The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015.
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Transcript of The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015.
The Relentless Pursuit of Major GiftsMartin Leifeld . Amy Rome . Ellen Howe
February 2015
I am here because …
I hope to leave with …
Start me up!
?
?
Gateway for Greatness Campaign
a case study
$100 Million Goal – 2005 through 2012
August 2008
Great Recession
Campaign KeysMajor gifts would lead to success
Establishing floors for supportGeorge Paz
Meet and SolicitGift Announcements
Founder’s Dinner
EARLY RESULTSJune 30, 2009
$14.706
$17.508
$16.507
$26.609 =$75.3M
1st Fiscal Year
going public Founders Dinner 2009
$100M
$83M
PARTNERS FOR GREATNESS
Gateway for Greatness Campaign
13
GOAL
RAISED
DECISIONS
DECISIONSDECISIONS
$100M … June 2010
$150M … by June 2012
what’s a university to do?
So … how’d we do?
FY04 FY05 FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13 FY14$0
$5,000,000
$10,000,000
$15,000,000
$20,000,000
$25,000,000
$30,000,000
$35,000,000
$154.2MGateway for Greatness Campaign
55,000 Donors . 31 Partners for Greatness . 136 members Auguste Chouteau Society
Martin Leifeld
Developing Donors – Solicitation Cycle
Time
Identification/
Renewal
Cultivation
Solicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Time
Identification/ Renewal
Cultivation
Solicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Time
Identification/
Renewal
Cultivation
Solicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Time
Identification/
Renewal
Cultivation
Solicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Time
Identification/
Renewal
CultivationSolicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Time
Identification/
Renewal
Cultivation
Solicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Stewardship/Recognition
Developing Donors – Solicitation Cycle
Public
ity
Anony
mity
Time
Identification/
Renewal
Cultivation
Solicitation
Stewardship/
Recognition
Qualification
Developing Donors – Solicitation Cycle
Martin Leifeld
The Solicitation Call
“There are no secrets to success. It is the result of preparation, hard work and learning from failure …”
Colin Powell• Former Secretary of State• Retired General
The Solicitation CallPreparation, Execution, Follow-through
Why focus on the call?
• Respect for donors, prospects, staff & volunteers
• Respect for your organization• Consequences are far-reaching
• To grow in effectiveness & acquire mastery
The Solicitation CallPreparation, Execution, Follow-through
Preparation
• Purpose of the call
• Current nature of relationship• Materials for call
• Pre-meeting
The Solicitation CallPreparation, Execution, Follow-through
Execution
• Immediately before call
• Implement call as planned
The Solicitation CallPreparation, Execution, Follow-through
Follow-through
• Post call reflections & considerations
• Confirm who does what• Create record of call
• Timely “thank you”
The Solicitation CallPreparation, Execution, Follow-through
Martin Leifeld . Amy Rome . Ellen Howe
Three C’s of Successful Fundraisers
Character
Competence Confidence
Three C’s of Successful Fundraisers
Three C’s of Successful Fundraisers
competence• the ability to do something successfully or efficiently
confidence• the trust in one’s abilities, qualities and judgment
character• the mental and moral qualities distinctive to an individual
Character
Competence Confidence
Martin Leifeld
Increase your competence and confidence
conceptsIncrease your competence and confidence
No’s
FEELINGS
Reciprocity… saving the best for last!
Establishing Floors
Martin Leifeld Leadership in major gift fundraising
five facetsLeadership in MAJOR GIFT fundraising
Provide Leadership No Two Leaders Are Alike Maximizing Volunteers Preparation Calling Forth Leadership
The Relentless Pursuit of Major GiftsMartin Leifeld . Amy Rome . Ellen Howe
February 2015