Session 1: Creating Levels and Identifying Prospects for Your Leadership Giving Program

September 28, 2009

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Overview

Learn how to establish the right leadership levels and incorporate face-to-face solicitations to build your major gift pipeline.

A well-designed leadership giving program provides an institution both a predictable revenue stream and a bridge to connect annual donors to their major giving potential. Unfortunately, these benefits can be washed away if you fail to design your leadership levels thoughtfully or you do not place an emphasis on face-to-face annual solicitation techniques.

This on-demand webcast is designed to help you overcome these challenges by developing the broad leadership giving base that will both support your on-going budget and yield long-term major donors.

WHAT YOU WILL LEARN

Annual and leadership giving managers should view both sessions to learn how to:

Learn how to thoughtfully establish leadership giving levels
Respond to objections when redefining their levels
Identify prospects to fill each level of a program
Learn how a frontline annual gift staff can bridge prospect pipeline gaps
Make the case for a frontline staff
Design frontline staff responsibilities
Use a frontline program to build a shop's professional pipeline

Annual giving officers charged with frontline duties should view session two to learn how to:

Identify prospects
Cultivate relationships
Effectively solicit and close their personal solicitations

Agenda

Session 1: Recorded on September 28, 2009

Creating Levels and Identifying Prospects for Your Leadership Giving Program

Establishing or reapproaching your leadership giving program
- Creating rational circles for your institution
- Setting reasonable distributions between circles
- Pairing benefits and opportunities for each circle
- Responding to objections in redefining circles
Identifying your circles' prospects
- Past giving and participation trends to look for
- Characteristics of donors ready to ascend
- Considerations for special constituencies
  - Faculty and staff
  - Parents
  - Young alumni

Session 2: Recorded on September 30, 2009

Using Frontline Annual Giving to Fill Your Leadership Giving Program and Further Your Pipeline

Why frontline fundraisers for the annual fund?
- Using leadership giving circles as a springboard to major gifts
- Strategic information gathering and key next steps in developing relationships
Establishing reasonable metrics
Unique challenges and recommendations for frontline annual gift fundraising
Designing a frontline annual giving officer's responsibilities
Establishing short and long-term goals
Portfolio composition
Frontline tactics
- Cultivation, donor relations, and recultivation
- Solicitation and overcoming objections
- Special circumstances
- Roleplays
Establishing a dual ask culture
Making your case and building your internal staff pipeline

Want more information about this event?

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

Instructors

Scott VanDeusen

Executive Director, Advancement Programs

St. John's University

Scott began his career with personal visits and then moved into direct mail, the phone program, and ultimately online fundraising. After almost nine years with Allegheny College, he became the director of annual funds for Washington and Jefferson College. In a little more than a year at W&J, he increased dollars raised by more than 25% through the creation and introduction of a leadership society. Scott then spent four years at American University, where he increased the alumni participation rate by more than 50%. He has since formed a working laboratory with his program at St. John's, providing opportunities to test many different ideas and approaches in data mining. Scott also serves as senior vice president for donor dynamics at HEP Development Services.

Registration

CD Recording of Live Webcast

$350.00

Creating Levels and Identifying Prospects for Your Leadership Giving Program CD Recording

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