Dana R. Todsen, ACFREPresident

Todsen & Associates, LLC

Campaign Involvement: The Role of Staff

# Steps

Volunteers Staff

1. Identify Prospect X X

2. Rate Prospect X X

3. Create Donor Profile X

4. Identify the Call Team X X

5. Book the Call X X

6. Prepare Briefing Notes X

7. Finalize Strategy X X

8. Make Cultivation Call X X

9. Prepare Call Report X X

10. Strategize re: Proposal Development X X

11. Prepare Customized Proposal X

12. Book Solicitation Call to Close Gift X

13. Make Solicitation Call to Close Gift X X

14. Follow-up Donor Relations X

15. Negotiate Donor Recognition X

16. Prepare Media Announcement (where applicable) X

17. Develop Stewardship Plan X

18. Engage in Ongoing Communications with Donor X X

19. (Potentially) Re-solicit in the Future X X

Campaign Involvement: The Role of Staff

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Campaign Involvement: The Role of Staff

Preparation Activities: Research files, new sources Develop donor solicitation plan Identify interests and linkages Determine donor

motivation

right purpose, amount, people (to involve)

Campaign Involvement: The Role of Staff

Office Readiness: Office/staff organization Case statement Project list Policies Endowment guidelines Referral sources Operating plan

Campaign Involvement: The Role of Staff

Planning for the Meeting: Link institution’s vision to donor’s

interests Want to make a difference Belief in their community Fiscal responsibility Faith in leadership Recognition

Campaign Involvement: The Role of Staff

Meeting Strategy: Review approach with volunteers/others Who goes on the call? Script the call Who does the ask? For how much? Rehearse Focus on the way to the call

Campaign Involvement: The Role of Staff

Making the Appointment Call: Who do you call? Best time of day to call? Who makes the call? Letter in advance

Campaign Involvement: The Role of Staff

Setting for the Meeting: Meet face to face Meet in the most comfortable place Avoid meals and public settings

Campaign Involvement: The Role of Staff

During the Meeting: Emphasize vision, people and programs,

not money or tax savings Be positive, don’t argue Watch donor body language for clues Ask for a specific amount, negotiate how Offer gift options if necessary Have a written proposal to leave End on a positive note

Campaign Involvement: The Role of Staff

Major Gift Officer’s Goals: Secure the maximum gift In the shortest amount of time For an institutional priority In an ethical, professional manner Resulting in the donor giving with joy!

Jerry Haynie, 2001, Charlotte, NC

Campaign Involvement: The Role of Staff

Campaign Involvement: The Role of Staff

Fundraising Verity: Very few major gifts are ever given to an organization without the direct involvement and presence of the CEO. University model: up to one-half the time of the CEO is spent on fundraising. Hospital model: little CEO involvement.

Campaign Involvement: The Role of the President/CEO

Campaign Involvement: The Role of the President/CEO

Must speak to the passion and rational of the campaign

Have knowledge of the fiscal responsibility of the organization

Attend cultivation events

Campaign Involvement: The Role of the President/CEO

Host CEO Roundtables Be an active member of the Campaign

Steering Committee Give a gift commensurate with ability Be a part of the solicitation team of lead

gift presentations

Campaign Involvement: The Role of the President/CEO

Campaign Involvement: The Role of the President/CEO