The Importance of the Venue in a Cultivation Strategy

Selecting the location for a cultivation and solicitation meeting is based on a combination of respect for the donor's privacy, comfort and the greatest likelihood of engagement:

1. In a recent survey, ninety-seven percent of donors over the age of seventy reported hesitation or unwillingness to discuss their financial situation and resulting philanthropy in a public location or country club.
2. A site visit of less than an hour increases the likelihood of a successful outcome by forty-two percent.
3. Female donors over the age of seventy express discomfort when two males (board members, board development officers) request a meeting in their home.
4. Meetings that include donor advisors (CPA, attorney or trust officers) are best held in a neutral location to minimize the impact of the advisor's agenda.
5. Sixty-four percent of donors are uncomfortable when the non-profit pays for a meal, as they do not feel that non-profit funds should be spend on them.
6. Whoever controls the venue controls the first six minutes of the meeting.