https://bloomerang.co/resources/webinars/ Join Gail Perry, CFRE to learn what it really takes to raise the major gifts your organization needs so badly. You’ll discover the 5 secret hurdles that stand between you and major gift success.

1. Building A High-Revenue
Major Gift Program -
The 5 Secret Hurdles That
Are Holding You Back and
How to Overcome Them
12/14/16
1pm Eastern
The presentation will begin shortly.

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Before we get started »

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https://bloomerang.co/demo/video

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Our guest presenter »
Gail Perry, MBA, CFRE
@GailPerryNC
• international fundraising consultant, trend-
spotter, speaker, trainer and thought-leader.
• author of Fired-Up Fundraising: Turn Board
Passion into Action (Wiley/AFP)
• has been called the “gold standard
guide to building successful fundraising
boards.”
• contributor to FiredUpFundraising.com,
Fundraising Success, Guidestar
and Capital Campaign Magic.

5. Building A High-Revenue Major
Gift Program:
The 5 Major Hurdles That Are Holding You
Back and How to Overcome Them
With Gail Perry
FiredUpFundraising.com
GP@GailPerry.com
@GailPerryNC
Download today’s infographics at
Firedupfundraising.com

6. Gail Perry: Who am I?
30 years in fundraising
Coached hundreds of
nonprofit
Coached/Raised over
$500M

7. Gail Perry: Who am I?
Recent Honors & Achievements
Fundraiser of the Year (NC)
America’s Top Fundraising
Experts (2016)
Download today’s infographics
at Firedupfundraising.com

8. How much $ is out
there for your
nonprofit?
(but you don’t have the
resources to go get it?)

9. Building a Successful Major Gifts
Program
Overcome The 5 Hurdles That are
Holding You Back
How to turn your development
office into a money-raising
machine.
How to get the most out of your
limited time and staff.

10. Serious
obstacles that
hinder fundraising success

12. Biggest Hurdles to Major Gift
Fundraising?

13. HURDLE 1:
Not Enough
Major Gift
Prospects

14. The Dorothy School of Fundraising
There’s no place like home!
Your future major donors
are sleeping inside your donor files.

15. Start With What You Have!

16. Narrow,
narrow,
narrow
down your
focus
(especially if you are
small)
Ruthlessly Practical!
Focus On The Few!

17. Searching for Prospects
• Current donors
• Lapsed donors
• Former board members!
• Volunteers
• Small donors
Penelope Burk

18. What’s the Difference Between a
Suspect and a Prospect?

19. Vocabulary Words:
What is a “Qualified Prospect?”
A prospect who. . .
• has capacity
• is interested in your
cause
• can be cultivated for
a gift

20. Identifying Prospects
Where Do Barry and Barb Fit?
High $$
Low Likelihood
High $$
High Likelihood
Low $$
Low Likelihood
Low $$
High Likelihood
DOLLARS
LIKELIHOOD

21. HURDLE #2:
Not Enough
Time To Do It
Right

22. You are all alone with an
impossible goal
You are all
alone with an
impossible goal

23. No Plan, No Priorities,
Tackling Too Many Things
And Doing None of them Well

24. Getting Out of the Office
Really is a Challenge!

25. • Get everybody on board what you are up
to and why.
• Announce your goal of x visits/month.
• Ask everyone to help you get out of the
office to make the visits.
• Enlist the back office team as aids, not
critics.
How to Set Priorities and
Get Out of The Office

26. HURDLE 3:
Unsure,
unclear of
how to
approach
major donors

27. Approaching Your Donor for a Visit-
Creative Ways to Get in the Door

28. Advice Visits
Advice visits: If you want money ask for advice;
if you want advice, ask for money.
• We have something important to run by you.
• Can I pick your brain?
• Can I have some advice?
• Will you screen a list for us?

29. “We’d like to ask your input our
business plan.”
Resulted in a $1.5M Gift!

30. It’s About Your Donor and What He
Wants to Accomplish!
Tell me about
your interest
in . . .

31. People
understand
smart
fundraising =
friendmaking

32. Donor Experiences =
Engagement = Cultivation
Events

33. Awesome Donor Experiences

34. Open Doors With Porch Parties!

35. HURDLE #4:
Need
Structure
and Support
18%

36. Everybody wants to put the
monkey on someone else’s back!

37. There IS a Structure for Major Gift
Success!

38. • Major gifts Team working together
• $ Goal
• List of Projects to Fund
• Major Gift Prospect List
• Written Cultivation Plans
• Monthly Meeting of Team: Strategy Sessions
Your Major Gift Success Structure
Who, What, When, Where!

39. Sample Prospect List w Ratings
Capacity: A: $1 million D: $25k –99K Interest: 1 = high
B: $500k–1 mil E: 10K –25K 2 = medium
C: $100-500k F: $1k -10k 3 = low
35

40. Find a Prospect Rating System That
Works for You
1 - Hot
2 - Warm
3 – Cold
36

41. Rating Your Prospects:
Ability to Give
A: $1 million and up
B: $500k -1 mil
C: $100k - 500k
D: $25k – 99K
E: $10K – 25K
F: $1k - 10k

42. Set a Major Gifts
Fundraising Goal
• Add up your
potential
• Cut it by 1/3
• That’s how much
you can raise

43. HURDLE 5:
Organization
Doesn’t Support
Major Gift Fundraising

44. Internal Attitudes Toward Fundraising?

45. Board members and leaders try to dictate
fundraising strategy
based on personal opinions.

46. Good Fundraising is NEVER about
MONEY
--Lack of funding
--Lack of support
--Lack of
participation

47. • Everybody has a role!
• Everybody understands fundraising and how it works.
• Your organization:
• sees fundraising as a means to engage supporters
• offers opportunities for donors to engage
• Fundraising is part of the whole effort to engage
supporters with the mission
Developing a Culture of Philanthropy

48. Needed: a long term approach to
fund development.
44

49. • Your organization honors your donors by asking
for more than just money – – you also ask for and
engage their help, support, ideas, skills, time.
• Your organization values listening to donors.
• You have a culture of terrific post-gift customer
service to donors.
Culture of Philanthropy:
Your Organization Values Donors

50. What Would
Help You The
Most to Raise
Major Gifts?

51. Major Gifts
Coaching and
Mentoring

52. If you want some help setting up a
systematic major gift program:
• 20 organizations who are ready to dive in and
make it happen
• Have me as your coach and mentor for 10 months
next year
• Get at least 10 asks on the table!
• https://www.gailperry.com/major-gifts-coaching/

53. Major Gift Coaching Curriculum
Month 1: Build a Culture of Philanthropy and Identify
Your major gift prospects
Month 2: Research and Rate Your Prospects
Month 3: Create Systematic Cultivation Plans
Month 4: Getting Appointments with Prospects
Month 5: Preparing for the Ask Visit
Month 6 - 7: Coaching on asking
Month 8 – 9: Making Asks
Month 10: Wrap Up and Plan for the Future

54. What’s possible with a solid major gift
program?

55. Six STEPS to the Perfect Ask
Join Us!
h=ps://www.gailperry.com/major-giDs-coaching/

56. Questions?

57. https://bloomerang.co/resources
•Nonprofit Wrap-Up
•Bloomerang TV
•Bloomies
•eBooks
•Daily blog post
•Weekly webinars
•Templates
•Guides

58. Our next free webinar »
Simple Strategies for Managing Event Committees
When: Thursday, Jan. 5th, 2017 – 1:00pm Eastern
A.J. Steinberg
https://bloomerang.co/resources/webinars