Step One: be a good person.

Gather information.

Discuss prospects.

Research history.

Decide who.

Decide whose.

Get introduction.

Meet prospect.

Discuss organization.

Change perspective.

Make friend.

Seek advice.

Send news.

Continue contact.

Explore potential.

Seek advice.

Send news.

Continue contact.

Select target.

Add 20%

Seek advice.

Discover favorites.

Send news.

Continue contact.

Select when.

Select who.

Select where.

Select why.

Schedule meeting.

Inform purpose.

Rehearse meeting.

Rehearse ask.

Refine ask.

Attend meeting.

Renew relationships.

Discuss challenges.

Embrace confidence.

Ask.

Hush.

Wait.

Listen.

Respect decision.

Accept donation.

Accept non-donation.

Thank donor.

Close meeting.

Conduct postmortem.

Discuss ramifications.

Contact donor.

Seek advice.

Send news.

Continue friendship.

Thank again.

Get referrals.

Repeat often.

People give to people – not buildings, causes, or database programs. First time gifts require relationship development. For best results on how to develop relationships, see Step One.