Making the Ask (October 2026)-Recording

Video Transcription

Video Summary

The presenter, a veteran higher-education fundraiser, shared practical guidance for making philanthropic asks. He distinguished annual and leadership gifts—often funded from cash—from major gifts that may involve broader assets, and noted the growing role of donor-advised funds. He emphasized viewing donor relationships as a flexible cycle of identification, cultivation, solicitation, and stewardship, supported by teamwork across advancement functions.<br /><br />Before asking, fundraisers should understand the donor and the institution, review giving history and contact reports, identify a project that aligns institutional priorities with donor interests, set a clear strategy and gift amount, and choose the right solicitor or subject-matter partner. He encouraged being transparent about the purpose of meetings and, for significant gifts, asking donors whether they are open to a larger-gift conversation.<br /><br />During the meeting, fundraisers should explain the need clearly, ask directly and specifically, listen more than they speak, and then allow silence for the donor to respond. They should anticipate objections, treat “no” as potentially “not now,” avoid taking it personally, and agree on concrete next steps. Role-playing can help build confidence and prepare for difficult questions.<br /><br />The presenter also stressed thanking donors, promptly documenting meetings, fulfilling promises, and maintaining the relationship. Participants discussed anxieties such as fear of rejection, making an inappropriate ask, or not knowing an answer; preparation, practice, and timely follow-up can help address them.

Keywords

philanthropic asks

fundraising strategy

annual gifts

leadership gifts

major gifts

donor-advised funds

donor relationships

cultivation

solicitation

stewardship

gift planning

donor communication

higher education fundraising