Putting the Prospect First Dyan Sublett, President, Martin Luther King Jr. Community Health Foundation Claudia A. Looney, FAHP, CFRE, Senior Consultant, CCS Fundraising

Are we generous because we are rich, or are we rich because we are generous? - Claire Guadianai, The Greater Good

Goals Money Ask Courtesy Resources Relationship Listen Curiosity Mission

What We Know

Transfer of Wealth $10 Trillion to $100 Trillion 30-40% 15-20% Remainder Real Estate IRA Appreciated Stock Closely-Held Stock Cash Campaigns Today: 30-50% Planned Gifts

Prospects The number and percentage of people with high wealth has been increasing in the United States for at least two decades. High-income households are increasing in number and increasing their gift amounts.

Prospect Centered Fundraising Understanding the prospect’s goals and interests is the most important element of fundraising.

What does a Culture of Philanthropy Look Like?

A Culture of Philanthropy is … A culture of Yes A place where needs are opportunities, donors are invited to join An organization focused on mission investment An engaged group of colleagues and staff who ask “Do you have what you need? How can I help?” A place of shared understanding, continuous learning A place where we want to make our own gift A place that invites us to learn, celebrates successes

A Culture of Philanthropy is … NOT Internally focused Driven by tactics Trapped by assumptions

What does our culture look like. Where would we like it to be What does our culture look like? Where would we like it to be? How can we be builders?

Listening

What Motivates Our Prospects? Vision—big ideas, big ambition Our story Impact—the chance to make a tangible difference Affinity—with interests, experience, beliefs Leadership—institutional, volunteer, staff Commitment—to the mission and to the prospect

What Do We Need to Know About Our Prospects? Their story Traditions that inform giving behavior Communities with which our prospects have an affinity What matters to our prospects (not to us) Gifts that have given them the greatest satisfaction

Thinking Like Our Prospects Getting to yes is: Solving the mystery of what moves our prospect Helping to solve our prospect’s problem A path to self-realization Our role requires: Curiosity Genuine interest Involvement Patience

What We Might Hear When We Listen What matters to our prospects Meaningful moments that have shaped our prospect’s life and values What makes our prospect wary or uncomfortable Our prospect’s passions

Putting Prospect First: Obstacles & Gains CASE STUDY #1: Who is the prospect? CASE STUDY #2: Do I stick to our plan? CASE STUDY #3: What did I hear? CASE STUDY #4: The next generation

Strategy Create a problem-solving dialogue Assess where your trade-offs exist Assess the true issues Frame the situation Evaluate alternatives

The Gold Standard Asking thoughtful, authentic questions Listening—and taking action in response to what we heard Regard and respect Timeliness A strong relationship with institutional leaders Personal and personalized attention

Listening, not imitation, may be the most sincere form of flattery Listening, not imitation, may be the most sincere form of flattery. If you want to influence someone, listen to what he says. - Dr. Joyce Brothers

Leading our Leaders Qualities we look for in our leaders—and the qualities our prospects seek What we bring to the process A common view of the finish line Understanding what makes this work enjoyable for our leaders—and replicating that experience Common challenges, shared stories Avoid public criticism Be mindful of partnership

A Climate for Giving Make our prospects part of the process Participate in our prospect’s exploration Remember that philanthropists do not come to their role through a single act of generosity but through a long pattern of growth Make our prospects equal partners

The Generative Cycle of Generosity Opportunity Prosperity Gratitude

What is the Difference Between Success and Significance? Not How much money we have raised The size of our endowment The number of our facilities But How we have helped our prospects change the world

THANK YOU!