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What Should We Be Doing Differently?

What Should We Be Doing Differently?. A Proactive Approach to Building Your Prospect Portfolio. 2003 ALADN CONFERENCE Tucson, Arizona Julie Seavy Director of Development, University Library System Allie Quick Executive Director, University Principal Gifts.

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What Should We Be Doing Differently?

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  1. What Should We Be Doing Differently? A Proactive Approach to Building Your Prospect Portfolio 2003 ALADN CONFERENCE Tucson, Arizona Julie Seavy Director of Development, University Library System Allie Quick Executive Director, University Principal Gifts

  2. “Find ‘em, Get ‘em & Keep ‘em” • Where do you find library prospects? • What do you know about your potential prospects? • How do you get in the door for a visit? • How do you captivate their attention? • What next?

  3. 1,400,000 1,200,000 1,000,000 TVS 800,000 AGF 600,000 Non-AGF 400,000 200,000 0 1996 1997 1998 1999 2000 2001 2002 ULS Comparative Fundraising Chart 1996-2002

  4. ULS Campaign Sources

  5. ULS Campaign Overall Goal: $16 million Raised to Date: $7 million • Dick Thornburgh Collection • Center for American Music • University Librarian Chair

  6. Challenges • Many programs are relatively new • No natural constituency • Viewed as a campus competitor

  7. Collaborative Approaches • Presentation to DoDs • Joint prospect appointments • Sharing of library donors with schools • Participate in librarians’ “brown brag session” • Comprehensive Endowments

  8. Finding New Prospects

  9. Small Group Receptions Harris Directory Joint Prospect Appointments University prospect assignments Athletics Program Bibliophile Research Comprehensive Endowments

  10. Comprehensive Endowment Process • Patience is key – 1 yr. process • Initial discussions with library director, IA supervisor and trusted colleagues • Buy-in (benchmarks) • Written document • Provost approval • Implementation

  11. Before You Start • Materials to gather • Questions to ask • Tools: • Research • Wealth Assessments • Internet • Company website • Newspapers / Press releases • Google search • Department information • Classmates/volunteers

  12. Making Contact • Be prepared • Be upfront • Be resourceful inFluence: “…on the Dean’s staff…” “…contacting you at the suggestion of…” “…recently met with Joe…” Flattery: “…would like to come visit YOU...” “…the Dean would like to meet YOU…” Flexibility: “…at a time convenient for you…” Fibbing: “...will be in Tucson…”

  13. Face to Face • Open with a “gift” • Find their emotional cord and pull it! • Ask leading questions • Listen to what they are NOT saying • Talk about your fundraising goals • Share good news • Determine next steps • Ask for something before you leave! • “Feel Good” • Fact Finding • Fundraising • Future

  14. “85% of getting the gift is setting up the visit.” Jerry Panas

  15. Ensuring a Healthy Prospect Portfolio • If you… • implement new methods for uncovering prospects… • take full advantage of the resources available to you… • are frank about your fundraising goals… • ask key questions and listen carefully… • … you can make accurate qualifications • … you can set realistic expectations • … you can build solid relationships

  16. Ensuring Success • Individuals must be properly qualified; both intent and capacity are clear • Your fundraising goals must be known • A solicitation should never be a surprise • Individuals understand and appreciate how they can make a difference

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