As you consider making an ask for a major gift, first determine the “rights” of the potential donor, says Pearl F. Veenema, president and CEO of Hamilton Health Sciences Foundation in Hamilton, Ontario, Canada.

Veenema, who presented “How to Ask for a Close a Major Gift,” during the recent Association for Healthcare Philanthropy's international conference in San Francisco, identified the following “rights” to ensure before the ask:

*Right projectRight gift level
*Right asker – find the “natural partners”
*Right recognition
*Right timing

Determining these “rights” should be a part of planning the ask. In addition, make your own gift first, and present an institutional vision, not needs, as people give to people. Preparation is the key to success, so know the decision and influences to bring donors close to investment. Anticipate the obstacles by researching potential questions and answers.

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