Major Gift Solicitation Strategies

Empowering Fundraising Professionals

The most effective and efficient way to raise money from individuals — the source of nearly 90 percent of the charitable contributions made in the United States — has always been through personal, face-to-face solicitation. In today’s interconnected environment, where many rely on technology to deliver their messages, the personal approach is more important than ever.

In this highly interactive program, guided by our expert academic and practitioner faculty, you’ll explore the fundamentals and processes of a successful major gift solicitation strategy, examine your own leadership strengths and practice applying the science of persuasion and the art of storytelling. Participants in this program will be able to conduct successful major gift solicitations and implement a major gift program immediately after participating in this program.

Center for Nonprofit Management

Learn to apply a personal touch to your gift solicitation strategy

SAVE THIS PROGRAM

Who Should Attend

  • New and experienced major gift officers
  • CEOs and executive directors of nonprofit organizations
  • Board members of nonprofit organizations
  • Team members with development responsibilities at nonprofit organizations who want to learn more and/or become major gift officers
  • Administrative professionals who support the major gift solicitation process

Key Benefits

  • A broad understanding of philanthropy today, specifically the state of major gift solicitation
  • The opportunity to craft a personal and professional introduction for major gift solicitation visit
  • New knowledge and deeper understanding of the keys to successful major gift solicitation
  • A detailed overview of the major gift solicitation process from identification to cultivation to solicitation to stewardship and follow-up
  • A detailed step-by-step guide to major gift solicitation visit "best practices"

Program Content

Trends in major gift solicitation

  • Review of the current climate in major gift solicitation
  • Take a brief look at current data

Leadership story lab

  • Fundamental story framework
  • Essential story elements
  • Crafting a brief, brilliant professional introduction
  • Practicing and delivering stories with guided feedback

The essential elements of a successful major gift solicitation program

  • Developing and presenting a clear case for support/investment
  • Prospects
  • Organizational and board leadership
  • Creating a climate for giving and a culture of philanthropy

Understanding the major gift solicitation system

  • Setting visits and meetings
  • Visit benchmarks
  • Before and after the visit
  • Tracking commitment, pending decisions
  • Acknowledgement and stewardship

The anatomy of a best practices major gift solicitation

  • Strategy/preparation
  • Breaking the ice
  • Setting the agenda
  • Presenting the case
  • Asking questions
  • Asking for the gift/investment and the art of "closing"
  • Follow-up, next steps

Faculty

Jennifer Paul - Academic Director; Director, Nonprofit Executive Programs, Center for Nonprofit Management, Kellogg School of Management

Esther Choy - President & Chief Story Facilitator, Leadership Story Lab

Leo Latz - Principal, Latz & Wall

Liz Livingston Howard - Clinical Associate Professor of Management; Director of Non-Profit Executive Education

Brian Murphy - Partner, Latz & Wall

Fees & Accommodations

Location

Nonprofit Management Programs are held at Northwestern University's Chicago Campus.

Wieboldt Hall
Kellogg Conference Center
340 East Superior Street
Chicago, IL 60611
Directions

Chicago Campus Parking Map - Please Note: the Huron Superior Parking A lot and the Erie Ontario Parking C & D lots are available to the public and should be used when attending programs at Wieboldt Hall.

Application Deadline

The deadline for registration is 10:00 am one business day prior to the program start date.

Scholarship Assistance

Up to 50% scholarships are available for all of our nonprofit executive education programs for those working in nonprofit organizations.

Accommodations

Participants are responsible for booking their hotel accommodations during their stay in Chicago.

Download Recommended Hotel List

Cancellation Policy:

Participants must notify the Program Manager five business days in advance of the program start date if they are unable to attend. Otherwise, participants will be charged 20% of the stated program fees.

When canceling a program registration, participants may choose to rollover their payment to a future program or receive a refund. Participants are allowed three rollovers, after the third rollover, participants forfeit the money paid to the Center for Nonprofit Management.

*Refund or rollover must be requested at the time of the program cancellation. Once a program payment has been rolled over, a monetary refund is no longer an option. The participant must continue with the rollover process.

Personal Consultation

Please email or call us if you would like a personal consultation for Nonprofit Programs

Upcoming Sessions

September 29-30, 2016

Start: September 29 at 8:30 AM

End: September 30 at 3:00 PM

LOCATION: Chicago campus

$950

October 5-6, 2017

Start: October 5 at 8:30 AM

End: October 6 at 5:00 PM

LOCATION: Chicago campus

$950

Kellogg School of Management

James L. Allen Center
2169 Campus Drive, Evanston, IL 60208
Directions
847.467.6018