seattle university presentation on major gifts 2010.97
DESCRIPTION
2 hour presentation on major gift protocolTRANSCRIPT
M a c K e n z i e - R o m e r o C o n s u l t i n g
fundraising and analysis
ongoing responsive
communication
timeliness is priceless
possibilities are endless
sound directional
advice
effective corporate strategies
successful targeted
recommendations
Nonprofit & Business Development Specialists
Nonprofit & Business
Development Specialists
Let us help you
be the best . . .
M a c K e n z i e - R o m e r o C o n s u l t i n g
Major GiftsIf Knowledge is king
Preparation is Queen
Nonprofit & Business
Development Specialists
Let us help you
be the best . . .
M a c K e n z i e - R o m e r o C o n s u l t i n g
Major Gifts Knowledge• Know yourself
• Know others
• Know your organization
• Know your role
• Know skill levels of your leadership
• Know how to listen
• Know how to share
• Know how to build relationships
• Know how to follow through
Nonprofit & Business
Development Specialists
Let us help you
be the best . . .
M a c K e n z i e - R o m e r o C o n s u l t i n g
Major Gifts Preparation• 5 I’s of the Donor
• Strategy
• Getting the Appointment
• Confirming the Appointment
• Practice
• Day of Meeting
• Protocol
Nonprofit & Business
Development Specialists
Let us help you
be the best . . .
M a c K e n z i e - R o m e r o C o n s u l t i n g
Major Gifts Scenario
What do you do?
Know Yourself Exercise
• Favorite Animal• Favorite Color• Favorite Body of
water
• List three adjectives for each – use as descriptive words or phases as you want
Answers
• Animal
• Color
• Body of water
• How others think of you
• What you think about yourself
• Your personal relationships
Knowing others
• 7 Faces of Philanthropy– Reasons people give– Reasons people engage
Knowing Others
4 kinds of cars
Knowing Others
• Body language or Kinesics
Knowing Others
• Proxemics – personal space– 4-12 feet in social – 2-4 feet in personal
• Physiognomy – facial features and expressions
• Women usually better than men• Gender and age related differences
Knowing Others
• Asking questions– Open ended– Listen– Respond
Knowing Others
• Keeping track– Notes– Data base– Download– Follow up
Know Your Organization
• Mission• Vision• History• Board• Leadership• Recent accomplishments• Recent news• Collateral material
Know Your Role
• Assess strengths and weaknesses• Talk with your team and presenter• Read everything you can• Google is your friend• Facilitate or lead?• Who does the follow-up?
Know Everyone’s Skill Level
• Who• What• When • Where• Why• How much• Be Prepared
Lifetime Learning
• Know how to listen
• Know how to share
• Know how to build relationships
• Know how to follow through
Five I’s of the Donor Cycle
• Investigate• Invite• Interest• Involve• Invest
Strategy
• Who will attend?• Peer to peer vs. personality vs. job• What do you want to accomplish?• What is your timeline?• How many calls will you make?• Who will follow through?
Get the Appointment
• Call or email script• Ask other to call – provide script• Ask other to write a letter of introduction
and meeting ask – provide template or draft – you will follow up
• Ask other to write and then call• Ask other to write, call and attend• Multiple combinations of above
Confirm the Appointment
• Send email • Send email and follow up with letter• Send email and follow up with call• Send letter and call• Week before/day of confirm and make
sure reservations made if necessary
Practice
• Practice• Practice• Practice• And then practice again
Day of Meeting
• Arrive 10 - 15 minutes early to ensure timely arrival without rush
• Leave time to review the objective with team and each role they will play
• Be prepared to make an ask even if it was not your original strategy – it happens!
• Remember – next steps
Protocol of Introductions and Departure
• Confirm allotted time• Business cards• Chat and observe• Presentation materials – don’t give ‘em up!• Watch the time• First date – not a wedding!• Thank you and confirm next steps• Follow-up – written thank you and …
M a c K e n z i e - R o m e r o C o n s u l t i n g
fundraising and analysis
ongoing responsive
communication
timeliness is priceless
possibilities are endless
sound directional
advice
effective corporate strategies
successful targeted
recommendations
Nonprofit & Business Development Specialists
Thank You