Discovery calls are an essential component to your Prospect Development System. These calls, part of a systematic approach to moving a prospect into a closer relationship with your institution, particularly for the purpose of achieving a major gift, are the first step in developing a relationship between the prospect and your Institution.
The purpose of these visits are to rate prospects who are virtually unknown to the organization or for whom there is no certainty about financial capacity. They are focused on getting to know the prospect. Is there interest in the institution that could propel a major gift? Is there capacity to fund a major gift?
But making these appointments, and prioritizing them in your already full portfolio, can be tricky and monotonous. While no one can disagree that they are critical to building your pipeline of donors, they are also not the easiest appointments to get, or the most fun to conduct.
In this 60-minute webinar, Chad Jolly, Gonser Gerber partner, will review the critical importance of Discovery Calls, especially as part of a comprehensive prospect discovery program. He will provide some samples and ideas to getting your foot in the door, review the components of a successful Discovery Call visit, and provide you with the motivation to keep up your good work.
Topics we will cover include:
- Elements of a Comprehensive Advancement Program
- What is a Prospect Development System?
- How to Get Discovery Appointments
- After the Visit
- Managing Your Work
The fee for this webinar is $295 per institution, which allows your entire team the opportunity to participate in this professional development at the same time. If you are a current client of Gonser Gerber Advancement Consulting, that fee is just $145. You will also receive a copy of the presentation and a recording of the webinar with your registration. This webinar is a broadcast of a recorded program, so any of your questions will be addressed in a follow-up email message at a later date.
Who Should Attend
- Mid-level Advancement Professionals – For staff who already know the basics and need to refine skills in defined areas.
- New to Advancement – For professionals new to the advancement profession – whether this is your first job or you’re a workforce veteran.
- Campaign Volunteer Leaders and Professional Staff
- Chief Advancement Officers
- Development Directors
- Major Gift and Planned Giving staff
- Annual Giving staff
- Alumni/Constituent Relations staff
- Campaign staff
- Communications and Public Relations staff
Dr. Chad Jolly, Gonser Gerber partner, has been serving the field of education for 25 years. Chad’s consulting practice focuses on systematically strengthening advancement programs, and has vast experience working with clients on comprehensive campaigns and readiness studies. His professional background also includes enrollment management. Dr. Jolly is a frequent presenter and speaker at conferences and professional meetings throughout the U.S.