2. Putting the Prospect First
Dyan Sublett, President, Martin Luther King Jr. Community Health Foundation
Claudia A. Looney, FAHP, CFRE, Senior Consultant, CCS Fundraising

3. Are we generous because we are rich, or are we rich because we are generous? - Claire Guadianai, The Greater Good

4. Goals Money Ask Courtesy Resources
Relationship Listen Curiosity Mission

5. What We Know

6. Transfer of Wealth $10 Trillion to $100 Trillion
30-40% 15-20% Remainder
Real Estate IRA Appreciated Stock Closely-Held Stock Cash
Campaigns Today: 30-50% Planned Gifts

7. Prospects
The number and percentage of people with high wealth has been increasing in the United States for at least two decades.
High-income households are increasing in number and increasing their gift amounts.

8. Prospect Centered Fundraising
Understanding the prospect’s goals and interests is the most important element of fundraising.

9. What does a Culture of Philanthropy Look Like?

10. A Culture of Philanthropy is …
A culture of Yes
A place where needs are opportunities, donors are invited to join
An organization focused on mission investment
An engaged group of colleagues and staff who ask “Do you have what you need? How can I help?”
A place of shared understanding, continuous learning
A place where we want to make our own gift
A place that invites us to learn, celebrates successes

11. A Culture of Philanthropy is …
NOT
Internally focused
Driven by tactics
Trapped by assumptions

12. What does our culture look like. Where would we like it to be
What does our culture look like? Where would we like it to be? How can we be builders?

13. Listening

14. What Motivates Our Prospects?
Vision—big ideas, big ambition
Our story
Impact—the chance to make a tangible difference
Affinity—with interests, experience, beliefs
Leadership—institutional, volunteer, staff
Commitment—to the mission and to the prospect

15. What Do We Need to Know About Our Prospects?
Their story
Traditions that inform giving behavior
Communities with which our prospects have an affinity
What matters to our prospects (not to us)
Gifts that have given them the greatest satisfaction

16. Thinking Like Our Prospects
Getting to yes is:
Solving the mystery of what moves our prospect
Helping to solve our prospect’s problem
A path to self-realization
Our role requires:
Curiosity
Genuine interest
Involvement
Patience

17. What We Might Hear When We Listen
What matters to our prospects
Meaningful moments that have shaped our prospect’s life and values
What makes our prospect wary or uncomfortable
Our prospect’s passions

18. Putting Prospect First: Obstacles & Gains
CASE STUDY #1: Who is the prospect? CASE STUDY #2: Do I stick to our plan? CASE STUDY #3: What did I hear? CASE STUDY #4: The next generation

19. Strategy Create a problem-solving dialogue
Assess where your trade-offs exist
Assess the true issues
Frame the situation
Evaluate alternatives

20. The Gold Standard Asking thoughtful, authentic questions
Listening—and taking action in response to what we heard
Regard and respect
Timeliness
A strong relationship with institutional leaders
Personal and personalized attention

21. Listening, not imitation, may be the most sincere form of flattery
Listening, not imitation, may be the most sincere form of flattery. If you want to influence someone, listen to what he says. - Dr. Joyce Brothers

23. Leading our Leaders
Qualities we look for in our leaders—and the qualities our prospects seek
What we bring to the process
A common view of the finish line
Understanding what makes this work enjoyable for our leaders—and replicating that experience
Common challenges, shared stories
Avoid public criticism
Be mindful of partnership

24. A Climate for Giving Make our prospects part of the process
Participate in our prospect’s exploration
Remember that philanthropists do not come to their role through a single act of generosity but through a long pattern of growth
Make our prospects equal partners

25. The Generative Cycle of Generosity
Opportunity
Prosperity
Gratitude

26. What is the Difference Between Success and Significance?
Not
How much money we have raised
The size of our endowment
The number of our facilities
But
How we have helped our prospects change the world

28. THANK YOU!