Module 3

Learning Session: 12:45-2:00 PM

Inside the Mind of the Major Donor: What Fundraisers Need to Know

The success of our organization’s mission depends heavily on the generosity of individuals who give large gifts. What motivates these individuals to give so generously? And, closer to home, what’s important to them about the fundraiser they’re working with? The panelists in this session – all generous donors to multiple organizations – have agreed to speak candidly about their experiences with fundraisers, and to help us learn how we can do our jobs better – and raise more money in the process. The best way to find out what motivates individuals to give big gifts is to ask them, so here’s your chance.

By the end of this session, participants will learn:

  • Keys to cultivating, soliciting and stewarding major donors;

  • Three prime pitfalls to avoid;

  • What changes you may need to make in your approach to major donors.

Presenters:

  

Learning Lab 3A: 2:15-3:15 PM

Movin’ and Shakin’: Doing Relationship Management Right

Regardless of the size or culture of your fund development operation, you need to know how to track and manage prospects. In this interactive session, find out why relationship management is essential to a well-run fund-raising organization and how to decide what elements are applicable at your shop. Our speaker, a veteran consultant specializing in prospect management and information flow for fund raising, will frame some of the hot issues of metrics and officer accountability.  We'll also discuss key reports essential to monitoring fund-raising activities and informing decision-making, and diagnose why many prospect management meetings don't work.

By the end of this session, participants will learn:

  • Essential relationship management terminology and concepts and how they apply to a wide variety of shops and cultures;

  • How to determine appropriate metrics and accountability for staff;

  • Reporting concepts and best practices;

  • How to establish and run prospect management meetings.

Facilitator:

Learning Lab 3B: 2:15-3:15 PM

The Board Game: Making the Right Moves

Nonprofit leaders identify fundraising as their boards’ greatest weakness and most important priority for board improvement.  This interactive session will explore underlying causes, possible solutions, and responsibilities of fundraising professionals.

By the end of this session, participants will:

  • Understand why boards underperform in their fundraising function;

  • Become familiar with past efforts toward improvement;

  • Have discussed new and innovative approaches to board development.

Facilitator: