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Major Gift Fundraising: Relationship Building and How To Ask For The Gift. Floyd Akins Executive Director of Development Henry B. Tippie College of Business University of Iowa Foundation Iowa City, Iowa. - PowerPoint PPT Presentation
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Major Gift Fundraising: Relationship Building and
How To Ask For The Gift
Floyd AkinsExecutive Director of
DevelopmentHenry B. Tippie College of
BusinessUniversity of Iowa Foundation
Iowa City, Iowa
Plan On Each Prospect Requiring atLeast One Initiative a Quarter,
More if You can Manage it
Foreground and Background InitiativesThe types of initiatives that advance aperson’s awareness, knowledge,interest, involvement, and commitmentfall into two categories.
Foreground Initiatives are Conceived, Planned, and Executed with a Specific
Individual in Mind.
Meeting with the president Report on the impact of a gift Visit by a trustee Use of home for a reception recognizing major donors Message of congratulations over a business promotion Naming opportunity for a building, program, or
scholarship Presenting a distinguished alumni award or honorary
degree
Background Initiatives are conceived, planned, and executed with a group in mind that may
include one or more prospective givers.
Giving club activities Campus tours Annual reports Promotional brochures for planned giving and stock
transfers Promotional tapes and slide shows Admission volunteer work, class fund directors, and
reunion planning Regional alumni advisory boards Campaign news letters
Interest or Potential Interest
Academic programs Scholarships, internships, or fellowships Athletics Endowed chairs/professorships New buildings with naming opportunity Research opportunities
Donor’s Needs
The need to honor oneself or other loved ones
The need to honor a person who has had an impact on the institution
The need to promote values or opinions
Recognition or status
Charitable Nature
According to the CASE publication Major Gifts, By Richard Matheny, people tend to give for the following reasons: • People give to people • People give to peers • People give to a vision rather than a need
Listening—The Four Levels
1. Ignoring—Not listening at all(“Hmmm, I wonder if the airlinesfound my bag yet”) or thinking aboutpersonal matters.
2. Pretending—”Uh huh, sure, yeah, outstanding, terrific, great, WOW” (all words used to camouflage pretend listening).
Listening—The Four Levels (continued)
3. Selective Listening—Only listening to certain parts of a conversation(chatter of a preschool child or an older person’s “repeated” stories).
4. Alternative Listening—Paying attention and focusing energy on the words and not the substance of what is being said.
Empathic Listening—The Fifth Level
Listening with intent to understand. Get “inside the other person’s
perspective.” See the world as they see it.
Empathic listening is not sympatheticlistening (in sympathy you agree and
judge; in empathy you seek to fully andtruly understand the other individual).
(Ex., Friends often give sympathy; trained professionals understand empathy.)
Empathic Listeningcontinued….
Who
Organization Development Officer V.P. for Development President of Institution or Organization Volunteer Trustee
Who continued….
Prospective Donor Alum and her/his spouse Alum and Family or executor Alum and legal council or
financial advisory
What
Before an “ask” is made, the prospect and organization should be clear on the initiative Building Scholarship Program Chair or Professorship
When
Time period that has lapsed between the first meeting until ask Number of meetings before the “ask” Use campaign if it’s convenient
Where
During meal at a restaurant In the home At the office On campus
Why
If you don’t know why you are asking for a gift, then change jobs!
How
Cash Outright Cash over time Securities Deferred Gift Trust Property
Making the Ask
When you make the ask, state your purpose and the amount for which you are asking for the gift. Then stay silent.
Ask for a specific amount, not a range
The Five “Nos”
No—This is not the right project No—This is not the right amount No—This is not the right time No—You are not the right person to ask No!
Top Attributes, Skills, and Talents of a Fund Raiser
Impeccable integrity
Strong communication skills
Ability to motivate Be creative Be a good listener
A self‑starter Able to see the big
picture Have perseverance Ability to inspire
action A people person Well organized
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