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 explore the critical roles faculty members play in development and how to work more effectively with development professionals. Participants will also learn and delineate roles in development: University leadership, deans and other academic leaders, volunteers, and development professionals. Participants will come to understand the four critical development roles of faculty members.

Carving Through the Fog

Participants are introduced to the two-part process for donor development and process measurement and metrics.

Donor Motivation

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 faculty member’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.

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.