August 13, 2014

Opening the Door to Major Gifts: Mastering the Discovery Call

While there are many great resources on the solicitation or "ask," the knowledge base of the "discovery" call --- the very beginnings of the major gift relationship – are quite limited. John Greenhoe, author of the best-selling book "Opening the Door to Major Gifts" (Charity Channel Press, 2013), will delve into this all important topic in this AFP webinar. Using John's proven methods, participants will learn basic but effective methods for qualifying prospects for the purpose of major gift cultivation, solicitation and stewardship.

At the conclusion of this session, participants will:

  • Understand effective methods for researching their major gift prospects – so that the first call isn't "cold"
  • Know how various contact means (email, phone, postal mail) can be used strategically to set up the first meeting
  • Understand models for scripting the initial visit, or knowing what to say during a casual but purposeful meeting, and
  • Understand ways to continue to conversation beyond the first call, and rising trends that will affect discovery calls in the near future

Target Audience 

I believe that all experience levels will benefit from the presentation, but it is most ideally suited toward entry and mid-level fundraising professionals (3-6 years) who are likely getting serious about pursuing major gifts for their organizations for the first time. I also believe that senior level (7-9 years) and advanced level (10+ years) fundraisers will also benefit quite a bit because they will pick up tidbits that will be useful in training staff members in major gifts work.

About the Presenter

John Greenhoe, CFRE, is an internationally recognized speaker who is noted for providing intriguing and stimulating presentations centering on the topic of philanthropy. The author of the Amazon.com best selling book "Opening the Door to Major Gifts" (Charity Channel Press), Greenhoe has more than 25 years of experience in non-profit leadership roles and has successfully trained thousands in the art of the qualification or "discovery" call.