Learn how to end procrastination and call reluctance; how to prospect and obtain favorable interviews; exactly what to say on the phone; ways to close the gift and follow up; what you need/don't need to know about taxes, investments and planned gifts; and how to plan and measure success. Topics include:

• Develop a compelling case for support by involving volunteers, staff, and other groups
• Design and conduct studies and/or surveys to plan and evaluate specific aspects of a fundraising program
• Design a comprehensive solicitation program in order to generate financial support for the organization's purpose
• Ask for and secure gifts from prospects in order to generate financial support for the organization's purpose
• Prepare donor-centered solicitation materials in order to influence and facilitate informed gift decisions
• Evaluate the solicitation program using appropriate criteria and methodology in order to produce accurate analytic reports for effective decision making
• Initiate and strengthen relationships with all constituents through a systematic cultivation plan designed to increase support of the organization over the long term
• Acknowledge and recognize gifts in ways that are meaningful to donors and appropriate to the mission and values of the organization
• Develop and implement a comprehensive communications plan in order to inform constituents and identified markets about the mission, vision, and values of the organization, its funding priorities, and gift opportunities
• Inform constituents about the value of giving in order to promote a culture of philanthropy
• Components of a comprehensive communications plan and processes for creating one

Key Knowledge Areas for the above tasks:

• Psychology of giving, motivations/incentives for giving, ways in which gifts benefit donors
• Case statement and feasibility study components and uses
• External factors that may affect the viability of the organization and its programs/services
• Communication methods and messages to reach target audiences
• Types of gifts (such as cash, securities, grants, property, gifts in kind, bequests and other deferred gifts) Solicitation strategies and techniques (such as moves management, relationship management,and prospect management) and their effectiveness with different donor groups

Instructor: Matt Musel