July 10, 2019 Hazen Institute for Leadership Training (HILT)

1. Major Gifts Master Class July 10, 2019 Hazen Institute for Leadership Training (HILT)

2. Global Strategies Elevating Social Impact and Philanthropy

3. Your Bridge Faculty Martha Schumacher, CFRE, ACFRE, MInstF “Major Gifts Maven” President and Founder HILT and Hazen Inc. • Coach • Innovator • Educator • Mentor • Thought leader Grace Hong Director of Development NationalGeographic Society • Coach • Connector • Collaborator • Closer

4. What We’ll Be Covering Today • Open • Welcome and Introduction: Why Major Gifts? • Stewardship • Facilitated Lunch Conversation • Cultivation • Solicitation • Next Steps • Close

5. Icebreaker: Looking Back/Looking Forward What accomplishment are you most proud of from your organization? What are you most looking forward to? • Get to know your partner • 5 minutes each

6. Icebreaker Debrief • What surprised you most about your partner’s response? • Are there common themes or trends in folks’ responses?

7. The Case for Major Gifts

9. Philanthropic Investment Threshold • Giving levels at your organization • National Geographic Society giving levels • Other examples

10. Donor Cycle (Moves Management)

11. Typical Organizational Donor Engagement Cycle

12. Optimal Donor Engagement Cycle

13. Priorities • Retention • Upgrade • Acquisition

14. Retention: Donor Lifetime Value* • Distinction between one-off gift and donor • What is Lifetime Value (LTV)? How does LTV impact short-term and long-term revenue? • Increase donor loyalty by 10% today, enhance database LTV by 200% over time • Achieved through repeat giving, upgrading, multi-year pledge commitments, planned gifts • Donor retention is the key *Dr. Adrian Sargeant, Centre for Sustainable Philanthropy at the University of Plymouth, UK

15. 15 Minute Break

16. Stewardship

17. Cultivation and Stewardship Cultivation: The “DTR” • Leading up to a solicitation • Connect your donor to the mission • Help your donor to see why their gift is important • Show off the successes of the organization • Introduce your donor to the needs of the organization Stewardship: The Dates • After (though not necessarily connected directly to) a gift is made • Develop the relationship between your donor and the organization • Get to know your donor better • Connect with your donor on a personal level

19. Active Listening Tips 1. Ask Leading Questions with a Clear Head. 2. ROLES Body Language • Relax while “attending” • Open your posture • Lean towards the sender • Eye contact maintained • Squarely face the person 3. Paraphrase 4. Clarify 5. Verify Your Perceptions 6. Summarize 7. Empathize

20. Sample Questions: First Donor Visit Mission Centric How did you first become involved with[your organization]? Why and when did you decide to support [your organization]? What is it about [your organization’s] mission that attracted you? Donor Focused What is most important to you in life? What motivates you? What inspires you?

21. Practice: Active Listening • “What about [your organization’s] mission are you most passionate about? How did you first become involved?” • 5 minutes in first role • 2 minutes on your own writing notes • 5 minutes in second role • 2 minutes on your own writing notes

22. 1. Ask Leading Questions with a Clear Head. 2. ROLES Body Language • Relax while “attending” • Open your posture • Lean towards the sender • Eye contact maintained • Squarely face the person 3. Paraphrase 4. Clarify 5. Verify Your Perceptions 6. Summarize 7. Empathize Active Listening Practice Debrief Which active listening skills did your partner utilize?

23. Recognition and Benefits • Communicate Effectively • Send a Survey • Hold Strategically Targeted Events • Provide Individual Program Updates • Practice Active Listening • Say Thank You…Over and Over Again • Give Appropriate Recognition • Know Your Audience • Identify and Utilize Your Best Ambassadors • Establish a Major Donor Stewardship Culture • Integrate Social Media Stewardship Applications

24. Stewardship Calendar Create a calendar with events, communications, activities, etc. already scheduled to occur at your organization. Highlight those that are potential “piggyback” opportunities for donor stewardship.

25. Lunch & Chat

26. Cultivation

27. CAPAnalysis

28. Cultivation(DTR) • Leading up to a gift • Connect your donor to the mission • Help your donor to see why their gift is important • Show off the successes of the organization • Introduce your donor to the needs of the organization

29. What are the Seven Faces of Philanthropy?

30. Seven Faces of Philanthropy

31. Cultivation Practice - Elevator Pitch Why should I give to your organization? • Mission centric • Strategic priorities • Impact • ROI • Urgency and need • Donor focused Your message: succinct yet compelling.

32. Cultivation Practice Debrief

34. Solicitation

35. Solicitation Channels • What channels are available for solicitation? • What are your donors’ preferred channels?

36. CAR: Closer, Ambassador, Relationship Manager

37. Elements of The Ask • Timing • Ask Amount • Right Person, Right Moment, Right Amount, Right Focus • Active Listening/Body Language • Silence is Golden!

38. Sample Solicitations • Fiona, would you consider a gift of $500,000 to support our music scholarship program? • Jane, your gift at the $250,000 level to AAUW will make it possible for 250 women to attend the National Conference for College Women Student Leaders next spring. • Tom, clearly you’re passionate about wolves. Investing $100,000 in this project will ensure they survive and thrive in the coming year. • Mikaela, I know how much ensuring that no child goes hungry means to you. Your $50,000 gift will feed every child in need in our D.C. summer program.

39. Practice: The Ask Will you make a philanthropic investment at the $50,000 level to [your org]today? • 3 minutes with first partner, switch roles • 3 minutes with second partner, switch roles

40. Practice Debrief

41. Stump the Experts Ask Grace and Martha any “What would you do?” Major Gift questions.

42. Wrap-Up

43. Handouts • Major Donor Visit “Cheat Sheet” • Major Donor Meeting Musts • Resource Research List • Sample Gift Chart • Class Evaluation

44. Keep in touch. We are here to listen. __________ Martha: mschumacher@hazeninc.com Grace: ghong@ngs.org