USM Foundation

Washburn & McGoldrick Lunch and Learns

Join the USM and Washburn & McGoldrick

Between March and December, Washburn & McGoldrick will present eleven, 45-minute long, live webinars on Zoom on a variety of topics. These webinars are free for our USM colleagues and you are welcome to attend as many or as few as you wish. Each webinar will feature a presentation from Anne Berry and Susan Pettyjohn as well as a question and answer portion. 

Each webinar will be held from 12:00 pm to 12:45 pm. 

There is no cap on participation for these webinars, but you must sign up and register for them in advance.  

Click here to register
Please note that you must login to Zoom before registering.

 

Prioritizing and Managing Your Portfolio: Two methods to keep you on track
Thursday, March 3, 2022
  • Why do this at all?
  • Method #1: by the gift cycle
  • Method #2: by the matrix
  • How to allocate your time and keep focused throughout the year
  • Live Q&A 

Click here to add to your calendar

Qualifying a Prospect: Ask these questions to get the information you need
Thursday, March 31, 2022
  • Three areas of inquiry are all that you need
  • Attitudes, Passions, Philanthropy
  • Your goal by the end of the meeting
  • Live Q&A

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Understanding Wealth and Philanthropy: What your prospects earn, what resources they have, and what they could tap for their next gift
Tuesday, April 19, 2022
  • Seven factors to keep in mind 
  • What your prospects earn
  • It’s not just income: what assets your prospects may have
  • Not all assets are created equal: usual sources of annual, major and planned gifts
  • Life stage and liabilities
  • Live Q&A

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When is the right time to ask?
Tuesday, May 17, 2022
  • When is the right time to ask?
  • What could you be asking for? Advice, assistance, investment?
  • How you can always be asking
  • The importance of asking for permission 
  • Watch for these cues and signals
  • Live Q&A

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What is the right amount to ask for?
Tuesday, June 7, 2022
  • What do you know about the donor? 
  • Capacity, inclination, readiness
  • Advantages and disadvantages of wealth screening information
  • What can be known and what can’t, and how to overcome that
  • Is there a “secret formula?” Two different approaches to setting an “ask” amount
  • Live Q&A 

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Architecture of a Solicitation Meeting: Key steps to get your “ask” on the table
Tuesday, June 28, 2022
  • A natural flow for your meeting
  • From opening hello to discussing substance: Mastering T-A-O
  • Focusing on the “magic” of your gift ideas
  • Presenting gift ideas: how, in what format, and what to leave behind
  • Live Q&A

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Working with Campus Partners for Solicitation Meetings
Thursday, September 8, 2022
  • When to use a campus partner (faculty member/program director/content expert)
  • How to plan their role in the meeting
  • How to prepare your campus partner for the meeting
  • Live Q&A

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Developing a Prospect Solicitation Strategy
Tuesday, September 27, 2022
  • Why you should have a strategy for your Top Ten prospects
  • Key elements of a prospect solicitation strategy
  • Using the strategy to guide your work:
  • If you can’t write it down, you can’t do it…
  • Identifying what you know and what you don’t, and using that to set agendas for conversations with your prospects
  • Regular review and adjustments
  • Using your strategy with your manager and your volunteers
  • Live Q&A

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How to plan a solicitation meeting or discussion
Tuesday, October 18, 2022
  • Who?
  • Where?
  • Developing the agenda
  • Anticipating potential questions
  • Who says what?
  • How to wrap the meeting 
  • Preparation/rehearsal 
  • Props: in advance, in the meeting, afterward 
  • Live Q&A

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Anticipating and Responding to Donor Questions
Thursday, November 17, 2022
  • Why you should always ask for a glass of water
  • Questions from donors: three main categories
  • How to listen athletically and make sure you know what’s being asked
  • How to respond to typical questions
  • Questions of trust and confidence, and how to respond
  • Live Q&A 

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Closing a Gift: Nine strategies that work
Tuesday, December 13, 2022
  • How to know when it’s time to close a gift
  • Nine strategies that work
  • Two gift officer traps to avoid
  • When to call the question, and how
  • Live Q&A

Click here to add to your calendar

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