Quincy, Mass.

In order to plan an appropriate strategy for each planned-giving or major-gift prospect, you need to know as much as possible about the prospect’s family and personal considerations, business and professional affiliations, financial situation, hobbies, memberships and other interests, writes Quincy, Mass.-based planned-giving consultant Debra Ashton in her new book, “The Complete Guide to Planned Giving: Everything You Need to Know to Compete Successfully for Major Gifts” (Third Edition). You need to know if the prospect has supported other organizations like yours and at what levels, Ashton says, as well as be sensitive to the prospect’s stage of life. For example, does she have

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