Major Gifts: The Art, the Heart, the Ask and the Attitude
Ring the bell (curve)
A key point to remember is the typical ask consists of education, communication and motivation. Think of a bell curve where you have an opening and closing, with most of the ask (the fat part of the curve) as the introduction of the priority being articulated. The “educator” typically is the key faculty member, program director, physician, etc., who can best describe his/her program area with conviction and excitement. The development professional typically opens the conversation leading to the ask, with the close designated to the key volunteer or peer having the best relationship with the prospect being solicited. Spend at least one or more practice sessions with the solicitation group in advance of the ask to determine who does what and when so there will be no confusion on game day.
Duke Haddad, Ed.D., CFRE, is currently associate director of development, director of capital campaigns and director of corporate development for The Salvation Army Indiana Division in Indianapolis. He also serves as president of Duke Haddad and Associates LLC and is a freelance instructor for Nonprofit Web Advisor.
He has been a contributing author to NonProfit PRO since 2008.
He received his doctorate degree from West Virginia University with an emphasis on education administration plus a dissertation on donor characteristics. He received a master’s degree from Marshall University with an emphasis on public administration plus a thesis on annual fund analysis. He secured a bachelor’s degree (cum laude) with an emphasis on marketing/management. He has done post graduate work at the University of Louisville.
Duke has received the Fundraising Executive of the Year Award, from the Association of Fundraising Professionals Indiana Chapter. He also was given the Outstanding West Virginian Award, Kentucky Colonel Award and Sagamore of the Wabash Award from the governors of West Virginia, Kentucky and Indiana, respectively, for his many career contributions in the field of philanthropy. He has maintained a Certified Fund Raising Executive (CFRE) designation for three decades.
