Building and managing a major donor pipeline is a deliberate and thoughtful process. The session focuses on relationship science and rapport building techniques, tactical strategies to rapidly build your major donor pipeline, and tools to measure and manage donor relationships and progress toward giving. This session will provide useful techniques, tools, and strategies that will help participants rapidly build a major donor program.
In addition, this session will demonstrate techniques to more accurately scope and determine the size of a successful major gift ask. We will discuss a series of qualitative and quantitative questions designed to capture key intelligence about a potential donor. Preparing for a conversation with an individual who has the ability to make a significant gift to your organization requires extensive preparation. An essential component of this is feeling confident – about the basis for the gift amount being requested.
The session will:
- Provide strategies and tools to identify, engage, and manage key donor relationships.
- Illustrate key principles for major gift success through donor stories.
- Discover unconscious competencies and examples of how we use them intentionally.
- Empower attendees to “calculate” the size of a major gift ask, based on qualitative and quantitative information.
- Make attendees aware of the numerous factors that determine an ask calculation.
- Help you know if you are ready to make the ask.
Presented by Larry G. Raff, President, Copley Raff Inc.
Larry is president and principal of Copley Raff, Inc., a U.S. and international management and fundraising consulting firm that specializes in raising the sights of nonprofit organizations and helping them to meet aspirational goals. He is also a principal with Rising Tide Direct LLC, a direct mail and marketing firm that stresses the use of direct marketing channels to maximize net revenue and to identify and move contributors into the major donor pipeline.
Larry has held leadership advancement positions and consulting engagements for more than 30 years. He and his firm have served hundreds of organizations of all sizes and reach from every nonprofit sector, and have earned a reputation for achieving client objectives through both creative and rigorous application of proven advancement practices.
A highly-regarded thought leader, Larry has: an international readership for GivingTake, the blog he has published since 2012; served as President of The Friday Forum, a group of senior development professionals in Boston; led high-level trainings across the nation; and, authored articles in leading fundraising journals.
Larry is a co-founder of the highly acclaimed Philanthropy Leadership Advancement Nexus, a Master Gift Officer Event. Now entering its seventh year, planMGO is an immersive, four-day training program that transforms advancement professionals and volunteers into Master Gift Officers by reengineering the nature and process of their relationships with donors, goals, asks, and stewardship.