Major Gift Fundraising 101 in A Rapidly Changing Environment

Brian Knoy – Purdue UniversityWeldon School of Biomedical Engineering

Calling Techniques/Getting Appointments

• Prepare your call list• Script your message.• Script your responses.• Phone vs email vs txt• The role of the gatekeeper• Stay in a rhythm and build momentum• Call your prospects for no other reason than to

say,” THANK YOU FOR YOUR LOYALTY TO PURDUE.”

Three Scenarios for household decision making-Husband -Wife -Jointly

What does this mean for me?

Visiting a couple

Restaurant

Event

Home

Family

Decisions by married couples

The Eight-Step Solicitation Process

1. Identification2. Qualification3. Development of Strategy4. Cultivation5. Solicitation and Negotiation6. Acknowledgement7. Stewardship8. Renewal

Used with permission: IU School of Fundraising

Defining Solicitation

• Fundraising is more than soliciting gifts – IT IS A PROCESS OF INVITING DISCOVERY.

• It is a process – a journey guided by the fundraiser.

• Requires patience, persistence and expertise.

The Fundraiser’s Role

• Engage the donor to the institution (ie. Purdue) in a way that is meaningful to the donor.

• Fundraiser’s serve as a conduit for a meaningful relationship with Purdue.

• Help donors find the meaning they are seeking through a gift to the University.

• You may see in donors the potential to create a gift – and connect the with their life’s story.

The Art of the “ASK”

The Solicitation Meeting

• Prep is 90% of the time involved.• Start the conversation – thank the donor for

giving history, passion, vision for the future.• Transition to gift opportunity: revisit donor’s

previous passions for funding opportunity.• ASK!!!!!!!

THE ASK

• Ask with confidence, passion, and expectancy– Script it

• Praise the couple for what they have done• Pride in the organization• Ask for consideration• UUC (U have, U understand, Consider)• Include amount and purpose

• Be quiet……..hard to do, we know!

Now What?• Yes!!!!– Confirm commitment and follow up in writing

• No– Does not mean its over

• Maybe– Great, what kind of things will you be thinking about

• Focus on the donor Its not about you/your goal/numbers

Traveling Tips and Techniques• Meeting times 8:00, 10:30, 1:30, 3:30 (lunch and dinner free)• Plan on hour long visits• Schedule post-meeting time

• Meeting goals

• Travel Dos/Don’ts– Stay at hotel airport– Drop car off night before– Breakfast at hotel if possible– Print maps as back-ups– No through Atlanta!!!– Flight and arrival times