Skills are not the same as facts. And acquiring a skill isn’t done as you would acquire knowledge. Whether you learn to drive a car, ride a bike, fly cast or swing a golf club–acquiring that skill takes application by practical steps with the assistance of an experienced practitioner.
For over 30 years, we have developed and implemented customized training programs for clients of all sizes. We have trained CEO’s, deans, major gifts officers, planned giving staff, annual fund teams, board chairs and volunteers. We delight in seeing a new skill take root and grow. We are inspired by the confidence that comes from skills-mastery. And we’re grateful for the many stories of how a frontline fundraiser grew in his or her skills-set to serve the needs of the organizations they love.
Fundraising Training Modules
The Major Gifts Process – 96% of US nonprofits depend upon some form of major giving to sustain their work. This module explains the process and steps involved in efficiently securing a major gift from an individual or couple. The module distinguishes major gifts from sustained giving; it contrasts the historic solicitation assumptions with an emerging paradigm of major giving; it examines via a case study the six-step approach and explores each step in-depth; it differentiates between a commonly used “push” approach to major gifts and a more effective “pull” approach. For faith-based organizations, Biblical examples of asking for major gifts are included. The module involves some lecture, a case study, group discussion, and an evaluation. (2.5 hours)
Major Donor Prospect Strategy – How does a solicitation move forward from research to action – from “what” to “so what?” This module provides a research pathway for developing a major donor prospect strategy. It introduces a three-part strategy rubric: diagnosis, approach, and creating coherent plans. The content includes examples of major donor plans, a strategy agenda, strategy briefings and meeting planning. The module involves lecture, group discussion, a case study, and content examples. (2.5 hours)
Asking Powerful Questions – A hidden skill in “pull” fundraising is the ability to ask the right questions at the right time. This module explains the development and utilization of better questions to support major gift fundraising. It includes 70 examples of better questions; it provides three tools for sharpening the questions used in fundraising; it demonstrates examples of useful questions at key moments in a solicitation. The content includes examples of best practices, a framework for developing better questions, and examples of powerful questions. The module involves some lecture, group discussion, role-play and critique. (2 hours)
Getting a Face to Face visit – Experienced fundraisers report that 80% of success in major gifts is first getting a face-to-face visit with a philanthropically qualified stranger. This module explains the steps involved in securing a personal visit with a major prospect, where a relationship does not presently exist. It introduces a five-step process for communication and engagement using social media tools, mail, email, phone, and texting. The content includes examples of introductory letters and emails, and best practices for using social media to gain a visit. The module involves some lecture, small group discussion, small group practice, group discussion, and an evaluation. (2 hours)
Handling Objections – Calm, articulate handling of donor objections is valuable skill for frontline fundraisers. This module explains four processes for handling objections. It introduces the most useful ways to identify and handle misunderstanding, indifference, skepticism, and emotional objections. The content includes objection scripts and conversation pathways for addressing and answering objections; it models effective and ineffective ways of handling objections. The module involves some lecture, small group preparation for answering significant objections, small group practice at addressing objections, some group discussion, and an evaluation. (2 hours)
Listening the Gift – Like Powerful Questions, listening deeply is a hidden skill in “pull” fundraising. This module explains the words and actions of effective listening when soliciting a major gift from an individual or couple. The module describes effective and ineffective listening strategies; it introduces six behavioral domains of active listening; a self-test identifies each participant’s dominant listening style. For faith-based clients, Biblical examples of effective listening are included. The module involves some lecture, group discussion, two self-tests, and an evaluation. (2 hours)
Asking for a Major Gift — this module explains the step-by-step process of asking for a large gift. It describes solicitation mechanics including the creation of an ask outline, the five types of “ask” and the language of asking that does not push. It introduces a story-case that follows a staff person through several meetings where asking for a gift takes place. The content includes examples of an ask script and a small group role play with feedback and evaluation. The module involves some lecture, group discussion, small group discussion of a case, and role play. (2.5 hours)
Negotiating from No to Yes — this module explains the negotiation process from the initial ask-meeting turndown through developing a path for a productive negotiation. The content includes nine negotiation tactics for managing objections in a negotiation, a five-phase negotiation process, the six qualities of a successful negotiation, and a case study of a solicitation negotiation. The module involves some lecture, group discussion of a multi-step gift negotiation, role play, and an evaluation. (2 hours)
Asking for a Mega Gift – An increasing number of large gift solicitation are in the Mega range — $10+ million. This module describes the process and steps in securing a mega gift, how these are similar to and diverge with major gits. It describes solicitation mechanics including the creation of an ask outline, the use of long-form letter proposals, and the links between prospect research results and the creation of a creative approach. The content includes examples of long-form requests. The module involves some lecture, group discussion, small group discussion of a case, and scenario planning. (2.5 hours)
Major Donor Prospect Research — this module explains the basics of online research to qualify individual major donor prospects. The module introduces online research tools for confirming prospect capacity, interests, relationships, and passions; it provides a research pathway for developing a major donor prospect profile; it introduces over 30 websites and online resources most often used in major gifts. The content includes examples of major donor backgrounds. The module involves some lecture, group discussion, a case study, and an evaluation. (90 minutes)
A Biblical Theology of Fundraising – For faith-based clients in the Christian traditions, this module introduces a Biblical understanding of development beginning with God’s gracious provision for this world and the right role of human activity aligned with His provision. Content includes development of key theological themes: the asking-and-granting nature of the Trinity; the role of intercession; the place of techniques and technology; and the role of stewardship and thanksgiving. All of these are developed through ten biblically-based case studies. The module involves some lecture, group discussion, and an evaluation. (2.5 hours)
Making the case for support – Whether for a campaign or for a mega gift proposal clearly making the case of a gift is an essential skill. This module explains the process and tools for developing a case statement useful with major donors. The case is the logical and emotionally compelling rationale for supporting the organization and often accompanies a campaign. The content includes the step-by-step process for creating and writing a compelling case statement, using examples. The module involves some lecture, online examples, group discussion, and an evaluation. (90 minutes)
Casting Vision – Major donors give to vision through leaders. Major donors describe vision as a “changed present” or a “preferred future.” This module explains the development of content for video and print materials that communicate the importance and urgency of a major gift. The content includes the step-by-step process for describing a preferred future, creating copy and images that express well in video, and the use of evocative materials that effectively support major and mega gifts. The module involves some lecture, online examples, group discussion, and an evaluation. (90 minutes)