When it comes to raising more money, one of the biggest predicators 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 properly handling 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.
Your work in supporting, managing, and preparing your institution’s board members, volunteers, and other institutional leaders for solicitation is one of the most critical roles you play as an advancement leader. Helping them manage their time, preparing them for prospect visits, and strategizing with them on major solicitations are just a few examples of the essential work you must do to help your volunteers and leaders be active and effective members of the advancement team.
In this interactive workshop, brought to you by the Gonser Gerber Institute, our faculty will guide you, your board members, volunteers, and/or institutional leaders 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 activities, role-play sessions and scenarios so that you are actually simulating making a gift request in a friendly, no-pressure environment. Your team will walk away with the tools and skills to successfully close more gifts for more money.
This workshop is designed for all board members and dedicated volunteers and their team of gift officers, development leaders, president, CEO, and others who are asking donors for major gifts. This is a great opportunity to invite your president or CEO and key advancement volunteers to join you in learning more about effectively asking for gifts.
We have several activities planned to engage your team to think through elevator speeches, prospect strategies, conversations with donors, and solicitation role-play scenarios.
Topics We Will Cover Include:
- The Board’s Role in Fundraising
- Asking Starts with Identifying The Best Donors
- Preparing for a Solicitation – What You Really Need
- What To Do Before the Ask To Know You Are Ready
- Phrasing The Ask and How to Overcome Donor Objections
- Thanking and Recognizing Donors
Registration and Hotel Information:
Gonser Gerber Institute workshops cost $995 per registration, $895 for each additional registration from the same institution. Current clients of Gonser Gerber receive a discounted fee of $795 per registrant. This fee includes breakfast both days of the workshop, lunch on Thursday, and morning and afternoon snacks. The workshop will take place at the Seelbach Hotel in Louisville, Kentucky. A limited number of rooms have been secured at the rate of $169 a night. Reservations must be made by October 29, 2018.
Nancy Oliver Gray, CFRE, joined the firm in 2017 as a Senior Consultant. Prior to joining Gonser Gerber, Nancy served as president of Hollins University from 2005-2017, retiring as president emerita in 2017. Under her leadership, Hollins led two strategic planning processes, eliminated the institution’s debt, doubled the endowment, and raised of $300 million. She has also served as president of Converse College. Prior to her presidencies, Nancy served as vice president for external relations at Rider University and vice president for seminary relations at Princeton Theological Seminary. She has also had development experience at Vanderbilt University, The University of Louisville, Oberlin College and The Lawrenceville School. She is currently a member of the boards of Princeton Theological Seminary, Mill Mountain Theatre, the Roanoke Symphony Orchestra, and the Advisory Board for the Virginia Tech School of Public and International Affairs.
Kent Huyser, senior consultant at Gonser Gerber, has more than 13 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. Prior positions also include Director of Development at the University of Missouri-Kansas City (UMKC) Foundation where he led fundraising efforts for the School of Medicine, leadership positions at William Jewell College (MO), including Regional Development Director and Executive Director of Alumni Relations and Annual Giving, and the Federal Reserve Bank of Kansas City.