Major Gifts: The Art, the Heart, the Ask and the Attitude
Now you have the appointment, have rehearsed and are ready for the big presentation. You are in the prospect’s home and have one hour to complete this assignment. You have determined, based upon the bell-curve theory, that the actual ask will consist of three parts. The first part, “opening,” and the last part, “close,” will each represent approximately 25 percent of the time. The presentation of the priority to be funded needs to represent at least 50 percent of the time allotted for the solicitation, as it is the most critical piece.
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.
