Part 1 of this series focused on the need to identify and recruit potential capital campaign chairs several years in advance of a campaign. If they are not already serving as leadership volunteers in your philanthropy program, you can take the following steps:
- Invite these prospective campaign chairs and leaders to become involved in your program.
- Teach best practices in donor cultivation, solicitation, and stewardship.
- Emphasize the vital importance of listening to donors to better understand their interests and motivations.
- Roleplay solicitations to demonstrate calling for an appointment, presenting your case, working as a team, making the ask, and dealing with objections.
- Have them accompany you on solicitation visits so they can observe you in action, participate in the conversation, and become comfortable with the process.
- When they are ready, allow them to take the lead during the visit, and then critique their performance afterward.
- Evaluate their potential as leadership volunteers and donors.
- Strategically groom them for a leadership role.