Rethinking Development: Videos for Clients
The Feasibility Study
The Traditional Feasibility Study: Overview
Overview of the "traditional" feasibility study - the method used by many consulting firms nationwide.
Ready for a feasibility study?
To have a valid feasibility study, you must first create a major gift prospect list. Here's why...
Limitations of the traditional feasibility study
The Feasibility Study method used by other firms has serious limitations. Find out what they are--and how NOT to make the same mistakes.
Feasibility Studies: A Better Way
These aren’t just donors, they’re friends who want to help us do great things. With our radically new method of conducting a feasibility study, you’ll raise more money--a lot more!
Setting the Campaign Goal: A Critical Decision
Setting an attainable goal is a decision with lasting consequences. Consider carefully what’s at stake.
Campaign Preparations: Two Estimates-Income vs. Expense
Prospecting For Major Gifts
The Capital Campaign: Is there any value in beginning with a Silent Phase?
Go ahead. Tell the world you're doing something big! The right preparation makes the 'Silent Phase' unnecessary.
Choosing Which Projects to Fund
Advice on choosing the campaign projects earmarked for funding. Spoiler alert: Projects don’t need to be 'sexy.'
A Better Way to Fund Endowments
A line item in your capital campaign is not enough to grow your endowment to where it should be! Here’s a better way to fund endowments.
The Capital Campaign: Choosing Leadership
The right leadership opens doors. Be humble and fearless in asking for help.
Prospecting For Major Gifts
Introduction to Major Gift Prospecting
As much as 2/3 of a multi-million dollar campaign typically comes from just 10 – 20 donors. Understanding ‘the math’ is central to the entire campaign strategy.
Prioritizing Major Gift Prospects: Standard Target Codes
Five reasons why you need to create major gift target codes—the single most important piece of information in any database.
Prospecting for Major Gifts, Part 1: Analyzing Current Donors
Learn to 'mine' your existing data—three criteria to identify major gift prospects 'sleeping' in your database.
Prospecting for Major Gifts, Part 2: Other Major Gift Indicators
In your efforts to find major gift prospects, think like an investigative journalist. Here’s how we put the pieces of the puzzle together.
Prospecting for Major Gifts, Part 3: Using Wealth Screening Services
Wealth screening services help you identify major gift prospects in your database. Is it a good investment? Before investing thousands, understand what it can and can’t do.
Final Campaign Preparations
Estimating and Setting the Campaign Goal
The #1 campaign mistake? Basing the campaign goal solely upon an architect’s estimate. Experienced development pros know goal setting is the result of a back-and-forth process between ‘what you need’ vs. ‘what the prospect list will likely yield.’ Our planning method virtually ensures you set the right goal—and hit it!
How do you prepare top prospects for a major gift?
Learn the single biggest factor influencing major gifts, and the attitudes and processes that separate the truly great development directors from the rest!
Hint: it takes more than a glossy brochure.
Lead Gifts from the Donor's Perspective
The Competition for Major Gifts
Every development director worth their salt targets the same small, precious group of people capable of making a lead gift. This video examines the ratio of lead-gift-capable donors to the number of charities in a given market. It’s sobering—but sets the context for “why we do what we do.”
From Involvement to Investment
Nearly all lead gifts have one thing in common. Learn how to get on the 'short list' of charities that get the donor's best gift.
From Relationship to Friendship
Do you have a mere relationship with donors, or do you treat them as friends? How you think about donors radically changes the way you interact—and the odds of getting the seven-figure gift.
An overwhelming number of charities compete for lead gifts from a small number of households. So most donors are already committed to other campaigns. Here’s how to earn your place in the queue.
Three Concerns of Lead Gift Donors
Nearly all lead donors have three concerns. Knowing them will help you create a better proposal—and avoid inadvertent deal-killers.
Asking for the Appointment: Warm Calls
What’s the #1 bottleneck to campaign progress? Getting the appointment! Here are three tips to keep your calendar booked.
Asking for the Appointment: Cold Calls
Get the appointment even though you only 'kind of' know the person. How you word the opening 20 seconds makes a world of difference.
Determining an Asking Amount
Some consultants simplistically tell clients "Ask for twice what you hope for." Let us show you a better way to arrive at an intelligent asking amount.
Step-by-step: How to ask for the gift.
What do the best development directors have in common? They take people’s well-intentioned comments and gracefully turn them into action items.
Work Top Down and Left to Right
To execute a campaign, you need a system that constantly focuses on ‘what matters
Matters of the Heart
What we might learn from the Mississippi pastor on cable channel 574.
So you’re uncomfortable asking? Dig deep. Why do you do what you do?
Overcoming the Discomfort of Asking
Some people are okay asking others for money, others not. What’s the fundamental difference between the two camps?
The virtue of generosity brings special graces desperately needed in the life of the Church and contemporary society. A true story.
The Parish Survey: Instructions
Instructions on how to conduct the parish survey.