The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015

I am here because … I hope to leave with … Start me up! ? ?

Gateway for Greatness Campaign a case study $100 Million Goal – 2005 through 2012

August 2008

Great Recession

Campaign Keys Major gifts would lead to success Establishing floors for support George Paz Meet and Solicit Gift Announcements Founder’s Dinner

EARLY RESULTS June 30, 2009 $ $ $ $ = $75.3M 1 st Fiscal Year

going public Founders Dinner 2009 $100M $83M PARTNERS FOR GREATNESS Gateway for Greatness Campaign 13 GOAL RAISED

DECISIONS $100M … June 2010 $150M … by June 2012 what’s a university to do ?

So … how’d we do? $154.2M Gateway for Greatness Campaign 55,000 Donors. 31 Partners for Greatness. 136 members Auguste Chouteau Society

Martin Leifeld Developing Donors – Solicitation Cycle

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Stewardship/Recognition Developing Donors – Solicitation Cycle Publicity Anonymity

Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

Martin Leifeld The Solicitation Call

“There are no secrets to success. It is the result of preparation, hard work and learning from failure …” Colin Powell Former Secretary of State Retired General The Solicitation Call Preparation, Execution, Follow-through

Why focus on the call? Respect for donors, prospects, staff & volunteers Respect for your organization Consequences are far-reaching To grow in effectiveness & acquire mastery The Solicitation Call Preparation, Execution, Follow-through

Preparation Purpose of the call Current nature of relationship Materials for call Pre-meeting The Solicitation Call Preparation, Execution, Follow-through

Execution Immediately before call Implement call as planned The Solicitation Call Preparation, Execution, Follow-through

Follow-through Post call reflections & considerations Confirm who does what Create record of call Timely “thank you” The Solicitation Call Preparation, Execution, Follow-through

Martin Leifeld. Amy Rome. Ellen Howe Three C’s of Successful Fundraisers

Character Competence Confidence Three C’s of Successful Fundraisers

competence the ability to do something successfully or efficiently confidence the trust in one’s abilities, qualities and judgment character the mental and moral qualities distinctive to an individual Character Competence Confidence

Martin Leifeld Increase your competence and confidence

concepts Increase your competence and confidence No’s FEELINGS Reciprocity … saving the best for last! The LONG view Establishing Floors

Martin Leifeld Leadership in major gift fundraising

five facets Leadership in MAJOR GIFT fundraising The LONG view Provide Leadership No Two Leaders Are Alike Maximizing Volunteers Preparation Calling Forth Leadership

The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015