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Aim for Ideal: Getting to the Best Proposal Possible through Qs & As E. John McKee Executive Director of Gift Planning University of Maryland Philanthropic.

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Presentation on theme: "Aim for Ideal: Getting to the Best Proposal Possible through Qs & As E. John McKee Executive Director of Gift Planning University of Maryland Philanthropic."— Presentation transcript:

1 Aim for Ideal: Getting to the Best Proposal Possible through Qs & As E. John McKee Executive Director of Gift Planning University of Maryland Philanthropic Services for Institutions Conference June 26, 2014

2  The Ideal Proposal  What would that look like in our dreams?  How do we get there (today)?  Walking backwards in time from the Ideal Proposal and looking at the actions that lead there  Once we go back to the question-asking stage, we will turn around and return to an Ideal Proposal

3 What’s not ideal about gift proposals now?  Volunteer a real life example of a donor who:  Has been heavily cultivated  You feel you know him or her well  You have already asked for a significant gift, either in person or via a written proposal  They haven’t said yes or no, and it has been a long time…  What is missing by our concept of an Ideal Proposal?

4 The Ideal Proposal (of our dreams)  Appeals more to the donor’s heart than the head  Contains only things that are important to the donor  Not the needs, history, and description of your charity, UNLESS that IS what is most important to the donor  Thus, you obviously have to KNOW what is and isn’t important to the donor  References the (donor’s) past and projects the (donor’s) future  Solves donor “problems”

5 How do we get to this place of deep understanding of the donor?  We create a space where a gift discussion can happen  We ask a lot of questions  We identify what the donor is getting in exchange for his or her assets  We solve one or more problems with the gift proposal

6 Creating a space where a gift discussion can happen  Being open about who we are and what role we play at the charity; honesty  Writing everything from scratch; sincerity  Practicing the Golden Rule; empathy  Fundraise wearing the donor’s shoes  Look at the arc of life: where is the donor? o Privacy o Respect o Control

7 Asking Questions  What are we trying to learn? What’s in it for the donor? o What are the desires? o What are the limitations? What are the fears? o What are the feelings? o What are the problems? o What are the assets, and who is family?  Asking the right (types of) questions  You don’t need to memorize great questions, but…  You do need to know how to make up the right questions on the spot and as you go along  The right types of questions  Open-ended  Probing to uncover desires and “problems”

8 What is in it for the donor?  The Even Exchange  What desires are we fulfilling?  Joining the charity’s mission  Honoring or memorializing  Legacy  What problems are we solving?  Tax  Income  Disposing of property  Not enough disposable assets to complete the desired gift

9 When do we know when to stop asking questions and write an Ideal Proposal?  When you can describe both sides of the Even Exchange… …and price it out!  When you can articulate how the donor’s life will be better as a result of the gift  When you can recommend specific gift strategies that fulfill their desires and solve their problems

10 Example of a proposal formed with this process: o We are honored to be in this discussion with you o This is what you shared with me, and these are what I understand are your goals and challenges o These are your options, and how each might work in your situation o My recommendation would be… o This is how I will follow up with you—I can’t wait! o Thanks again for considering this

11 Questions? Thanks for coming! John McKee Senior Gift Planner Office of Gift Planning University of Maryland 4145 Riggs Alumni Center College Park, MD (301)


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