fundraising for your institution making the ask. three facts about fundraising in higher ed coming...
TRANSCRIPT
Fundraising for your institution
Making the Ask
Three facts about fundraising in Higher Ed
Coming together is a beginning. Keeping together is progress. Working together is success. –Henry Ford
1It’s Competitive
2It’s Big
3It’s
Understaffed
It’s Competitive
2.3MILLION
NONPROFITORGANIZATIONSOPERATE IN THEUNITED STATES
AND
1.6MILLION
ARE REGISTEREDWITH THE IRS
AS OF 2012
THIS VAST ANDVARIED ASSEMBLY,
EQUATES TO ABOUT
1 NONPROFITFOR EVERY
175 AMERICANS
It’s Big
1965 1975 1985 1995 2005 2015 2025$0
$20
$40
$60
$80
$100
$120
Giving to U.S. Higher EducationBillions
Source: Council for the Advancement and Support of Education
It’s Understaffed
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Staffing needed to realize full potential
Current
Source: Council for the Advancement and Support of Education
Three important tips to remember
Donors don’t give to institutions. They invest in ideas and people in whom they believe. -G.T. Smith
1Knowing the donor lifecycle
2Asking the
right questions
3Navigating
internal politics
Knowing the Donor Lifecycle
Asking the Right Questions Before Making the Ask
• Ask questions that build rapport• Ask questions that encourage donors to reveal
more about themselves• Ask questions that help donors delineate the
differences between their interests versus their passions
• Clarify responses• Probe more deeply using active listening skills• Encourage the donor to dream
Navigating Internal Politics
• Development staff and faculty should be on the same page
• Goals should stem from the institution’s strategic plan and vision for the future
• Work with each other to coordinate calls on donors
In the end remember it’s not about you!