Fundraising Essentials: Cold Calling, Interviewing, Asking

March 14, 2011 & March 15, 2011 - 1:00 to 2:30 pm EDT & March 17, 2011 - 1:00 to 2:45 pm EDT

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Overview

Learn fundamental fundraising skills for setting an initial appointment, conducting a first conversation, and closing a solicitation.

Securing the initial prospect appointment, conducting a first conversation, and closing a solicitation are often the most stressful moments in the life of a fundraiser. They are also the most crucial points in the philanthropic process - especially in continuing turbulent economic times. Though some anxiety is natural, there are concepts and tactics you can call on to ease your nerves as you execute your most critical duties.

Join Academic Impressions in this archived webcast series to learn these tactics. With one session dedicated to cold calling, one to interviewing, and one to asking, this archived webcast series will cover:

Planning calls based on prospect data, anchor appointments, and budget pressures
Tips for securing an initial appointment, including moving through assistants
Preparing the right interview questions
Strong interview technique during and after the discussion
How to use the cultivation process to naturally build to a best-practice ask
The pros and cons of using a proposal or white paper during your solicitation process
Scripting and role playing to move the process forward in both situations

WHO SHOULD ATTEND

Session 1: Making the Cold Call
Novice major gift and annual fund leadership giving officers will learn effective techniques for planning contacts, securing appointments, and obtaining prospect information for initial visits.

Session 2: The Art and Science of the Advancement Interview
Advancement professionals will learn effective interview techniques to call on as they conduct their faculty discussions and prospect conversations.

Session 3: Making the Ask
All stakeholders responsible for soliciting fundraising prospects - including major gift officers, annual fund leadership giving officers, academic leaders, board members, and volunteers - will learn effective techniques in using purposeful cultivation, relevant stakeholders, scripting, and closing options to streamline the art of the ask.

Agenda

Session 1: Recorded on Monday, March 14, 2011 :: 105 minutes

Making the Cold Call

(Presented by Kathy Drucquer Duff)

Planning your calls
- Building your confidence and knowing your style
- Using prospecting findings
- Answering the two key initial questions
- Anchor and supporting appointment planning
- Using electronic resources to ease travel and budget pressures
What you need to make the call
- Finding background prospect information
- Creating a prospective written conversation outline
- Demonstrating institutional knowledge and passion
Moving through receptionists and assistants
Outlining or scripting your meeting
- Introducing yourself, moving the conversation, and inspiring the meeting
- What to note during and after your call
- Getting by common excuses and rejections
Samples of written plans
Role plays
- The question about money
- The stubborn assistant
- The too-busy prospect

Learning Outcome

Increase your appointment success rate.

Session 2: Recorded on Tuesday, March 15, 2011 :: 90 minutes

The Art and Science of the Advancement Interview

(Presented by Jim Langley)

Understanding an interview's underlying purposes
- Reciprocity
- Reach of effects
- Rewards
Preparing the right questions
- What are you seeking?
- Avoiding exploitation
Strong interview technique
- Setting realistic expectations
- Deciding on a central question
- What to listen for
- Identifying important responses
- When to move in and stay out
Student vs. professional staff distinctions
Post-interview best practice
- Identifying subliminal themes
- Translating results
- Using results to develop strategy

Learning Outcome

Conduct more effective interviews.

Session 3: Recorded on Thursday, March 17, 2011 :: 105 minutes

Making the Ask

(Presented by Kathy Drucquer Duff)

The six-step model to a major gift
Using the cultivation process to build to the ask
- Matching a prospect's interests to your institution
- Methods of engaging and involving the prospect
- Keys to determining the proper amount/project/interest area
- Preparing for the ask with the five "W"s
- Summary of a prospect meeting
The ask itself
- Setting up the meeting
- Ensuring the right setting/environment
- Overcoming objections
Conducting the proper follow-up
- Repositioning after feedback or rejection
- Keeping up with and closing outstanding asks
- Stewardship and gift agreement essentials
Sample documents
Role plays
- The picky entrepreneur
- The disliked dean
- The silent donor

Learning Outcome

Increase your ask success rate.

Want more information about this event?

Contact Jason J. Shuba, Senior Conference Director if you'd like additional information about the program agenda.

Instructors

Kathy Drucquer Duff

Vice President, Philanthropy

Sharp HealthCare Foundation

An advancement professional with more than 15 years of experience, Kathy leads the Envision Sharp 2015 effort and coordinates the foundation’s system-wide fundraising efforts. Prior to her current position, she served as associate vice president for San Diego State University, where she oversaw the institution’s major gift fundraising, annual program, and gift planning efforts. In this role, she also assisted in developing the institution’s strategy for its first comprehensive campaign and led its hospitality and tourism management program fundraising work. Before arriving at SDSU, Kathy spent seven years in destination management. A frequent speaker for the Annual Giving Professionals Network, Kathy also fundraises for the Del Mar Union School District.

James M. Langley

Founder and President

Langley Innovations

Before forming his own comprehensive advancement consulting firm, Jim served as vice president for advancement at Georgetown University. At Georgetown, he led the institution’s offices of alumni affairs, strategic communications and marketing, development, medical center development, and advancement services. During his tenure, he produced record numbers in new commitments and dollars despite a difficult economy, and launched a number of innovative programs, including the Student Discovery Initiative, which uses current students to interview alumni who have been only occasionally engaged with the university.

Jim arrived at Georgetown after spending eight years as the vice president for advancement at the University of California, San Diego. At UCSD, he led the planning and execution of the institution’s seven-year $1 billion campaign, then raised almost half the target amount in three years, despite a weak economy. He also expanded and improved outreach to key constituencies, increased and strengthened volunteer participation, acted as university spokesperson, and implemented programs that improved community relations. During Jim’s tenure, significant increases were posted in federal funding, national and international publicity, and alumni participation.

Before arriving at UCSD, Jim served as vice president for external affairs at Georgia Institute of Technology. At Georgia Tech, he increased annual gift income from $26 million to $76 million and more than tripled the institution’s endowment to well over $500 million. Jim began his career in higher education at Miami University and served at the University of Cincinnati as well as the University of Massachusetts. Operations under Jim’s management have won awards in virtually every area of university advancement.

Registration

CD Recording of Live Webcast

$350.00

Session 1: Making the Cold Call CD Recording

Attendee Information

Please provide your information.

State/Province *

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Additional Attendees:		Order
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	First Name Last Name Job Title Email	Weight for row 16

$350.00

Session 2: The Art and Science of the Advancement Interview CD Recording

Attendee Information

Please provide your information.

State/Province *

Country *

Additional Attendees:		Order
	First Name Last Name Job Title Email	Weight for row 1
	First Name Last Name Job Title Email	Weight for row 2
	First Name Last Name Job Title Email	Weight for row 3
	First Name Last Name Job Title Email	Weight for row 4
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	First Name Last Name Job Title Email	Weight for row 13
	First Name Last Name Job Title Email	Weight for row 14
	First Name Last Name Job Title Email	Weight for row 15
	First Name Last Name Job Title Email	Weight for row 16

$350.00

Session 3: Making the Ask CD Recording

Attendee Information

Please provide your information.

State/Province *

Country *

Additional Attendees:		Order
	First Name Last Name Job Title Email	Weight for row 1
	First Name Last Name Job Title Email	Weight for row 2
	First Name Last Name Job Title Email	Weight for row 3
	First Name Last Name Job Title Email	Weight for row 4
	First Name Last Name Job Title Email	Weight for row 5
	First Name Last Name Job Title Email	Weight for row 6
	First Name Last Name Job Title Email	Weight for row 7
	First Name Last Name Job Title Email	Weight for row 8
	First Name Last Name Job Title Email	Weight for row 9
	First Name Last Name Job Title Email	Weight for row 10
	First Name Last Name Job Title Email	Weight for row 11
	First Name Last Name Job Title Email	Weight for row 12
	First Name Last Name Job Title Email	Weight for row 13
	First Name Last Name Job Title Email	Weight for row 14
	First Name Last Name Job Title Email	Weight for row 15
	First Name Last Name Job Title Email	Weight for row 16

Fundraising Essentials: Cold Calling, Interviewing, Asking

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WHO SHOULD ATTEND

Session 1: Recorded on Monday, March 14, 2011 :: 105 minutes

Making the Cold Call

Session 2: Recorded on Tuesday, March 15, 2011 :: 90 minutes

The Art and Science of the Advancement Interview

Session 3: Recorded on Thursday, March 17, 2011 :: 105 minutes

Making the Ask

Want more information about this event?

Kathy Drucquer Duff

James M. Langley

CD Recording of Live Webcast

Session 1: Making the Cold Call CD Recording

Session 2: The Art and Science of the Advancement Interview CD Recording

Session 3: Making the Ask CD Recording

On-Demand Download of Live Webcast (180 day license)

Session 1: Making the Cold Call On-Demand Download

Session 2: The Art and Science of the Advancement Interview On-Demand Download

Session 3: Making the Ask On-Demand Download

On-Demand Downloads for ALL Sessions of Fundraising Essentials: Cold Calling, Interviewing, Asking

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Fundraising Essentials: Cold Calling, Interviewing, Asking

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WHO SHOULD ATTEND

Session 1: Recorded on Monday, March 14, 2011 :: 105 minutes

Making the Cold Call

Session 2: Recorded on Tuesday, March 15, 2011 :: 90 minutes

The Art and Science of the Advancement Interview

Session 3: Recorded on Thursday, March 17, 2011 :: 105 minutes

Making the Ask

Want more information about this event?

Kathy Drucquer Duff

James M. Langley

CD Recording of Live Webcast

Session 1: Making the Cold Call CD Recording

Session 2: The Art and Science of the Advancement Interview CD Recording

Session 3: Making the Ask CD Recording

On-Demand Download of Live Webcast (180 day license)

Session 1: Making the Cold Call On-Demand Download

Session 2: The Art and Science of the Advancement Interview On-Demand Download

Session 3: Making the Ask On-Demand Download

On-Demand Downloads for ALL Sessions of Fundraising Essentials: Cold Calling, Interviewing, Asking

Shopping cart

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