Turning Yourself into a Major Gifts Fundraiser Bill Bennett, CFRE Senior Development Officer Wellesley College 106 Central Street Wellesley, MA

Session Objectives:  Transition to Major Gifts  Managing Your Major Gifts Portfolio  Securing Visits with Reluctant Prospects  Group Examples and Questions  Resources

Transition to Major Gifts  Short Term vs. Long Term  Entire Database vs. Defined Prospect Pool  Annual Gifts vs. Transformative Gifts  Single / Direct Ask vs. Multiple / Blended Ask  Donors vs. Partners

Portfolio Management  Strategic Planning In Advance  Prioritize Prospects  Efficient Use of Database  Specialized Software

Specialized Software

Securing Visits  Traditional Approaches  Social Media & Connections  Create Feeling of Importance  Non-Traditional Approaches  Persistence

Following Visit  Reason for Next Visit or Contact  Be Direct. Ask How They Wish to be Contacted  Determine a Time for Next Visit/Contact  Immediately Put Reminder Notes in Your Calendar  Create Database with Known Interests

#1 Most Important Rule Ensure every prospect you visit feels good about whatever they decide to do…. … even if it is NOTHING!

Group Examples and Questions

Resources  Afpnet.org  CASE.org  Book: ASKING by Jerold Panas “It take a steely determination and persistence and unyielding resolve. All of those. But, as I have discovered, if you find a path with no obstacles, it probably doesn’t lead anywhere”. - Jerold Panas

Thank you!