Roy Muir, a mentor and colleague who spent most of his career in campaign and major gift fundraising at The University of Michigan, often states that fundraising is “part art and part science”.

Few will argue with the observation that over the past 20 years, the fundraising landscape has shifted toward the “science part of the equation” with heavy emphasis on gift instruments, solicitation techniques, donor segmentation and numbers. This shift has been most dramatic in the approach taken to the cultivation of gifts from older donors. The focus of this on-site consultation is on the “art” side of our work with the older donor—the intangible areas of human relationships that are often deepened and strengthened when facts and numbers are left at the door.

Four specific areas of relationship building will be lifted up for exploration:

• how to “build space” for the older person’s story;
• reaching the “core” where your mission and the older donor’s passion find common ground;
• finding the way open for conversations about an ultimate gift; and
• the art of listening to the message “behind” the words that unfold.

Format: On-site consultation, small group discussion style format. Most effective for work with organizations that can clearly identify high priority prospects with some level of previous engagement with your organization.