Minnesota Planned Giving Conference

1Minnesota Planned Giving ConferenceGetting the Next and Bigger GiftSusan C. Dunlop Gary G. Hargroves

1:45 3:00 pm, November 2, 2010St. Paul RiverCentre2The Next and Bigger Gift ProspectEasiest Gift To Raise Is From Existing Major or Planned Gift DonorsEffective Use of Staff Time and Budget ResourcesBigger Gifts Are Lost Due to:Organizational Short-Term Development FocusMajor and Planned Gift Donors Assigned Stewardship Development Officers Choose or Are Encouraged to Move on to a New Prospect

3Determining Who Your Next and Bigger Gift Prospects Are

The Ultimate Gift On Which You Will WorkTop Prospects Ultimate Gift AmountAffinityAccess4Definition of Stewardship is KeyMeans Different Things to Different Fundraisers and Organizationsno longer a good prospect for a new gift or highest, professional level of donor cultivation

5Levels of StewardshipEvent invitationsBirthday and holiday cardsStewardship reports Gift officer who closed gift, reassignedNo gift officer assigned to donorPersonal visits droppedRisk loosing 99% of gift potential

6Ultimate Gift StewardshipThank donor personally for their giftLearn more about donors legacy dreams for your organization, their lives, and their familiesObtain deeper personal information Assist with family issues blocking ultimate giftUnderstanding finances and estate planIncrease involvement with advisors

7Long-Term Relationship BuildingInvest time, energy and resources in long term relationships with those donors with the highest potentialFocus on a manageable group of prospects, usually 75 or less8Prospect Tracking ReportIndicates Ultimate Gift PotentialNext Cultivation Goal to Be Achieved by a Given TimeDevelopment StageUltimate Gift StewardshipDiscovering Your Legacy Publication

9Long Term Donor Relationship BenefitsGifts Are Bigger and Raised in Less TimeTheir Stories Are Powerful Illustrations of Leaving A LegacyImproves Charity Reputation of Trustworthiness and CredibilityStrengthens Professional Advisor and Donors Family RelationshipsDonor realizes Ultimate Legacy Dreams

10Another Benefit: Program GrowthWhen Staff Exceeds Maximum Prospects NumberOpportunity to Hire New Staff Hand-off of Prospects Launches Success for New StaffNew Staff Bring Valuable TalentsOrganization is Trusted, Growing, RespectedSolvency and Viability Achieved

11Liabilities of Long Term Relationship FundraisingGift Officer Can Only Work With 75 Families/ProspectsOrganizations Need Dollars NowFocus on Long Term Gifts CounterproductiveManagers Want Results Now

12Values About StewardshipValues About Stewardship in Sync with Organizations Provides Career SatisfactionIf Values Differ From Organizations, Code Major/Planned Gift Donor Status as CultivationDiffering Values Is A Serious Dilemma