Presentation August 11 & 12, 2009

5. = $ Heisenberg’s Theory = $

6. AF & $1,000+

7. # Of Gifts

8. 5+ yrs 2,3,4 yrs 1 st year

9. Average Gifts

10. Retention & Aquisition

11. Ave Gift

12. Number Of Donors

15. 69 66 77 80 88 # Donors

16. Leadership/Annual Fund

17. Assumption AF Goal $650,000 Facts: Gifts of $1,000 = 89% of total AF 5 year average giving $5,158 2005-2009 # of donors 69-88 28% growth # donors needed to reach goal 112 27% growth 2009

25. Children guessed (but only a few) and down they forgot as up they grew…. - e. e. cummings

26. Words = Worlds

27. “ I have a dream ” “ I have a list of measurable objectives ”

28. Tried and True Tried and So Over

29. Humongous Society--$50,000 Yup I Give Club--$25,000 Society Society--$10,000 The Whatever Club--$249 77%

30. 93% would most likely give next time asked if they are thanked quickly and personally, in addition they would also like a follow up regarding what their money is accomplishing…

31. Satisfaction

32. Annual Report

33. Maybe if we just had a better case for support!

34. Donor Retention Relationships?

36. 90% 10% 0% 3 Markets

38. 90% 10% 0%

39. Who is this guy?

40. “ Ninety percent of what we call ‘management’ consists of making it difficult for people to get things done .” – Peter Drucker

41. Who Asks car

42. “ Psychologists tell us that the mind is under a continual bombardment of ideas, all of which are trying to make an impression on it. The prospect, therefore, does not sit around with a blank mind, calmly waiting for someone or something to capture his attention without a struggle.” Modern Business, Copyright 1918

45. ASK ASK

49. “ We have a ‘strategic’ plan. It’s called doing things.” — Herb Kelleher

50. ART OF THE ASK

51. Permission

52. Step #1 Seek Permission Seeking permission for time shows respect

53. Close For Time Not $

54. Step #1 Permission Seeking permission for time shows respect It is not a good time to talk.

55. Do Not Engage Objection

56. Stay On Task

57. Stay On Task

58. The ASK

59. Get The Details

60. Just Ask!

61. ART OF THE ASK Capital Gifts