When it comes to raising more money, a significant 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, strategies and approaches that set you on a path of becoming more confident in inviting your constituents to make personally significant 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 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 14 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.
Doug Mason, partner at Gonser Gerber, has over 30 years of experience in institutional advancement including counsel to a broad range of organizations nationally. He has advised his clients on numerous capital campaigns and comprehensive strategies that have ranged from $10 million to $200 million. Mr. Mason has spoken at national conferences and a variety of local and regional meetings of other professional associations.
Charlie Shepard, Senior Consultant at Gonser Gerber, provides development consulting services to non-profit organizations in all aspects of institutional advancement. Prior to joining Gonser Gerber, Charlie served the Advancement field for more than 18 years, with his most recent position as Vice President for Institutional Advancement at Asbury University in Kentucky and The University of Findlay in Ohio.
Agenda – Friday, May 29, 2020
7:30 – 8:00 am Registration
8:00 – 8:30 am Welcome and Introductions
8:30 – 9:30 am Asking Starts with Identifying The Best Donors
9:30 – 10:30 am Elevator Speech and Casual Meetings Practice and Morning Break
10:30 – 12:00 pm Preparing for a Solicitation – What You Really Need
12:00 – 1:00 pm Lunch (included)
1:00 – 2:00 pm What To Do Before the Ask To Know You Are Ready
2:00 – 2:15 pm Afternoon Break
2:15 – 3:45 pm Phrasing The Ask and How to Overcome Donor Objections
3:45 – 4:45 pm Role Play – Asking for the Gift
4:45 – 5:00 pm What You Heard, What You Learned, and Tips from the Field
5:00 pm Final Questions and Wrap-Up