Major Gifts: The Art, the Heart, the Ask and the Attitude
As the personal solicitation takes place, you must determine how the ask is progressing. As you listen, ascertain if the response is heading toward a no, a yes to a lesser amount than asked, a yes to the amount asked or a yes to an amount greater than the amount requested. If the yes meets your requirements, thank the prospect(s), and move into stewardship mode. If the meeting is not going well, waive the close, and seek an appointment at another time. With practice, you will perfect the process of solicitation and become more confident. With confidence and experience, you will be comfortable seeking larger gifts.
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.
