Start here to get an overview of the course. During these lessons, you will learn more about the following philosophies: 

1. Contrary to popular opinion, the more you ask, the less people give.  
2. Donors want to give for what they believe in, what gives them hope, not what you need.  
3. Institutions often make the mistake of celebrating total dollars raised, rather than the difference made at the institution.  
4. Create a purpose-driven model of philanthropy using portals of purpose by adjusting your thinking to have donors give “through” your institution, rather than “to” it. 

To understand a donor’s willingness to give, you must understand their appreciation for the institution based on their experience with it. It is only then that you will be able to pair that interest with your institutional needs. But, are you truly listening to your alumni and donors to be able to understand their level of affinity to your institution? Use these resources to learn how to better uncover appreciation in alumni and donors in conversations with them. Whether you’re in alumni relations, leadership annual giving, or major or planned giving, your goal is to nurture your donors through simple dialogue. The more quality interactions you have, the greater the likelihood of philanthropic support. 

With alumni participation dropping across the U.S., understanding how to improve alumni’s and donor’s affiliation with your institution will be key to sustaining a solid pipeline of giving for years to come. What causes appreciative people to become more enthusiastic about their giving? One of the best ways to see this unfold is to watch how they get involved with your institution. We will explore considerations such as: 

• We know that affiliation can equal volunteering, and 80% of volunteers give back philanthropically.   
• Find ways for people to give back their talent, give through your institution, and you will see an increase in dollars raised.   
• Have you met with or brought back to campus your most accomplished, successful alumni—not just the wealthiest?  

Alumni are looking to engage with the institution for something that has meaning to them – for the present and future. So, instead of the traditional events, create a menu of purpose-driven options that have projected outcomes that are targeted to alumni based on their current interests.

Once you understand your alumni and donor’s level of appreciation and how to cultivate that into affiliation, you must learn about agency, which creates connections by showing how our institutions make a significant, sustainable difference in the world. We know that philanthropy is future-oriented. Fewer people today want to give to an institution for the good it’s already achieved. Rather, they’re inclined to give through an institution for the good it might achieve in the future. The key is to describe this in the form of specific institutional and societal outcomes and impact.

These resources will offer ideas and templates for using whitepapers and projects to maximize prospect interest. You’ll learn how to reposition your shop as one that makes a difference in the world (not a needy charity) by painting clear, compelling pictures of your portals of purpose.

At least 80% of what you raise in the next five years will be from people who are already giving or have given to you. So, the pathway to greater fundraising success is to explain to donors that you have spent their money extraordinarily well and to make them want to give again because they are excited about the potential of a greater difference to be made. Impact as the motivation for giving has increased steadily for donors over time. Unfortunately, most donors feel significantly thanked but underinformed about the impact of their giving.  

Since many donors think of themselves as investors, they want to understand the overall health of your institution and ensure that you’re using and stewarding your resources appropriately. It is important to note that this is not just about a stewardship office sending out thank you notes or an annual endowment report. It is about forming a culture around the need to demonstrate impact starting with leadership – accountability needs to move beyond the advancement shop and be seen as a core attribute for a strong culture of philanthropy across your institution.  

Use these resources to show donors that their investments will have a forward impact – that they’ll do so much more than simply allowing your institution to maintain its current position. In this video, we will explain how to instill a sense of accountability to donors and talk more specifically about how that relates to donor recognition and gift documentation.

In summary, we’ll provide a quick overview of the Four Vital Signs (Appreciation, Affiliation, Agency, Accountability) and allow you the opportunity to assess how the Four Vital Signs apply to your institution and to reflect how well each is done in toto. You will then move to something that is more integral, more sustainable, and more authentic.