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Academic Institutions

The Art and Science of Donor Development


CFRE: 14 Points Ideal for seasoned professionals as well as newer development staff, this two-day workshop is a powerful means of connecting to the heart of philanthropy. The Art and Science of Donor Development helps participants understand donor motivations and how to meet the needs of donors as well as those of their institutions.



Syllabus

Pre-work
An online personality profile assessment tool and a preliminary workshop quiz that introduces topics that will be explored throughout the workshop.

Introduction
A brief overview of the workshop, including the research and concepts that serve as its foundation.

Donor Motivation
An examination of how donors view development, philanthropy, and the engagement process.

Adapting to Donor Profiles
A personal exploration of different personality styles and techniques for communicating with donors more effectively.

Process Concepts in Development
An exploration of the commitment process from donors’ perspectives.

Identifying the Right Donors
A strategy for recognizing those donors who can help your organization best achieve its mission and help you prioritize your time for maximum effectiveness.

Tactics for Securing an Appointment
An exploration of 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.

Building Trust-based Relationships
Skills for establishing and nurturing trust for lifelong commitment to your organization.

Locating Philanthropic Passion(s)
A clearly defined process for uncovering the deep-seated, philanthropic values of donors.

Matching Philanthropic Passion(s) to Organizational Initiatives and Partnering on Evaluation
Steps for helping donors accomplish their personal goals through rewarding philanthropic opportunities, and a roadmap for moving donors from mild interest to passionate support.

Securing Financial Commitment
Tools and techniques that turn “asks” into gains and strengthen donors’ emotional commitment and financial support.

Creating a Meaningful Return on Philanthropic Investment
Methods for ensuring donors feel appreciated and valued throughout their continued relationship with your organization.