USM Foundation

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Crossing the Finish Line Strategies and Best Practices to Secure More Major Gifts

Thursday, July 28, 2022
10:00 am – 12:00 pm

As professional fundraisers, we understand the excitement, satisfaction and relief that comes when you cross the finish line after having secured a major gift. However, just like in a marathon, the last mile feels like the longest and getting to the “Yes” can be both exhausting and disparaging. That’s why we need to prepare ourselves for the stretch run and be ready for all the hills that we will have to climb to successfully close a major gift. Join Doug Kleintop and train together to learn strategies and explore industry best practices that will help you and your organizations cross the finish line.


Colleges and Universities will continue to rely on major gifts to help close the gap from traditional revenue sources that are continuing to decline. We also know that soliciting for major gifts is not something most development professionals have been taught. That’s why equipping our development professionals with the skills and the confidence to make the ask and close these gifts is essential.

  • Understanding your asking style and approach
  • Knowing the right time to make the ask
  • What to do when your prospect goes silent
  • How to give donors a compelling reason to do more
  • “ABC” Always be Closing
  • Soliciting as a Team
  • They said YES…Now what?

This workshop is designed for new and experienced development professionals who are responsible for direct solicitations of prospects and donors. This could include major, planned, leadership, and annual fund gift officers. We also invite team members who aspire to understand more about successful major giving solicitations. This highly interactive and fun workshop provides all participants with the tools to become a better “closer” and to reach new levels of success.

About the Presenter:

Doug has over 20 years of professional fundraising experience. He has worked with various non-profit organizations to help develop and strengthen their individual giving programs with an emphasis on major giving. He has demonstrated success at higher educational institutions including West Chester University, Saint Joseph’s University, Bloomsburg University and is currently the Associate Vice President, Development at the University of Delaware.

Throughout Doug’s career, he has secured hundreds of major and planned gifts. He has been directly involved in fundraising campaigns that have raised collectively over $1B. Doug has extensive experience managing frontline fundraisers and enjoys training and coaching gift officers to help them reach their professional goals.

In addition to his strong background both as a frontline fundraiser as well as overseeing annual and major giving programs, he closely partnered with prospect management, prospect research and data analytics. Doug’s ability to understand both the front-end of a development organization along with development operations allows him to connect all areas of development in support of successful individual giving programs.


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