1. The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015

2. I am here because … I hope to leave with … Start me up! ? ?

3. Gateway for Greatness Campaign a case study $100 Million Goal – 2005 through 2012

4. August 2008

5. Great Recession

6. Campaign Keys Major gifts would lead to success Establishing floors for support George Paz Meet and Solicit Gift Announcements Founder’s Dinner

7. EARLY RESULTS June 30, 2009 $14.7 06 $17.5 08 $16.5 07 $26.6 09 = $75.3M 1 st Fiscal Year

8. going public Founders Dinner 2009 $100M $83M PARTNERS FOR GREATNESS Gateway for Greatness Campaign 13 GOAL RAISED

9. DECISIONS $100M … June 2010 $150M … by June 2012 what’s a university to do ?

10. So … how’d we do? $154.2M Gateway for Greatness Campaign 55,000 Donors. 31 Partners for Greatness. 136 members Auguste Chouteau Society

11. Martin Leifeld Developing Donors – Solicitation Cycle

12. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

13. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

14. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

15. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

16. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

17. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

18. Stewardship/Recognition Developing Donors – Solicitation Cycle Publicity Anonymity

19. Time Identification/ Renewal Cultivation Solicitation Stewardship/ Recognition Qualification Developing Donors – Solicitation Cycle

20. Martin Leifeld The Solicitation Call

21. “There are no secrets to success. It is the result of preparation, hard work and learning from failure …” Colin Powell Former Secretary of State Retired General The Solicitation Call Preparation, Execution, Follow-through

22. Why focus on the call? Respect for donors, prospects, staff & volunteers Respect for your organization Consequences are far-reaching To grow in effectiveness & acquire mastery The Solicitation Call Preparation, Execution, Follow-through

23. Preparation Purpose of the call Current nature of relationship Materials for call Pre-meeting The Solicitation Call Preparation, Execution, Follow-through

24. Execution Immediately before call Implement call as planned The Solicitation Call Preparation, Execution, Follow-through

25. Follow-through Post call reflections & considerations Confirm who does what Create record of call Timely “thank you” The Solicitation Call Preparation, Execution, Follow-through

26. Martin Leifeld. Amy Rome. Ellen Howe Three C’s of Successful Fundraisers

27. Character Competence Confidence Three C’s of Successful Fundraisers

28. competence the ability to do something successfully or efficiently confidence the trust in one’s abilities, qualities and judgment character the mental and moral qualities distinctive to an individual Character Competence Confidence

29. Martin Leifeld Increase your competence and confidence

30. concepts Increase your competence and confidence No’s FEELINGS Reciprocity … saving the best for last! The LONG view Establishing Floors

31. Martin Leifeld Leadership in major gift fundraising

32. five facets Leadership in MAJOR GIFT fundraising The LONG view Provide Leadership No Two Leaders Are Alike Maximizing Volunteers Preparation Calling Forth Leadership

33. The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015