1. Fundraising for your institution
Making the Ask

2. 1 2 3 Three facts about fundraising in Higher Ed It’s Competitive
It’s Big 3
It’s Understaffed
It’s Competitive
Coming together is a beginning. Keeping together is progress.
Working together is success. –Henry Ford

3. 2.3 1.6 It’s Competitive 1 NONPROFIT 175 AMERICANS MILLION NONPROFIT
ORGANIZATIONS
OPERATE IN THE
UNITED STATES
AND
1.6
ARE REGISTERED
WITH THE IRS
AS OF 2012
THIS VAST AND
VARIED ASSEMBLY,
EQUATES TO ABOUT
1 NONPROFIT
FOR EVERY
175 AMERICANS

4. It’s Big
Billions
Source: Council for the Advancement and Support of Education

5. It’s Understaffed Current
Source: Council for the Advancement and Support of Education

6. Asking the right questions
Three important tips to remember 1 2
Asking the right questions 3
Knowing the donor lifecycle
Navigating internal politics
Donors don’t give to institutions. They invest in ideas
and people in whom they believe. -G.T. Smith

7. Knowing the Donor Lifecycle

8. Asking the Right Questions Before Making the Ask
Ask questions that build rapport
Ask questions that encourage donors to reveal more about themselves
Ask questions that help donors delineate the differences between their interests versus their passions
Clarify responses
Probe more deeply using active listening skills
Encourage the donor to dream

9. Navigating Internal Politics
Development staff and faculty should be on the same page
Goals should stem from the institution’s strategic plan and vision for the future
Work with each other to coordinate calls on donors

10. In the end remember it’s not about you!