The connection between altitude, attitude and context'

1
Ask Major Questions Before Asking for a Major Gift

• The connection between altitude, attitude and
  context.
• Susan Martz CFRE
• Rice University

2
Altitude

• 30,000 Level
• Funding the Vision is not begging for change.
• Vision
• The Leader
• The Board
• The Development Team
• The Community

3
Attitude

• Developing engagement, not picking the pocket.
• Donor Centered
• Donor Profile
• A 360 perspective
• The arc of giving assessing alignment

4
Context

• Fundraising Cycle
• Identification
• Cultivation
• Solicitation
• Stewardship

5
The Process

• Pre-Meeting Must Do List
• Clear expectations of discussion agenda
• Agreement on participants
• Identifying the location
• Calibration of anticipated gift range
• Time frame

6
The Ask Meeting

• You, Them and Us setting the stage
• Establish the agenda, create the atmosphere

7

• Focus on IMPACT
• Confirm gift calibration in context of a STORY

8

• Stay on task ask to proceed
• Recap the opportunity

9
Gift Mechanics

• Outline how gifts are handled internally
• Written agreement signed by both parties
• Terms of payment
• Recognition
• On-going stewardship

10
Making the Ask - Reminders

• Donors are INVESTORS in your Success.
• The donor relationship is about building and
  sustaining a mutually satisfying engagement. It
  is not about deal making.
• Funding opportunities funding levels
• Dont undersell your program needs.
• Be polite and direct. Donors know why you are
  there.

11
Cliff Notes Summary

• Begin with Vision Altitude
• Focus on Donor investors - Attitude
• Clear, direct business practices Context
• IMPACT
• Pre-calibration of gift amount
• Pre-meeting specifics
• Managing the Ask meeting
• Gift mechanics leave nothing to chance
• Stewardship activities
• Equals the A TEAM