Fundraising for your institution Making the Ask

1 2 3 Three facts about fundraising in Higher Ed It’s Competitive It’s Big 3 It’s Understaffed It’s Competitive Coming together is a beginning. Keeping together is progress. Working together is success. –Henry Ford

2.3 1.6 It’s Competitive 1 NONPROFIT 175 AMERICANS MILLION NONPROFIT ORGANIZATIONS OPERATE IN THE UNITED STATES   AND 1.6 ARE REGISTERED WITH THE IRS AS OF 2012 THIS VAST AND VARIED ASSEMBLY, EQUATES TO ABOUT 1 NONPROFIT FOR EVERY 175 AMERICANS

It’s Big Billions Source: Council for the Advancement and Support of Education

It’s Understaffed Current Source: Council for the Advancement and Support of Education

Asking the right questions Three important tips to remember 1 2 Asking the right questions 3 Knowing the donor lifecycle Navigating internal politics Donors don’t give to institutions. They invest in ideas and people in whom they believe. -G.T. Smith

Knowing the Donor Lifecycle

Asking the Right Questions Before Making the Ask Ask questions that build rapport Ask questions that encourage donors to reveal more about themselves Ask questions that help donors delineate the differences between their interests versus their passions Clarify responses Probe more deeply using active listening skills Encourage the donor to dream

Navigating Internal Politics Development staff and faculty should be on the same page Goals should stem from the institution’s strategic plan and vision for the future Work with each other to coordinate calls on donors

In the end remember it’s not about you!