Illinois Institute of Technology
Betsy Hughes
Vice President, Institutional Advancement
[email protected] 312.567.5045
Illinois Institute of Technology
Our Team
Betsy’s Advice
Show your passion
Make your gift first
Listen, listen, listen
Learn—inside and out
Creativity counts
Manners matter
Execute
Stay
Major Gift Process
Acquiring Donors
Identifying the “Critical Few”
Providing
stewardship and
accountability
Learning about them;
telling your story
Developing a
relationship
Saying thank you
Engaging and
Involving
Asking for a
specific
amount
Preparing to
ask
Prospect Identification
Where do I start?
•Wealth ratings
•Research and Referrals
•Titles
•Geography
•Giving history
•Event attendance
•Focus on propensity…not just capacity
•Create environments/opportunities for
discovery
•Consider formal discovery process
Getting the first appointment!
Advice from the IIT Major Gift Officers:
•I will be in your area next week…can I stop by for a
short visit.
•I am new (to job, institution, anything!) and would
value your perspective on…
•I’ve heard a lot about you from ____, so I thought
I’d give you a call.
•_____ suggested I give you a call to learn more
about your opinion on the new building.
•I just wanted to call and thank you for your
gift…would love to hear what brought you to support
our school….(If conversation goes well, ask for a
meeting.)
Getting past the gatekeeper!
•As you probably know, ____ is involved/is a
parent at ____. I’d like to ask for 30 minutes
of his/her time to brief/thank him/her on
_____.
•Get his/her name!
•Be polite, considerate, memorable and
inquisitive!
•What is the best time to try back? What do
you think is my best way to reach him/her?
Creative Engagement
•Never leave the meeting without an
ask, and a next step!
•What is your cultivation process?
•Who are the “natural partners?”
•What don’t you know that you must
learn?
•When will you know the time is right?
Solicitation
Big ideas bring big gifts!
Right… project
time
solicitor
materials
Ask…and close your mouth 
Be patient!
Stewardship
Failure to appropriately recognize and
report on a gift can kill a development
program.
•Never accept a gift you can’t steward
•Thank
•Recognize
•Report
Betsy’s Advice
Show your passion
Make your gift first
Listen, listen, listen
Learn—inside and out
Creativity counts
Manners matter
Execute
Stay