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Prerequisite: Insight Into Philanthropy
Deans, faculty, and other academic and organizational leaders will explore concepts, tools, and skills that are a critical part of the donor development process. Participants will discover concepts for building a compelling Vision Story, the Process for Locating Philanthropic Passion™, Strategic Elements of Successful Solicitation, and the Six Steps of a Successful Ask.
Syllabus
Introduction
Participants review core concepts from Insight Into Philanthropy, including donor development tools to help identify potential major donors and the process for conducting successful face-to-face meetings with donors.
Building Your Vision Story
Participants delve into the anatomy and purpose of a vision story, why it is important, and what components make a vision story compelling.
The Foundational Meeting
Participants revisit the process for conducting successful face-to-face meetings with donors. Additionally, participants are introduced to appropriate transitions for each step of the process, ensuring a successful meeting flow.
Locating Philanthropic Passion
Participants explore and practice a clearly defined process for uncovering the deep-seated, philanthropic values of donors. Additionally, participants discover techniques for achieving
long-term success.
Gaining Gift Commitment
Participants discover concepts that turn “asks” into gains and strengthen donors’ emotional
commitment and financial support. Participants will practice making the “ask” while considering a
current or past donor.
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.
