1. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 1
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
No Nonsense
Must-Haves for Major
Giving Success NOW!
With Marcy Heim
The Artful Asker
Thursday, June 1
2 pm ET – 1 pm CT – 12 pm MT – 11 am PT
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
"Something
good is gonna
happen
to me!" Joyce Meyer
1
2

2. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 2
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Before we begin…
Chat away! Interrupt me!
Questions? YES! If you get missed please
email marcy@marcyheim.com
Really have a need to connect –
www.scheduleacallwithmarcy
FEEDBACK! Thank you.
http://marcyheim.com/feedbacktomarcy1
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Session Goal---
To help you “cook
up” success (or MORE
success) in your
major giving work!
3
4

3. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 3
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Consider……Guy’s Grocery
Games and Major Gift Work
1. Random parameters
2. Challenging ingredients
3. Limited time
But HAVE SKILLS, PASSION, CREATIVITY
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Our Agenda
Must-Haves
for Major
Giving
Success
NOW!!
 It’s all in your head
 Vibrant Options for Giving
 Creating Authentic Relationships
 Making an Artful Ask
 Engaging your board, colleagues,
etc. as genuine partners
 Words of Wisdom
5
6

4. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 4
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Something Goods
Gonna Happen to me!
We become what we think
about!
LET ME HEAR YOU!!
7
8

5. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 5
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
I create my life!
People Love to Give
Me Money.
Let Me Hear YOU!
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
People love to Give me Money
To Make a Difference
People love to Give me Money
I’m the link, to their
investment
Let’s sing!
9
10

6. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 6
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Your Inner World drives your Outer World
Thoughts
Feelings
Actions
Results
Past
Programming
What are you THINKING?
*People know I am just looking for the money.
I really want my giver to experience joy from her giving.
*I have to call to make appointments. UGH!
People Love to Give Me Money
*I sent them an email and they didn’t respond. Why can’t people answer my
email? Why don’t they call back?
How can I make it easier for them to get in touch?
*He was really awful to me on that last call. I don’t have to put up with that!
“How can I care for him now. Clearly something is up. (hug a porcupine)”
*If only my Board would help.
I need to be sure they understand that people who share THEIR values and
interests may well also be interested in supporting us.
11
12

7. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 7
EXERCISE -- What are you THINKING?
It will be so much harder to raise money this
year.
Money comes to me easily and frequently.
WRITE YOUR REFRAMES – start with…
It’s gonna be hard to….
And debunk it!
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
“If you change the way
you look at things, the
things you look at
change. ...
Wayne Dyre
Renee Thompson, “Every time I’m talking to a donor I’m
helping them realize they have permission to give what
brings them joy.”
13
14

8. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 8
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Our Agenda
Must-Haves
for Major
Giving
Success
NOW!!
 It’s all in your head
 Vibrant Options for Giving
 Creating Authentic Relationships
 Making an Artful Ask
 Engaging your board,
colleagues, etc. as genuine
partners
 Words of Wisdom
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Believe in your mission and want to
make a difference
They Are Asked
Believe you are stable & ethical
To honor someone/thing
To extend their values
High regard for the staff and volunteer
leadership
To belong to something and help their
community
Why Do People Give?
From the
research of
Penelope
Burke
15
16

9. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 9
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
People Want to Help - Their Way
2021 Contributions:
$484.85 billion by
type of recipient
organization.
Every organization
has opportunity in
every area if you
think about it!
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Never Forget!
“It’s not about the
money, it’s about
what the money
does…Really does.”
Marcy Heim
17
18

10. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 10
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
What the money does…
and really does.
($110,000 to $20M in 5 years)
Thank you. Our campus is
transformed, our students are
receiving scholarship
assistance and you are
ensuring the excellence of our
academics and extra-
curricular programs through
your generosity! You are
having an eternal impact!
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Welcome to our restaurant…….
19
20

11. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 11
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
What the Money Does and Really Does…
Big donors
want BIG
VISIONS!
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Plan – Options - Vision
Strategic
Plan
Our
AMAZING
FUTURE!
Vibrant Options-Strategic Plan
21
22

12. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 12
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Review – Options – A Better Today
Operations
Budget
Our BEST
Impact
NOW!
Vibrant Options-Operations Budget
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
CREATE 3-5 Overarching "Buckets”
ALL your
Options for Giving
Where
the
need is
greatest
Specific
Programs
Staff
Support
Facilities
& Infra-
structure
Recipients of
Service -
Clients,
residents,
trees, animals
23
24

13. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 13
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Lifetime Options of Giving
Annual Options
1.
2.
3.
4.
5.
6.
7.
8.
Endowment Options
1.
2.
3.
4.
5.
6.
7.
8.
Legacy/Planned/Estate
Options
1.
2.
3.
4.
5.
6.
7.
8.
Major Gifts Can Be Used to Fund ANY of These
Dedicated work is needed to prioritize options for
giving and create clear pathways for donors to invest
initially and throughout their lifetime with you.
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
EXERCISE
“What the money
does…Really does.”
25
26

14. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 14
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Our Agenda
Must-Haves
for Major
Giving
Success
NOW!!
 It’s all in your head
 Vibrant Options for Giving
 Creating Authentic Relationships
 Making an Artful Ask
 Engaging your board,
colleagues, etc. as genuine
partners
 Words of Wisdom
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
The Artful Asker Cycle of Successful Relationships©
Creating the
Joyful Giver Engagement
Making the
Artful Ask
no
yes
acknowledge
Invoking the
Grateful Recipient
Show
Creativity
Consider
Shared
Values &
Interests
Begin the
Conversation
Used with permission from
Don Gray /Douglas Lawson
Additional
Interest
©2023 The Artful Asker LLC, www.MarcyHeim.com
27
28

15. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 15
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
The Artful Asker Cycle of
Successful Relationships©
Creating the
Joyful Giver Engagemen
t
no
yes
acknowledge
Invoking the
Grateful Recipient
Show
Creativity
Consider
Shared
Values &
Interests
Begin the
Conversation
Used with permission from
Don Gray/Douglas Lawson
Additional
Interest
They agree on the value of our
organization/mission.
They agree with the vision of our
leadership.
They see that private support is needed
for this project to happen.
We have a relationship built on trust and
have talked through concerns they have
about giving methods and the project.
We have talked about different specific
components and giving levels and found a
project that accomplishes their dream.
Making the
Artful Ask
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
“Moves Management” with
Vibrant Options of Giving©
by Marcy Heim
29
30

16. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 16
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
EXERCISE
List 5 prospective or
current givers and what
you already know…and
where you need to
go…to get to the giving
option in their heart.
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
It’s NOT About…..
 …the Money. It’s about what the money
does.
 … ‘getting the donor to give.’ It’s about
finding a giving outcome that brings the
giver joy.
 … just give. It’s about options.
 … giving from guilt or bullying. It’s about
giving your donors an opportunity to
invest and then not judging their decision.
31
32

17. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 17
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Our Agenda
Must-Haves
for Major
Giving
Success
NOW!!
 It’s all in your head
 Vibrant Options for Giving
 Creating Authentic Relationships
 Making an Artful Ask
 Engaging your board,
colleagues, etc. as genuine
partners
 Words of Wisdom
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Marcy’s 3-Sentence Ask©
(name)__________
You have (Why ME?)
(compliment, service, giving)
You understand (Why THIS?)
(special connection to this request)
Would you consider a gift of ___ (What?)
for/to_______________. THEN QUIET
Marcy’s
3-sentence
Artful Ask
17 words
max/sentence
33
34

18. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 18
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
For Endowment
Marcy’s Example Artful Ask
Jim and Susan,
You have been impactful investors providing an
Academy experience for worthy students for years.
You understand how financial limitations can keep
students from experiencing the loving, Christian, safe
environment of our school.
Would you consider a gift of $50,000 to create the
Smith Scholarship Endowment and support an Academy
worthy student forever?
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
For Operations
You have witnessed the role sports play in the life
of our students and with your own kids.
You understand that having staff and equipment to
provide these activities is vital.
Would you consider a gift of $5000 to support our
sports programs?
Marcy’s Example Artful Ask
35
36

19. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 19
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
To Continue the Conversation
Marcy’s Example Artful Ask
Ask
You have a heart for our Boys and Girls Club.
You understand that generosity helps our club
thrive for our kids and their families.
Would you consider continuing a conversation
about how you might get more involved?
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
EXERCISE - Marcy’s 3-Sentence Ask©
Download Marcy’s ASK WORKSHEET
www.marcyheim.com/askworksheet
Look for my Making an Artful Ask
webinar on Bloomerang!
37
38

20. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 20
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Our Agenda
Must-Haves
for Major
Giving
Success
NOW!!
 It’s all in your head
 Vibrant Options for Giving
 Creating Authentic Relationships
 Making an Artful Ask
 Engaging your board,
colleagues, etc. as genuine
partners
 Words of Wisdom
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Board members and volunteers
should not feel pressured to take
part in fundraising. True/False?
 We engage volunteers/Board - they don’t OWE us
this service.
 ‘Take part’ does NOT mean ASKING for money
 A gift that is “significant and meaningful” for
everyone!
 Use the Cycle of Successful Relationships for
actions THEY are comfortable taking.
39
40

21. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 21
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
“A confused donor doesn’t
give, a confused fundraiser
doesn’t ask, a confused
board member/volunteer
doesn’t help.”
Marcy Heim
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
EXERCISE
List 5 board members,
staff colleagues, or
volunteers that you can
engage in ONE specific
touch with one specific
giver. Then do it.
41
42

22. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 22
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Our Agenda
Must-Haves
for Major
Giving
Success
NOW!!
 It’s all in your head
 Vibrant Options for Giving
 Creating Authentic Relationships
 Making an Artful Ask
 Engaging your board,
colleagues, etc. as genuine
partners
 Words of Wisdom
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
It’s not the size
of the
PROBLEM, it’s
the size of YOU.
43
44

23. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 23
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Not all storms come
to disrupt your life,
some come to clear
your path. Paulo Coelho
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
“Why Me?” to
What’s Next?
EXERCISE
45
46

24. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 24
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Engage…. and
engage ….and
engage with your
givers. Marcy Heim
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Confidence
takes Reps!
47
48

25. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 25
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
“People give to people.
That would be you!
Own it! You are called
to create life-long
relationships.” Marcy Heim
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
49
50

26. MUST HAVES for Major Giving Success!
Bloomerang Webinar June 1, 2023
Marcy Heim, The Artful Asker
Marcy@marcyheim.com
608-772-6777 26
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
“Cook it UP!!!”
YOUR Major Giving Success!
©2023, Marcy Heim, The Artful Asker, 608-772-6777, marcy@marcyheim.com
Thank you! I appreciate YOU!
FOR MY SLIDES etc!
http://marcyheim.com/feedbacktomarcy1
Text/Cell 608-772-6777
marcy@marcyheim.com
Stay in touch with me! SHINE ON!
Know that the magic happens through you!
51
52