All non profits seek how to maximize their time and resources to raise more money. Yet many spend too much of their valued staff and board time seeking many small gifts, rather than fewer large ones. Hosted by DonorCommunity, and major gifts expert Rolando Rodriguez of CrossPointPlus, review practical strategies that will pay off with bigger gifts and a much higher return on investment. Get more strategy advice on how to best “mine your own backyard” for gold, using quality information and a systematic approach, by visiting us: http://goo.gl/hULeqT

1. PRACTICAL MAJOR
GIFTS STRATEGIES:
STOP WASTING TIME ON NICKELS AND DIMES
RYAN FINKELSTEIN & ROLANDO RODRIGUEZ

2. 1 All lines are muted, use the chat panel for tech issues.
2 Q&A at the end
3Webinar recording and slides will be posted on website
as well as emailed to you.
Today’s webinar

3. Your Hosts
Ryan Finkelstein
VP Client Services
DonorCommunity
Rolando Rodriguez
President
CrossPointPlus

4. A multi-level major gifts donor strategy
=
fundraising success.
Why Major Gifts Strategy?
Practical major gifts strategies

5. Looking for higher ROI
It takes the same effort to cultivate a $5,000 gift as
a $50,000 gift.
Why Major Gifts Strategy?
Practical major gifts strategies

6. Develop a sustainable program to motivate leaders and
key philanthropists to support your organization.
Main Objective
Practical major gifts strategies

7. Goal Is Major Gifts
Practical major gifts strategies
What is a major gift to you?
What are the labels you are going to use
to identify specific benchmark gifts?
How will you grow and manage your
pipeline?

8. Supporting the creation of multi-level major gifts recognition
programs, including founders group, women’s group, and other
program specific groups.
Detailed Written Policies and Guidelines
Creating The Process And Strategy
1
Thorough and complementary recognition policies that will be
attractive and effective in honoring major donors.
Recognition Policies2
Develop marketing strategy to implement, including private events,
partnerships and public relations.
Integrated Marketing Strategy3

9. Major Gifts Strategy: An Example
Founders or Member Group Development
• Guide the launch of a specific founder’s group with
financial entry points
• Help board and staff develop intimate and exclusive
events in support of group cultivation
• Support board and key staff to identify and recruit
leadership for these new groups
• Select and implement marketing strategies and
materials in support of all recognition and social
group objectives

10. Moves Management = Systematic Cultivation
Moves Management makes
cultivation activities focused and
goal oriented, with specific steps
to engage with a prospect.
Cultivation is the bedrock
of all major gift
fundraising activity.
PLAN moves
MAKE moves
TRACK moves

11. Each “move” is targeted
to move our prospect
along a relationship
continuum
Moves Management
awareness
interest
involvement
investment

12. When sufficient “moves” have been made,
the culmination is a request for a
gift/increased gift.
Moves Management
Everything is done according to a plan.

13. Who are our donors?
Event GuestSponsors
Committee/Board
Member
Existing Donor
Alumni
Emerging Company/Leader
Volunteer
Community
Philanthropist

14. Who are our “moves”?
Develop a list of possible ‘high-touch,’ ‘medium-touch’ and
‘low-touch’ cultivation ‘moves’
o A tour of our new headquarters
o An invitation to an event
o A lunch or dinner meeting with board members
o An invitation to join the board
o Request for volunteer support
o A small donation request, such as a ticket purchase
o Invitation to a Facebook page

15. Prospecting and Moving
Step 1
Select 10-25 best prospects based on
capacity, interest, and previous activity level

16. Prospecting and Moving
Step 2
Gather research on each prospect
Identify volunteer/board member and staff for each
Consult volunteer/board member/staff about prospect

17. Prospecting and Moving
Step 3
Develop strategy for each prospect with
gift amounts and gift opportunities
Plan next 3 to 5 moves or touches

18. Prospecting and Moving
Step 4
Implement

19. Track your progress
o Set up your donor system so you can track your moves and
progress alongside your marketing activity (events, online,
mail/email, etc)
o Review status regularly
o Review at end of year and move new prospects in or old prospects
out
Systemic Tracking

20. Don’t Forget The Ask!
o What is the best possible outcome and the
minimum acceptable outcome?
o Review key points to be covered during the
call
o List benefits generated by a donor gift
o Determine what you will ask the prospect to
do, agree to or react to
o Prepare anticipated questions and your
responses

21. Questions?