building a high-revenue major gift program - the 5 secret hurdles that are holding you back and how...

Building A High-Revenue Major Gift Program -

The 5 Secret Hurdles That Are Holding You Back and How to Overcome Them

12/14/16 1pm Eastern

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Our guest presenter »Gail Perry, MBA, CFRE @GailPerryNC

• international fundraising consultant, trend-spotter, speaker, trainer and thought-leader.

• author of Fired-Up Fundraising: Turn Board Passion into Action (Wiley/AFP)

• has been called the “gold standard guide to building successful fundraising boards.”

• contributor to FiredUpFundraising.com, Fundraising Success, Guidestar and Capital Campaign Magic.

Building A High-Revenue Major Gift Program:

The 5 Major Hurdles That Are Holding You Back and How to Overcome Them

With Gail Perry

FiredUpFundraising.com

GP@GailPerry.com

@GailPerryNC

Download today’s infographics at Firedupfundraising.com

Gail Perry: Who am I?

30 years in fundraising Coached hundreds of

nonprofit Coached/Raised over

$500M

Gail Perry: Who am I?

Recent Honors & Achievements Fundraiser of the Year (NC) America’s Top Fundraising Experts (2016) Download today’s infographics at Firedupfundraising.com

How much $ is out

there for your nonprofit?

(but you don’t have the resources to go get it?)

Building a Successful Major Gifts Program

Overcome The 5 Hurdles That are Holding You Back

How to turn your development office into a money-raising machine.

How to get the most out of your limited time and staff.

Serious obstacles that hinder fundraising success

Biggest Hurdles to Major Gift Fundraising?

HURDLE 1:

Not Enough Major Gift Prospects

The Dorothy School of Fundraising

There’s no place like home!

Your future major donors

are sleeping inside your donor files.

Start With What You Have!

Narrow, narrow, narrow down your focus (especially if you are small)

Ruthlessly Practical! Focus On The Few!

Searching for Prospects

•  Current donors

•  Lapsed donors

•  Former board members!

•  Volunteers

•  Small donors

Penelope Burk

What’s the Difference Between a Suspect and a Prospect?

Vocabulary Words: What is a “Qualified Prospect?”

A prospect who. . .

•  has capacity

•  is interested in your cause

•  can be cultivated for a gift

Identifying Prospects Where Do Barry and Barb Fit?

High$$LowLikelihood

High$$HighLikelihood

Low$$LowLikelihood

Low$$HighLikelihood

DOLLARS

LIKELIHOOD

HURDLE #2:

Not Enough Time To Do It

Right

You are all alone with an impossible goal

You are all alone with an

impossible goal

No Plan, No Priorities, Tackling Too Many Things

And Doing None of them Well

Getting Out of the Office Really is a Challenge!

•  Get everybody on board what you are up

to and why.

•  Announce your goal of x visits/month.

•  Ask everyone to help you get out of the

office to make the visits.

•  Enlist the back office team as aids, not

critics.

How to Set Priorities and Get Out of The Office

HURDLE 3: Unsure,

unclear of how to

approach major donors

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

Advice Visits

Advice visits: If you want money ask for advice; if you want advice, ask for money.

•  We have something important to run by you.

•  Can I pick your brain?

•  Can I have some advice?

•  Will you screen a list for us?

“We’d like to ask your input our

business plan.”

Resulted in a $1.5M Gift!

It’s About Your Donor and What He Wants to Accomplish!

Tellmeaboutyourinterest

in...

People understand

smart fundraising = friendmaking

Donor Experiences = Engagement = Cultivation

Events

Awesome Donor Experiences

Open Doors With Porch Parties!

HURDLE #4:

Need Structure

and Support 18%

Everybody wants to put the monkey on someone else’s back!

There IS a Structure for Major Gift

Success!

•  Major gifts Team working together

•  $ Goal

•  List of Projects to Fund

•  Major Gift Prospect List

•  Written Cultivation Plans

•  Monthly Meeting of Team: Strategy Sessions

Your Major Gift Success Structure Who, What, When, Where!

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

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Find a Prospect Rating System That Works for You

1 - Hot 2 - Warm 3 – Cold

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Rating Your Prospects: Ability to Give

A: $1 million and up

B: $500k -1 mil

C: $100k - 500k D: $25k – 99K E: $10K – 25K F: $1k - 10k

Set a Major Gifts Fundraising Goal

•  Add up your potential

•  Cut it by 1/3 •  That’s how much

you can raise

HURDLE 5:

Organization Doesn’t Support

Major Gift Fundraising

Internal Attitudes Toward Fundraising?

�

�

Board members and leaders try to dictate fundraising strategy

based on personal opinions.

Good Fundraising is NEVER about MONEY

--Lack of funding --Lack of support

--Lack of participation

•  Everybody has a role!

•  Everybody understands fundraising and how it works.

•  Your organization:

•  sees fundraising as a means to engage supporters

•  offers opportunities for donors to engage

•  Fundraising is part of the whole effort to engage

supporters with the mission

Developing a Culture of Philanthropy

Needed: a long term approach to fund development.

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•  Your organization honors your donors by asking

for more than just money – – you also ask for and

engage their help, support, ideas, skills, time.

•  Your organization values listening to donors.

•  You have a culture of terrific post-gift customer

service to donors.

Culture of Philanthropy: Your Organization Values Donors

What Would Help You The Most to Raise Major Gifts?

Major Gifts Coaching and

Mentoring

If you want some help setting up a systematic major gift program:

•  20 organizations who are ready to dive in and make it happen

•  Have me as your coach and mentor for 10 months next year

•  Get at least 10 asks on the table!

•  https://www.gailperry.com/major-gifts-coaching/

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: Preparing for the Ask Visit

Month 6 - 7: Coaching on asking

Month 8 – 9: Making Asks

Month 10: Wrap Up and Plan for the Future

What’s possible with a solid major gift program?

Six STEPS to the Perfect Ask

Join Us!

h=ps://www.gailperry.com/major-giDs-coaching/

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