CLOSING THE GIFT: INSTILLING URGENCY THROUGH DONOR-CENTRIC FUNDRAISING

Martin Leifeld Vice Chancellor of Advancement University of Missouri-St. Louis 

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“This time, like all times, is a good time, if we know what to do with it.”

Ralph Waldo Emerson –

American essayist, lecturer, and poet, 1803-1882

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Urgency begins with us

• What’s my purpose?

• Motivations?

• Aspirations?

• Who am I and why do I do what I do?

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Personal/Professional Plan

• Overarching Position Statement: Two-four sentences

• Four values• Five aspirations• Goals for year and for quarter – personal and professional

• Review all of this daily and revise as necessary/quarterly and annual resets

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Personal/Professional Plan

• Reminds me of what matters most.

• Provides me with focus.

• Motivates me. Directs my energies.

• Anchors me in the world.

• Empowers my professional life.

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What are the goals of your organization?

• Goals ought to establish priorities and urgency

• Fundraising goals should flow from them

• Fundraising goals should include:

• financial commitments

• increased participation

• importance of retention

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Case Statement with Urgency

• Compelling – develop the “why”

• Mission; fundamental purpose

• Donor-centric -- Impact and outcomes from financial support (ROI) as well as Recognition

• Present with urgency face-to-face • Capacity and Affinity

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The Developing Donors CycleIdentification/

Renewal

CultivationSolicitation

Stewardship/ Recognition

Time

Qualification

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Closing time • Arrives for a particular gift (or gifts)

• Calendar, fiscal, annual or special campaign • Completed process with donor as to purpose, size,

nature of gift

• Now it’s time to:• Document! No gift is closed until it’s documented

• verbal promises are insufficient • Collect• Implement

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Closing time

• It is our responsibility as fundraisers to close them; gifts can be lost

• Oftentimes it’s not easy to close gifts – access to donor/advisor/evolving circumstances/etc.

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What was the initial motivation?

• Act of leadership – example will inspire others • Who/what will be helped – its impact• Benefits/recognitions they may receive • Use another to help you close the gift • Discuss time considerations • Get the intention in writing; details can follow

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Are there enough resources in the St. Louis region for us all?

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Questions

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