Mark Belcher, Partner at Alexander Haas

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Online tools/resources:

Google

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Association for Healthcare Philanthropy

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Council for Advancement and Support of Education

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Book recommendation: Leadership Secrets of the Rogue Warrior: A Commando’s Guide to Success by Richard Marcinko

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Personal habit that contributes to success: Balance – not working 24/7.

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Ice breaker for new donor prospect: Personalize the meeting. If the environment allows, spend a little time getting to know each other before jumping into business.

Best piece of advice ever received: “It’s not about you.” There are a multitude of factors that can affect a donor’s answer. It is about the project and the institution – not really about the person.

“If you could go to only one restaurant for the next five years, what would it be?”: Houston’s

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Contact info: m.belcher@alexanderhaas.com

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Sandra Kidd, Partner at Alexander Haas

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Online tool/resource:

KnowYourOwnBone

Book recommendation:

Anything by Peter F. Drucker.

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Personal habit that contributes to success: Ask really good questions.

Ice breaker for new donor prospect: Ask questions to pull the donor prospect into the conversation.

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SOME “TOP TEN” QUESTIONS FOR EXPLORATORY “DISCOVERY CALLS”

We often focus in making calls on the information that we want to share:  about our program, its needs, its successes.  While it is important to communicate our agenda, it is more important—especially on an exploratory or discovery call—to learn about the prospect as a person—and to use this information in planning a solicitation strategy for that individual or family.  Just as the game of “Twenty Questions” leads players to the winning response, this list of ‘Top Ten Questions” is designed to help you find the clues to what personal factors will motivate your prospects and donors to support your priorities and projects.

Family and Personal Information

  1. How long has your family lived in _______________?
  2. What brought you to this area?
  3. Where is your family home? Do you retain ties to the area?

Business information (can be adapted for a spouse or for volunteer work)

  1. How long have you worked at _________________?
  2. (or, if in a home, or with a retired person: Please tell me the name of your company again?)
  3. What led you to this line of work?
  4. What does/did your spouse do?
  5. Do you have children? Please tell me about them.

Relationship to the Organization

  1. How did you first become involved with our group?
  2. What attracted you to us)?
  3. Are any of your family members also connected?
  4. Friends?
  5. What inspires you to (give, volunteer, etc.)?
  6. Who inspires you?
  7. What do you like about us?
  8. Can you estimate where we fall on your list of philanthropic priorities (first, top 3-5, top 10, one of many)?
  9. What other causes are you involved in currently?
  10. What would it take for you to be able to make a future major gift?
  11. A deferred gift?

 Bonus Question

    20. What matters the most to you in your life?

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Best piece of advice ever received: “Get an MBA.”

What is a fashion trend that you used to wear that you would now be embarrassed to wear: Prairie-style Maxi Dresses

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Contact info: s.kidd@fundraisingcounsel.com

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David ‘Shuff’ Shufflebarger, Senior Partner at Alexander Haas

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Online tool/resource:

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Book recommendation:

The Raising of Money: Thirty-Five Essentials Every Trustee Should Know by James Gregory Lord

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Personal habit that contributes to success: Work ethic. “The harder you work, the luckier you get.”

Ice breaker for new donor prospect: Ask about their life story in terms of the organization. “Tell me how you became involved with (organization).”

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Best piece of advice ever received: “Get good advice.” Get advice from the best around.

Which of Snow White’s 7 Dwarfs describes you best and why?: “Happy, because I feel truly blessed to be in a field that I love doing what I do every day.”

Contact info: d.shufflebarger@alexanderhaas.com

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Robert J. ‘Bob’ Holmes, Jr., Special Assistant to the President for Principal Gifts at the UCF Foundation

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Online tools/resources:

Google

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Personal habit that contributes to success: Having a genuine interest in the person you are visiting with about a gift.

 

Ice breaker for new donor prospect: Ask about the photos in their office.

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Best piece of advice ever received: “Use my mind and you’ll get my money.”

 

If you could snap your fingers and appear somewhere else, where would you be? At the helm of a 36 foot sloop off the coast of Maine

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Contact info: bob.holmes73@att.net or on LinkedIn

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Mendal Bouknight, President of the Piedmont Healthcare Foundation

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Online tools/resources:

Google

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Book recommendation:

Last Stand: Ted Turner’s Quest to Save a Troubled Planet by Todd Wilkinson

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Personal habit that contributes to success: Answering the phone and good text message etiquette

Ice breaker for new donor prospect: Ask questions about their personal experience with the organization

Best piece of advice ever received: Learn to lean out of your comfort zone

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If you could spend 15 minutes with any living person, who would it be and why? Ted Turner because of his success as a businessman and philanthropist.

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Not living? Thomas Jefferson because he is a fascinating, learned man.

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Contact info: bouknightmendal@gmail.com or piedmont.org

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Missy Ryan Penland, Senior Director of University Development at Clemson University

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Online tools/resources:

AFP

CASE

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Book recommendations:

Belief and Confidence by Ronald J. Schiller

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Abusing Donor Intent: The Robertson Family’s Epic Lawsuit Against Princeton University by Doug White

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Topgrading (How To Hire, Coach and Keep A Players) by Brad Smart

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Personal habit that contributes to success: Work hard. “The harder you work, the luckier you get.”

Ice breaker for new donor prospect: Always start with a “Thank You” for what they have done, and follow up with something discussed in their discovery call.

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Best piece of advice ever received: AFI. AFM. “Ask for it. Ask for more.”

If you had one extra hour of free time a day, how would you use it?:

For work: Visiting a donor.

For personal time: Hiking.

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Contact info: ryan2@clemson.edu

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J. Tyler “Ty” Tippett, Vice President of Foundation and Volunteer Services at the Dekalb Medical Foundation

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Online tools/resources: Planned Giving resources on nationally-hosted sites. A great example of this is the Shepherd Center in Atlanta.

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Personal habit that contributes to success: Being easy to talk to.

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Ice breaker for new donor prospect: Talk about their background and who they know. You are sure to find shared interests and common acquaintances.

Best piece of advice ever received: Don’t talk over the ask.

What was the make and model of your first vehicle?: An orange Volkswagen Beetle.

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Contact info: ty.tippett@dekalbmedical.org; Direct Line: 404-501-1679

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Milton Key, Partner at Alexander Haas

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Online tools/resources:

The Alexander Haas Blog

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Guidestar

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The Exceptional Board’s Blog by BoardSource

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Book recommendation: 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by Stephen R. Covey

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Personal habit that contributes to success: Following up with, staying in touch with, and being available for colleagues and donors.

Ice breaker for new donor prospect: Find something in common.

'We were made for each other...we hate the same TV shows.'

Best piece of advice ever received: “Soft on people; hard on results.”

“If you were given a yacht, what would you name it?”: Deborah Lee, for the most beautiful thing in my life: my wife.

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Contact info: m.key@alexanderhaas.com

 

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