1. Fundraising Principles Major Gifts Making the ASK

2. Get Over It You Are a Fundraiser

3. What is a Major Gift?
$10,000 or $1,000,000
Depends!

4. Plow and water before you pick!
People Give to People!!
Friend raising trumps fundraising
(Special events raise friends)
Plow and water before you pick!

5. 5 “I”s of Fundraising Identification Information Interest Involvement
Investment

6. Past and present dictate future support
Identification
Past and present dictate future support
“Those who give…give”
Not knowing is “naïve at best, disastrous at worst.”
David Heatland
Will of donor.
How much? How often? How come?

7. What is likely to be the appropriate Ask?
Information
Job, car, house, family
Gifts to others
Life in the church “will”
“Capacity” of donor (keep your eyes and ears open)
What is likely to be the appropriate Ask?

8. Interest Fishing! What is their passion?
What do they have a heart for? Previous Giving?
Not what you want, but what they want?
Let’s do lunch
Fishing!
What is their passion?

9. How can I involve them in decisions and plans?
Involvement
Leaders must be donors. PERIOD!!
Donors want to give more than money. Participate in their investment.
Board Service
How can I involve them in decisions and plans?

10. How can I help them see the POWER of a gift? IMPACT.
Investment
What is the desired outcome → return
Measurable
How can I help them see the POWER of a gift? IMPACT.

11. How you manage the first gift directly relates to the second gift.
Make it memorable
Dinner
Tour
Bible, Picture
Proportional gift of thanks
THANK EVERYONE!!

12. Truisms Big dreams = Big gifts Remember Spouse
Mission – Mission – Mission
Cultivate before solicit (90-10)

13. Judicatory Campaigns
“To Teach Who Christ Is” Archdiocese of Chicago $368 million on $350 million goal Largest capital campaign ever conducted by a Catholic diocese. Major Gift Goal - $100 million; raised $140 million Most were personally solicited by the cardinal or archbishop.

14. Source: Giving USA Foundation TM /Giving USA 2017 – page 182
Major Gifts
Thomas Kissane of Giving USA noted:
The Archdiocese of Chicago’s To Teach Who Christ Is campaign surpassed their goal of major gift fundraising, and leaders of the diocese were personally involved with stewarding these gifts. Religious organizations should have a fundraising goal for major gifts, and practice good donor stewardship with potential and pledged donors.
Source: Giving USA Foundation TM /Giving USA 2017 – page 182

15. How to Ask!!

16. How to Ask!! Cultivation – First, second, third! Be Strategic Listen
Lunch
Learn

17. How to Ask!!
Timing of ASK
When in their life?
When in campaign?

18. How to Ask!! Setting meeting Home (Private, Comfortable) Office
Restaurant (Least preferred)

19. (Assuming you have cultivated)
How to Ask!!
Sharing passion – case
“Inviting them to share in what you believe.”
5-10 minutes tops
(Assuming you have cultivated)

20. How to Ask!!
The Ask
Number
Conditions
Purpose

21. How to Ask!!
Silence – Shut Up!

22. How to Ask!!
Response
YES
MAYBE NO

23. How to Ask!!
Follow-up Always
Note Always
Thank Always

24. Let’s Practice

25. Fundraisings’ Dozen No-Nos

26. 1. We are worth it, so they will give

27. 2. Not doing your research

28. 3. “They” will pay…not Board (WE)

29. 4. FAILURE TO ASK Specifically

30. 5. Relying on publicity and special events

31. 6. Wrong Board

32. 7. No compelling vision

33. 8. Fundraising by multiplying

34. 9. Not cultivating

35. 10. Wrong goal

36. 11. Not training the team

37. 12. Not saying thanks

38. J. Clif Christopher, CFRE