1. FORTY - FIRST ANNUAL CONFERENCE Annette Lamb Executive Director of Development Operations, Ivy Tech Foundation David Lasater Associate Vice President for Advancement, Purdue Research Foundation Developmen t DON’T KISS ON THE FIRST DATE: PRACTICAL TIPS FOR NEW AND ASPIRING MAJOR GIFTS FUNDRAISERS

2. SESSION OVERVIEW The Value of 1 Degree in Fundraising Determining Who to Call Time on the Road How to make Contact Securing the Visit Cultivation & Strategy The Visit Ask Q & A

3. Based on the book by Sam Parker At 211 degrees, water is hot. at 212 degrees, IT BOILS.

4. ONE DEGREE MORE LEADS TO EXPONENTIAL RESULTS At 33 degrees, water falling from the sky on a Saturday is a rainy day. At 32 degrees, children are building snowmen, riding sleighs and promising their parents that they’re warm enough to stay outside five minutes longer.

5. THE BAILEY’S THE VALUE OF ONE DEGREE

6. DETERMINING WHO TO CALL Team Scenario: 5 minutes on Task 1 Other Ways to Identify: Leads list Wealth Engine Award Recipients Portfolio Leadership Prospects PC Donors Advisory Council Emeriti Faculty $1 Will Provisions Computer Science Building $25 million Business School Professorship $1 million Undergraduate Leadership Institute $20 million Agriculture Scholarship $4 million

7. TIME ON THE ROAD Managing your time effectively Contact reports/Visit notes Thank you notes Make contacts for future visits Three visits per day minimum Anchor visits (A’s, B’s, C’s)

8. HOW TO MAKE CONTACT - SECURING THE VISIT What are some ways you could secure a visit with your Prospect? 5 minutes to discuss

9. Scenario Prospects Computer Science Building Frances Female Widow 1962 graduate Wife of former CEO of Fortune 100 manufacturing company Technology illiterate (no email, answering machine, cell phone) Business School Professorship Jack & Beverly Nash 1962 Business alum Married to 1963 female Consumer Sciences alum, Beverly Jack was a partner at Goldman Sachs, still serves on public company boards They have 4 kids, 2 are also alums of school

10. Scenario Prospects Undergraduate Leadership Institute Mark 2003 alum Member of a fraternity Google executive Unknown marital status Capacity rating = $50 million Agriculture Scholarship Mr. & Mrs. Jensen Married couple Successful farmers No degrees Son currently enrolled as agriculture student, 2 other sons also graduated from School of Agriculture Deferred gift, asset transfer

11. WAYS TO CONTACT Phone/Texting/E-mail Social Media (Twitter, Facebook, LinkedIn) Cultivating Administrative Assistants Natural Partners Events

12. 10 MINUTE BREAK

13. PHONE CALL TIPS Purpose of call is to get the visit Introduce yourself, pause for reaction Speak slowly and articulately Be kind and genuine If asked about $$, tell the truth COMMON SCHEDULING CHALLENGES/OPPORTUNITIES “Call me when you get here” “Are you meeting with a group of alumni?” “Why did you choose to call me?“ “Can I bring other alumni friends/colleagues?”

14. PREPARING FOR THE VISIT Other Suggestions: School/College materials Stewardship materials Trinkets Acquaintances of alumni – major professor, fellow classmate Student Activity Listing Classmate/Generational Listing Wealth Data reporting What are some ways you would prepare for a visit? 5 minutes to discuss

15. CULTIVATION AND STRATEGY What are some ways you can cultivate a person? What strategies will you use? 5 minutes to discuss Example : We cultivate someone towards Purdue Bands by: Inviting them to football games Handwritten notes from students The chance to hit the big drum Leading Hail Purdue! Inviting them to join Alumni Band Anniversary Events Personal Visits Band Advancement Committee Advisory Board

16. THE VISIT – THE ASK Small Talk School/College update Giving Discussion Invite them to campus Read Body Language Engage them in identifying other alumni your school should contact Ask Request permission to visit them again Follow – up!

17. NOW, ASK US! $1 million

18. QUESTIONS

19. Career Path Advice and/or Discuss Career Opportunities? FEEL FREE TO CONTACT: David Lasater, Associate Vice President for Advancement Purdue Research Foundation (c) 765.427.0541 wdlasater@prf.org Annette Lamb, Executive Director of Development Operations Ivy Tech Foundation (c) 574.518.1259 alamb37@ivytech.edu alamb37@ivytech.edu

20. Today’s session evaluations will be emailed to you Session handouts and conference attendee lists are available online at: conferece.casefive.org/presentations User name: casev I Password: Chicago2015 Annette Lamb alamb37@Ivytech.edu Executive Director of Development Operations David Lasater wdlasater@prf.org Associate Vice President for Advancement CONNECT WITH US ON