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Solicitation Strategies: A Deep Dive

Session 1
Tuesday, November 16
1:30 pm – 3:00 pm
Zoom

Session 2
Thursday, November 18
1:30 pm – 3:00 pm
Zoom

Presented by Anne M. Berry, Principal, and Susan H. Pettyjohn, Senior Consultant, Washburn and McGoldrick

This two-part workshop is designed for gift officers to focus on the variety of ways to ask for and close gifts.

Session I:  The first 90-minute session covers the steps from preparing to ask all the way through to those moments when you outline for the donor the request you are making.

Topics in the first live session include:

• Preparing yourself to ask
• Preparing your prospective donor for that discussion
• Working with a campus partner (a dean, faculty member, campus executive or a volunteer)
• The architecture of a good solicitation conversation
• How and when to use collateral materials to support the ask
• Getting the words out: different ways to ask for a gift

Session II:  The second 90-minute session then focuses on the moments after you ask all the way through to getting a signed gift agreement.

Topics in the second live session include:

• Preparing for the four most likely donor questions
• Responding to donor questions
• Collaborating with your prospective donor to design a gift that works for the donor and works for the University
• Getting to yes, closing the gift and planning next steps

Throughout both workshops you’ll have multiple opportunities to ask questions, discuss situations you may be facing with your own donors, and learn from your workshop leaders as well as other participants. Expect a lively interactive discussion with hands-on learning.

Limit: 20 participants
*Must attend both sessions!
Registration closes on November 5.

Thank you for your interest in Solicitation Strategies: A Deep Dive. This registration page is now closed. If you have any questions, please contact Micaela Cameron (mcameron@usmd.edu)