1. So You Have Identified Major Donor Prospects… Now What? Tracy Corcoran Mary Bogucki Lisa Quist Melissa Kellogg

2. Major donor development is essential to all organizations No matter what size donor base or the size of your organization Criteria varies for every organization How do you define a major donor? Single gift? Cumulative? Donor Database is key in discovering (or rediscovering) major donors Typically, 80% of income raised comes from 20% of donors (for some 90% of income comes from 10% of donors)

3. Developing major donor prospects Know your donors One plan or approach does not fit all Do your research Start with your database Apply wealth overlay data Personal contact is essential – keep in touch frequently! Contact is a 2-way interaction Phone call Visit Handwritten note Integrated approach is best and most efficient Remember where they came from Regular DM, 360° approach

4. Provide ongoing feedback about their involvement and use of their gifts Good ongoing stewardship. Example: Progress Reports

5. Preliminary strategy for relationship management Whatever database you use, record all ways you engage Contacts – DM, Online, Phone calls, Visits, Gifts Milestones – how many years, how many gifts, etc. Automate process Ensure continuity of relationship for long-term How Maryknoll does it…

6. Snapshot - Highlights of basic information -Immediate identifiers: -Last gift date -Major or prospect -Preferences (mail, email) -Lifetime giving

7. On the following slides, we will follow the steps of how Maryknoll tracks progress as donors are: Identified… Contacted… Qualified… as Major donors. Once confirmed donor is not a major donor, they are returned to a regular DM contact strategy, but they are never forgotten. Even if they are not ready to become a Major Donor, donors are coded in such a way to identify them for continued observation.

8. Research Call Visit Qualified Letter Call Solicitation

9. Monitoring an ongoing relationship inspires $1,000 donor to give a $15,000 annuity. Major Donor Prospect Major Donor

10. Major Donor Track -No longer cultivating – INSPIRING. -Change mind set; further the development Turn donors into friends for life. Recognize every gift, significant milestone, birthday, big events in their lives, invite them to special events. Invite their families to share in this long-term Friendship.

11. Preliminary strategy for Relationship Management Provide summary to key major gift officers (“one-stop shop”) Include all pertinent information Develop track to monitor relationship Creates ability to identify plans (monthly, quarterly, annually) Set goals, set up leads = assist with tracking individual and unit goals Automating the relationship management process

12. Completed contacts highlighted in yellow Scheduled follow-up contacts highlighted in green Easy view of last communication with donor

13. Have the ability to monitor giving at-a-glance – from last gift to lifetime gifts

14. Setting up a task report in donor database or Outlook serves as reminders. Keep it simple… Who, What, Why, When?

15. Major Donor Development – Six Take-Aways 1.Do your research 2.Plan your communication strategy 3. Give feedback 4.Keep detailed records of all contacts 5.Set up a reminder system 6.Automate the process to provide easy access to data and produce positive results

16. Thank you. Tracy Corcoran Mary Bogucki Lisa Quist Melissa Kellogg