Solicitation TrainingFor Board Members

byBob Woods

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Orienting Towards Philanthropy • Why are You Here?• Who is Responsible for the Organization?• What Do You Want to Learn?• How Did You Become Involved?• When Will You Involve Others?• Do Others Want to Follow Your Example?

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Think Back: What was Your First Experience with Making a Gift?How Did You Feel About It?Why Did You Make this Gift?What was the Reaction of Others?What Happened between You and the

Organization?What Impact Does that Gift Have Now?

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Have You Ever been Thrilled with Making a Gift?Why were You Motivated to Make the Gift?Did You Tell Others About Your Good Deed?Based upon Your Enthusiasm, Did Others Ever

Give to the Organization?

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Has Anyone Ever Asked You to Support His or Her Project of Choice?• Tell Me About it?• Did You Enjoy the Solicitation?• Did You Support the Organization?

• Why?• Why Not?

• What Happened to Your Friendship with the Solicitor?

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The Importance of Vision; the Emergence of Gift Opportunities Do You Feel Excitement or Passion about the

Organization and its Work?Can You Discuss, Optimistically, the

Organization’s Programs, their Successes and Challenges?

Is the Organization’s Vision Important to You?Is the Organization’s Vision related to its

Mission?Is the Vision Related to the Strategic Plan?Is the Strategic Plan Fundable? 6

Importance of Gift OpportunitiesAre there Specific Projects, or Gift

Opportunities, that can be Supported by Philanthropy?Can You Describe Your Organization’s Gift

Opportunities?Do You Know the Level of Gift Required to

Underwrite the Gift Opportunity?Do you Understand How the Gift Opportunities

Work together to Help Sustain the Organization’s Vision?

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Importance of Gift OpportunitiesHave You Made Your Own Gift in Support of

the Vision?Are You Supporting Your Board Service or

Motivated by the Vision?Are the Gift Opportunities Clear and

Motivating?Will You be Credible Asking Others for an

Investment in the Organization if You Have Not Supported the Organization’s Vision or Made Up Your Mind to Support it, Sacrificially? 8

The Solicitation ProcessThe Golden RuleThe Need for LeadershipThe Seven Steps

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The Art of Asking• The Power of Listening• Observing and Body Language • Facilitating the Discussion • Accountability• Warmth• Continued Involvement• Practice

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The Art of Continued FriendshipStaying Involved with the ProspectBuilding a Bridge between the Prospect and

the OrganizationWill You become Involved in the Prospect’s

Project?Enjoyment and the Life of the Mind

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Follow UpPlease Do Contact Me to Discuss Any Issues

You May Have About SolicitationsE-Mail is stewart.woods@att.netTelephone is 650.473.1465Cell is 650.213.6111

Keep Your Development Staffer Informed!

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