AFP New Jersey: The Ask: The Major Gift Solicitation Process

The Ask: The Major Gift Solicitation Process

Lytisha “Tee” Williams 
Associate Vice President for Advancement 
Rutgers University - School of Arts and Sciences

This session will focus on the major gift solicitation within the development process. We’ll begin with the identification of major gift prospects (research and discovery) to assess the prospect's philanthropic priorities as they fit into the organization's mission. Then, we’ll look at the cultivation process and pre-solicitation planning, which focuses on the best methods to educate the prospect about the programs of interest and the impact of philanthropic support. 

The actual solicitation process should outline the following scenario: 

WHO should be part of the solicitation team;
WHEN is the right time to ask; and,
WHAT is the most compelling ASK?

People attending this session will leave with an understanding of how to . . . 
● Identify their best major gift prospects
● Tailor their solicitation process to best fit their organization's philanthropic goals
● Develop their solicitation strategies from the donor's perspective