Developing Major Gifts
Lilly Family School of Philanthropy
How long?
- 0 — 3 days
- online, in person
What are the topics?
Lilly Family School of Philanthropy
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About the course
Raise more money by receiving more major gifts. Consistent donors can become major donors when you effectively implement the Eight-Step Major Gifts Management Cycle. Identify and utilize your own communication strengths when meeting with donors to develop major gifts and increase your fundraising success.
AGENDA
DAY ONE
- Introductions and Expectations
- Course Introduction
- Annual Gift and Major Gift Differences
- 8 steps overview and explanation
- Ethics Introduction
- Organizational Readiness for Major Gifts
- Giving Predictors and Drivers
- The Case for Major Gifts
- Major Gifts Team
- Leadership
- Volunteers
- Adjourn
DAY TWO
- Major Gifts Engagement
- Identification
- Qualification
- Introduction to Interpersonal Communication Style
- DiSC Personality Assessment
- How DiSC applies to MG work
- Donor Motivations and Engagement
- Ethics Case Study
- Reflections
- Adjourn
DAY THREE
- Development of Engagement Plan
- Gift Vehicles
- Cultivation
- Acknowledgement/Recognition
- Stewardship
- Renewal
- Solicitation and Negotiation
- Language of Solicitation
- Solicitation Exercise
- Success Measurement through Metrics
- Guided work through the Major Gifts Plan
- Course Wrap-Up, Graduation
- Adjourn
ONLINE COURSE AGENDA
Week 1: Introduction, Ethics and Readiness
- Readings
- Narrated Presentation
- Quiz
- Assignment: Ethics Case Study
- Assignment: Organizational Assessment
- Assignment: Discussing Your Work
Week 2: Donor Motivation, The Case and The Team
- Readings
- Narrated Presentation
- Quiz
- Assignment: Complete Your DiSC Profile
- Assignment: Building a Fundraising Team
- Assignment: Discussing Your Work
Week 3: DiSC and Personality Styles
- Readings
- Narrated Presentation
- Quiz
- Assignment: Dorothy Martin Case Study
- Assignment: Discussing Your Work
Week 4: Major Gift Management Cycle Part I
- Readings
- Narrated Presentation
- Quiz
- Assignment: Identify a Prospect
- Assignment: Discussing Your Work
Week 5: Major Gift Management Cycle Part II Solicitation
- Readings
- Narrated Presentation
- Quiz
- Assignment: Identify a Prospect, Part II Assignment: Discussing Your Work
Week 6: Planning and Measurement
- Readings
- Narrated Presentation
- Quiz
- Assignment: Fundraising Goals
- Optional Assignment: Long-Range Planning Model
- Assignment: Discussing Your Work
- Assignment: Course Evaluation
### You’ll learn how to
- Use your mission to motivate volunteers
- Develop an organizational vision for major gifts
- Organize your major gift program
- Provide and cultivate leadership for your major gifts program
- Help volunteers overcome their resistance to asking for gifts
- Respond to objections in your presentation
- Define the roles of board and staff in major gift fundraising
- Manage the eight-step major gifts process
- Use current research to guide your approach
- Forge leadership partnerships
What you’ll receive
- Planning outlines
- Vision statement outline
- A comprehensive, easy-to-understand study guide with background reading
Videos and materials
Developing Major Gifts at Lilly Family School of Philanthropy
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
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