09:30 Registration and coffee

10:00 Introductions and learning objectives

10:15 What size gift: leadership, major, principal?

• Leadership giving and how it fits into your major gifts strategy
• Why ask for leadership gifts - and in what context?
• What are major and principal gifts?

10:25 How to approach the prospect meeting to work towards an ask

• Meeting preparation
• Getting through the door
• What are your meeting objectives?
• The prospect's perspective
• Handling objections
• Why you may be nervous and how to overcome your fears 

11:00 Break

11:15 How to structure a prospect meeting

12:00 Practical session One: A leadership giving ask

13:00 Lunch

14:00 Feedback and moving on to major gifts

14:45 Practical session Two: A major giving ask

15:45 Break

16:00 Feedback and conclusions

• Closing the ask
• Why do asks fail?
• Lessons learnt and questions from participants

16:45 Finish

CASE Europe reserves the right to amend the programme without notice