Purposeful + Powerful Relationship BuildingPassionate Philanthropic Partners

Minnesota Planned Giving CouncilPrepared by Michelle Janssen, CFRE

November 2, 2010

Some Questions As We Start

• Will I learn anything that can be really helpful?

• Can I rely on what is taught?

• Why change, as I am already successful?

Some Questions As We Start

• Will I learn anything that can be really helpful?

• Relational skills over technical

• Hands-on over conceptual

Some Questions As We Start

• Can I rely on what is taught?

• Wilson Learning

• Research-based

• Proven by experience

Some Questions As We Start

• Why change, as I am already successful?

• Conscious competence

• Team approach

The Context Today in Fund Raising

1. More Professionals– Less reliant on volunteers

2. Greater degree of science based approach– Wealth screening– Business intelligence and analytics

3. Donors increasingly sophisticated and savvy about philanthropy

The Context Today in Fund Raising

• What has remained constant– Individuals give the bulk of the charitable dollars

given away in this country and…

“Every cause needs people more than money. For when the people are with you and are giving your case their attention, interest, confidence, advocacy and service, financial support

should just about take care of itself.”

Harold J. Seymour-Designs for Fund Raising

RELATING 101

Two Useful Techniques Called “Purpose-Process-Payoff” and “Ben Duffy”

used with permission from Wilson Learning Corporation

Relating 101

• Why don’t fundraisers successfully get appointments and close more gifts?

• No trust• No need• No help• No satisfaction

Establishing Trust

• Key ingredients in connecting with new prospects

• “Secret Sauce” in establishing all kinds of new business relationships

Relating 101

• Ingredients for establishing trust

• Propriety

• Competence

• Commonality

• Intent

Purpose-Process-Payoff

• Purpose: Why are we meeting?

• Process: How will we meet?

• Payoff: What is the benefit for me and you?

Purpose-Process-Payoff

• Reduces relationship tension

• Raises task tension

• Builds credibility

• Demonstrates empathy

Purpose-Process-Payoff

• Purpose:– Introduce myself as a representative of Valparaiso University

– Get to know you

– Provide an update on the strategic planning process at Valpo

– Thank you for your past support

– Discuss your involvement in furthering Valpo’s mission

Purpose-Process-Payoff

• Process:

– Our meeting will take approximately 45 minutes today.

Purpose-Process-Payoff

• Payoff:

– You will be more fully informed; know that your current support is appreciated; and learn how you can help further the goals and direction of the university.

– I will get to know you; I will more fully understand your interests related to the work of the university and thus will be more equipped to respond.

USEFUL TECHNIQUE CALLED “BEN DUFFY”

used with permission from Wilson Learning Corporation

Ben Duffy Purpose

• Goal is to place yourself in the position of the

person you are visiting and discover their point

of view.

Ben Duffy Process

• Think about the other person’s concerns, issues and question.

• List them in question form.

• Develop written responses.

Sample Ben Duffy Questions• Who are you?

• Will I like you and will you like me?

• Can I trust you?

• Are you competent to help me?

• What do you want from me and will I like it?

• Will you listen to me and understand me?

BEN DUFFY CLUSTERS

Personal

Process

Institutional

Ben Duffy Personal Questions

• Who are you?

• Will I like you and will you like me?

• Can I trust you?

• Are you competent to help me?

• Will you listen to me and understand me?

• What is in it for you?

Ben Duffy Process Questions• What do you want from me and will I like it?

• Can I do what you ask or will I have to say no?

• Why now? Why so much?

• Are there other expectations of me? How long will this take?

• How will we spend the time together?

• Will I like it or will it hurt?

• What is in it for me?

Ben Duffy Institutional Questions

• What is your mission and do I care?

• Why support you and not another institution?

• Will I like and trust the leadership?

• What is your vision? What is your plan?

• Will my gift and time be wisely and beneficially used?