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Opening the Door to Major Gifts: Mastering the Discovery Call
Format: PaperbackChange
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4 of 4 people found the following review helpful
on June 3, 2013
Format: Paperback
As a business executive new to the development field, this book has proved invaluable to me. I am confident that the information provided will enable me to construct a donor communication plan that will be extremely effective in providing all the funding requirements for our organization.

My mindset around ID calls has been readjusted :-)
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4 of 4 people found the following review helpful
on April 30, 2013
Format: Paperback
John Greenhoe's valuable lessons in major donor qualification are on point not only for North Americans but also for those of us in Europe and throughout the worldwide fundraising community. I heartily endorse his methods and am deeply appreciative to John for his willingness to advance our global resource development efforts
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3 of 3 people found the following review helpful
on April 25, 2013
Format: PaperbackVerified Purchase
John's book is an inspiration for those who are committed to raising major gifts. Based on his tried and true experience, he's laid out an easy-to-follow guide to effectively create relationships with those individuals who can take your organization to the next level. This is a must-have for anyone new to fundraising or major gifts.
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2 of 2 people found the following review helpful
on April 24, 2013
Format: Paperback
I love John's approach. He has a knack for simplifying and explaining this most difficult--and frequently scary--process for so many fundraisers. This book will save you time and energy and will help you raise a LOT more money!
Gail Perry author, blogger, international speaker, fundraising consultant
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2 of 2 people found the following review helpful
on April 23, 2013
Format: Paperback
John Greenhoe's donor-focused approach to major gift qualification will help you raise more money. He shows you how thoughtful attention at the beginning of the major gifts cycle will lead to big payoffs. A must read!
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on December 6, 2013
Format: Paperback
I'm lucky enough to teach at Western Michigan University where John works in fund development. He gave me a copy of the book and I read it straight through in a couple of hours. I immediately decided to use it in my fundraising course because the text I use does a good job on the history, theories, and vehicles of fundraising but omits the central relationship building process. "Opening the Door to Major Gifts" fills this essential gap. Not only did students enjoy reading the book, they had great questions for John when he came to class. They will not forget that fundraising is relationship building and, to me, that made the class a success.
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on January 2, 2014
Format: PaperbackVerified Purchase
Mr. Greenhoe's book was one of four I purchased as a new Development Officer to learn different strategies and approaches to major gift solicitation. The method he clearly outlines in this book has proven FAR more effective than anything else I have tried, particularly his emphasis on the myth of a "cold call" and the importance of building a relationship through letters or cards before you even pick up the phone. The writing is clear and concise and his approach to fundraising is warm but professional.
Buy this book and memorize his nine sample discovery call questions - I can't recommend it highly enough!
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on June 27, 2013
Format: Paperback
Even before I've read the book in it's entirety, It's helped as a useful reference and so I've kept it right next to my phone and use it to refresh my thoughts before I make my ID calls. It's a great reference manual for starting the major donor relationship. I recently attended an AFP sanctioned seminar where Mr. Greenhoe lectured and it's obvious to me that he's passionate about his profession. I highly recommend this book.
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on July 21, 2014
Format: Paperback
Had the privilege of attending John's seminar at the AFPWM in Grand Rapids, and continue to rely on many of his tips and techniques for opening doors to major gifts. Clear, concise, well written, engaging, and illustrated with anecdotes from years of major gift acquisitions- a valuable resource and must read for any nonprofit development professional.
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on May 8, 2014
Format: Kindle EditionVerified Purchase
As I read this book I felt it was a bit basic and obvious. None-the-less it contained a lot of useful tips and is written in an easy to read conversational format. Most fundraising books read like text books from college and are boring. He definitely didn't bore me. I'd also say even though I didn't finish it with a ton of notes two weeks after reading the book I definitely have felt more confident as I make prospect calls. I do feel more prepared, which was my purpose of reading this book.
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