The Relentless Pursuit of Major GiftsMartin Leifeld . Amy Rome . Ellen Howe

February 2015

I am here because …

I hope to leave with …

Start me up!

?

?

Gateway for Greatness Campaign

a case study

$100 Million Goal – 2005 through 2012

August 2008

Great Recession

Campaign KeysMajor gifts would lead to success

Establishing floors for supportGeorge Paz

Meet and SolicitGift Announcements

Founder’s Dinner

EARLY RESULTSJune 30, 2009

$14.706

$17.508

$16.507

$26.609 =$75.3M

1st Fiscal Year

going public Founders Dinner 2009

$100M

$83M

PARTNERS FOR GREATNESS

Gateway for Greatness Campaign

13

GOAL

RAISED

DECISIONS

DECISIONSDECISIONS

$100M … June 2010

$150M … by June 2012

what’s a university to do?

So … how’d we do?

FY04 FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14$0

$5,000,000

$10,000,000

$15,000,000

$20,000,000

$25,000,000

$30,000,000

$35,000,000

$154.2MGateway for Greatness Campaign

55,000 Donors . 31 Partners for Greatness . 136 members Auguste Chouteau Society

Martin Leifeld

Developing Donors – Solicitation Cycle

Time

Identification/

Renewal

Cultivation

Solicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Time

Identification/ Renewal

Cultivation

Solicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Time

Identification/

Renewal

Cultivation

Solicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Time

Identification/

Renewal

Cultivation

Solicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Time

Identification/

Renewal

CultivationSolicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Time

Identification/

Renewal

Cultivation

Solicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Stewardship/Recognition

Developing Donors – Solicitation Cycle

Public

ity

Anony

mity

Time

Identification/

Renewal

Cultivation

Solicitation

Stewardship/

Recognition

Qualification

Developing Donors – Solicitation Cycle

Martin Leifeld

The Solicitation Call

“There are no secrets to success. It is the result of preparation, hard work and learning from failure …”

Colin Powell• Former Secretary of State• Retired General

The Solicitation CallPreparation, Execution, Follow-through

Why focus on the call?

• Respect for donors, prospects, staff & volunteers

• Respect for your organization• Consequences are far-reaching

• To grow in effectiveness & acquire mastery

The Solicitation CallPreparation, Execution, Follow-through

Preparation

• Purpose of the call

• Current nature of relationship• Materials for call

• Pre-meeting

The Solicitation CallPreparation, Execution, Follow-through

Execution

• Immediately before call

• Implement call as planned

The Solicitation CallPreparation, Execution, Follow-through

Follow-through

• Post call reflections & considerations

• Confirm who does what• Create record of call

• Timely “thank you”

The Solicitation CallPreparation, Execution, Follow-through

Martin Leifeld . Amy Rome . Ellen Howe

Three C’s of Successful Fundraisers

Character

Competence Confidence

Three C’s of Successful Fundraisers

Three C’s of Successful Fundraisers

competence• the ability to do something successfully or efficiently

confidence• the trust in one’s abilities, qualities and judgment

character• the mental and moral qualities distinctive to an individual

Character

Competence Confidence

Martin Leifeld

Increase your competence and confidence

conceptsIncrease your competence and confidence

No’s

FEELINGS

Reciprocity… saving the best for last!

Establishing Floors

Martin Leifeld Leadership in major gift fundraising

five facetsLeadership in MAJOR GIFT fundraising

Provide Leadership No Two Leaders Are Alike Maximizing Volunteers Preparation Calling Forth Leadership

The Relentless Pursuit of Major GiftsMartin Leifeld . Amy Rome . Ellen Howe

February 2015