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Academic Institutions

Tactics for Optimizing Donor Meetings


This four-hour workshop focuses on securing, planning for, and executing impactful donor meetings. Participants work with a partner to discuss and develop a micro-strategy for their next meeting with a real-world potential donor using the five-step process for an effective donor meeting, which includes our High-Value Questions concept.

Prerequisite: The Art and Science of Donor Development

Syllabus

Introduction
Reviews donor motivation, the Donor Commitment Continuum, and the Donor Development Chart.

Tactics for Preparing for a Donor Meeting
Participants explore methods for obtaining an appointment, including discussions of the best approaches to take, how to compose effective communications, and how to conduct a telephone call productively. Participants also discover methods for utilizing other resources such as faculty, volunteers, and events, and how to set objectives in preparation for the meeting with the donor.

Tactics for Facilitating a Discovery Meeting
Participants examine the five key steps for an effective donor meeting, utilizing High-Value Questions and tools for presenting organizational priorities.

Securing Financial Commitment
Participants explore the concepts of the “pre-ask,” the Strategic Elements of a Successful Solicitation, making “the ask,” and ways to uncover and manage donor concerns.

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