After flying all night and landing in Amsterdam yesterday morning, I spent the day hobbling around the cobblestone streets of Amsterdam on my (now 2 1/2 month old) broken left foot (long story) with my colleague, Director, Digital Marketing, Taslim Somani. It was a beautiful day and I got a real feel for this wonderful city – especially after taking in a canal tour. You definitely get a better sense of the character and majesty of Amsterdam from the water.

The IFC began today for those of us taking Master Classes. I signed up for Moves Management – Major Giving Techniques with Guy Mallabone. Sitting around a horseshoe-shaped table with 29 other fundraising and marketing professionals from around the world was an honour and privilege. At various times we were split into small working sessions where I was fortunate to present a sample case for support to a Major Gifts Director from UNHCR in Switzerland and then heard one from an animal rights activist from the U.K. The feedback was very positive and constructive…and then I got to return the favour.

There were many valuable refreshers today and several new ways of looking at things (many are just plain old common sense), whether you’re talking to major donors in a face to face meeting or to a regular donor through any other channel. Here are my Top 5 take-aways from the session today:

My Top 5 Take Aways for a Major Donor Case for Support

1. Your donor wants to know what’s in it for them and if they give a gift, they give it because they like the fact that you’re promising to change something in the world that needs changing. What’s the return for them (the ROI)? What’s that something that needs changing. Impact encourages multiple donations.

2. Don’t think of it as an “ASK” for money. Think of it as offering an opportunity to make a change (again) in something they care about.

3. The #1 reason major donors give is the belief in the mission/vision of your organization.

4. Know yourself. How you behave will impact how you cultivate donors and ask for money.

5. Make sure your Case for Support is compelling, (make it human and relevant) and urgent (why do you need their money right now).

Can’t wait for tomorrow! I’ve only been at the conference for one day and already I have an open invitation to visit Spain from our MSF client’s Spanish counterpart. I’m confident that I’m going to come home even more inspired to make the world a better place – for the agency, our clients, and the beneficiaries of all that good work. Now I’m going to try to go to sleep knowing that it’s really only dinner time in Canada. Until tomorrow…