Tactics for Successful Donor Discovery and Qualification

Tactics for Successful Donor Discovery and Qualification

November 30, 2018 | 1:00 - 2:00 p.m. Eastern


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Learn what to say, what to do, and what to listen for during donor discovery and qualification.

Gift officers need effective discovery and qualification skills to build a strong donor portfolio, but developing, honing, and practicing these skills is challenging. Developing your own scripts and strategies, and finding your own authentic voice, can help you save time and accelerate your best donor relationships.

This webcast will immerse you in a highly tactical and comprehensive training session.  You will receive guidance on what to say, what to do, and what to listen for in order to more accurately qualify (or disqualify) prospects in your portfolio. We’ll cover all the key touchpoints of donor discovery and qualification - giving you the confidence to successfully navigate common situations that occur by email, on the phone, or in person.   


Additional Resources

As part of your registration, you will receive a checklist of key phrases you should listen for in qualifying, disqualifying, and requalifying donors in your portfolio.


Who Should Attend

This training is a core competency for all gift officers, no matter the stage of your career. You will leave this webcast with the strategies and skills to more confidently navigate the most common situations of discovery and qualification.


In each of the three sections below, we’ll share words and phrases you can adapt to a variety of situations with donors. You will start practicing how to formulate your authentic voice for a few aspects of discovery and qualification:

  1. Securing the visit
  2. Preparing for the visit
  3. During the visit


Cheryl Balchunas

Senior Director Of Development, Office of Advancement, University of Colorado Anschutz Medical Campus

Cheryl Balchunas has been working in the field of non-profit development for more than 12 years. She is presently serving as a Senior Director of Development in the Office of Advancement at the University of Colorado Anschutz Medical Campus. Prior joining CU’s staff, Cheryl led the fundraising efforts related to individual and major gifts, corporate giving, and special events at Mi Casa Resource Center. Prior to this, she served at two separate chapters of the National MS Society. Through her work in the field of non-profit development, Cheryl has successfully utilized discovery visits and qualification (and disqualification) tactics in both large and small development shops to raise more than $16 million toward her personal goal of leaving the world a better place than when she found it.

Questions About the Event?

Courtney Biedermann

Courtney Biedermann
Instructional Designer, Academic Impressions

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