1. FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know It Starts with Relationships Rich Brown New York University

2. Attributes Who You Are Skills What You Can Do Building Relationships is more about attributes than skills

3. Attributes  Personable  Sense of Humor  Professional  Confident / Poised  Trustworthy  Politeness  Empathy  Maturity

4. …. and you must be an interesting person !!! … and you must enjoy people !!!

5. Donor Gift OfficerOrganization The Gift Officer is the Primary Liaison

6. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship 4 Phases of Building Relationships

7. True personal connection Involvement Interest Introduction Reliability Consistency Trust Affection Esteem Competence Communication Likeability The Relationship Pyramid

8. Starting a relationship on the right foot means you must prepare for that first meeting

9. PREPARATION: KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY  What is the person’s professional background?  Where did he or she go to school?  Where does he or she live?  Are there any current events affecting the person’s industry or company?  Does the person serve on other boards?  Can you discover any hobbies?  What is the gift history to your organization?

10. PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR ORGANIZATION  What is the organization’s history ?  How big is your organization ?  How is it structured ?  What are the main sources of revenue ?  What are the main expense lines ?  What is your efficiency ?  What are your programs ?  Who comprises your leadership ?  What is your vision for the next five years ?  What is your organization’s place in the non-profit sector

11. THE GREETING MAKE AN EMOTIONAL CONNECTION  Look the other person in the eye  Lean forward  Firm handshake  Smile  “How nice it is to meet you.”

12. Breaking the Ice

13. 25 tips in a flash The Fine Art of Conversation

14. 1. Talk about their kids, not yours 2. Avoid short answers 3. Never correct the other person 4. No matter how tired you are, never let it show....make each person feel like they are your only meeting of the day 5. Observe their body language / be conscious of yours 6. Measure your opinions, but show you know something 7. If speaking to more than one person, look at everyone 8. Speak at a moderate pace

15. 9. Ask open-ended questions / elicit dialogue 10. Don’t be afraid to talk politics, but keep strong opinions to yourself 11. Smile; display enthusiasm; show life! 12. Know your industry; know something about the other person’s industry 13. Be candid; don’t spin; never gossip 14. Talk about your organization’s finances; programs; plans 15. Spare them from talking about yourself unless asked 16. Stay focused on the person in front of you, not the person with soap-opera good looks who just walked in

16. 17. “That’s fascinating, tell me more ” shows you are interested 18. “I’m sorry, I don’t understand that ” shows you are paying attention 19. Jotting down an occasional note says “what you just told me is important.” 20. Be ready to discuss current events 21. Now and then, it’s okay to show off that you read Dosteyevsky (i.e. show you are an intelligent person) 22. Unless the other person says they saw it, don’t mention that you saw the latest Spider Man movie 23. Bring up topics that interest the other person 24. Eliminate “like”; “Oh my god!”; “awesome” 25. Remember why you are meeting in the first place

17. Above all…..Make the Other Person Feel Important

18. Let’s take a deeper dive

19. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

20. Deepening a Relationship  Give a tour  Meet at his/her home or office  Pick up the phone  Write a note  Provide meaningful volunteer opportunities  Invite to events  Get to know family  Meetings with CEO or board chair  Accept invitations  Face up to difficult conversations

21. Develop your personal brand

22. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

23. Prospect’s interests Gift opportunities Meetings with key people The Ask Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec The Major Gift Process

24. Finding the right match Donor’s Interests Organization’s Programs

25. Starting the Relationship Deepening the Relationship Translating the Relationship into Gifts Sustaining the Relationship

26. Sustaining a Relationship… Getting the Next Gift, and the one after, and the one after that.

27. Sustaining a Relationship Have Systems in Place  Quarterly Update  Send newsworthy stories  Set-up a tickler system  Personalized attention  Make at least one touch every day with someone  Remember Quadrant II

28. True personal connection Involvement Interest Introduction Reliability Consistency Trust Affection Esteem Competence Communication Likeability The Relationship Pyramid

29. Gain Perspective Make joyful the philanthropic experience

30. Rich Brown New York University George H. Heyman Center for Philanthropy and Fundraising 212 998-2383 rwb9@nyu.edu