Opening the Door to Major Gifts: Mastering the Discovery Call
Tuesday, February 25, 2014 from 9:00 AM to 4:00 PM (EST)
Grand Rapids, MI
San Francisco, California
London, United Kingdom
Join us for a day-long event focused on major gift acquisition and major donor cultivations!
International fundraising expert, John Greenhoe will present on the importance of mastering the discovery call. He will focus on strategies and techniques that will cultivate meaningful relationships that will result in major philanthropic investment for your organization.
This workshop, based off of John's book, Opening the Door to Major Gifts: Mastering the Discovery Call, will provide specific strategies that will increase your odds for success when you are ready to meet your donors. You will learn to “warm” your prospects so they are receptive to your outreach, to make allies of the gatekeepers who control access to the decision makers, and to conduct a qualification call that is both casual and purposeful.
John will present his advice, insights, and tips about mastering the discovery call in a straightforward fashion. Beginning with the reasons why qualification calls are important, the workshop will then delve into researching your prospects, practical tips for negotiating voice mail and gatekeepers en route to successfully making the appointment.
In addition John will also cover the actual format of the discovery call, including suggested scripts that you may wish to employ during your face-to-face visit. He will also look closely at strategies for conducting follow-up calls.
Who should attend?
This course will present a detailed plan for organizations just starting major gift programs, those already doing major programs and not getting the response they would like, or those organizations who would like to grow their major gifts programs.
About the presenter:
John Greenhoe, CFRE, is a senior fundraising practitioner at Western Michigan University (Kalamazoo, Michigan) who has raised millions of dollars for both large and small nonprofits. Greenhoe is the author of Opening the Door to Major Gifts: Mastering the Discovery Call (Charity Channel Press, 2013), the first book written on major donor qualification visits and former No. 1 bestseller (Amazon.com NGO list, June 2013).
A popular webinar presenter, Greenhoe has taught fundraising master's level courses at two universities and has delivered national philanthropy conference presentations in North America, Europe, New Zealand and Africa. Greenhoe began his fundraising career as director of development of the Greater Kalamazoo Area Red Cross, where he initiated comprehensive major gift and planned giving programs. He has a master's degree in philanthropy and development from Saint Mary's (Minnesota) University and is an Association of Fundraising Professionals Master Trainer.
Greenhoe is a contributor to numerous fundraising publications, including newz viewz (New Zealand), VITA (Italy), AFP's Advancing Philanthropy, and Stevenson Inc.'s Major Gifts Report. He resides in Kalamazoo with his wife, Gretchen, and daughter, Anya.
Here's what others are saying about John's work:
"John’s passion for major gift qualification jumps off the page. His book provides rich context to this important work through his sharing of tools and through his experiences, good processes, wit, and some old-fashioned inspiration."
President, Philanthropia Partners
"Cold calling can be the most challenging part to raising money, but it is the only way we can increase the number of new friends needed in our organizations. John’s practical advice and simple scripts will put anyone atease to make the calls—and achieve great results."
Author, THE ASK: How to ASK for Support for Your Nonprofit Cause,
Creative Project, or Business Venture
"Mr. Greenhoe's book was one of four I purchased as a new Development Officer to learn different strategies and approaches to major gift solicitation. The method he clearly outlines in this book has proven FAR more effective than anything else I have tried, particularly his emphasis on the myth of a "cold call" and the importance of building a relationship through letters or cards before you even pick up the phone. The writing is clear and concise and his approach to fundraising is warm but professional. Buy this book and memorize his nine sample discovery call questions - I can't recommend it highly enough!"
When & Where
Johnson Center for Philanthropy
The Johnson Center is an academic center focused on increasing the efficiency and effectiveness of the charitable sector.
Our work involves conducting research, teaching effective practices, and providing pathways to service. We work extensively in Michigan, nationally, and internationally.