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Major Gift Fundraising
Transcript of Major Gift Fundraising
"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/
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://
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
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Organizations. Lake Mary, FL: Vandeplas Publishing, 2009. Print.
"Major Donor Fundraising 101"
Kristen Blair, Heather Livering, and Kelli Mowrey
Robert (Bob) Litchard and Colin Nerro
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
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.
Executive Director of Major and
Planned Gifts, Humane Society
1. Sellers Not Tellers
2. People of Integrity
3. Emotionally Intelligent
6. Politely Persistent
8. Donor-Centric Not Agency-Centric
9. Intrinsically Motivated
10. High Energy
Professionalism and confidentiality
Voluntary exchange among people
Most important step
Challenge: Find ways to involve the donor
Recognition of major life events
Need to be meaningful
Have to ask?
Is it the organization?
Is it the program?
Is it the amount?
Is it the timing?
Questions to Ask:
It takes time
It takes patience
It takes a game plan
7 times, 7 ways!
MG decision-making, relationship-building model
wareness and Understanding
nterest and Involvement
esire to Help
nformation About What and How to Give
ajor Gift Action
("10 Tips for Major Gift Solicitors")
7 Faces of
Begins during the cultivation phase
Continues through recognition
Administration of gifts
Overseeing, protection, and care of
relationship to strengthen over time
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
(Adapted from Rich)