Seattle University Presentation On Major Gifts 2010.97

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

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Major GiftsIf Knowledge is king

Preparation is Queen

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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

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Major Gifts Preparation• 5 I’s of the Donor

• Strategy

• Getting the Appointment

• Confirming the Appointment

• Practice

• Day of Meeting

• Protocol

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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