Smart ideas delivered every other Tuesday from Hartsook Companies, Inc.

July 15, 2008

Major gifts can advance an organization to the next level by providing new construction, funding a major initiative, or allowing the nonprofit to serve a greater portion of its target population. While any organization can solicit major gifts, some are more effective than others. What is their secret?

Here are seven secrets for securing major gifts. Pass them on.

Secret #1: Volunteers
Involving volunteers in cultivating and soliciting donors is paramount to securing major gifts. Volunteers can also greatly influence the size of the gift.

Secret #2: Cultivation
Proper initial and ongoing cultivation are key. While every relationship is unique, providing regular communication via monthly memos and notes, giving tours, and "making it personal" go a long way.

Secret #3: Do Your Homework
With access to wealth-screening search engines, the task of researching a donor's capacity to give can be quite simple. Development professionals without access do their homework by relying on discussions with volunteers or by researching donors' past gifts. Either way, research is critical.

Secret #4: Know the Ways of Giving
Targeting only those with ample cash on hand limits prospects considerably. While seniors and Baby Boomers may have many assets, they may also have limited incomes that can hinder their ability to make large cash gifts. Educating these prospective donors about multiple ways to give can increase gifts significantly.

Secret #5: Face-to-Face Solicitations
Don't be tempted to send out mass solicitation letters or to call donors to solicit them for a gift. Take the time to ask for your donors' support in person.

Secret #6: Follow Up
Less successful fundraisers simply don't close the gift. While they are waiting to see what others will do, the savvy fundraiser next door has cultivated, solicited, followed up and thanked this same donor.

Secret #7: The Truth
When it comes to major gift fundraising, here's the truth: there are no secrets. There are only proven strategies, genuine relationships and hard work that, when combined, result in successful fundraising and partners with a deepened commitment to fulfilling the organization's mission.

Another Smart Idea...From the Hartsook Best Practices Collection^SM

"Pay attention to detail and follow-up. My volunteers and donors always respect the courtesy. That extra step is taken in their consideration of a gift."
- Natalie Carrozza, Orlando Opera (Orlando, Fla.)

If you are interested in Best Practices and smart ideas, see these additional resources from Hartsook Companies:

• "Fundraising Magic - 33.5 Strategies for Turning Board Members into Money Makers" by Robert G. Swanson (2007, ASR Philanthropic Publishing). This book shares proven strategies you can implement immediately to give Board members the confidence and tools needed to cultivate donors, solicit gifts and strengthen your organization's position in the community. To order this book, follow this link http://www.ASRpublishing.com.

• "Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing). The book features great ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide. To order the book, follow this link http://www.ASRpublishing.com.

• "Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union.

• "Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas.
  

For a free copy of "Best Practices Coast to Coast" or the "Hartsook Best Practices Collection", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com.

Career Booster!

Looking to advance your career? Look to the Hartsook Consulting School: September 25-27, 2008. This intensive three-day program provides an opportunity to work intimately with our finest consultants who will share practical, experiential and theoretical wisdom with fundraising professionals who are ready to take their profession to the next level. Email tammy@hartsookcompanies.com for more information.

Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. Send to Strategies for Success and eHartsook Editor Karin Cox, MFA, Senior Vice President, kcox@hartsookcompanies.com. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 316.630.9992.

Our web site is located at http://www.hartsookcompanies.com.