{"id":827,"date":"2021-08-03T09:30:32","date_gmt":"2021-08-02T23:30:32","guid":{"rendered":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/?post_type=article&#038;p=827"},"modified":"2021-08-24T10:02:59","modified_gmt":"2021-08-24T00:02:59","slug":"sig-review-structuring-your-major-gifts-program","status":"publish","type":"article","link":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/article\/sig-review-structuring-your-major-gifts-program\/","title":{"rendered":"SIG Review &#8211; Structuring your Major Gifts Program"},"content":{"rendered":"<p><strong><em><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-434 size-thumbnail alignleft\" src=\"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-content\/uploads\/sites\/22\/2019\/03\/Jackie_Dalton-150x150.jpg\" alt=\"\" width=\"150\" height=\"150\" srcset=\"https:\/\/d1dfwahqlx324v.cloudfront.net\/uploads\/sites\/22\/2019\/03\/Jackie_Dalton-150x150.jpg 150w, https:\/\/d1dfwahqlx324v.cloudfront.net\/uploads\/sites\/22\/2019\/03\/Jackie_Dalton-300x300.jpg 300w, https:\/\/d1dfwahqlx324v.cloudfront.net\/uploads\/sites\/22\/2019\/03\/Jackie_Dalton-1024x1024.jpg 1024w\" sizes=\"auto, (max-width: 150px) 100vw, 150px\" \/>By <\/em><\/strong><a href=\"https:\/\/www.linkedin.com\/in\/jacqueline-dalton-03388221\/\"><strong>Jackie Dalton<\/strong><\/a><\/p>\n<p>Director of Philanthropy, <a href=\"https:\/\/www.frensham.nsw.edu.au\">Frensham Schools<\/a><\/p>\n<h4><strong>Structuring your Major Gifts Program, 3 June 2021<\/strong><\/h4>\n<p>An excellent presentation by fundraising consultant <a href=\"https:\/\/www.linkedin.com\/in\/pslegaud\/\">Pamela Sutton-Legaud<\/a> from <a href=\"https:\/\/www.askright.com\">AskRIGHT<\/a>. The webinar addressed the Major Gifts fundraising cycle, and most importantly:<\/p>\n<ul>\n<li>How to ask for money<\/li>\n<li>Overcoming objections<\/li>\n<\/ul>\n<p>Pamela pointed out a key difference for fundraisers in schools\u2014there is a whole different constituency that you don\u2019t have in a normal charity, and that is <strong><u>parents<\/u><\/strong>. They are well connected and want their children and grandchildren to do well now, as well as in the future. Leverage that.<\/p>\n<p>A key consideration in structuring a Major Gifts program, from the beginning is to ensure that you have:<\/p>\n<ul>\n<li><strong>Policies and Procedures<\/strong> in place ahead of time\u2014you do not want to make Policy \u201con the run\u201d.\n<ul>\n<li>What gifts will you accept? How? When?<\/li>\n<\/ul>\n<\/li>\n<li><strong>Delegation and decision making<\/strong>\u2014be clear on this before you have to deal with a Major Gift.\n<ul>\n<li>What is the most expedient way to accept and process a Major Gift? What budget do I have to work with so that I can be the decision maker? Can I have a copywriter? What control and authority do I have over the fundraising program?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>People don\u2019t \u201chang around\u201d once they\u2019ve made an offer of a Major Gift. If you can\u2019t manage the gift in a timely manner because you are considering policy, procedure or delegation, they may go elsewhere.<\/p>\n<p>The fundraising cycle involves Identification of Prospects, Qualification, Cultivation, Solicitation and Stewardship. Within that, the most important element to focus on is <strong><u>L.I.C:<\/u><\/strong><\/p>\n<ul>\n<li>Linkage\u2014what is their link to your organisation?<\/li>\n<li>Interest\u2014what is their level of engagement with your organisation?<\/li>\n<li>Capacity\u2014what is the right level of gift for them? What should be the Ask in the first instance?<\/li>\n<\/ul>\n<p>Private Ancillary Funds (PAFs) are a key potential source of Major Gifts\u2014how many of you parents and alumni are Directors of a PAF? They are already philanthropic, so a key prospect for any Major Gift program.<\/p>\n<p>\u201cThe Ask\u201d\u2014rehearse it beforehand. Practice is vital. Anticipate questions and answer them. And when it does come time to make the Ask\u2014don\u2019t say anything. Wait for the donor to reply, even if the silence seems interminable.<\/p>\n<p>If it\u2019s \u201cYes\u201d, you move straight to stewardship. If it\u2019s \u201cNo\u201d that is not the end\u2014it\u2019s often \u201cnot now\u201d and again, you move into a stewardship plan.<\/p>\n<p>And finally, resourcing\u2014you need <u>skilled<\/u> people, who can do <u>this<\/u> job, <u>right now<\/u>. If you do this, it will help deliver a better outcome. Don\u2019t allow your fundraisers to be directed to jobs other than fundraising in a school. This would never happen in a commercial environment.<\/p>\n<p>Note that the full presentation is available on the Educate Plus website, for Members only, and can be accessed here: <a class=\"btn btn-primary\" href=\"https:\/\/www.educateplus.edu.au\/sig-fundraising-sig-june-2021\/\">NSW\/ACT Fundraising SIG<\/a><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>By Jackie Dalton Director of Philanthropy, Frensham Schools Structuring your Major Gifts Program, 3 June 2021 An excellent presentation by fundraising consultant Pamela Sutton-Legaud from AskRIGHT. The webinar addressed the Major Gifts fundraising cycle, and most importantly: How to ask for money Overcoming objections Pamela pointed out a key difference for fundraisers in schools\u2014there is [&hellip;]<\/p>\n","protected":false},"featured_media":841,"comment_status":"closed","ping_status":"closed","template":"","class_list":["post-827","article","type-article","status-publish","has-post-thumbnail","hentry"],"_links":{"self":[{"href":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-json\/wp\/v2\/article\/827","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-json\/wp\/v2\/article"}],"about":[{"href":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-json\/wp\/v2\/types\/article"}],"replies":[{"embeddable":true,"href":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-json\/wp\/v2\/comments?post=827"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-json\/wp\/v2\/media\/841"}],"wp:attachment":[{"href":"https:\/\/www.thebuzz.net.au\/educateplus-nsw-act\/wp-json\/wp\/v2\/media?parent=827"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}