Making the Ask (October 2026)-Making the Ask Virtual Workshop Deck (October 2026)

Making the Ask Virtual Workshop Deck (October 2026)

Pdf Summary

Matthew Ter Molen of Rensselaer Polytechnic Institute presents a practical approach to leadership-gift fundraising. The session opens with the scale of philanthropy in the U.S.: $592.5 billion was donated in 2024, including $88.32 billion to education. It also highlights the substantial resources held by private foundations and donor-advised funds.<br /><br />Successful fundraising depends on a sustained donor relationship cycle: involve advancement staff and volunteers, share institutional priorities, learn about donor interests, make a tailored case, and recognize and report the impact of gifts. Before asking, determine whether the timing and project are right, whether the relationship has earned permission to ask, what amount is appropriate, and who should make the request.<br /><br />Preparation includes selecting the solicitation team, practicing the conversation, choosing a suitable setting, preparing gift documentation, and drafting a script. In the meeting, thank the donor, explain fundraising objectives, make a clear ask, listen, address concerns, and agree on next steps. Solicitors are encouraged to acknowledge discomfort, avoid rushing, take rejection personally only in the sense of respecting the donor’s response, and remember that giving is connected to people and mission.<br /><br />After making the ask, pause and let the donor respond; do not reduce or retract the request out of nervousness. Common objections involve affordability, timing, consultation with family or advisors, skepticism about impact, or competing causes. Respond with empathy, relevant information, alternatives, or stories—without being overly forceful.<br /><br />Finally, debrief, document the conversation and any commitments or deadlines, and follow up. The presentation emphasizes that thoughtful preparation, attentive listening, and long-term relationship building are central to effective fundraising.

Keywords

fundraising

leadership gifts

donor relationships

philanthropy

advancement staff

donor interests

gift solicitation

donor objections

major gifts

follow-up