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1 Degree of Difference: Practical Tips for Major Gift Fundraisers

Join Todd Jensen, Senior Director of Development at Purdue University's College of Science, and Sammie Chergo, Director of Development at Purdue University's Electrical and Computer Engineering department, for a session on effective major gift fundraising strategies. Learn about fundraising scenarios, prospect identification, making contact, preparation, visits, cultivation, stewardship, and more. Gain valuable insights and actionable tips to take your major gift fundraising efforts to the next level.

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1 Degree of Difference: Practical Tips for Major Gift Fundraisers

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  1. +1 Degree of Difference Practical Tips for New and Aspiring major gift fundraisers Todd Jensen Senior Director of Development Purdue University, College of Science Sammie Chergo Director of Development Purdue University, Electrical and Computer Engineering

  2. Session Overview • 2 Fundraising scenarios and prospects • Identification • Making Contact • Preparation • Visit • Cultivation • Stewardship • Q & A

  3. Scenarios Building Scholarship

  4. Identification Check in the Box +1 Degree More • Review Reports, Portfolio Management, Researcher Reliance • Donors • Zillow/Google Maps • Wealthy Zip Codes • Looking at Titles - Partner, EVP, C-level, owner • Lists of their student involvement • Finding alumni who open mass emails (imodules) • People who follow department/units Facebook page • Lapsed Donors • Asking for connections in visit/faculty meetings

  5. Scenarios Building • Frances • Female • Widow • 1962 graduate • Wife of former CEO of Fortune 100 manufacturing company • Technology illiterate (no email, answering machine, cell phone) Agriculture Scholarship • Mr. & Mrs. McBurfel • Married couple • Successful farmers • Mr. McBurfel Business alum • Son currently enrolled as agriculture student, 2 other sons also graduated from School of Agriculture

  6. Making Contact Check in the Box +1 Degree More • Calling/Email • Mail a Letter • Introduce Self • Use LinkedIn or other Social media to determine best number or email to contact • Use personal info to determine best time to call/email • Name drop/relevant info • Use a colorful, odd sized envelope, send an invitation, package, picture from yearbook or campus • Share connection of knowing someone, sent by mutual connection

  7. Preparation Check in the Box +1 Degree More • Prepare for the trip • Bring some general unit information • Read prior contact reports • Prepare for individuals • Prep a packet for each individual and have it ready to pull out if the conversation fits; Faculty letter, Picture of them as student, items from student activities • Reach out to people who wrote previous contact reports and others mentioned in report

  8. Visit Check in the Box +1 Degree More • Travel to them and pick a place to meet/chain • Meet on campus/tour campus via guide • Figure out their giving interest • Let them show off their area – a local favorite of theirs • Create an experience – something they could not do without being cultivated/engaged as a donor • Ask questions that tell you the reason for their passion • Make note of personal and family favorites • Invite family to attend upcoming event, not just prospect

  9. Cultivation Check in the Box +1 Degree More • Inform them of the goings on in the unit they wish to support • Continued visits • Keep updated of building progress • Involve them with the unit • Bring them to campus and engage with students • Involve Dean/Dept. Head in visits/asks • See impact of what a gift could do before giving (scholarship dinner) • Bring students to them • Seek advice and report during facilities meetings, give inside information not yet available to public • Hard hat tour • Video during building phases

  10. Stewardship Check in the Box +1 Degree More • Celebrate gift at the time it’s given • Thank you notes in the mail • College branded items • Celebrate anniversaries, milestones • Selfie student videos • Special notes from important people • Text/email of pictures of campus/interest • Personal gift showing you listened (marshmallows!) • Just checking in for no reason • Make a reason

  11. “…as fundraisers we are brokers of love. There is no other way to put it. We are the bridge that brings together the world’s greatest needs with a donor’s desire and passion to change the world. You and I get to help donors give away money earned from their labor to make the world a better place." ~Jeff Schreifels What are some of your take away items? What can you go back and implement?

  12. Don’t forget to attend CASE After Hours this evening to further network with attendees.

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