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

2. 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

3. 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.

4. 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

5. 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

6. 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

7. 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.

8. 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

9. 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?

10. 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?”

11. 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?”

12. 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?

13. 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?

14. QUESTIONS?

15. 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?”

16. 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

17. 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?”

18. 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?

19. 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

20. 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

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