Summer Institute for Advancement Services Pre-Institute Sessions-CASE_AskingStrategicQuestions

CASE_AskingStrategicQuestions_KML 2023

Pdf Summary

In this document, Karl Miller Lugo, Vice President for Advancement and Alumni Engagement at The University of Texas at San Antonio, discusses the art of asking strategic questions when engaging with prospective donors. He emphasizes the importance of asking questions to understand the prospective donor’s desires and motivations, in order to align them with institutional priorities and secure the most generous gift possible.<br /><br />Lugo provides key tips for asking questions effectively. Firstly, gift officers should be prepared by having clear goals and knowing what they want to know about the prospective donor, such as the purpose and amount of the gift, the solicitation team, and the timing. Being purposeful in asking questions helps in driving the conversation towards the desired outcomes.<br /><br />Curiosity and active listening are also crucial during donor interactions. Lugo suggests fostering curiosity by keeping an open mind, seeking surprise, and seeing learning as fun. Asking open-ended questions promotes engagement and allows donors to share their experiences and opinions. By listening carefully and asking follow-up questions, gift officers can go deeper and understand the donor’s intent.<br /><br />Lugo advises against simply "showing up and throwing up" information without actively listening. He emphasizes the importance of creating a conversation, building relationships, and creating movement and options. Additionally, he encourages gift officers to help donors tell their stories and explore the purpose and impact of past gifts.<br /><br />Finally, Lugo concludes by summarizing the key takeaways: be curious, ask questions, and let conversations rule. He also includes a resource on Dean James Ryan’s five essential questions in life and invites the reader to connect with him on LinkedIn.<br /><br />Overall, this document provides valuable insights on how to effectively engage with donors through strategic questioning to secure meaningful and generous gifts.

Keywords

Karl Miller Lugo

strategic questions

prospective donors

institutional priorities

generous gift

asking questions effectively

curiosity

active listening

creating a conversation

building relationships