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Major Gift Fundraising

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Kelli Mowrey

on 20 May 2014

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Transcript of Major Gift Fundraising

Major Gifts
AID-TIM Model
References
"10 Tips for Major Gift Solicitors." NFP Consulting Services, 2014. Web. 6 Apr 2014. <http://nfpconsulting.com/tips.pdf>.
Bakker, Derric. "Top Ten Characteristics of Top-Producing Fundraisers." n.d. Web. 6 Apr 2014. <http://www.google.com/
urlsa=t&rct=j&q=&esrc=s&source=web&cd=1&cad=rja&uact=8&ved=0CCsQFjAA&url=http%3A%2F%2Fwww.dickerson-bakker.com%2FArticles_files%2FTop_Ten_Characteristics.pdf&ei=rMU9U9SmJqmpyAGkqIEI&usg=AFQjC
NE79E0nXJRCgLDBwZ-b8aj-1erkXw&sig2=wM0_LGNI_TklVJhJuIGXA&bvm=bv.64125504,d.aWc>.
Gardyn, Rebecca. "Getting experience in wooing major donors." 8 February.
2008. Web. 6 Apr 2014. <http://philanthropy.com/article/Getting-experience-in-wooing/54848/>.
Garecht, Joe. "Major Donor Fundraising 101." The Fundraising Authority, 2014. Web. 6 Apr 2014. <http://
www.thefundraisingauthority.com/individual-fundraising/major-donor-fundraising-101/>.
Higher Education Funding Council for England (HEFCE). Fundraising Fundamentals,
Section 7.10. Council for Advancement and Support of Education. Retrieved 16 April 2014, from http://www.case.org/Publications_and_Products/Fundraising_Fundamentals_Intro/Fundraising_Fundamentals_section_7/Fundraising_Fundamentals_section_710.html
Hughes, WL. 7 Faces of Philanthropy. Adapted from Price, R.L. 1994. Retrieved from http://www.google.com/
urlsa=t&rct=j&q=&esrc=s&source=web&cd=2&cad=rja&uact=8&ved=0CDQQFjAB&url=http%3A%2F%2Fwww.wlhughes.net%2FPDF%2FThe_Seven_Faces_of_Philanthropy_040718_Book_Review
_Hughes.pdf&ei=szBPU6edF8GNyASwsILgDA&usg=AFQjCNEacazMJ4NhGFvNh922un9D66UIaw&sig2=zxg7yGzx1SYZNUIOjYvCcQ
Knowles, Patricia and Roger Gomes. "Building Relationships with Major-Gift
Donors: A Major-Gift Decision-Making, Relationship-Building Model." Journal of Nonprofit \& Public Sector Marketing, 21. 4 (2009): 384-406. Print.
Rich, P. Major Gifts Exercise. St. Louis Missouri: University of Missouri St. Louis. Retrieved from http://www.afpnet.org/
files/ContentDocuments/2a_major_gifts_exercise.pdf
Zerwin, Ted. Managing and Raising Money That Is Not Your Own: Financial Management and Fundraising in Non-Profit
Organizations. Lake Mary, FL: Vandeplas Publishing, 2009. Print.

"Major Donor Fundraising 101"
Presentation by:

Kristen Blair, Heather Livering, and Kelli Mowrey
Special Guest:
Robert (Bob) Litchard and Colin Nerro
Jerold Panas'
Six Is
What is a major gift?

More than a personal letter

Cannot have instant results
Tips for Winning Major Gifts
Do your homework on the donor
Follow the "Leaders Lead" rule
Personalize the ask
Be enthusiastic at the appointment
Engage the donor
Pick a comfortable environment
Used the agreed upon amount when you ask
Answer questions as best you can, without arguing
Have appropriate staff follow-up after the ask
10 Characteristics:
What Makes a Good Major Gift Officer?
It is critical that the gift officer's enthusiasm match the donor's passion, so if you couldn't convince me that you were mission-focused, then it wouldn't matter how much experience you had in major-gifts work, I wouldn't hire you,On the other hand, a very enthusiastic, mission-focused person with limited experience is one that I would give further consideration.

—Tom Know
Executive Director of Major and
Planned Gifts, Humane Society
"
"
1. Sellers Not Tellers
2. People of Integrity
3. Emotionally Intelligent
4. Intuitive
5. Organized
6. Politely Persistent
7. Results-Focused
8. Donor-Centric Not Agency-Centric
9. Intrinsically Motivated
10. High Energy
Identify
Public domain
Publications
Professionalism and confidentiality
Voluntary exchange among people
Computer database
Interest
Assessment
Tax deduction
Motivation
Involve
Most important step
Challenge: Find ways to involve the donor
Intervene
Recognition of major life events
Need to be meaningful
FORM
Invest
Have to ask?
Asking team
"No"?
Capitalize!
Influence
Is it the organization?
Is it the program?
Is it the amount?
Is it the timing?
Questions to Ask:
Principle #1
Principle #2
Principle #3
It takes time
It takes patience
It takes a game plan
(Garecht)
Major Donor
Recognition
Should be:




Methods
7 times, 7 ways!
Timely
Personal
Appropriate
Meaningful
Creative
MG decision-making, relationship-building model
A
I
D
T
M
wareness and Understanding
nterest and Involvement
esire to Help
rial Gift
nformation About What and How to Give
ajor Gift Action
I
("10 Tips for Major Gift Solicitors")
(Bakker)
(Gardyn)
(Knowles)
Thank You!
Intro to
Major Gifts
Stewardship
Communitarian
Devout
Investor
Socialite
Repayer
Altruist
Dynast
7 Faces of
Philanthropy
Begins during the cultivation phase
Continues through recognition
Administration of gifts
Overseeing, protection, and care of
relationship to strengthen over time

(HEFCE)
Activity
Based on the profile of your donors...
Determine what type of gift you might solicit (program and time frame)
Develop an appropriate cultivation plan with at least six activities leading up to the ask
Brainstorm six appropriate stewardship activities
(Hughes)
(Zerwin)
(Zerwin)
(Zerwin)
(Adapted from Rich)
Full transcript