October 19, 2015

2015 AFP MA Conference on Philanthropy 1

Small Shop Talk: Major Gifts with a Mega Impact

Lisa J. Boudreau | Harvard Medical School

October 19, 2015

2015 AFP MA Conference on Philanthropy 2

Session Goals

October 19, 20152015 AFP MA Conference on Philanthropy2

Define a successful major gifts process

Share strategies for successful major gift solicitations

October 19, 2015

2015 AFP MA Conference on Philanthropy 3

Major Gifts Program Process

October 19, 20152015 AFP MA Conference on Philanthropy3

Identify Needs

Engage Community Support

Identify and Cultivate Fundraising Leaders and Partners

Develop a Case for Support

Initiate Fundraising

October 19, 2015

2015 AFP MA Conference on Philanthropy 4

Case Study: Notre Dame Children’s Class

October 19, 20152015 AFP MA Conference on Philanthropy4

Needs

Community

Volunteers

Case

Fundraising

October 19, 2015

2015 AFP MA Conference on Philanthropy 5

Case Study: Building for the Journey Ahead

October 19, 20152015 AFP MA Conference on Philanthropy5

Needs

Community

Volunteers

Case

Fundraising

October 19, 2015

2015 AFP MA Conference on Philanthropy 6

Case for Support

October 19, 20152015 AFP MA Conference on Philanthropy6

October 19, 2015

2015 AFP MA Conference on Philanthropy 7

Case for Support

October 19, 20152015 AFP MA Conference on Philanthropy7

The Institutional Case for Support should:

Demonstrate a clear need

Be grounded in sound financial plans

Inspire and motivate

Be mission-driven

…be developed, endorsed, and owned by the Board.

October 19, 2015

2015 AFP MA Conference on Philanthropy 8

Making the Ask: Prepare & Practice

October 19, 20152015 AFP MA Conference on Philanthropy8

Case – Ask – Close

Solicitation teams – Donors and Institutional Leaders

Anticipate a multiple-step process

Build in next-step

October 19, 2015

2015 AFP MA Conference on Philanthropy 9

Making the Ask: Things People Fear Most

October 19, 20152015 AFP MA Conference on Philanthropy9

1. Speaking in public

2. Asking for money

3., 4., 5., 6. Snakes, spiders and the like

7. Death

October 19, 2015

2015 AFP MA Conference on Philanthropy 10

Making the Ask: Use of Gift Pyramids

October 19, 20152015 AFP MA Conference on Philanthropy10

$360,000asof5/27/14

$250,000+ 0/ 1

$100,000+ 1 / 2

$50,000+ 0 / 3

$25,000+ 4 / 6

$10,000+ 7 / 16

Below$10,000

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Many

October 19, 2015

2015 AFP MA Conference on Philanthropy 11

October 19, 20152015 AFP MA Conference on PhilanthropyUnder$1K Many

Goal=$1.2Million.Achievedasof7/20/15$802,159

$100K+ 2/ 2

$50K+ 1/ 3

$25K+ 6/ 10

$10K+ 12/ 24

$5K+ 18/ 30

$1K+ 37/90

Making the Ask: Use of Gift Pyramids

October 19, 2015

2015 AFP MA Conference on Philanthropy 12

Making the Ask: A process, not an event

October 19, 20152015 AFP MA Conference on Philanthropy12

Town Leader

Catalyst Donor

Grateful Friends

Consistent Messaging

October 19, 2015

2015 AFP MA Conference on Philanthropy 13

October 19, 20152015 AFP MA Conference on Philanthropy13

It was never the loving that emptied the heart, Nor the giving that emptied the purse strings.

~Anonymous

October 19, 2015

2015 AFP MA Conference on Philanthropy 14

October 19, 20152015 AFP MA Conference on Philanthropy14