When it comes to raising more money, the biggest predicator of your success involves how effectively you ask for the gift. Asking too soon in the donor relationship, waiting too long, asking for too little, or not being joyfully persistent in how you handle objections can all lead to reduced results. The process of successfully asking for a donor’s very best gift is both an attitude and an aptitude that can be learned and developed. And in this workshop, you will learn and practice the tactics and strategies to become an expert at asking for more money and receiving larger gifts.
In this one-day, interactive workshop, brought to you by the Gonser Gerber Institute, our faculty will guide you through the thinking and actions for asking donors for their best possible gifts. You will learn the cues for timing the ask, how to phrase a solicitation, and how to respond and follow-up to a donor’s reaction to your request. We will also be spending our time doing role-play activities, scenarios and demonstrations so that you are actually simulating making a gift request in a friendly, no-pressure environment. You will walk away with the tools and skills to successfully close more gifts for more money. This workshop will be especially helpful for all gift officers, development leaders, campaign volunteers, and others who are asking donors for major gifts.
The fee for this one-day, hands-on workshop is $595 for the first registrant, and $495 for each additional person from your institution. Current clients of Gonser Gerber consulting get a discounted rate of $495 per person. That fee includes a binder of materials, lunch, and a one-day workshop presented by Gonser Gerber consultants. Attendance is limited to 16 people.
For those of you who are traveling, there are several hotel options available that are within walking distance to our workshop. Check out this Resource Document for a list of your options and rates.
Gonser Gerber Institute workshops allow you the opportunity to work with experienced faculty, learn from your peers, and offer you the tools you need to develop work plans that will help you do your job better. Join us for this program to refresh your skills, learn new techniques, explore what your peers are doing, and provide you with the time to enhance your program.
Jason McNeal, Ph.D., Gonser Gerber Partner, has provided advancement leadership to non-profit organizations for more than 20 years. Having served as the chief advancement officer at East Georgia College and Maryville College (TN), he also has consulted with institutions throughout the U.S. and Canada. Dr. McNeal has written extensively on key issues in non-profit fundraising and leadership including his blog that you can find at http://www.jasonmcneal.com.
Kent Huyser, Senior Consultant at Gonser Gerber, has more than 14 years of experience in non-profit and advancement leadership. Prior to joining Gonser Gerber, he was Associate Vice Chancellor for Advancement at Metropolitan Community College, Kansas City (MCC) where he led a successful advancement program and launched the first comprehensive campaign for $20 million and reaching record fundraising levels.
Agenda – Wednesday, April 11, 2018
7:30 – 8:00 am Registration
8:00 – 8:30 am Welcome and Introductions
8:30 – 9:00 am Asking Starts with Identifying the Best Donors
9:00 – 10:30 am Preparing for a Solicitation – What You Really Need
10:30 – 10:45 am Morning Break
10:45 – 12:00 pm What To Do Before the Ask To Know You Are Ready
12:00 – 1:00 pm Lunch (included)
1:00 – 2:30 pm Phrasing The Ask and How to Overcome Donor Objections
2:30 – 2:45 pm Afternoon Break
2:45 – 4:00 pm Role Play – Asking for the Gift
4:00 – 4:20 pm Final Questions and Wrap-Up