Making the Ask (April 2026)-Slides

Slides

Pdf Summary

The document is a fundraising training presentation on “Making the Ask,” focused on leadership giving and major gift solicitation. It opens with U.S. philanthropy context: Americans gave $592.5B in 2024, including $88.32B to education, with most giving from individuals (66%), followed by foundations (19%), bequests (8%), and corporations (7%). It also highlights the scale of private foundations ($1.48T in assets; $114.11B in grants) and rapid growth of donor-advised funds (DAFs) to 3.6M accounts by 2024, holding $326.45B and granting $64.89B.<br /><br />The core framework is the donor relationship cycle: cultivation, solicitation, and stewardship. Effective fundraising requires teamwork with advancement staff and volunteers, strong data, regular communication, tailored cultivation events, and consistent follow-up that demonstrates impact through reports, tours, and recognition.<br /><br />Before asking, leaders should assess readiness: timing, whether the institution has “earned the right” to ask, alignment with strategic priorities/campaign goals, the right amount, and the right solicitors. The presentation outlines preparation steps for an ask meeting: choose the right team, role-play, plan the setting, prepare documentation, and draft a solicitation script. A recommended script includes welcoming/thanks, reviewing objectives, making the ask, listening, addressing objections, and defining next steps.<br /><br />It addresses common fears about asking, emphasizing mission, relationship-building, and reframing “no” as “not now.” It provides guidance on open-ended questions, listening, and acting as a philanthropic advisor. A “table of gifts” illustrates how campaign goals are met through specific gift levels and prospect volume. Practical coaching covers pausing after the ask, not backtracking, and handling objections (financial, timing, consultation, skepticism/impact, personal preference) using validation, reframing, information, alternatives, and storytelling. The session ends with a role-play scenario and follow-up best practices: debrief, document, and track commitments and deadlines.

Keywords

major gift solicitation

leadership giving

making the ask

donor relationship cycle

cultivation solicitation stewardship

fundraising readiness assessment

ask meeting preparation

solicitation script

handling donor objections

donor-advised funds (DAFs)