The Relentless Pursuit of Major Gifts Martin Leifeld

The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015

Start me up! I am here because … I hope to leave with … ? ?

a case study Gateway for Greatness Campaign $100 Million Goal – 2005 through 2012

August 2008

Great Recession

Campaign Keys Major gifts would lead to success Establishing floors for support George Paz Meet and Solicit Gift Announcements Founder’s Dinner

EARLY RESULTS June 30, 2009 $14. 7 $16. 5 $17. 5 $26. 6 06 07 08 09 = $75. 3 M 1 st Fiscal Year

going public Founders Dinner 2009 Gateway for Greatness Campaign $100 M GOAL $83 M RAISED 13 PARTNERS FOR GREATNESS

DECISIONS $100 M … June 2010 ? what’s a university to do $150 M … by June 2012

So … how’d we do? $35, 000 $30, 000 $25, 000 $20, 000 $15, 000 $10, 000 $5, 000 $0 FY 04 FY 05 FY 06 FY 07 FY 08 FY 09 FY 10 FY 11 FY 12 FY 13 FY 14 $154. 2 M Gateway for Greatness Campaign 55, 000 Donors. 31 Partners for Greatness. 136 members Auguste Chouteau Society

Developing Donors – Solicitation Cycle Martin Leifeld

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship/ Recognition Qualification Time Solicitation Cultivation

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship/ Recognition Qualification Time Solicitation Cultivation

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship/ Recognition Qualificatio n Time Solicitation Cultivation

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship/ Recognition Qualification Time Solicitation Cultivatio n

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship/ Recognition Qualification Time Solicitation Cultivation

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship / Recognition Qualification Time Solicitation Cultivation

Developing Donors – Solicitation Cycle Pu bl ic ity Stewardship/Recognitio n An ym n o ity

Developing Donors – Solicitation Cycle Identification/ Renewal Stewardship/ Recognition Qualification Time Solicitation Cultivation

The Solicitation Call Martin Leifeld

The Solicitation Call Preparation, Execution, Follow-through “There are no secrets to success. It is the result of preparation, hard work and learning from failure …” Colin Powell • Former Secretary of State • Retired General

The Solicitation Call Preparation, Execution, Follow-through Why focus on the call? • • Respect for donors, prospects, staff & volunteers Respect for your organization Consequences are far-reaching To grow in effectiveness & acquire mastery

The Solicitation Call Preparation, Execution, Follow-through Preparation • • Purpose of the call Current nature of relationship Materials for call Pre-meeting

The Solicitation Call Preparation, Execution, Follow-through Execution • Immediately before call • Implement call as planned

The Solicitation Call Preparation, Execution, Follow-through • • Post call reflections & considerations Confirm who does what Create record of call Timely “thank you”

Three C’s of Successful Fundraisers Martin Leifeld. Amy Rome. Ellen Howe

Character Competence Confidence Three C’s of Successful Fundraisers

Three C’s of Successful Fundraisers competence • the ability to do something successfully or efficiently confidence • the trust in one’s abilities, qualities and judgment character • the mental and moral qualities distinctive to an individual Character Competence Confidence

Increase your competence and confidence Martin Leifeld

concepts Increase your competence and confidence No’s FEELINGS Establishing Floors Reciprocity … saving the best for last!

Leadership in major gift fundraising Martin Leifeld

Leadership in MAJOR GIFT fundraising five facets ü ü ü Provide Leadership No Two Leaders Are Alike Maximizing Volunteers Preparation Calling Forth Leadership

The Relentless Pursuit of Major Gifts Martin Leifeld. Amy Rome. Ellen Howe February 2015