1. OVERVIEW OF THE AFTERNOON
Julie Seavy
Dwain Teague
Focus on the Most Important
Relationship with your Dean/Director
Major Gift Fundraising
Handling the Big Challenges
Renovations
Capital Campaigns
Boards and Volunteers
Friends’ Groups

2. OVERVIEW OF THE AFTERNOON, CON’T
PRE-CONFERENCE
Karlene Jennings
Gay Jackson
Building a Team of Resources
Setting Priorities
Working with library faculty and staff
Marketing Your Library
Make It Fun!!
Fundraising for/with Special Collections
Effective Stewardship Programs
Special Events

3. FOCUS ON THE MOST IMPORTANT
Julie seavy
University of pittsburgh
PRE-CONFERENCE

4. WORKING WITH YOUR DEAN/DIRECTOR
Essential Relationship Tips
Open Communication
Managing Up – the Tale of Two Directors
Set Dual Expectations
Prepare with a Written Strategy
Provide training, if needed

5. MAJOR GIFT FUNDRAISING
Cerebral vs. Emotional Giving
Cold Call Techniques
Roadblocks and Solutions
Exercise

6. CEREBRAL VS. EMOTIONAL Cerebral: Emotional: Rational Logical
Methodical
Independent
Emotional:
Personal
Affecting
Poignant
Impactful

7. COLD CALL TECHNIQUES Up Front Contract*
Set time agenda and outcomes for each interaction.
3 Ps: Personal, Professional and Philanthropic.
Determine not only capacity but the INCLINATION to give.
Get agreement that they are willing to consider a major gift.
Set Time Frame.
Always Set Next Step/Interaction.
* Sandler Training by Peak Performance Management

8. COLD CALL TECHNIQUES Reversing
Don’t respond to statements; only questions
Turn it back on the prospect for further clarification
Three Step Process: Thank/Repeat/Reverse
Ask for Permission
Be Persistent
Sometimes a Disqualification is as important as a Qualification

9. ROADBLOCKS and SOLUTIONS
Up-Front Contract
Yes, Again (Every Time)
Determine Decision-Makers
Who is responsible for making decision to close gift?
Spouse
Children
Financial Advisor
Attorney

10. ROADBLOCKS and TECHNIQUES
Laser Shot Visit
Be willing to schedule appointment JUST to see them!
Let them provide the time-frame
They will know you mean business and it will make them feel important.
Bring in the Experts
Don’t be afraid to rely on others to help
General Counsel
Faculty and Staff
Students

11. ROADBLOCKS and TECHNIQUES
Give the Prospect Control
Make them comfortable with the process.
Find their passion and explore/exploit it.
Have them suggest time frame.
Provide options.
Provide a Road Map
Third Party Stories.*
Provide written examples of process, including example of paperwork.
Be willing to talk it through in great detail.
Determine who they need to see to feel comfortable with investment.

12. MAJOR GIFT EXERCISE WRITE YOUR OWN UP-FRONT CONTRACT
Cold-Call Phone Call
First Appointment
Solicitation