Capital Campaigns in Virginia

Fundraising in Virginia

By Tom Wilson Major Gifts Guru

I just got back from a training workshop for Volunteer Hampton Roads in Virginia (Norfolk). In talking with one of my colleagues there, Keith told me about how capital campaigns are doing in Virginia. He said that because of the large number of military contractors everything seemed to be doing fine. A few of the northern counties got overbuilt in housing so they are suffering, but with new energy and people in Washington, D.C. it shouldn't take too long to fix that challenge. Of course, everyone wants their 401 K to go back up.

He told me a great story about the importance of listening and being patient in capital campaigns. For one of his clients, he interviewed a gentlement who said he would give a token $25,000 but that this cause just wasn't that important to him. Keith recommended to his client that they take the time to cultivate this prospective donor. Listen to his interests and be patient.

The rest of the story? Now, 18 months later the donor is excited about the cause and is talking about a gift in the $250,000 range.

The lesson here is cultivate for the big gift, not the quick gift.

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