The Power of Questions by Audrey P. Kintzi, ACFRE November 9, 2012

About Your Speaker Over 25 years experience in nonprofit management Vice President, Development Saint Mary’s University of Minnesota Adjunct Faculty for the University of St. Thomas, Opus College of Business Adjunct Faculty for the Masters in Philanthropy and Development at Saint Mary’s University of Minnesota Obtained CFRE in 1991, ACFRE in 2004

Donor-centered Fundraising Development is an invitation extended to someone to become a part of the work of your organization. Development is an ongoing, sustained commitment to donor-centered relationships. Donor-centered development puts the donor first – has the donor at the center of the relationship.

Values Based Philanthropy Philanthropy – based in values Conversation allows us to understand our benefactor and their interests, desires Development – uncovers shared values When we learn about our benefactor’s values we begin to understand if or what our shared values are

Values Based Philanthropy cont. Fundraising – enables people to act on their values When we talk to our benefactors about opportunities to support a shared value – the opportunity for a gift is made possible Kay Sprinkel Grace Beyond Fundraising

The Relationship Management Cycle Acquiring donors Identifying the “critical few” Learning more about the donor Engaging and Involving the Donor Making the Ask Providing strong stewardship and accountability Developing a relationship Saying thank you Preparing to ask

Relationships are Built through Shared Experiences and Conversation “I have no special talents. I am only passionately curious” Albert Einstein Great development officers are passionately curious about the benefactors they work with – they know how to ask great questions to engage the benefactor.

Use the Socratic Approach In their book Power Questions Sobel and Panas suggest using a Socratic approach. Instead of: You: Telling Ask thought-provoking questions Being the Expert Invite others to contribute expertise Controlling knowledge Help draw out others’ experiences Assuming meaning Ask about the meaning of words Mandating solutions Solicit solutions from others Showing how smart you are Show others how smart they are Analyzing Synthesize and look at the big picture

If You Want to Raise Money Ask for Opinions “ The greatest compliment was paid to me today. Someone asked me what I thought and actually attended to my answer.” Thoreau What do you think? How do you feel about that? What are your thoughts on our plan?

Ask for Opinions cont. Too often we want to tell our benefactors about everything, we do all of the talking Share ideas and plans with your benefactors – allow them the opportunity to explore what you are proposing – then stop talking and listen “Mary, we are so excited about this new initiative for pre-school children. Given your experience as a teacher what are your thoughts about our plan?” “What have we missed?” “What else should we be considering?”

Do Your Homework Learn all that you can about your benefactor before you meet – seems like a simple idea, but often gift officers do not take preparing for a visit seriously enough When you are meeting someone for the first time, don’t be afraid to begin at the beginning – ask from a place of interest, not lack of knowledge - “I understand you graduated in the 1950s – can you tell me what Saint Mary’s was like when you were a student?”

Do Your Homework cont. Meeting with a business leader the prep work becomes even more critical. What’s going on in their business? Their industry? What have they written/published recently? What did they say at the annual meeting?

Do Your Homework cont. Work to ask indirect questions that show you know your stuff. I loved your comments at the annual meeting last month? Is your plan to expand globally progressing as you had hoped? Your online expansion is exciting, is it meeting your expectations?

QUESTIONS?

More Power Questions To build a more personal connection- Invite the benefactor to share their hopes and dreams with you “What in your life has given you the greatest satisfaction?” “What in your life has given you the greatest fulfillment? joy?”

Questions with Purpose Relationships deepen and grow when we give thoughtful consideration to nurturing them Our benefactors are busy people – we need to make good use of the time they are willing to spend with us Make sure the time is spent in dialogue not monologue

A Powerful Question There are so many questions you can ask a benefactor – one that is simple yet incredibly powerful: “Can you tell me more?’ or “What would you like to be remembered for?”

The Key to Deepening a Relationship Questions allow us to get to know each other better – they allow us to connect and share experiences What was the happiest day of your life? What do you wish you had known earlier in your career that you know today? Who have been influential leaders or role models for you? Why? If you could give one piece of advice to our students, what would it be?

Remember to Listen Asking the questions is only part of the equation – remember to ask the question and then listen The donor should be talking about 70% of the time – you should be talking for not more than 30% of the time We all like to talk about what we know, need – want to share – but your job as a development professional is to listen to the donor When you listen you can uncover shared values – and that is where the journey to a gift begins

Additional Resources Power Questions: Build Relationships, Win New Business and Influence Others by Andrew Sobel and Jerry Panas Beyond Fundraising by Kay Sprinkel Grace The Artful Journey by William Sturtevant

For more information contact Audrey Kintzi, ACFRE at akintzi@smumn.edu Questions For more information contact Audrey Kintzi, ACFRE at akintzi@smumn.edu