afp dfw philanthropy in action conference 2017

Asking for Major Gifts: Expecting the Unexpected

DFW Philanthropy in Action Conference

Carolyn M. Appleton carolynmappletoninc.com


Are you ready

for a major gift campaign?


Are you ready?

• Your nonprofit is needed

• Your nonprofit is known and respected

• Your nonprofit is focused and healthy

• You have a base for fundraising


Are you ready?

• Your board of directors is ready

• Your staff leadership is ready

• You’ve done your homework

• You can effectively tell your story

• You can spend money to raise money


Are you ready?

• Your campaign is important and exciting and will make a difference!


Yes, we are ready

• You have done your prospect research

• You have identified a reasonable number of top prospects

• You have reviewed your prospects with staff leadership and volunteers


Yes, we are ready

• You have put your prospects on a path to greater knowledge about your nonprofit and its needs

• Those whom you determine are ready to be asked are reviewed, the best individuals/teams to ask them are formed

• Asking begins!


Expecting the Unexpected


The best laid plans …

I. Dealing with a frustrated donor

• History about which you are unaware

• Dealing with tough questions

• Keeping a “calm head”

• Listen, be humble, respond, follow-up



II. Dealing with a shy volunteer solicitor

• Be prepared in advance, as if you will be making the call yourself

• Keep a “calm head”

• Just do it



III. Getting the job done (with or without your Executive Director)

• Respond to prospect questions when asked

• Do not think you must defer, while being respectful


Be flexible!

Flexibility is characterized by:

“… a ready capability to adapt to new, different, or changing requirements.”

Merriam-Webster


The best preparation …

Fast Company (2010):

• Pack appropriately (PowerPoint projector, USB drive, hard copies etc.)

• Confirm who will be attending

• Google the directions, allow enough time to arrive



Fast Company (2010):

• At the conclusion of the meeting, verbally recap next steps before departing

• Thank everyone involved, even if the meeting did not go as planned

• Follow-up promptly



Meetings held by video conference or conference call:

• Provide documentation in advance via regular mail and/or digitally

• Verbally recap next steps at conclusion



Meetings held by video conference or conference call:

• Thank everyone involved

• Follow-up promptly with information that was been requested


What if …

Some of your best donors may not respond to requests for meetings!

• Keep your website and social media updated and informative

• If you are aware your prospects have professional advisors, bring them into the “loop”


What if …

• Everybody has different communication preferences (identify, use them to contact)

• Seredipity happens

• Keep those nonprofit programs strong!

• Your mission/programs are what prospects want to see improved and/or expanded


What if …

• Even the most lowly staff members can positively or negatively impact major gifts

• Keep staff at all levels informed, let them know they are included and important


Thank you!


Credits & Online Resources

• Carolyn M. Appleton for Carolyn’s Nonprofit Blog, “Are You Ready for a Capital Campaign?” (link: https://carolynmappleton.com/are-you-ready-for-a-capital-campaign/)

• Carolyn M. Appleton for Carolyn’s Nonprofit Blog, “Asking for Donations: The Best Laid Plans” (link: https://carolynmappleton.com/asking-for-donations-the-best-laid-plans/)

• Asking Matters (link: https://askingmatters.com/)

• Alexa Ferrara for WRTC 103, “Is Cheerleading a Sport” (link: https://sites.jmu.edu/103fall14/is-cheerleading-a-sport-draft-2/ - thanks for the cheerleader image!)

https://carolynmappleton.com/are-you-ready-for-a-capital-campaign/













https://carolynmappleton.com/asking-for-donations-the-best-laid-plans/













https://askingmatters.com/

https://sites.jmu.edu/103fall14/is-cheerleading-a-sport-draft-2/












Credits & Online Resources

• Ted Grossnickle (link: http://www.jgacounsel.com/about-us/our-team/ted-r-grossnickle)

• Dan Kenitz for Grasshopper, “How to Hold Your Own in Awkward or Confusing Conversations” (link: http://grasshopper.com/blog/how-to-hold-your-own-in-awkward-or-confusing-conversations/)

• Jay Love for Bloomerang, “5 Lessons Learned While Chairing a Capital Campaign” (link: https://bloomerang.co/blog/5-lessons-learned-while-chairing-a-capital-campaign/#.USEZe6U4uSo)

• Tom Watson for Forbes, “Learning to Listen: Where Organized Causes Really Begin” (link: https://www.forbes.com/sites/tomwatson/2014/05/23/learning-to-listen-where-organized-causes-really-begin/#642e0f8c7dbb)

http://www.jgacounsel.com/about-us/our-team/ted-r-grossnickle










http://grasshopper.com/blog/how-to-hold-your-own-in-awkward-or-confusing-conversations/



















https://bloomerang.co/blog/5-lessons-learned-while-chairing-a-capital-campaign/.USEZe6U4uSo















https://www.forbes.com/sites/tomwatson/2014/05/23/learning-to-listen-where-organized-causes-really-begin/#642e0f8c7dbb















afp dfw philanthropy in action conference 2017

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