1. Im Your Teammate, Not Your ATM: Philanthropist Panel Grinspoon Institute Annual Conference November 4 th, 2012

2. IDENTIFY INFORM INTEREST INVOLVE INVEST Five Is of Cultivation © Doris Feinberg, CFRE The Prospero Group, LLC Prospect Funder Investor

3. MAJOR GIFTS IDENTIFY Create affinity Build relationship Size of gift usually correlates with depth of relationship with camp and with solicitor SOLICIT Consistent acknowledgement of donor Regular communication with donor Emphasize impact of gift on camp success Association with your camp Giving history Capacity/giving potential Data mining Special areas of interest Other charitable interests Review annual reports from similar organizations CULTIVATE Face-to-face solicitations most effective means Restrict to small percentage of prospects with highest potential STEWARD © Doris Feinberg, CFRE The Prospero Group, LLC