Seize The Opportunity
Cultivating & Soliciting the Major Gift
Further schedule details will be included with your registration confirmation letter.
In
tough economic times, it’s even more important than ever to secure
major gifts for your institution. This Seminar provides a fail-safe
roadmap to getting the greatest gift possible, in the shortest amount
of time, to the great joy of the donor.
The
major gifts come to the fundraisers and institutions that understand
the factors and values that influence donors. Donors give to
organizations they trust and have confidence in. This Seminar teaches
you to make them believers.
Seize the Opportunity
will teach you the anatomy of a major gift and help you understand how
to market these gifts properly. There will be an extensive review of a
donor and prospect management system that you will be able to take home
and put to immediate use. We call it Moves Management®, and it is
taught in a way that assures your success. There’s a meaningful
self-evaluation of your capacity and potential as major gift officer.
You
will examine the dynamics of prospect identification, cultivation, and
solicitation— plus the important role of stewardship. There are tools,
material, and instruments (unique to the Institute) to assess your
work. You are coached on how to use your time most effectively. There
is role playing that is instructive and just plain fun.
The Program
The Marketing Of Major Gifts
Marketing is vital to successful fundraising. You’ll discuss such
strategies as institutional positioning, market segmentation, donor
profiles, and gift options— and how they affect securing the major gift.
Managing the Major Gifts Program Through Moves Management
A pragmatic, workable framework for managing the long-term
relationships involved in major gifts fundraising.
You learn how Moves
Management assures successful cultivation: Ideas, Techniques, and
Strategies — matching Strategy to Giving Capacity to securing the Gift.
What Motivates Donor
In this economy, donors will only give to organizations they trust and
have confidence in. Make them believers. Deepen the commitment and
loyalty of your donors. Work on it and learn how to design a strategy.
Crafting The Message
You learn to develop and explain your Case in a compelling and dramatic way that ensures the gift.
Working A Room
Having a powerful presence that captures the heart of those you meet and leaves an indelible impression.
How to Make The Ask
The key determinants of success in making a gift solicitation. This
will take you through the steps of asking for the gift. You learn the
key factors that determine your success and, how to script your
solicitation
Learn How to Close
Role-playing sharpens fundraising skills as well as focus the
solicitation in the proper direction. This session allows for peer
interaction and a sharing of experiences within small groups.
Managing The Major Gifts Process
A potpourri of significant and practical items, including: The Creative Packaging of Endowment
Gifts
A Practical Prospect Tracking System with examples of some that really
work - Major Gifts for Bricks-and-Mortar Projects - Examples of
Effective Proposals.
The Art of Listening
There is probably nothing more important in what we do than listening.
Listening can be learned. We will give you the tools for your success.
Three Distinct Activities During Our Seminar
There are three distinct activities that set the Institute apart from any other coaching experience. The first is what we call ParkBenching. Mark Twain once wrote that the most profound learning experience a person can have is to have a great teacher on one end of a log and a student on the other. Well, we do that, but we skip the log !
In ParkBenching, every registrant at the Institute has the opportunity for a one-on-one conference with a faculty member. The session is open-ended, with no prohibition on the topic.
How to advance in the profession, how to deal with a Chair that's not effective, having a problem with the boss, looking for a new job. You name it— whatever needs to be discussed.
Second is the Buzz Group. It is a small team of six registrants with a faculty member, discussing a topic of significance to their work. There are always two Buzz Groups at a Seminar— and most often four.
These small groups offer an opportunity, under a faculty member's leadership, to explore in depth an important topic. Peel back the layers and get to the very nub of an issue.
The 360 Rap is the third. 360 Rap provides an extraordinary opportunity for registrants to analyze a faculty presentation. Here's how it works.
The faculty member presents a topic. At the tables, following the presentation, in groups of six, registrants examine the material. Turn it inside-out. Review it again. Challenge. Explore. Analyze. Most important, they talk about the take-aways they can put the lesson immediately to use back home.
Attending a Seminar is an extraordinary experience. Many say the most effective and exciting coaching experience they have ever had. These three special activities, added to one of the most outstanding faculties available, provide a remarkable opportunity to learn, explore, and practice.
Seminar Format Agenda
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Faculty William T. Sturtevant and Jerold Panas
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Registration Fee
$725.00
US. If you attend more than one Seminar, you receive a discount of $50
off each additional Seminar. Please call the ICG office to apply for
this special offer.
Please ask about special rates for more than four registrants from the same organization. There is something quite extraordinary that happens when the CEO or supervisor joins a staff member for a Seminar experience. We are so committed to this important concept that we offer a special fee of $335 for the CEO or Supervisor.
Download Form>> for checks, POs and credit card to mail or fax. (PDF 188k)
Dates and Location
San Antonio, TX – March 14-15, 2012
The Westin Riverwalk
420 West Market Street
San Antonio, TX 78205
Phone: (210) 224-6500
Rate: Special rate of $189 a night, excluding taxes. Cut off date for hotel group rate: February 17, 2012.
Chicago, IL – March 28-29, 2012 SOLD OUT
The Westin Hotel
909 N. Michigan Avenue
Chicago, IL 60611
Phone: (312) 943-7200
Rate: Special rate of $189 a night, excluding taxes. Cut off date for hotel group rate: March 2, 2012. Be certain to make your reservations well in advance for these extra days to take advantage of wonderful museums, theatre and great shopping on The Magnificent Mile.
Costa Mesa, CA – May 9-10, 2012
The Westin South Coast Plaza
686 Anton Blvd
Costa Mesa, CA 92626
Phone: (714) 540-2500
Rate: Special rate of $189 a night, excluding taxes. Cut off date for hotel group rate: April 11, 2012.
Register today! Attendance is limited so we may offer the best experience for attendees.