Syllabus

Introduction

Participants are introduced to the workshop agenda and research-based approach, including a look at overall philanthropic giving in America, and three different categories of gifts defined from both organizational and donor perspectives.

Who is Responsible for Development?

Participants begin to explore the critical roles deans and other academic leaders play in development and how to work more effectively with development professionals. This section focuses primarily on the first two roles: Articulating a compelling vision and getting donors’ stories on the table.

Carving Through the Fog

Participants are introduced to the two-part process for donor development and work through the model for building a compelling vision story.

Is Development About Prying Money from the Reluctant?

Participants discover how donors view development, philanthropy, and the engagement process, while also exploring concepts about relationships in philanthropy.

Donor Development Tools

Participants review the art and science of development, including tools and techniques to help identify potential major donors and creation of macro and micro prospect strategy. This section also identifies tactics for the third role: providing professional development referrals.

The Foundational Meeting

Participants examine an in-depth, tactical step-by-step process for conducting successful face-to-face meetings with donors. Emphasis is placed on uncovering donors’ personal experiences and connecting those experiences with the dean’s or academic leader’s vision story.

Articulating Your Vision Story

Participants analyze different delivery styles and explore how to adapt their vision story to different situations and audiences.

Gaining Gift Commitment

Participants learn the fourth role of deans and other academic leaders and explore concepts that turn “asks” into gains and strengthen donors’ emotional commitment and financial support.

Creating Gratifying Gifting Experiences

Participants learn how they can create a return on philanthropic investment (ROPI) that ensures donors feel appreciated and valued and sets the stage for future gifts.

Action Plan

Participants reflect on their workshop experience and develop an action plan for going forward.