1. Creating a Culture of Philanthropy through Major Gifts
Friday, June

2. What is…
A culture of philanthropy?
A major gift?

3. The Eight Step Major Gift Management Cycle
Identify
Solicit and negotiate
Qualify
Acknowledge/recognize
Develop strategy
Steward
Renew
Cultivate
Used by permission

4. Qualities of a prospective donor
Aware
Concerned
Accessible
Capable
Experienced
Committed
Interested
Seeking fulfillment
Involved
Used by permission

5. What the prospective donor looks for
Evidence of good management
Evidence of reasonable planning
Evidence of prior support
Persuasive presentation by credible volunteers
Absence of pressure
Invitation to share/join
Used by permission

6. Matching advocate/askers with prospective donors
Advocate/asker relationship to prospective donor
Advocate/asker level of giving
Shared qualities
Peer/volunteer
Same as prospective donor
Economic status
Social position
Career status
Mutual respect
Interest in the organization
Proportional giver/volunteer
Less or greater than prospective donor
Staff/expert witness
Amount will vary greatly
ADD FUNDRAISING SCHOOL LOGO HERE