Romancing the Major Donor

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Romancing the Major Donor

• Linda Lysakowski, ACFRE
• CAPITAL VENTURE

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Why a Major Gifts Program?

• What are the advantages to your organization?
• To your development office?
• To the donor?

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What is a Major Gift?

• Size of Gift?
• Frequency of Gifts?
• Potential for Giving?

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The Reasons People GiveGallup Poll Survey in
the late 1990s
1. Belief in Mission 2. Community
Responsibility 3. Fiscal Stability 4.
Institutions Respect in Community 5. Volunteer
Leadership 6. Board Member 7. Institutions
Respect in Region 8. History of Being
Involved 9. Influence of Solicitor 10. Specific
Program 24. Taxes
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The Strategic Process ofMajor Gift Solicitation
1. Discover Qualify 2. Plan 3. Involve 4.
Ask 5. Negotiate Close 6. Thank Plan
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Developing the Inner Circle
1. The Organizations Universe 2. People with
Similar Interests 3. Former Participants -
Former Board Members - Former Donors 4.
Others - Volunteers - Employees - General
Donors - Members - Clients 5. Major Donors -
Board - Management
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Identifying and Attracting Likely Donors
One of the truisms of fundraising is that the
best prospective donor is a current donor. The
most likely donors are identified by three
characteristics. Linkage - is the contact -
geographical, emotional, or professional
Ability - a gauge of the gift sources financial
capacity to give a gift Interest - in the
nonprofit and its work is essential? What
programs are of interest?
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Brainstorming for Donors

• What to do when you have no current donors
• Identification and Cultivation Strategies

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Involve the Donor

• Clarify the prospects current attitudes and
  concerns about your organization.
• Identify prospect needs and interests which can
  be satisfied by meaningful participation in the
  organization.
• Estimate how much future involvement and
  cultivation will be required before the ask.

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Before You Can Make the ASK
You must know the following Linkage with the
organization If a relationship has been
built Gift amount target Project target
Key solicitor(s) Donors needs and interests
Ask vehicle(s) and terms
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The Six Key Concepts of Major Gift Fundraising
THE SIX CONCEPTS ARE 1. Know what more is
needed to take the next step. 2. Prospects are
real people. 3. Know where you are and where
youre going. 4. Find out what they need and
show them how to get it. 5. Manage objections
into opportunities. 6. No isnt no! until
its been qualified.
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Getting Organized

• Developing and presenting your Case for Support

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Getting Organized

• Developing the Plan

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Getting Organized

• The Infrastructure

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Making the Ask

• Selecting and Preparing The Team
• Setting the Appointment
• The Ask Itself The Silence is Golden Rule

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Putting It All Together

• Plan
• Identify Goals
• Involve Volunteers
• Involve Staff
• Budget
• Training
• Develop a Moves Management System

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Fundraising Is

• The magic mingling of
• A grateful recipient
• A joyful giver
• An artful asker
• Doug Lawson