John A. Hartford Foundation Webinar – June 2010 Dena Baldwin & Karen LaPolice Cummins

 Identifying Donor Prospects  Team Approach/Collaborative Asks  Segmenting priority donors  Cultivation/Stewardship  Making the “Ask”

 Group A – Knowledge of your vision/programs  Alumni, Current Supporters  Group B – Obvious Partnerships  Healthcare Professionals/Industry  Group C – Outside the box  Who markets to seniors? CREATE A TARGET LIST

 Timeline - length to close gift  Giving History  Interest/Goals  Needs requirements  Can you get in front of them?  Relationships – using team versus individual approach

 Treat donors like “family and friends”  Develop customized plan ▪ Know key dates, interests, charitable giving history  Roll into University stewardship plan  Be strategic – stay in front of your donors  Engage donors in your programs

 Scholarship/Funding Opportunities need to be established prior to any solicitation  Menu – clear compelling descriptions  Case for Donor support  Levels – what funding will provide to organization, make it personal  Donor Recognition/Benefits

 Create Ambassadors/Champions  Market your department – “create” new initiative  Use Advisory Group  Open the door to new leads

ADVISORY GROUP  Strategy to engage highest level community & university leaders for short-term project  Be clear about need  Limit to that request  Honor time commitment  Use for connections and/or intros

 Research Prospects – Be timely  Introduce Program/Case for Support  80/20 Rule – Listen 80% / Talk 20%  Use time to learn passions/hot buttons  Who ELSE should you be talking to?

 Held Exploratory meeting  Shared Case for Support  Both on the same page  Ask them, Stop and Listen  Do not leave without something – Be French ASSUMPTIONS:

 Share Successes  Tips (Blog/Web – opportunity to brainstorm)  Joint Asks – cross state lines  Resources – don’t duplicate a good thing  Build on your expertise and knowledge

 By being strategic, creating ongoing target lists and cultivating prospects throughout the year…you can grow your prospects into donors to become self- sustaining to Go Big!

 QUESTIONS  ?????

 THANK YOU!  Contact us at: gobigusa.com  