FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know It Starts with...
-
Upload
grace-dinah-kennedy -
Category
Documents
-
view
215 -
download
1
Transcript of FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know It Starts with...
FUNDRAISING DAY IN NEW YORK 2013
Major Gifts: 15 Things You Absolutely Must Know
It Starts with Relationships
Rich BrownNew York University
AttributesWho You Are
Skills
What You Can Do
Building Relationships is more about attributes than skills
Attributes
Personable Sense of Humor Professional Confident / Poised Trustworthy Politeness Empathy Maturity
…. and you must be an interesting person !!!
… and you must enjoy people !!!
Donor Gift OfficerOrganizatio
n
The Gift Officer is the Primary Liaison
Starting the Relationshi
p
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
4 Phases of Building Relationships
True personal connectio
n
Involvement
Interest
Introduction
Relia
bilit
y
Cons
iste
ncy
Tru
st
Affec
tion
Esteem Com
petence Comm
unication
Likeability
The Relationship Pyramid
Starting a relationship on the right foot means you must prepare for that first meeting
PREPARATION: KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY
What is the person’s professional background?
Where did he or she go to school? Where does he or she live? Are there any current events affecting the
person’s industry or company? Does the person serve on other boards? Can you discover any hobbies? What is the gift history to your organization?
PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR
ORGANIZATION
What is the organization’s history ? How big is your organization ? How is it structured ? What are the main sources of revenue ? What are the main expense lines ? What is your efficiency ? What are your programs ? Who comprises your leadership ? What is your vision for the next five years ? What is your organization’s place in the non-profit
sector
THE GREETING MAKE AN EMOTIONAL CONNECTION
Look the other person in the eye Lean forward Firm handshake Smile “How nice it is to meet you.”
Breaking the Ice
25 tips in a flash
The Fine Art of Conversation
1. Talk about their kids, not yours
2. Avoid short answers
3. Never correct the other person
4. No matter how tired you are, never let it show....make each person feel like they are your only meeting of the day
5. Observe their body language / be conscious of yours
6. Measure your opinions, but show you know something
7. If speaking to more than one person, look at everyone
8. Speak at a moderate pace
9. Ask open-ended questions / elicit dialogue
10. Don’t be afraid to talk politics, but keep strong opinions to yourself
11. Smile; display enthusiasm; show life!
12. Know your industry; know something about the other person’s industry
13. Be candid; don’t spin; never gossip
14. Talk about your organization’s finances; programs; plans
15. Spare them from talking about yourself unless asked
16. Stay focused on the person in front of you, not the person with soap-opera good looks who just walked in
17. “That’s fascinating, tell me more ” shows you are interested
18. “I’m sorry, I don’t understand that ” shows you are paying attention
19. Jotting down an occasional note says “what you just told me is important.”
20. Be ready to discuss current events
21. Now and then, it’s okay to show off that you read Dosteyevsky (i.e. show you are an intelligent person)
22. Unless the other person says they saw it, don’t mention that you saw the latest Spider Man movie
23. Bring up topics that interest the other person
24. Eliminate “like”; “Oh my god!”; “awesome”
25. Remember why you are meeting in the first place
Above all…..Make the Other Person Feel Important
Let’s take a deeper dive
Starting the Relationshi
p
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Deepening a Relationship Give a tour Meet at his/her home or office Pick up the phone Write a note Provide meaningful volunteer
opportunities Invite to events Get to know family Meetings with CEO or board chair Accept invitations Face up to difficult conversations
Develop your personal brand
Starting the Relationshi
p
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Prospect’s interests
Gift opportunities
Meetings with key people
The Ask
Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec
The Major Gift Process
Finding the right match
Donor’s Interests
Organization’s
Programs
Starting the Relationshi
p
Deepening the
Relationship
Translating the
Relationship into Gifts
Sustaining the
Relationship
Sustaining a Relationship… Getting the Next Gift, and the one after, and the one after that.
Sustaining a Relationship
Have Systems in Place
Quarterly Update Send newsworthy stories Set-up a tickler system Personalized attention Make at least one touch every day with
someone Remember Quadrant II
True personal connectio
n
Involvement
Interest
Introduction
Relia
bilit
y
Cons
iste
ncy
Tru
st
Affec
tion
Esteem Com
petence Comm
unication
Likeability
The Relationship
Pyramid
Gain PerspectiveMake joyful the philanthropic experience
Rich BrownNew York UniversityGeorge H. Heyman Center for
Philanthropy and Fundraising212 [email protected]