More details about the timing of the days can be found by clicking Learn More and Register, but session descriptions of the two days are below:  

Opening Activity & Group Discussion
We will use this time to share and explore your biggest obstacles when it comes to discovery work. Given your relatively newer experience in this role, it will be helpful to name and share the challenges that you’re facing so that we can identify common pain points or struggles as a peer group. Our expert speaker will reflect and comment in response to the challenges shared by the group.

Initiating Prospect Conversations: Traditional & Digital Methods
Discovery work is a blend of art and science. It requires that you pick the right method of communication at the right time, so that you can truly connect with the prospect. In this session, we’ll explore how to blend traditional and digital methodologies to create a strategic approach that will result in your first conversation or meeting with the prospect.

Preparing and Structuring Your Meeting
You have scheduled your donor conversation; now how do you prepare? Learn the best approaches you can take for an effective and productive meeting with your donor by envisioning your goals and planning out the ideal next steps you want from the meeting.

Thoughtful Questions and What to Listen for in Your Donor Conversations
Connecting with prospects for the first time is an opportunity to start building trust. The types of questions you ask will not only lead to information-gathering, but they can also unlock deeper conversation and build trust. Learn how to build your repertoire of specific and open-ended questions that can lead to qualifying prospects. Walk away with real-life examples of what to listen for to determine whether someone wants to engage with your institution.

Practicing the Art of Discovery Work and Discussion
Given all the tools and strategies you’ve just learned, you will now practice discovery by working through a variety of case studies in small groups. After practicing, the groups will share and receive feedback on how they approached the conversations so that everyone can learn from a variety of different communication styles and techniques.

Solutions Clinic: Getting Advice from Peers to Advance Donor Conversations
There is no one-size-fits-all approach or magic bullet for how to conduct the perfect discovery visit that leads to qualification. Often, there are situational nuances with each prospect that will force you to be flexible and innovative in how you secure a conversation or visit. Because of this, there’s tremendous value in tapping into the collective knowledge of those in the room by learning how others might approach a donor conversation—particularly the ones that are stalled or stifled. Those with experience can share their expertise, while those who are newer to this role can share a fresh perspective. By participating in this solutions clinic, you will collectively get to provide possible solutions and strategies for how to resolve any specific challenge you’re facing during your discovery work.