The Layered Campaign Solicitation Annual, Major, Bequest

What Outcomes Do You Want From a GREAT Solicitation?

Generous, Inspired, Joyous, Investment

Personal Capital Being All IN Ernie Ludy, Founder Medstat Human Intellectual Network Financial Being All IN Ernie Ludy, Founder Medstat

Start with GREAT Stewardship Tailored Different Voices Personal Impact Multiple Mediums Connect the Dots

The Rights© “Right” purpose “Right” amount “Right” solicitors “Right” time “Right” place “Right” participants “Right” materials

Making the Case Vision Impact and Outcomes

Internal Agreements

Annual and Bequest Impact statements Level of trust

Case Elements* *Adapted from “Making the Case,” by Jerry Panas Opening hook that grabs the reader or listener Why the potential donor should invest and invest now (the problem, the vision solution) The impact investments will have Your unique ability to achieve the societal impact described Call to action with a roadmap A powerful close

The Elements continued Stories Statistics Facts Third party endorsements Visuals that illustrate

Getting to Yes - Relationship Think of a donor you want to solicit over the next three to 18 months for a layered gift.

The Donor Puzzle© Capacity, inclination, readiness Motivation, values and interests Where on Tarnside Curve Knowledge, impressions of your organization Philanthropic priorities (where are you?) Philanthropic decision makers and process World view Natural partners Issues Involvement and contribution preferences Stewardship preferences

The Tarnside Curve of Involvement The Tarnside Curve of Involvement *Developed by Patrick Boggen, Tarnside Consulting, UK High Taking Personal Responsibility Ownership GIVING Commitment Engagement Awareness Interest INVOLVEMENT High

Strategic Initiatives or “Moves” Increases personal motivation Overcomes possible obstacles Deepens Engagement Achieves Goals Leads to Next Step

Example of Determining E Scores Percentage Giving Giving Average Board member 75% $5,000 Vision meeting 85% Made connections $1,000 High level committee 70% $3,000 Fundraised 95% $850 Hosted 57% Expertise $2,500

Sample E (engagement) Scores Attended vision meeting Board Member High Level committee Provided needed expertise Made connections 8 points 5 points 3 points 2 points Participated in Day of Service Took tour and brought a friend Hosted Fundraised (special events) Attended special event 2 points 1 point

Securing Yeses© Yes to Mission, Vision, Strategic Direction Yes to Leadership, Trust Yes to Role of Philanthropy Yes to Concerns Addressed Yes to Scope, Purposes

Getting to Yes – Solicitation Conversation Pre-solicitation conversation Getting the appointment Scripts (what-ifs) Practice Re-confirm

Integrated or Layered Solicitations

The Upside Down Triangle© ©The Osborne Group, Inc. Yes to Vision, Strategic Direction Yes to Big ideas Yes to Concerns Addressed Yes to Purposes, Impact Would you consider…?

Visual Proposal© $500,000 in support of the empowerment of children $350,000 for the Osborne Empowerment Fund $100,000 Bequest $50,000 in support of the empowerment of children through the annual fund $5,000 $10,000 $15,000 $20,000 Year 1 Year 2 Year 3 Year 4

Closing and Stewardship!

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