1. Practical Advice and Practice

2. Where Does $$$ Come From?

4. Acquire Donors Retain Donors Upgrade Donors The Final Gift (Bequest) Donor Lifecycle

5. Steps in Major Gift Fundraising THANK THANK AGAIN CULTIVATE AND INVOLVE ASK FOR SUPPORT IDENTIFY PROSPECTS

6. Major Gift Fundraising TIME AND ENERGY INVOLVED in each step of the cycle

7. Who is a Prospect? Access Belief Capacity

8. How do we find this out? Research tools People who know them Donor’s actions and words

9. Preparing for the Meeting Case for support Budget and fundraising goals and progress Responses to common objections/questions Donor fact sheets Mindset

10. Structuring the Meeting 1.Build rapport 2.State your goals 3.Uncover needs and interests 4.Make a BRIEF presentation 5.Ask for a gift 6.Deal with any concerns or objections 7.Close the meeting

11. Has given for 4 years in a row First gift was $500, last three were $1,000 Has never met with a staff/board member before Is a colleague of a board member Gives $5,000 to the Symphony Drives a modest car, has two kids in college DONOR PROSPECT Goal: Secure a gift Goal: Secure a next step, determine future ask amount