Major, annual, and planned giving is where donor cultivation pays off. This session will help you prepare for individual gift discussion meetings for your annual fund or campaign. Role playing various prospect scenarios, you will get a chance to feel what is it like when you are “in the room” with a donor. Practice will be followed by constructive critique and discussion. Together, we will make this session pay off!
- Building your donor pipeline and portfolio
- Using your case for philanthropic support
- Selecting the right solicitation team
- Getting the meeting and transitioning to the gift conversation
- Listening actively
- Being prepared and fearless
- Closing the gift
This session is designed for but not limited to staff and board members from small to mid-sized organizations.
About our Presenter
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 of counsel 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 35 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, which he has published since 2011; 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.