Major Gifts

The Rotary Foundation

Overview & Objectives

1. Understand TRF major giving in the context of all Foundation priorities

2. Develop strategies to solicit and otherwise encourage major gifts

3. Understand major giving during the Future Vision pilot

4. Discuss best practices for managing district activity and utilizing members of the Zone Team

Fundraising Priorities

Annual Programs Fund

• Routine annual gifts

• Use TRF Direct for automatic contributions

• Contributions eligible for the SHARE system where then DDF is returned to the credited district

APF = a lot of people giving frequent, small contributions every year

• General Prospect Characteristics

• Rotarians

• All ages

• Corporations

Annual ProgramsFund Goal

US$95.5 Million

by 30 June 2011

As of 31 December 2010 US$42,906,305 has been raised

General Prospect Characteristics

• Rotarians

• Middle Aged to Older

(50 – 80+)

• Corporations

Permanent Fund• In depth cultivation process

• Estate planning

• Planned gifts

PF = large, solicited gift from Rotarians with whom we have an established relationship. May be gift of a lifetime

Permanent Fund Goal

$1 Billion

by 2025

As of 31 December 2010 US$661M has been raised

(Assets + Expectancies)

General Prospect Characteristics• Community & General public

• Corporations

• Polio Survivors

• Families of Polio victims

• Rotarians

Rotary’s $200 Million Challenge

• Any size gift from any individual or corporation to reach the specific Challenge goal.

Rotary’s $200 Million Challenge Goal

$200 Million

by 30 June 2012

US$160Mhas been raised

Rotary Peace Centers

• Major gifts and endowments

• May use planned giving opportunities to structure gift through pledges, life income gifts or bequests

General Prospect Characteristics

• Rotarians • Middle Aged to Older

(50 – 70+)

• Strong interest in peace and conflict resolution

• Large, solicited gift from Rotarians with whom we have an established relationship and

who are committed to peace. May be gift of a lifetime.

Rotary Peace Centers

$95 million

by 2015

As of 31 December 2010 US$51,778M has been raised

TRF Contribution Analysis 2009-10Year Ended 30 June 2010

Total - $158,367,000*

$23.5 - 15%$134.9 – 85%

**In US $ millions

Excludes Gates Foundation Gift

Major Gift by Country 2009-10

Gifts From Number Amount*

USA 214 $9,730,661

India 137 $5,329,264

Taiwan 70 $1,460,000

Canada 11 $1,269,632

Korea 45 $1,007,154

Total All Countries 624 $ 23,492,673

**In US $ millions

Excludes Gates Foundation Gift

Major Gifts by Fund 2009-10

Designation Number Amount*

Permanent Fund 178 $8

APF-SHARE 226 $5

Matching Grants 42 $1

PolioPlus 91 $5

Multiple Purpose Gifts** & Other

87 $5

Total 624 $24

*In US $ millions

**Includes donors who made a major gift but asked that it be used for multiple purposes

Major Gifts – Ways of Giving

• Cash• Pledges• Securities – Stocks and Bonds• Real Estate• Life Insurance• Bequests• Tangible personal property

Program Funding by Gift Type

RRFCs – The Secret Ingredient

• RRFC sets tone for Zone

• Leadership extends to personal gifts/commitments

• Expectations and accountability

Securing Major Gifts: Four Steps

• Identification

• Cultivation

• Solicitation

• Stewardship

Securing Major Gifts: Four Steps

• Step 1: Identification– Significant gifts to other charities– Sources for finding prospects– Indications of financial capacity– Other ways?

Securing Major Gifts: Four Steps

• Step 2: Cultivation– Learn about the prospect

• involvement, articles– Listen to the prospect– Develop cultivation plan– Establish gift objectives

Securing Major Gifts: Four Steps• Step 3: Solicitation

– Prepare for the ask• Know the background and interest of the

potential donor– How to ask

–State specific amount and purpose–Be an active listener

– Overcoming objections• Discussion – Shared solicitation stories

Existing Opportunities the basic designations for Major Gifts

• Permanent Fund – World Fund

• Permanent Fund – SHARE

• Annual Programs Fund – SHARE

• PolioPlus

• Rotary Peace Centers

New and Updated Naming Opportunities for term and endowed gifts

• Endowed Global Grants– Six Areas of Focus

• Rotary Peace Centers, Endowed & Term– Peace Fellows– Visiting Lecturer– Certificate Program Fellow– Annual Seminar– Applied Field Experience– General Support

Rotary Peace Centers Naming OpportunitiesEndowed Funds

• Rotary Peace Fellows

– $1,500,000– $750,000– $500,000

• RPC General Support

– $50,000

Gift Agreements

Each gift of $25,000 or more will have a customized Gift Agreement that is prepared in coordination with the appropriate North American Gifts Officer or International Fundraising Director and staff.

Securing Major Gifts: Four Steps

• Step 4: Stewardship– Continuing cultivation– Appropriate recognition– Special thank you calls and letters– Continuous updates on Foundation– How do you keep building relationships with

donors?

Securing Major Gifts - Discussion

• How can we encourage gifts?

• RRFCs and volunteer teams

• Major gift activity of a successful district

• Pick 3 – 5 major gift prospects