Wednesday, Feb. 27
Learn proven strategies for cultivating and closing significant gifts that sustain long-term impact. This workshop emphasizes relationship-building, stewardship, and integrating planned giving into your fundraising portfolio
Understanding Donor Motivations Workshop participants will:
- Understand the lifecycle of major and planned gift cultivation.
- Develop approaches for donor conversations that inspire transformational giving.
- Incorporate planned giving tactics into existing fundraising strategies.
| Welcome | FFE Advance: What to Expect |
| Section 1 | Major and Planned Giving Overview and the Donor Cycle • Talk about Moves Management and other methodologies • It’s key to focus on donor-facing experiences • Review Identification, Qualification, Cultivation, Closing and Stewardship |
| Section 2 | Overview of Prospect Research / Wealth Screening • Overview of wealth and propensity screening • How you can do this with any level of resources • Key way to determine engagement |
| Screen Break | |
| Section 3 Breakout groups | Key Strategies Review • Identification / Qualification • Cultivation • Solicitation / Closing |
| Section 4 Breakout groups | Planned Giving Best Practices • What is planned giving? • Inside the mind of a bequest donor • Planned giving marketing essentials • The best programs |
| Screen Break | |
| Section 5 | Creating Major Gifts & Planned Gifts Portfolios • Best practices • Reasonable numbers • Tracking activity and results |
| Section 6 | Power Tips from Top Programs • Natural Partner Identification • Prospect Review Meetings • Engagement Review |
| Section 7 | Final Questions and Additional Resources FFE Closing |
Meet the Facilitator: Brian Gawor, CFRE
Vice President for Fundraising at 3E
Brian is a 25-year non-profit veteran who serves as Vice President for Fundraising at 3E. A changemaker in philanthropy, Brian is committed to amplifying the joy of giving through authentic human relationships. During his career, Brian has helped organizations raise over $1B. He was director of development for the College of Fine Arts at Illinois State University, and led annual giving efforts at Knox College, boosting the success of the $3M+ Knox Fund. For 10 years, he led actionable research for a major tech firm, working with hundreds of institutions to transform their donor engagement. He has also served as a consultant for the national philanthropic firm Johnson, Grossnickle and Associates (JGA). Brian presents at conferences, events and on podcasts regularly. A dedicated “giving geek,” (it’s on his license plate), Brian is committed to providing data-driven and action-oriented insights for nonprofit leaders to engage an inclusive and purposeful donor base. Brian’s insights have also been featured in philanthropy publications like NonProfitPro, The Chronicle of Philanthropy, and Inside Higher Education.
