In this session, you’ll explore research that demonstrates how a fundraising process initiated through a forensic interview—an innovative technique developed and tested in thousands of interviews by James Langley—makes prospective donors feel more respected and valued. You’ll see how a forensic interview creates the conditions under which valuable information can be shared that will allow your organization to begin matching your capabilities against the donors’ passions. You’ll discover how this can lead to a series of personalized, progressive interactions (PPIs) culminating not only in gift agreements but the makings of lasting partnerships. This approach shows how the natural curiosity of gift officers, one of your most important fundraising attributes, can be harnessed to gain deep insight into your donors’ motivations and to a personalized process that will optimize your donors’ philanthropic potential.
When such interviews are conducted in a consistent and scientific manner, more complete donor profiles can be built that will allow important relationships to be managed competently over time, even as fundraising positions turn over. In fact, this system was designed in response to current and emerging philanthropic realities that point to the need to help donors find a “portal of purpose” that resonates most with their values and convictions, and to build multifaceted relationships with organizations to which they contribute. The process lessens the potential for attrition and increases the likelihood of an organization cementing its place as a donor’s highest philanthropic priority.
Learning Objectives:
Know which specific questions yield the greatest insight into donor motivation
Interpret the answers and hear what isn’t being said
Use the information to engage donors in graceful and respectful ways, and to build profiles that will allow them to be managed in ways that are most meaningful to them