Making the Ask (October 2025)-Slides

Slides

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The Council for Advancement and Support of Education (CASE) 2025 presentation, led by Matthew Ter Molen of Rensselaer Polytechnic Institute, outlines effective strategies for soliciting leadership gifts for educational institutions. Americans donated $592.5 billion in 2024, with $88.32 billion going to educational causes, primarily from individuals (66%), foundations (19%), bequests (8%), and corporations (7%). Donor-Advised Funds (DAFs) have grown significantly, holding $251.52 billion in assets as of 2023.<br /><br />The donor relationship cycle emphasizes ongoing engagement through collaboration with advancement teams, volunteers, trustees, and alumni. Critical steps include data gathering, cultivating relationships via events and meetings, articulating institutional priorities, and making tailored asks connecting donor interests with institutional needs.<br /><br />Preparation for the ask meeting involves thorough knowledge of the donor and institution, creating individualized proposals with specific gift requests, assembling an appropriate solicitation team, rehearsing scripts, and planning the meeting environment. During the ask, solicitors should express gratitude, clearly state the request, listen attentively, handle responses thoughtfully, and establish follow-up plans without rushing or taking objections personally.<br /><br />Effective language techniques include direct questions (“Will you be a leader by making an anchor gift of ___?”) or statements framing a pledge or flagship investment. Use of gift pyramids can suggest giving ranges and help position donors in a leadership role.<br /><br />The presentation addresses overcoming fear and common objections around financial capacity, timing, and skepticism by acknowledging concerns, reframing, providing impact information, offering alternative giving options, and sharing stories illustrating donor impact. Follow-up is key, with documentation and meeting debriefing as standard.<br /><br />In sum, successful leadership giving requires strategic planning, personalized engagement, confident communication, responsiveness to donor concerns, and persistence—all rooted in mission-driven relationships.

Keywords

leadership gifts

educational institutions

donor-advised funds

donor relationship cycle

gift solicitation strategies

advancement teams

personalized proposals

effective communication

donor engagement

overcoming objections