ECIAFP Audio Conference Series:
Topic:
Warming the 'Cold' Call: Effective Strategies for Major Gift Prospect Identification and Qualification
Presenter:
John J. Greenhoe, CFRE
When:
February 4th, 2010 12:00pm-1:30pm (RSVP by 2/3/10)
Where:
The Carle Development Foundation
3rd Floor
901 W. University Ave (corner of Lincoln and University)
Urbana, IL
Attendees are encouraged to arrive at 11:30 for networking prior to the start of the conference.
$20 member, $25 non-members (please bring your own lunch)
Description:
Many charities are, for the first time, making the transition to major gift fundraising. While they are to be applauded in their pursuit of long-term sustainability and strategic growth, the reality is that many organizations have far more "suspects" than truly qualified prospects. Identification calls are needed. In "Warming the 'Cold' Call," John Greenhoe, CFRE, examines the process of opening the door for the first time. Using John's proven methods, participants will learn basic but effective methods for qualifying prospects for the purpose of major gift cultivation, solicitation and stewardship.
This session will have several outcomes for your organization. As a participant, you will:
- Understand effective methods for researching their major gift prospects - so that the first call isn't totally "cold";
- Know how various contact means (email, phone, postal mail) can be used strategically to set up the first meeting;
- Understand models for scripting the initial visit, or knowing what to say during a casual but purposeful meeting, and
- Be able to develop strategies for continuing the relationship after the visit, or "keeping the ball rolling."
About the Presenter:
John Greenhoe, CFRE, has more than 20 years of experience in nonprofit leadership roles and has successfully conducted hundreds of identification calls with prospective major gift donors. As a major gift officer at Western Michigan University and previously with the American Red Cross, John has developed a unique understanding of the identification and qualification process from varied perspectives. John is a frequent speaker before national audiences on numerous philanthropic topics, with past credits including the AFP International Conference, Council for Advancement and Support of Education, Forum for Fundraising and Charity Channel.