The Sky’s the Limit!�How to Build a Rockin’ Major Gifts Program from Scratch
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August 7, 2014 Hosted by Bloomerang
Kathie Kramer Ryan, M.S. ArroyoFundraising.com
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@KathieKRyan Facebook.com/ArroyoFundraising
About You
New to major gifts? Nonprofit sector?
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Why The Sky’s The Limit?
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*Including family foundations; Giving USA�
87% of philanthropic dollars in U.S. donated by individuals*
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Major Gifts: 80% of funding
from 20% of donors
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1 Assess
2 Plan
3 Prospect
4 Cul4vate
5 Prepare
6 Ask
7 Thank
What is a major gift?
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Source: StrongerOrganiza4ons.com
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Total Fundraising Income
Annual Cumulative Giving Per Donor
Minor Gifts Mid-Level Gifts Major Gifts
Under $1 Million $1 - $499 $500 - $4,999 $5,000 and up
$1 Million to $10 Million $1 - $9,999 $10,000 - $24,999 $25,000 and up
Over $10 Million $1 - $14,000 $15,000 - $99,999 $100,000 and up
Your Donor Database Major gift for your
organization
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STEP 1: Assess Where You Are
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What makes a good Case for
Support?
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Gift Acceptance
Policy
Donor Tracking System
Rolodex image credit: http://bit.ly/zWxn4Q
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Process to Acknowledge
Donors You’re
amazing!
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Thanks!!!
Thank you!
You’re the best!
The Right People
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STEP 2�Make a Plan
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Gift chart to raise $200,000
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Image credit: clker.com
Database Reports�Highest Donors�
Most Loyal Donors�
STEP 3�Your Major Gift Prospect List
Qualify Prospects
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Interest (Affinity)
Ability
(Capacity) Linkage
(Closeness)
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1 Assess
2 Plan
3 Prospect
4 Cul4vate
5 Prepare
6 Ask
7 Thank
STEP 4 Cultivate Your
Prospects
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Sample Cultivation Plan
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STEP 5: Prepare for the Ask
1. Reason for meeting 2. Who/what 3. Donor Qs 4. Ask amount
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How Much?
What?
Who? How Many?
STEP 6 Ask for a Gift
Photo credit: mchenry.com.au
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The Ask Conversation 1. Small talk/warm up 2. Thank 3. Opportunity 4. Involve your prospect 5. ASK 6. Be quiet! 7. NegoHate, answer Qs, close
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Image credit: bethlehem-‐church.org
STEP 7 Thank and Steward
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1 Assess
2 Plan
3 Prospect
4 Cul4vate
5 Prepare
6 Ask
7 Thank
My gift to you: A step-by-step guide,
“Conquer Your Fear of Asking for Money”
ArroyoFundraising.com/giK
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