Practical Advice and Practice. Where Does $$$ Come From?

Practical Advice and Practice

Getting Major Gifts

Where Does $$$ Come From?

Acquire Donors

Retain Donors

Upgrade Donors

The Final Gift(Bequest)

Donor Lifecycle

Steps in Major Gift Fundraising

THANK THANK THANK AGAIN

CULTIVATE AND INVOLVE

ASK FOR SUPPORT

IDENTIFY PROSPECTS

Major Gift Fundraising TIME AND ENERGY INVOLVED in each step of the cycle

Who is a Prospect?

AccessBeliefCapacity

How do we find this out?• Research tools• People who know them • Donor’s actions and words

Preparing for the Meeting

• Case for support

• Budget and fundraising goals and

progress

• Responses to common

objections/questions

• Donor fact sheets

• Mindset

Structuring the Meeting1. Build rapport

2. State your goals

3. Uncover needs and interests

4. Make a BRIEF presentation

5. Ask for a gift

6. Deal with any concerns or objections

7. Close the meeting

•Has given for 4

years in a row

•First gift was

$500, last three

were $1,000

• Has never met

with a

staff/board

member before

• Is a colleague of a

board member

• Gives $5,000 to the

Symphony

•Drives a modest car,

has two kids in

college

DONOR

PROSPECT

Goal: Secure a gift

Goal: Secure a next step,

determine future ask amount