Cause Sales Practice (Level 2)

Course Description

Building on the knowledge gained in Cause Selling I, this sequential course focuses on preparation for ‘the ask.’ Course components include methods and tools for donor prospecting, qualification, and constituent relationship management (CRM); development of the unique values proposition to connect each donor with the cause; techniques for engaging the donor in meaningful dialogue, marrying effective questioning with equally effective listening; and skills for handling objections. Students will learn about the ‘asking frame of mind’, the various functions involved with ‘the ask’, timing of the ask, and creative solicitation approaches, as well as motivational factors and goal-setting for fundraisers. This is an experiential course, and participants will engage in role-play and simulation in order to develop their practice.

Learning Outcomes

  • Train their Executive Directors, boards, and staff to interact with donors and become partners in the solicitation process
  • Apply ethical tenets to their overall acquisition of skills and recognize how ethics shapes their fundraising practice
  • Evaluate the different components of a constituent-relationship management software and determine which elements are important to the organization’s needs
  • Prioritize markets and identify opportunities using prospect qualification and constituent relationship management (CRM) and moves management systems

Prerequisites

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School of Business and Management

“Our business and management programs equip students with the knowledge and tools needed to lead their organizations and stay competitive in the job marketplace.”
School of Business and Management
Asya W.
Class of 2009