the sky’s the limit! how to build a rockin’ major gifts program from scratch

The Sky’s the Limit!�How to Build a Rockin’ Major Gifts Program from Scratch

ArroyoFundraising.com

August 7, 2014 Hosted by Bloomerang

Kathie Kramer Ryan, M.S. ArroyoFundraising.com


@KathieKRyan Facebook.com/ArroyoFundraising

About You

New to major gifts? Nonprofit sector?


Why The Sky’s The Limit?


*Including family foundations; Giving USA�

87% of philanthropic dollars in U.S. donated by individuals*


Major Gifts: 80% of funding

from 20% of donors


1 Assess

2 Plan

3 Prospect

4 Cul4vate

5 Prepare

6 Ask

7 Thank

What is a major gift?


Source: StrongerOrganiza4ons.com


Total Fundraising Income

Annual Cumulative Giving Per Donor

Minor Gifts Mid-Level Gifts Major Gifts

Under $1 Million $1 - $499 $500 - $4,999 $5,000 and up

$1 Million to $10 Million $1 - $9,999 $10,000 - $24,999 $25,000 and up

Over $10 Million $1 - $14,000 $15,000 - $99,999 $100,000 and up

Your Donor Database Major gift for your

organization


STEP 1: Assess Where You Are


What makes a good Case for

Support?



Gift Acceptance

Policy

Donor Tracking System

Rolodex image credit: http://bit.ly/zWxn4Q


Process to Acknowledge

Donors You’re

amazing!


Thanks!!!

Thank you!

You’re the best!

The Right People


STEP 2�Make a Plan


Gift chart to raise $200,000



Image credit: clker.com

Database Reports�Highest Donors�

Most Loyal Donors�

STEP 3�Your Major Gift Prospect List

Qualify Prospects


Interest (Affinity)

Ability

(Capacity) Linkage

(Closeness)


1 Assess

2 Plan

3 Prospect

4 Cul4vate

5 Prepare

6 Ask

7 Thank

STEP 4 Cultivate Your

Prospects


Sample Cultivation Plan


STEP 5: Prepare for the Ask

1. Reason for meeting 2. Who/what 3. Donor Qs 4. Ask amount


How Much?

What?

Who? How Many?

STEP 6 Ask for a Gift

Photo credit: mchenry.com.au


The Ask Conversation 1. Small talk/warm up 2. Thank 3. Opportunity 4. Involve your prospect 5. ASK 6. Be quiet! 7. NegoHate, answer Qs, close


Image credit: bethlehem-‐church.org

STEP 7 Thank and Steward



1 Assess

2 Plan

3 Prospect

4 Cul4vate

5 Prepare

6 Ask

7 Thank

My gift to you: A step-by-step guide,

“Conquer Your Fear of Asking for Money”

ArroyoFundraising.com/giK


the sky’s the limit! how to build a rockin’ major gifts program from scratch

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