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 learn practical communication strategies to state your case. 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

The Essentials 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

Presenting Your Case

  • Learn to effectively communicate your organization’s value proposition
  • Develop your organization’s communication strategy
  • Prepare to present your case to key stakeholders

The Fundamentals of Major Gift Solicitation Strategy

  • 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

Best Practices in a Virtual World

  • Apply solicitation strategies to the virtual environment
  • Explore engagement tips for live virtual solicitations

Faculty

Elise Madrick - Academic Director; Associate Director, Nonprofit Executive Programs

Amy Hauenstein - Director of Curriculum of Non-Degree Programs & Adjunct Faculty, MSC Program, Northwestern Univeristy

Leo Latz - Senior Partner, Latz & Company

Liz Livingston Howard - Clinical Professor of Management; Executive Director of Nonprofit Executive Education

Brian Murphy - Managing Partner, Latz & Company

Accommodations, Fees & Policies

Location

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

Wieboldt Hall
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. All applications are initially submitted at the full list price. Each is reviewed by our registrar and any scholarships granted will be reflected in the amount applied to your invoice or charged to your credit card.

Hospitality during the Program

We strive to provide healthy meal choices for our participants for breakfast, lunch and breaks. We typically provide a range of choices, including some vegetarian-friendly and gluten-avoidant selections. We cannot meet all dietary preferences, but we will do our best to accommodate health restrictions, religious restrictions and food allergies.

Accommodations

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

Download Nearby Hotels 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.

Approved By CFRE

THIS PROGRAM IS APPROVED BY THE CFRE TO AWARD CONTINUING EDUCATION CREDITS

Full participation in this Kellogg Nonprofit Executive Education program entitles you to 14 points in Category 1.B—Education of the CFRE International application for initial certification and/or recertification.

Note: Participants who wish to apply for continuing education points on their CFRE application for initial certification and/or recertification will be able to access a tracking form on the course site, once they register for the program.

Learn More

Please email or call us if you would like additional information about Nonprofit Programs

Kellogg School of Management

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