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The CEO Golden Hour—Option 2: Small Group Lunches

What does it mean to “cultivate” a donor and how would a busy CEO find the time to do that even if they knew what to do?

This is a question we are asked regularly by the groups in our Sustainable Funding Program, now that they have an ever-increasing number of donors in their Multiple-Year Giving Society.

Rather than merely invoicing donors and expecting them to dutifully make their pledge payment for each of the next five years, these wise CEOs and development directors have discovered that with a high-touch system of personalized contacts, even the busiest of CEOs can begin—and even enjoy—the donor cultivation process!

This is the second  feature in our three-part series entitled the CEO Golden Hour, highlighting the top three things your busy CEO can do to impact donor cultivation and major gifts if they are willing to dedicate merely one hour a week to this critical process.

Option 2: Small group donor meetings with CEO and a board member

Purpose: CEO and board members become more comfortable with the donor cultivation process, while giving your loyal donors an inside, personal view of the organization

Preparation:

  • Development director:
    • Confirms five to ten donors for a special meeting with CEO and a board member
    • Sends the guest list to the CEO, including two to three sentences about each guest, time and amount of their last gift, name of the person who engaged them, bucket area of greatest interest, and any other recent participation

Suggested Agenda:

  • Welcome and introductions:
    • CEO starts right out welcoming people and introducing the board member and development staff present (2 minutes)
    • Each guest introduces themselves, tells their involvement with the organization (8 minutes)
  • While people are eating:
    • CEO talks about three things she is most excited about that are happening right now at the organization. Link these three things to your bucket areas (3 minutes)
    • Questions and discussion (5 minutes)
    • CEO talks about three greatest challenges right now, tying these to the three bucket areas (7 minutes).
    • Questions and discussion (10 minutes)
  • After lunch:
    • CEO poses open-ended “focus-group” questions (15 minutes)
      • How do you think we could better convey our needs?
      • What advice do you have for us?
      • How could we be doing a better job of telling our story?
    • Wrap up and thanks from CEO and board member:
      • Be sure to say the development director will call them for feedback in the next two to three days (5 minutes)