Making the Ask (April 2026)-Recording

Video Transcription

Video Summary

Sarah Radice from CASE opens a time-tight online session, “Making the Ask,” and introduces veteran fundraiser Matt Termelin (RPI). Termelin, with 36 years in higher-ed advancement, frames solicitation within the “giving pyramid,” distinguishing annual and leadership gifts (typically from cash) from major gifts (often involving assets like securities, property, retirement accounts) and principal/transformational gifts. He notes individuals drive most U.S. giving and highlights the rapid growth of donor-advised funds, emphasizing that contributions to DAFs count as charitable gifts even if not granted out immediately.<br /><br />He presents the donor relationship cycle—identify, cultivate, brief/prepare, solicit, steward—stressing it’s not strictly linear and that in-person meetings can outweigh exhaustive research. Preparation themes include: confirming the right time and project, “earning the right to ask,” determining an appropriate amount, choosing the right solicitor/content partner, and planning meeting logistics. Termelin advocates briefing documents and role-play (even with experienced presidents), and recommends a simple solicitation script: thank, ask clearly, then stop and listen—embracing silence and avoiding negotiating against yourself.<br /><br />Breakouts explore fears of asking (rejection, wrong amount, missing data) and solutions (practice, preparation, understanding that “no” often means “not now”). Participants draft ask sentences aligned to institutional culture and personal style. A case scenario on a donor balking at a $250K endowment prompts strategies such as multi-year pledges, blended/estate gifts, scaled alternatives, peer participation, and reassessing readiness. He closes by underscoring timely follow-up, thorough call reports, clear next steps, and strong stewardship.

Keywords

fundraising solicitation

making the ask

higher education advancement

giving pyramid

annual and leadership gifts

major gifts

principal and transformational gifts

donor-advised funds (DAFs)

donor relationship cycle

solicitation script

briefing documents and role-play

stewardship and follow-up