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Lilly Family School of Philanthropy

Developing Major Gifts

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Next dates

May 6—Jun 14
Online
USD 1645
May 20—22
3 days
Denver, CO, USA
USD 1595
USD 531 per day
Jun 10—12
3 days
Chicago, IL, USA
USD 1595
USD 531 per day
+17 more options

Description

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

Files

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