Download Making the Ask: 149 Tips for Soliciting Major Gifts by Scott C. Stevenson PDF

By Scott C. Stevenson

Originally released by means of Stevenson, Inc., this sensible source is helping nonprofit pros increase presentation talents; arrange potent solicitation groups; and teach employees, volunteers and board individuals at the ask. It additionally provides specialist recommendation on forthcoming donors for significant presents, tailoring person proposals, and bettering efforts to solicit significant gifts.

Important subject matters coated include:

  • Closing techniques
  • Donor communication
  • Overcoming name reluctance
  • The technology of asking questions
  • Negotiation skills
  • Setting the ask amount
  • Dealing with objections and refusals
  • Prospect dialog starters
  • Major presents advisory committees
  • Listening talents tips
  • Decision delays
  • Upselling
  • Corporate solicitation
  • Gift proposals
  • Sales skills
  • Evaluating prospects

Please word that a few content material featured within the unique model of this identify has been got rid of during this released model as a result of permissions issues.


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Additional info for Making the Ask: 149 Tips for Soliciting Major Gifts

Sample text

The feasibility study report and recommendations may focus mainly on 32 chapter 2 yes, we really need a consultant! the achievability of the goal or may provide considerably more detail on steps to be taken, phases of the campaign, roles and responsibilities, timelines—essentially the campaign plan in outline form. The process is somewhat like the development audit or assessment described above, with a materials review component, interviews, analysis of information, and the other steps, but the emphasis is much more on donor and donor prospect interviews as well as providing a product—the report—that addresses the campaign and the goal.

Since they were the major funders, it was unlikely a nonapproved campaign could be successful. They generally limited the number of campaigns under way in the community at any one time, so seeking their approval became a major factor in the organization’s planning, especially the timing of the campaign. Campaign planning studies, like feasibility studies, should result in a series of recommendations for carrying out the campaign successfully as well as the findings and analysis sections discussed earlier.

Consultant has considerable experience with on-site campaign management, as the consultant’s relationship with the organization and its stakeholders is considerably different and more intense than with other consulting relationships. When you have the internal staff capacity and other resources to conduct a capital or major campaign, but want guidance and advice from an experienced professional (capital or major campaign consulting) Unlike on-site campaign management, campaign consulting is carried out through a more traditional arrangement, with counsel providing advice, suggestions, and other services to the organization during all or part of the campaign.

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