What we are hearing from our clients and colleagues is that the pandemic and work-from-home environment has been the perfect time to focus on making Discovery Calls to prospects who have been difficult to reach.
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 the most productive relationship possible between the prospect and your Institution.
The purpose of these calls 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 enough interest in the institution’s mission to propel a major gift? Is there capacity to fund a major gift? Is the prospect charitable?
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 secure. It is imperative that these calls be productive once secured.
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 explore how to best secure appointments, how technology is changing the discovery process and how the pandemic creates an opportunity to do this work in new and productive ways. Dr. Jolly will also provide samples and a proven approach that has served Gonser Gerber clients well over time.
Topics we will cover include:
- Elements of a Comprehensive Advancement Program
- What is a Prospect Development System?
- Virtual or In Person Discovery Visits?
- How to Get Discovery Appointments
- What to Discuss at Your Appointment
- After the Visit
- Managing Your Work
The fee for this webinar is $295 per institution. One fee covers your entire team. Current Gonser Gerber clients’ fee is $145. Once one person from your institution registers, we send you instructions on how to get additional links for each of your team members to log in.
Who Should Attend
This program is designed for gift officers who have a portfolio of prospects, including Discovery Prospects, or those that would like to have a better idea of how to manage a comprehensive prospect management system. We also welcome managers and directors who help support prospect management systems, gift officers, prospects, and the advancement program.
About Your Faculty
Chad Jolly, Gonser Gerber partner, has been serving the field of education and the nonprofit sector for 25 years. His consulting practice focuses on colleges, universities, schools, healthcare organizations, and other nonprofit organizations seeking to systematically strengthen their advancement efforts. Before joining Gonser Gerber, Dr. Jolly served as the Vice President for Institutional Advancement at William Jewell College in Kansas City. In addition to serving his clients, he is a frequent presenter at Advancement and related conferences and professional meetings throughout the U.S.