1. The excellent is new forever. Ralph Waldo Emerson

2. Nonprofit Leadership Center The Ask
October 2, 2015
The ask
Emily H. Benham, FAHP, CFRE
June 26, 2017
Planet Philanthropy Conference

3. Welcome Nonprofit Leadership Center of Tampa Bay
Founded in 1996 by CBHC, Conn Foundation & United Way
Capacity Building Partner to nonprofit sector
Classroom & custom training, coaching, conferences and peer exchange circles
Serves 10,000+ agencies in a 5 county area
Emily H. Benham, CEO
30+ years leading nonprofits throughout the nation (orchestras, theaters, healthcare)
20 years as Vice President of Development for Bayfront Medical Center in St. Petersburg

4. Who We Are
We believe the work of nonprofits drives positive change in a society.
We believe knowledge gained and shared collectively fosters leadership.
We develop and connect nonprofit leaders to strengthen organizations and our community.

5. Nonprofit Leadership Center The Ask
October 2, 2015
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

6. Nonprofit Leadership Center The Ask
October 2, 2015
The Golden circle
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

7. Nonprofit Leadership Center Making Your Case for Support
September 10, 2014
© 2014 Nonprofit Leadership Center of Tampa Bay, Inc.

8. Nonprofit Leadership Center The Ask
October 2, 2015
Today’s path:
Getting ready
The Asker
The Ask
The Answer
After the Ask
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

9. Nonprofit Leadership Center The Ask
October 2, 2015
Are you ready?
Do you believe in what you do?
What your organization does?
Will you get better at it over time?
Are you ready to get started?
What kind of asks are we talking about?
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

10. Nonprofit Leadership Center The Ask
October 2, 2015
Why do we hesitate?
Fear of not knowing person
Not knowing what makes our
cause special
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

11. “Fundraising is not something you do to someone
“Fundraising is not something you do to someone. Asking for a gift is something you do for someone.” -Jerry Panas
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

12. “If you want money, ask someone for advice
“If you want money, ask someone for advice. If you want advice, ask someone for money.” - Gail Perry
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

13. Nonprofit Leadership Center The Ask
October 2, 2015
Cy Seymour Principles
Top down, Inside out
Face to face, Peer to peer
Thoughtful & Proportionate

14. Nonprofit Leadership Center The Ask
October 2, 2015
Your constituents
Board
Employees
Vendors
Individuals in the community
Corporations
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

15. Nonprofit Leadership Center The Ask
October 2, 2015
The question
Scripting the Ask

16. Nonprofit Leadership Center The Ask
October 2, 2015
Case for support
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

17. Nonprofit Leadership Center The Ask
October 2, 2015
The question
Parts of your script:
Time frame for the ask
Warm-up
Ask
Anticipated response
Close and follow-up
Who speaks and who listens
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

18. Nonprofit Leadership Center The Ask
October 2, 2015
When to ask ?
Readiness formula:
education + involvement + cultivation +
inclination + assets =
THE RIGHT TIME TO ASK
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

19. Nonprofit Leadership Center The Ask
October 2, 2015
When to ask ?
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

20. Nonprofit Leadership Center The Ask
October 2, 2015
How much to ask for?
What is their giving history?
What are their peers giving?
What options do you have for payment?
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

21. Nonprofit Leadership Center The Ask
October 2, 2015
Where to ask?
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

22. Nonprofit Leadership Center The Ask
October 2, 2015
Training volunteers
Key points:
Results
Impact needed
Vision and goals
Profiles and motivations of prospects
Objections
Specific techniques for making ask
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

23. Getting the Appointment
Nonprofit Leadership Center The Ask
October 2, 2015
Getting the Appointment
Who initiates?
Should you say why?
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

24. Nonprofit Leadership Center The Ask
October 2, 2015
The ask
Review what we have:
Prospect
Asker(s)
Project
Script
Roles
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

25. Nonprofit Leadership Center The Ask
October 2, 2015
The Ask
Outline:
Warm-up 5 minutes
Ask minutes
Response 10 minutes
Close minutes
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

26. Nonprofit Leadership Center The Ask
October 2, 2015
The ask
Getting the words right
Getting the words out
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

27. Nonprofit Leadership Center The Ask
October 2, 2015
The Ask
Particulars of the gift:
Describe the gift
Benefits of gift
How gift will achieve prospect’s goals
Gift amount requested
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

28. Nonprofit Leadership Center The Ask
October 2, 2015
The Answer
Response 10 minutes
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

29. Nonprofit Leadership Center The Ask
October 2, 2015
Handling objections
1. Probe before responding.
2. Restate before responding.
3. Never argue, only explain or cite relevant facts.
4. Cite another donor with similar objection, positive outcome.
5. When it’s real, admit it and move on.
6. Convert a negative into a positive.
7. Where antagonism is present, pull it out of them.

30. Nonprofit Leadership Center The Ask
October 2, 2015
After the ask
Accept
Thank
Recognize
Steward
Repeat
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

31. My favorite ASK
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.

32. Nonprofit Leadership Center The Ask
October 2, 2015
Questions?
Emily H. Benham, FAHP, CFRE CEO Nonprofit Leadership Center of Tampa Bay
© 2015 Nonprofit Leadership Center of Tampa Bay, Inc.