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FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know

FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know It Starts with Relationships Rich Brown New York University. Building Relationships is more about attributes than skills. Attributes Who You Are. Skills What You Can Do. Attributes

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FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know

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  1. FUNDRAISING DAY IN NEW YORK 2013 Major Gifts: 15 Things You Absolutely Must Know It Starts with Relationships Rich Brown New York University

  2. Building Relationships is more about attributes than skills Attributes Who You Are Skills What You Can Do

  3. Attributes • Personable • Sense of Humor • Professional • Confident / Poised • Trustworthy • Politeness • Empathy • Maturity

  4. …. and you must be an interesting person !!! … and you must enjoy people !!!

  5. The Gift Officer is the Primary Liaison

  6. 4 Phases of Building Relationships

  7. The Relationship Pyramid Reliability Consistency Trust Affection Esteem Competence Communication Likeability

  8. Starting a relationship on the right foot means you must prepare for that first meeting

  9. PREPARATION: KNOW AS MUCH AS YOU CAN ABOUT THE OTHER PARTY • What is the person’s professional background? • Where did he or she go to school? • Where does he or she live? • Are there any current events affecting the person’s industry or company? • Does the person serve on other boards? • Can you discover any hobbies? • What is the gift history to your organization?

  10. PREPARATION: BE PREPARED TO DISCUSS QUESTIONS ABOUT YOUR ORGANIZATION • What is the organization’s history ? • How big is your organization ? • How is it structured ? • What are the main sources of revenue ? • What are the main expense lines ? • What is your efficiency ? • What are your programs ? • Who comprises your leadership ? • What is your vision for the next five years ? • What is your organization’s place in the non-profit sector

  11. THE GREETING MAKE AN EMOTIONAL CONNECTION • Look the other person in the eye • Lean forward • Firm handshake • Smile • “How nice it is to meet you.”

  12. Breaking the Ice

  13. The Fine Art of Conversation 25 tips in a flash

  14. Talk about their kids, not yours • Avoid short answers • Never correct the other person • No matter how tired you are, never let it show....make each person feel like they are your only meeting of the day • Observe their body language / be conscious of yours • Measure your opinions, but show you know something • If speaking to more than one person, look at everyone • Speak at a moderate pace

  15. Ask open-ended questions / elicit dialogue • Don’t be afraid to talk politics, but keep strong opinions to yourself • Smile; display enthusiasm; show life! • Know your industry; know something about the other person’s industry • Be candid; don’t spin; never gossip • Talk about your organization’s finances; programs; plans • Spare them from talking about yourself unless asked • Stay focused on the person in front of you, not the person with soap-opera good looks who just walked in

  16. “That’s fascinating, tell me more ” shows you are interested • “I’m sorry, I don’t understand that ” shows you are paying attention • Jotting down an occasional note says “what you just told me is important.” • Be ready to discuss current events • Now and then, it’s okay to show off that you read Dosteyevsky(i.e. show you are an intelligent person) • Unless the other person says they saw it, don’t mention that you saw the latest Spider Man movie • Bring up topics that interest the other person • Eliminate “like”; “Oh my god!”; “awesome” • Remember why you are meeting in the first place

  17. Above all…..Make the Other Person Feel Important

  18. Let’s take a deeper dive

  19. Deepening a Relationship • Give a tour • Meet at his/her home or office • Pick up the phone • Write a note • Provide meaningful volunteer opportunities • Invite to events • Get to know family • Meetings with CEO or board chair • Accept invitations • Face up to difficult conversations

  20. Develop your personal brand

  21. The Major Gift Process Jan Feb Mar Apr May June Jul Aug Sep Oct Nov Dec

  22. Finding the right match

  23. Sustaining a Relationship… Getting the Next Gift, and the one after, and the one after that.

  24. Sustaining a Relationship Have Systems in Place • Quarterly Update • Send newsworthy stories • Set-up a tickler system • Personalized attention • Make at least one touch every day with someone • Remember Quadrant II

  25. The Relationship Pyramid Reliability Consistency Trust Affection Esteem Competence Communication Likeability

  26. Gain Perspective Make joyful the philanthropic experience

  27. Rich Brown New York University George H. Heyman Center for Philanthropy and Fundraising 212 998-2383 rwb9@nyu.edu

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