like to approach you with a exciting gift opportunity in the next 2 months, does that timing work for you? </li></ul><ul><li>Who should be included in a gift discussion, and in stewardship? </li></ul>