Illinois Institute of Technology Betsy Hughes Vice President, Institutional Advancement hughes@iit.edu 312.567.5045

Illinois Institute of Technology

Our Team

Show your passion Make your gift first Listen, listen, listen Betsy’s Advice Show your passion Make your gift first Listen, listen, listen Learn—inside and out Creativity counts Manners matter Execute Stay

Major Gift Process Acquiring Donors Identifying the “Critical Few” Providing stewardship and accountability Learning about them; telling your story Developing a relationship Saying thank you Asking for a specific amount Engaging and Involving Preparing to ask

Prospect Identification Where do I start? Wealth ratings Research and Referrals Titles Geography Giving history Event attendance Focus on propensity…not just capacity Create environments/opportunities for discovery Consider formal discovery process Where do I start? Wealth Ratings Referrals Titles Geography Giving history Event Attendees

Getting the first appointment! Advice from the IIT Major Gift Officers: I will be in your area next week…can I stop by for a short visit. I am new (to job, institution, anything!) and would value your perspective on… I’ve heard a lot about you from ____, so I thought I’d give you a call. _____ suggested I give you a call to learn more about your opinion on the new building. I just wanted to call and thank you for your gift…would love to hear what brought you to support our school….(If conversation goes well, ask for a meeting.)

Getting past the gatekeeper! As you probably know, ____ is involved/is a parent at ____. I’d like to ask for 30 minutes of his/her time to brief/thank him/her on _____. Get his/her name! Be polite, considerate, memorable and inquisitive! What is the best time to try back? What do you think is my best way to reach him/her?

Creative Engagement Never leave the meeting without an ask, and a next step! What is your cultivation process? Who are the “natural partners?” What don’t you know that you must learn? When will you know the time is right?

Big ideas bring big gifts! Right… project time solicitor materials Solicitation Big ideas bring big gifts! Right… project time solicitor materials Ask…and close your mouth  Be patient!

Never accept a gift you can’t steward Thank Recognize Report Stewardship Failure to appropriately recognize and report on a gift can kill a development program. Never accept a gift you can’t steward Thank Recognize Report

Show your passion Make your gift first Listen, listen, listen Betsy’s Advice Show your passion Make your gift first Listen, listen, listen Learn—inside and out Creativity counts Manners matter Execute Stay