You’re ready to solicit your prospect—congratulations! Getting to this stage is often the culmination of many months, years even, of work. Let’s talk about how to make the most of the opportunity. … [Read more...] about Fearless Major Donor Solicitation
major gifts
Cultivation #4 – The Questions to Ask
“Top performing gift officers always know ‘where their prospects are’ in relation to making a gift. Many reach the point of becoming a trusted philanthropic advisor for their donors.” That’s a quote from John Glier of Grenzebach Glier and Associates. He was giving a talk about research his firm had done on top performing gift officers – those consistently raising $1M+ a year. Becoming a donor’s trusted philanthropic advisor is a privileged … [Read more...] about Cultivation #4 – The Questions to Ask
Cultivation #3 – What To Do
Ever feel stuck in a rut with your cultivation? Last post, I mentioned my tendency to just invite prospects my organization’s next event. Didn’t matter who the person was or what the event was, that was my strategy. Now, don’t get me wrong. Sometimes events are great cultivation tools. But for every prospect? And every time? My approach was shallow and one-size-fits-all. It wasn’t that I needed new, innovative cultivation strategies. I just … [Read more...] about Cultivation #3 – What To Do
Cultivation #2 – Planning for Success
I went on a bit of a rant earlier this year. The bluster and noise was about gift officers and/or development shops with no systems and no plans. These folks are just “winging it.” You can get caught up here if you missed it. Cultivation, in particular, is an area where you can’t afford to wing it. It’s too important. I’m a little ashamed to admit that I used to meander my way through major donor cultivation. And I didn’t even know it! … [Read more...] about Cultivation #2 – Planning for Success
Qualification Visits #3b – What to Say
If you’re like me, you’re not interested in wasting your time. That’s why I’m a big fan of actually qualifying prospects on a qualification visit! The math here is simple. Your success as a major gift officer hinges more on the cultivation and solicitation stages of the fundraising cycle. And unless you have a brand new portfolio, that’s where you want to spend the bulk of your time. So, when you have the opportunity to sit down one-on-one, … [Read more...] about Qualification Visits #3b – What to Say