Transitioning Leadership Annual Donors into Major Donors



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Learn portfolio management and stewardship techniques to successfully move donors through your pipeline. 


To shift the mindset of a leadership annual donor into that of a major donor requires you to go beyond just knowing their capacity; you must also understand what the donor wants to see their gift accomplish, and how to align that specific desire with your institutional needs. This requires knowing how effective each component of your leadership giving program is and how to best manage and grow your leadership annual donors 

Join us in this interactive virtual training to learn portfolio management and stewardship techniques to successfully transition leadership donors into major gift prospects. In this program, you will: 

  • Assess your leadership giving portfolio by evaluating the effectiveness of your relationship-building tools 
  • Identify what stewardship techniques are most and least impactful 
  • Practice productive donor conversations and key talking points, so you’re prepared for your next upgrade ask 


Who Should Attend

If you’re a leadership or major gift officer who wants to increase major gift prospects, this training is for you. Arrive prepared with questions specific to your stewardship strategy and your leadership donor portfolio. You will have the opportunity to ask questions and get feedback from our leadership expert throughout the program, as well as learn best practices from your fellow attendees. 

The Academic Impressions Virtual Workshop Experience

There is no one-size-fits-all when it comes to exploring responsive issues in higher education. Our virtual workshops provide you with an active learning environment and an online space where you can explore ideas, get inspired by what your peers are doing, and understand the range of possibilities around a certain topic. Depending on what you need to solve a specific challenge at your institution, you will have the chance to gain ideas, plans, refinements, or connections with those undergoing the same challenges as you. You will leave these sessions with practical solutions that you can take back to your team or task force.

What you will get:

  • Learn from what your peers are doing across the nation
  • Gather unique and creative approaches that you may not have thought about
  • Validate and vet plans and priorities
  • Contribute your ideas and help shape the conversation
  • Get work done in a space that’s designed to help you reflect, be creative, and maintain focus on the issue
  • Connect with subject matter experts who steer the conversation and add value
  • Experience expert facilitation to ensure practical outcomes and takeaways

As the coronavirus pandemic unfolds nationally, it is so important to keep connecting and networking with your peers - at a “social distance” - and to keep learning and developing as higher-ed leaders and professionals. Don’t let social distancing and quarantines prevent you from setting aside time for professional development. Everything is changing so fast; more than ever, we need to be pooling our resources and knowledge and finding the best ways to develop our capacity, connect and share with each other, and move forward during a challenging time.


November 19, 2020

1:00 - 4:00 p.m. Eastern


1. Assessing and Evaluating your Leadership to Major Donor Transition Strategy 

Knowing when a leadership annual donor is prepared for an upgrade ask requires time in stewarding effectively, educating your donor thoroughly, setting expectations, and knowing how to use your time and resources for maximum impact. Here you will learn how to assess and evaluate the tools and processes at your disposal in order to identify what improvements are required for stronger and more genuine donor relationships. 



2. Improving Your Stewardship Techniques to Effectively Manage and Transition Donors  

After identifying the vulnerabilities within your transition strategy, you will need to understand the steps you can take to address them. To help you make the best decisions moving forward, you will learn which stewardship metrics to focus on and how to prioritize them in a way that benefits your donors and your institution. Additionally, by dissecting sample donor impact reports, a stewardship survey example, and walking you through what an ideal stewardship calendar can look like, you will be able to adjust your strategies to best position your shop to transition donors. 



3. Managing Productive Donor Conversations  

The donor conversation represents the culmination of your efforts. After identifying where and how you can make improvements to your transition strategy, you must know how to set clear parameters and establish a good rapport from the outset of a visit  In small group breakouts, you will have the opportunity to apply key talking points to mock conversations that will help you develop a strong connection with your donor, allowing for clearly defined next steps and a natural follow up. 


Portrait of Brian Daugherty

Brian Daugherty

Senior Vice President & Chief Philanthropy Officer, San Diego Humane Society

With more than twenty years of experience in development with a focus on annual giving and major gifts, Brian has worked for a variety of organizations in the nonprofit arena, including the Baltimore Symphony Orchestra, the Maryland Zoo in Baltimore, the University of Baltimore, the University of California, San Diego San Diego State University and the University of San Diego.

Read Speaker's Full Bio.


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