1. Emerging Philanthropy Conference, 2012 “Individual Giving Where the Future Is” Dee Jay Oshry, CFRE Consultant in Fundraising

2. Why Individual Giving? ● Foundations ● Corporations ● Government ● Individuals

3. Annual Fund ● Basis of all giving ● No matter what other fundraising you do

4. Direct Mail ● 1 to 4 letters per year ● Personalization vs. Non-personalization ● Personal contact (staff, volunteers)

5. Major Gifts ● Top.5% - 1% of annual donors ● Person to person solicitation

6. Effective Major Gift Process ● Face to face interaction for cultivation and solicitation, generally $10,000+ ● Transformational for donor and organization ● Handful of realized major gifts can easily exceed funds from all other sources ● Most cost effective way of raising significant support

7. Major Gift Team ● Executive Director ● Selected Board members ● Director of Development ● Other staff members

8. Role of Board Members ● Responsibility to prioritize needs, ensure adequate resources, monitor performance ● Best prospects for significant support ● Help identify prosective major gift donors from personal, professional, social network ● Participate in prospect review ● Participate in cultivation (host)

9. Role of Board Members (cont'd) ● Enlist leaders and volunteers ● Make personal calls at leadership level ● Participate in face to face solicitations ● NOTE: Every Board member should find a personally meaningful and comfortable role in fundraising

10. Role of Staff ● Support the major gift team ● Develop the comprehensive plan to fundraising, including annual and individual major gifts ● Create support and marketing materials, including Case, cultivation, communication, proposals ● Research prospects: history, ability to give, interests

11. Role of Staff (cont'd) ● Prepare briefing memos for all face to face solicitations ● Train and prepare the major gift team ● Manage data ● Create accurate and timely reports ● Provide constructive feedback ● Identify problems; offer solutions

12. Case for Support ● Resource document that presents the needs the organization will meet, the plan to meet those needs, and the reasons/rationale for giving ● 3 to 5 pages ● Based on priorities identified in a strategic plan ● Reflects urgency

13. Moves Management ● Identification and Qualification ● Cultivation ● Solicitation ● Stewardship

14. Moves Management (cont'd) ● Personalized plan for each major gift prospect ● Based on visits ● Contact report

15. Prospect Research ● History and relationship with organization ● Past giving ● Family data ● Involvement with other non-profits ● Corporate Board membership ● Foundation Board membership ● News clippings

16. Prospect Review ● Determine a dollar amount for consideration ● Determine a program or topic of interest ● Identify the best solicitation team

17. Cultivation ● Explore attitudes and perceptions ● Seek involvement ● Build ownership ● Create climate for leadership and giving

18. Solicitation Strategies ● Solicit in teams ● Volunteer should NOT self-solicit ● Make a personal gift before asking others ● Understand and be prepared to articulate the Case ● See prospects face to face ● Ask for a pre-determined amount ● Respond to questions and objections

19. The Solicitation Visit ● Warm up period ● Present the Case ● Ask questions ● Ask for a specific gift or pledge ● Be silent ● Answer questions or objections ● Close or make arrangements for next visit