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Syllabus


Lecture # Subject Title
Presenters: Jimmie R. Alford, LL.D., LH.D., Mark C Germano
Week 1: Trends and Headwinds
1 Course Introduction
2 The Philanthropic Landscape
3 Individual Giving
4 The Impact of Smaller Gifts
5 Corporate and Foundation Giving
6 Growth of Recipients
7 Organizational Readiness
8 Utilizing the Strategic Plan
Week 2: Prospect Identification and Donor Motivation
9 Prospect Identification and Motivation Overview
10 Annual Fund Donors and Prospects
11 Major Gift Donors and Prospects
12 High-Net-Worth Households – Part I
13 High-Net-Worth Households – Part II
14 The Donor Pyramid
16 Constructing the Case
17 Strategic Market Differentiation
Week 3: The Art of the Ask
18 Creating the Elevator Speech
19 Persuasion Theory
20 The Six Phases of an Effective Solicitation Call
21 The Testimonial Close
22 The Visionary Close
Week 4: Planned Giving: The Ultimate Gift
23 Planned Giving
24 Prospect Circles and Self-Identification
25 Use of Allied Professionals
26 Revocable and Non-Revocable Gifts
27 Ways to Give
28 Endowment Fundamentals
29 Assessing Endowment Readiness Steps in Building the Program
Week 5: Volunteer Training, Stewardship, and Donor Recognition
30 The Unique Role of the Board
31 Fiduciary, Strategic, and Generative Board Leadership – Part I
32 Fiduciary, Strategic, and Generative Board Leadership – Part II
33 A Framework for Prospect Engagement
34 Engaging Community Leaders in Philanthropy
35 Capital, Annual, and Endowment Donor Recognition
36 Internal vs. External Audiences
Week 6: Managing Technology
37 Utilization of Data Management
38 Donors in the Digital Age – Understanding the Effects of Technology
39 Donors in the Digital Age – Trends Donors Use to Research Organizations
40 Donors in the Digital Age – Creating an Effective Brand Value
Week 7: Organizational Success
41 Managing for Success – Part I
42 Managing for Success – Part II
43 Networking for Success
44 Impact and Outcome Measures
45 Cost and Budget Expectations and Management
46 Managing the Development Function
47 Use of a Development Committee
48 Ingredients for Organizational Success
49 It Is All in the Strategy
Week 8: The Emerging Trends of Philanthropy
50 Understanding Donor Demographics – Part I
51 Understanding Donor Demographics – Part I
52 Stewardship of Planned Gift Donors – Part I
53 Stewardship of Planned Gift Donors – Part II
54 Philanthropy Trends – Part I
55 Philanthropy Trends – Part II
56 Course Conclusion