1. Courting Major Donors Jacque Schultz Sr. Director, ASPCA Equine Fund

2. Twenty percent of your donors will provide Eighty percent of your donor revenue

3. Who Are Your Major Donors? Analyze last year’s donations: How many donors? What was the median size of the gifts you received? How often did they give? Identify the top 20% of donors & gift size

4. Past Donors Are Your Best Bet for Future Giving…

5. …As Long as You Do 2 Things 1.Thank them properly 2.Tell them how their money has been spent

6. Courting Is a Process Identify targets & timeline Determine a common link Research targets Let the courting begin...

7. Courting a Major Donor 1.Invite them to a major event 2.Next, a meet & greet 3.The Call: Answers & Advice 4.Private Tour? Volunteer Opportunity? 5.The ASK

8. The ASK 1.Small talk 2.Brief review of why support is necessary 3.Ask for the amount 4.Wait for a response 5.Respond accordingly

9. Yes, No or Maybe…an exercise 1.Break into groups of 4 and then pair up. 2.Determine who will be the common link and who will be the ED, divvy up parts & practice what you’ll say. 3.Re-join & determine which team will make the ask and who will be the donor prospect. 4 th person serves as observer to provide feedback. 4.Make the ask. 5.Determine next steps. 6.Report out to room.

10. Becoming Engaged Letter of Intent Thanks Promotion of Gift Report The Next Ask