1. Illinois Institute of Technology
Betsy Hughes Vice President, Institutional Advancement

2. Illinois Institute of Technology

3. Our Team

4. Show your passion Make your gift first Listen, listen, listen
Betsy’s Advice
Show your passion
Make your gift first
Listen, listen, listen
Learn—inside and out
Creativity counts
Manners matter
Execute
Stay

5. Major Gift Process Acquiring Donors Identifying the “Critical Few”
Providing stewardship and accountability
Learning about them; telling your story
Developing a relationship
Saying thank you
Asking for a specific amount
Engaging and Involving
Preparing to ask

6. Prospect Identification
Where do I start?
Wealth ratings
Research and Referrals
Titles
Geography
Giving history
Event attendance
Focus on propensity…not just capacity
Create environments/opportunities for discovery
Consider formal discovery process
Where do I start?
Wealth Ratings
Referrals
Titles
Geography
Giving history
Event Attendees

8. Getting the first appointment!
Advice from the IIT Major Gift Officers:
I will be in your area next week…can I stop by for a short visit.
I am new (to job, institution, anything!) and would value your perspective on…
I’ve heard a lot about you from ____, so I thought I’d give you a call.
_____ suggested I give you a call to learn more about your opinion on the new building.
I just wanted to call and thank you for your gift…would love to hear what brought you to support our school….(If conversation goes well, ask for a meeting.)

9. Getting past the gatekeeper!
As you probably know, ____ is involved/is a parent at ____. I’d like to ask for 30 minutes of his/her time to brief/thank him/her on _____.
Get his/her name!
Be polite, considerate, memorable and inquisitive!
What is the best time to try back? What do you think is my best way to reach him/her?

10. Creative Engagement
Never leave the meeting without an ask, and a next step!
What is your cultivation process?
Who are the “natural partners?”
What don’t you know that you must learn?
When will you know the time is right?

11. Big ideas bring big gifts! Right… project time solicitor materials
Solicitation
Big ideas bring big gifts!
Right… project
time
solicitor
materials
Ask…and close your mouth 
Be patient!

12. Never accept a gift you can’t steward Thank Recognize Report
Stewardship
Failure to appropriately recognize and report on a gift can kill a development program.
Never accept a gift you can’t steward
Thank
Recognize
Report

13. Show your passion Make your gift first Listen, listen, listen
Betsy’s Advice
Show your passion
Make your gift first
Listen, listen, listen
Learn—inside and out
Creativity counts
Manners matter
Execute
Stay