1. Solicitation Training For Board Members by Bob Woods 1

2. Orienting Towards Philanthropy Why are You Here? Who is Responsible for the Organization? What Do You Want to Learn? How Did You Become Involved? When Will You Involve Others? Do Others Want to Follow Your Example? 2

3. Think Back: What was Your First Experience with Making a Gift? How Did You Feel About It? Why Did You Make this Gift? What was the Reaction of Others? What Happened between You and the Organization? What Impact Does that Gift Have Now? 3

4. Have You Ever been Thrilled with Making a Gift? Why were You Motivated to Make the Gift? Did You Tell Others About Your Good Deed? Based upon Your Enthusiasm, Did Others Ever Give to the Organization? 4

5. Has Anyone Ever Asked You to Support His or Her Project of Choice? Tell Me About it? Did You Enjoy the Solicitation? Did You Support the Organization? Why? Why Not? What Happened to Your Friendship with the Solicitor? 5

6. The Importance of Vision; the Emergence of Gift Opportunities Do You Feel Excitement or Passion about the Organization and its Work? Can You Discuss, Optimistically, the Organization’s Programs, their Successes and Challenges? Is the Organization’s Vision Important to You? Is the Organization’s Vision related to its Mission? Is the Vision Related to the Strategic Plan? Is the Strategic Plan Fundable? 6

7. Importance of Gift Opportunities Are there Specific Projects, or Gift Opportunities, that can be Supported by Philanthropy? Can You Describe Your Organization’s Gift Opportunities? Do You Know the Level of Gift Required to Underwrite the Gift Opportunity? Do you Understand How the Gift Opportunities Work together to Help Sustain the Organization’s Vision? 7

8. Importance of Gift Opportunities Have You Made Your Own Gift in Support of the Vision? Are You Supporting Your Board Service or Motivated by the Vision? Are the Gift Opportunities Clear and Motivating? Will You be Credible Asking Others for an Investment in the Organization if You Have Not Supported the Organization’s Vision or Made Up Your Mind to Support it, Sacrificially? 8

9. The Solicitation Process The Golden Rule The Need for Leadership The Seven Steps 9

10. The Art of Asking The Power of Listening Observing and Body Language Facilitating the Discussion Accountability Warmth Continued Involvement Practice 10

11. The Art of Continued Friendship Staying Involved with the Prospect Building a Bridge between the Prospect and the Organization Will You become Involved in the Prospect’s Project? Enjoyment and the Life of the Mind 11

12. Follow Up Please Do Contact Me to Discuss Any Issues You May Have About Solicitations E-Mail is stewart.woods@att.netstewart.woods@att.net Telephone is 650.473.1465 Cell is 650.213.6111 Keep Your Development Staffer Informed! 12

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