Making the Ask (October 2025)-Recording

Video Transcription

Video Summary

This session, led by Matt Tremolin, Vice President for Institute Advancement at RPI, provides a comprehensive guide to effective fundraising and making the solicitation ("the ask") in higher education and related institutions. Matt begins by explaining the gift pyramid—ranging from occasional gifts at the base to transformational principal gifts at the top—and emphasizes understanding donors’ age and stage in life to tailor asks appropriately.<br /><br />The discussion covers the vast scope of philanthropy, highlighting major sources of donations including individuals, foundations, bequests, and donor-advised funds, and stressing the importance of knowing an institution’s place within this giving landscape. Matt outlines the donor relationship cycle phases: identification, research, cultivation, briefing, solicitation, and stewardship. He advocates for thorough preparation—knowing donors’ backgrounds and interests, crafting personalized proposals, and involving natural partners and decision-makers like spouses or institutional leaders in solicitation meetings.<br /><br />Practical advice includes scripting the solicitation conversation, using open-ended questions to understand donor motivations, and handling common objections thoughtfully. Emphasis is placed on listening during the ask, pacing meetings according to the donor’s personal context, and following up diligently with tailored stewardship.<br /><br />Breakout discussions reveal common fears around solicitation stem from inexperience, which can be mitigated through collaboration, practice, and a respectful, donor-centered approach. Participants share sample ask sentences for various contexts, reinforcing that the “ask” should reflect institutional priorities, donor interests, and personal style.<br /><br />Key takeaways: fundraising is a relationship-driven, strategic process requiring clear communication, thoughtful timing, and respectful engagement. Being prepared, listening actively, and following through consistently are essential for successful donor partnerships and sustained philanthropic support.

Keywords

fundraising

solicitation

gift pyramid

donor lifecycle

philanthropy

donor relationship management

major gifts

donor segmentation

proposal crafting

donor stewardship

donor motivation

fundraising strategy

relationship building