Upload
others
View
3
Download
0
Embed Size (px)
Citation preview
How Shelter Partnership
Engaged Donors and Raised Major
Gifts
Major GiftsMajor Gifts
What are major gifts?
Case Study: How Shelter Partnership raised major gifts
What the data shows
How you can raise major gifts for your organization
Questions & Answers
AGENDA
Panelists
➜ Tracy Wallace➜ Jeffrey Byrne➜ Katie Lord➜ Michael Bronson
WHAT ARE MAJOR GIFTS?2016 Contributions
$390 billion by source
SOURCE: Giving USA Foundation GIVING USA 2017
WHAT ARE MAJOR GIFTS?➜ Outside of planned gifts, they are the largest
contributions an organization will receive
➜ Limited in number, but not so few that they are nonexistent
➜ Threshold (amount considered to be a Major Gift) varies from organization to organization
○ Depends on the organization’s size, age, funding base, and operating budget
➜ For a young and small nonprofit, it might be $1000. For a larger and more established organization, it might be $25,000.
Major Givers
Recurring Givers
Occasional Givers
Prospective Givers
Planned Givers
Sample Giving Pyramid
WHY MAJOR GIFTS?➜ A more personal, relational type of fundraising
➜ Often has a higher ROI than events and other transactional forms of fundraising
➜ Major Giving is an art and a science that combines giving history, wealth screening information and institutional knowledge of individuals to craft the strategy for the ask and the amount to request
➜ Major giving is a sustainable, donor-centric form of fundraising and a key to fundraising diversification
Major Gift Fundraising is Storytelling.
Tracy WallaceDevelopment Director
Shelter Partnership, Inc.
Ruth SchwartzExecutive Director
CASE STUDYShelter Partnership, Inc.➜ Social services organization based in Los
Angeles County
➜ One of the largest Homeless Services / Basic Needs Distribution Centers in the U.S.
➜ Annual budget of $1,400,000 raised through foundations and events
➜ $1,000 is considered a major gift
➜ Development team of 1: Development Director
➜ No prior Major Giving program
RESULTS TO DATE
➜ Additional $57,000+ and counting from individuals, Board members, and past donors
➜ Identified a $92,000 matching grant
➜ More than a 10X return on investment
➜ Total of $144,000 raised
yes!
What the data says about prospective major donors
Donor Name Last Gift $ Total Gift $ # of Gifts
Admiral Akbar $50 $200 5
Sheev Palpatine $250 $3,000 7
Luke Skywalker $100 $150 2
Han Solo $250 $250 1
Lando Calrissian $15 $45 2
Padme Amidala $18 $18 1
R2-D2 $16 $45 3
Mace Windu $10 $100 10
Leia Organa $25 $39 2
Jyn Erso $10 $100 4
Wilhuff Tarkin $500 $730 2
Maz Kanata $1,000 $2,500 3
Rose Tico $30 $30 1
Greedo $19 $2,320 37
Who do you call?
Donor Name Last Gift $ Total Gift $ # of Gifts Real Estate
Admiral Akbar $50 $200 5 $3,106,428
Sheev Palpatine $250 $3,000 7 $642,000
Luke Skywalker $100 $150 2 $294,000
Han Solo $250 $250 1 $0
Lando Calrissian $15 $45 2 $500,000
Padme Amidala $18 $18 1 $1,056,937
R2-D2 $16 $45 3 $178,306
Mace Windu $10 $100 10 $358,782
Leia Organa $25 $39 2 $1,000,430
Jyn Erso $10 $100 4 $185,370
Wilhuff Tarkin $500 $730 2 $938,489
Maz Kanata $1,000 $2,500 3 $0
Rose Tico $30 $30 1 $526,000
Greedo $19 $2,320 37 $350,000
Donor Name Last Gift $ Total Gift $ # of Gifts Real Estate Foundation Trustee
Admiral Akbar $50 $200 5 $3,106,428 N
Sheev Palpatine $250 $3,000 7 $642,000 N
Luke Skywalker $100 $150 2 $294,000 N
Han Solo $250 $250 1 $0 N
Lando Calrissian $15 $45 2 $500,000 N
Padme Amidala $18 $18 1 $1,056,937 Y
R2-D2 $16 $45 3 $178,306 N
Mace Windu $10 $100 10 $358,782 N
Leia Organa $25 $39 2 $1,000,430 N
Jyn Erso $10 $100 4 $185,370 N
Wilhuff Tarkin $500 $730 2 $938,489 N
Maz Kanata $1,000 $2,500 3 $0 N
Rose Tico $30 $30 1 $526,000 N
Greedo $19 $2,320 37 $350,000 Y
Donor Name Last Gift $ Total Gift $ # of Gifts Real Estate Foundation Trustee
Largest Gift Elsewhere
Admiral Akbar $50 $200 5 $3,106,428 N $250
Sheev Palpatine $250 $3,000 7 $642,000 N $10,000
Luke Skywalker $100 $150 2 $294,000 N $250
Han Solo $250 $250 1 $0 N $500
Lando Calrissian $15 $45 2 $500,000 N $50,000
Padme Amidala $18 $18 1 $1,056,937 Y $1,000,000
R2-D2 $16 $45 3 $178,306 N $100
Mace Windu $10 $100 10 $358,782 N $50
Leia Organa $25 $39 2 $1,000,430 N $50
Jyn Erso $10 $100 4 $185,370 N $50
Wilhuff Tarkin $500 $730 2 $938,489 N $1,000
Maz Kanata $1,000 $2,500 3 $0 N $1,000
Rose Tico $30 $30 1 $526,000 N $100
Greedo $19 $2,320 37 $350,000 Y $5,000
FIVE MARKERS OF PHILANTHROPY
$5 Billion in Giving2 Million Individuals400 Organizations
A DonorSearch Study
Five Markers of Philanthropy
1.Giving to Your Organization
RFM = Relationship or Affinity Score
R + F + M = RFM 82 + 43 + 65 = 190
➜ Common measure of loyalty
➜ Easy to calculate
➜ Can be weighted to suit your organization
RECENCYLast Gift
FREQUENCYNumber of
Gifts
MONETARYTotal Giving
43%
65%
82%
Five Markers of Philanthropy
2.Giving to Other Organizations
Largest Gift % of Donors % of Giving Predictive
Strength
Benchmark 100% 100% 1.00
$100,000+ 0.7% 24.1% 32.67
$50,000 - $100,000 0.5% 13.5% 25.02
$25,000 - $50,000 0.6% 6.5% 11.79
$10,000 - $25,000 0.7% 7.0% 10.73
$5,000 - $10,000 1.1% 5.4% 4.98
Five Markers of Philanthropy
3.Grant Giving
Foundation Trustee
Participation as a grant giving foundation trustee
is more valuable than any wealth marker.
Five Markers of Philanthropy
4.Political Giving
% of Donors % of Giving Predictive
Strength
All Giving > $2,500 100% 100% 1.00
All Giving > $1,000 0.7% 24.1% 32.67
All Giving > $500 0.5% 13.5% 25.02
A single political gift of $250 puts your donor in the top 6% of the U.S. population
A single political gift of $1,000 puts your donor in the top 1/10th of 1% of the U.S. population
Virtually every FEC donor with lifetime political giving of $15,000 has made a 5-, 6-, or 7-figure charitable gift somewhere
Five Markers of Philanthropy
5.Value of Real
Estate
Real Estate Value % of Donors
% of Giving
Predictive Strength
$2+ million 1.4% 25.0% 17.6
$1 - 2 million 3.2% 13.2% 4.2
$750,000 - $1 million 2.5% 5.7% 2.3
$500,000 - $750,000 5.4% 6.8% 1.3
$250,000 - $500,000 12.8% 8.6% 0.7
$125,000 - $250,000 10.9 4.8% 0.4
< $125,000 8.4% 3.5% 0.4
Major GiftsConsulting Services
A proven process to generate 10X return on investment
SIX CRITERIA FOR SUCCESSSM
1. A Case for Support that is Realistic, Relevant and Compelling
2. Assessment to Gauge Readiness (internally and externally)
3. Commitment from Leadership (organizational and community)
4. Prospective Donor Development
5. Implementation of Strategy
6. Stewardship
MAJOR GIFTS CONSULTING SERVICESDelivered by Jeffrey Byrne + Associates
➜ 12-month systematized action steps➜ Personalized consulting combined with technology
○ Create a compelling Major Gifts proposal○ Identify prospects○ Develop a portfolio○ Create prospect strategies○ Implement strategies○ Measure and optimize results
➜ Pre-Assessment
➜ Develop the Major Gifts Proposal
○ Document to be used with major gift donor prospects
➜ Prospect Research + Appraisals
○ DonorSearch screening of Top 500 prospect records
PROGRAM OUTLINE
➜ Prioritize and Assign Prospects (Top 125)○ Group A: #1-25○ Group B: #26-50○ Group C: #51-100
➜ Develop Prospect Strategies○ Timelines, Tools and Templates
■ Framework for “moves” customized with an activities timeline and 5 new DonorPerfect reports
○ Cultivate and Ask for the Gift○ Steward and Retain
PROGRAM OUTLINE
Questions & Answers