Joanne Oppelt Raises Another Big Investment Using Major Gifts Ramp-Up celebrates a veteran fundraiser who raised a second million-dollar gift within 45 days of her last. Last month we shared about a $1.5 million gift she brokered. Well, she’s done it again! Joanne Oppelt is a senior counselor with Development Systems International. Here’s what she has to share:
I raised another $2.5 million last week in Atlantic City using Major Gifts Ramp-Up. It was from Matt. He was relatively new to the organization and had never given a financial gift to Community Hope before.
Matt was born an entrepreneur. He has been starting, scaling, and selling businesses since he was seventeen, including an overnight delivery service and an airline. His current venture was a solar energy company.
Zach, Community Hope’s CEO, arranged for a one-on-one meeting with him. Matt chose a dinner meeting at a private club rooftop restaurant in the most prestigious building in town. Early in the campaign, Zach had asked Matt to serve on Community Hope’s Hope in the Home luncheon host committee. Matt was honored.
In May, Matt attended the luncheon, during which he was fully immersed in Community Hope’s case for support. He was impressed. When Zach called him to arrange a follow-up meeting, Matt was pleased. He was vested in Community Hope’s well-being.
We thought Matt was a tremendous major donor prospect. Even though he had never given, he was engaged and could provide a significant campaign gift. Joanne asked Zach if she could meet him. Zach called and arranged a midday meeting.
“You’ll like him,” Zach told Joanne when she got to town. “I’m interested in your impressions after meeting him.”
“He has the capacity to give a big gift,” Joanne said. “I’m going to ask him for $2.5 million.” (Two and half million was the second largest gift on Community Hope’s gift range chart.)
Zach laughed. “I can’t wait to see the look on Matt’s face when you ask for so much.” Zach didn’t believe we could get that large a gift from someone so new to the organization who had never made a financial contribution.
“Let’s listen to him and what he says before jumping to any conclusions,” Joanne said.
Zach and Joanne drove to meet Matt. As Joanne was introduced, she saw a middle-aged, short-haired, trim man sporting a light beard. He wore a brightly colored floral shirt, khaki pants, and sandals. Joanne shook his hand.
“Pleased to meet you,” she said.
“Likewise,” Matt replied.
VISIT HERE TO MEET JOANNE OPPELT AT A 2-DAY MAJOR GIFTS RAMP-UP EVENT
“How are you today?” Zach asked. “What has been keeping you busy?”
Matt’s eyes lit up as he shared the status of his business and the spread of solar energy in the community. He talked about his lobbying efforts and meetings with the Governor’s office. He spoke for five minutes, leaning toward Zach to emphasize important points.
“It sounds like solar is your passion,” Joanne said to Matt when he leaned back in his chair and stopped speaking. Matt nodded.
Joanne asked Zach, “Why don’t you tell Matt about your plans for your new office building?”
Zach leaned forward, explaining how a well-known architect had donated his design services in exchange for award submissions. He also described how a local church was in the final stages of decision-making regarding a plot of land they owned in exchange for operating the food pantry, using the kitchen and facilitating community group meetings such as Girl Scouts and AA as part of the building’s use.
“How many square feet is the building?” Matt questioned.
“Twenty-five thousand,” Zach replied.
“And how much roof space?” Matt queried.
“Twelve thousand, I think. I may be off. I’d have to ask the architect,” Zach answered.
“How many windows?” Matt pursued.
“I have no idea,” Steve said.
“Well, solar for a building that size will cost about $1.5 million. Energy-efficient windows will probably cost another $100,000. I’d have to see the plans to give you more exact numbers,” Matt offered.
Zach breathed deeply. “I’d like you to contribute to the project. Where your giving fits in, I have no idea.”
“I do,” Joanne stated. Matt turned towards her. She pulled out the campaign gift range chart and handed it to him.
“These are the different gift levels we have for the campaign and how many gifts we need at each level. We were thinking your gift would be at this level.” Joanne pointed to $2.5 million.
“Cash or in-kind?” Matt asked.
VISIT HERE TO MEET JOANNE OPPELT AT A 2-DAY MAJOR GIFTS RAMP-UP EVENT
“Whatever meets your needs.” Joanne and Zach stayed silent while Matt took in what Joanne had requested.
He thought for a moment, then said, “A 25,000-square-foot building with 12,000 square feet of roof space is about $1.5 million in solar. The windows and doors will cost another $100,000. How do we reach the $2.5 million?”
Joanne didn’t say a word.
Matt sat up straight. “I can give it to operations,” he said.
“I hear you saying you would like to donate $1.6 million to solar development and $900,000 to operations. Is that correct?” Joanne asked.
Matt nodded. “I have to talk to my business partner and finalize the numbers, but yes, that is what I’m saying. Of course, I would like to be involved in the planning.”
Zach nodded yes, in disbelief at what had just transpired.
“Zach, can you get a hold of Phil this afternoon so he and Matt can talk?” Joanne inquired. Phil was the architect.
“Yes,” Steve said. “I’ll do that as soon as I get to the office. You will have his number by close of business.”
“I have another question,” Joanne stated. Our conversation showed Matt had contacts who had the means and might be interested in supporting the campaign.
“Matt, would you like to serve on the Hope in the Home campaign committee? Your commitment would be to participate in a committee orientation in December, where we would give you all the tools you need to be informed about the campaign—we are not throwing you to the wolves. You would also shepherd four to six relationships over six months and report on your progress at an hour-long meeting once a month.”
“Anything I can do to help,” Matt replied. “I’m just busy with the legislative session next year and would be unable to help during that time.”
“If you could make introductions in January and February, we’d appreciate it,” Zach stated.
“Count me in,” Matt replied. “When do you need the money?”
“For the building, sometime over the next two years after we secure the land. I expect to know about the land in six weeks,” Zach replied. “As far as the $900,000 goes, we were thinking over three years.”
Matt nodded. “Sounds good. To clarify, I need to talk to my business partner and get the exact numbers down. Talking to the architect will help. I’ll be in Hawaii this weekend and in Phoenix on Monday and Tuesday. I can get to this Wednesday. “
“I’ll call you then,” Zach said.
Matt got up from the table. “Good. We’ll get the details down then,” he said. “It was certainly nice meeting you today.”
“Thank you for helping us be the best we can be,” Zach said. “Thank you for all you do for us.”
The three of us said goodbye and went our separate ways. Zach was in shock. He couldn’t believe he had $2.5 million more than an hour ago.
Joanne Oppelt Raises Another Big Investment Using Major Gifts Ramp-Up was first posted at Major Gifts Ramp-Up
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ABOUT THE AUTHOR
Joanne Oppelt has spent over thirty years in nonprofit sector helping large and small nonprofits alike. She has worked across multiple areas including the arts, child welfare, disabilities, early childhood education, maternal and child health, mental health, public health at-risk youth, and more. She has trained thousands of fundraisers and authored or co-authored more than twenty books on fundraising and nonprofit development. Joanne’s extensive background with such a side variety of 501(c)(3) organizations Ha enabled her to have a specialized insight into understanding the challenges nonprofits face both internally and externally. Her years of working in the nonprofit sector have given her the gift of knowing exactly what it takes to run successful fundraising campaigns that are not only completed on time, but also cone in under over goal. Joanne holds a B.A. in education for Bethany University and a Masters in health administration form Wilkes University, where she graduated with distinction. She has devoted her life to helping organizations she’s had the privilege to be involved with and impact the world in a significant way.
