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Miracle Major Gifts Donor Centered Strategies

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Arts, Culture, and Humanities. Public-Society Benefit. Environment/Animals. International ... 2/3 of Household Giving. Source: NonProfit Times, October 30, 2006 ... – PowerPoint PPT presentation

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Title: Miracle Major Gifts Donor Centered Strategies


1
Miracle Major GiftsDonor Centered Strategies
  • Bell Harbor Conference Center
  • Tuesday, September 16, 2008
  • 145 315 PM
  • Jimmie R. Alford, LL.D., LH.D.
  • Founder and Chair, The Alford Group

2
Alignment
  • What needs to be in place in the organization?
  • What is the donor experiencing?
  • What aligns between the two?
  • What does research tell us?

3
The Environment
4
2007 Contributions 306.39 BillionBy Source of
Contribution
Corporations15.695.1
Foundations38.52 12.6
Individuals229.03 74.8
Bequests23.15 7.6
Source Giving USA Foundation /Giving USA 2008
5
2007 Contributions 306.39 BillionBy Recipient
Environmentand Animals6.962.3
InternationalAffairs13.224.3
Arts, Culture, and Humanities13.674.5
Foundations27.73 9.1
UnallocatedGiving 23.677.7
Public-Society Benefit22.657.4
Health 23.157.6
Religion 102.32 33.4
HumanServices 29.64 9.7
Education43.32 14.1
Source Giving USA Foundation /Giving USA 2008
6
Total Giving, 19672007 ( in billions)
Inflation-adjusted dollars
Current dollars
Recessions in light green 196970 197375
1980 198182 199091 2001
Source Giving USA Foundation /Giving USA 2008
7
Giving by Individuals, 19672007( in billions)
Inflation-adjusted dollars
Current dollars
Real rate of growth
Source Giving USA Foundation /Giving USA 2008
8
Giving by Type of Recipient as a Percentage of
Total Giving, 19672006(Five-year spans does
not include "unallocated")
Religion
Education
Foundations
Health
Human services
Public-Society Benefit
Arts, Culture, and Humanities
Environment/Animals
International Affairs
Data begin in 1978 for foundations and in 1987
for environment/animals and international affairs.
Source Giving USA Foundation /Giving USA 2008
9
Impact of High Net Worth
  • 3 of Nations Wealthiest Households
  • 2/3 of Household Giving

Source NonProfit Times, October 30, 2006 Study
by Center on Philanthropy, Indiana
University Funded by Bank of America
10
Wealthiest
  • Defined As
  • Household Income 200,000
  • Assets 1,000,000
  • Give 126 Billion of 199.7 Billion

11
Motivation
  • Giving Back
  • more important than
  • Leaving A Legacy
  • Both Are Important

12
Motivation
  • Meeting Critical Needs 86.3
  • Giving Back to Society 82.6
  • Feeling Those with More Should Give to Those with
    Less 81.5
  • Leaving A Legacy 26.1
  • Limiting Fund to Heirs 8

13
Correlation Time and Dollars
  • Myth Wealthy write a check to discharge moral
    obligation
  • Volunteer Hours Average Donation
  • 1 50 Hours 31,092
  • 51 100 Hours 92,717
  • 101 200 Hours 104,691
  • Over 201 Hours 132,086

14
Source of Wealth Impact
  • Source Annual Average
  • Entrepreneurs 232,206
  • Inherited Wealth 109,745
  • Savings 84,882
  • Return on Investment 69,978
  • Real Estate 11,015

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20
Ten Reasons Why People Give
  • Belief in the institution and its purposes
  • Belief that current needs are important
  • Sense of loyalty, gratitude, affection
  • Tax considerations
  • Friendship and respect for solicitor

21
Ten Reasons Why People Give
  • Honoring the past
  • Funding the future not the past
  • Involvement with peers
  • Recognition
  • Identification

22
Who Are Our Prospects?
23
Prospect Rating System
  • Capability A qualitative estimate of what is
    thought to be the prospects financial capability
    to make a gift, usually expressed in a dollar
    range.

24
Prospect Rating System
  • Inclination A subjective assessment of what is
    thought to be the prospects likelihood to give,
    or make a gift at the rated capability level.

25
Prospect Rating System
  • Readiness A subjective assessment of when, or
    how soon, the prospect is likely to make a gift
    or gift commitment/pledge.

26
Prospect Migration
Gift
Capacity
Relationship
Discovery
Alignment
Investment
27
The Donor Pyramid
Cultivation Participation Commitment
PROGRAMS Upward mobility through information,
education, involvement
TECHNIQUES Upward mobility through increasingly
sophisticated techniques
Planned Gift Programs
Personal Solicitation
Planned Gifts
Capital Campaigns
Capital Donor
Telephone Solicitation
Annual Fund Programs
Special Gifts Donor
  • Mass Solicitation
  • Special Events
  • Personalized
  • Mass Mail

Renewed Donor
Newly Acquired Donor
The Universe
28
Miracle Major Gifts
29
Miracle Major Gift
  • Definition?
  • It is a relative issue

Annual
Major Gift
Ultimate
Legacy
30
What Must Be in Place Within The Organization for
a Major Gift to Occur?
  • Unifying Vision
  • Aspirational Vision
  • Board/Staff Synergy
  • Strategic Imperatives Reflecting a Strategic Plan
    (Values/Vision/Mission)
  • Outcome Measures/Ability to Articulate

31
What Must Be in Place Within The Donor to Prompt
a Major Gift to be Given?
  • Alignment with Values
  • Ability to Self Select through Engagement
    Strategy
  • Feeling of Stewardship
  • Perception that their Gift is Truly Important
  • Perception of Legacy with Lasting Impact
  • Philanthropic Reciprocity

32
Engagement Continuum ?
DONOR
Invest
Involve
MONEY
Interest
Inform
Invite
Identify
TIME
33
Steps for Promoting Major-Donor Focus
34
Step 1Engaging Key Constituencies
  • Development office secures participation from
    administrators, program staff, and trustees by
    providing opportunities for promoting
    philanthropic mission.

35
Engaging Key ConstituenciesKey Hurdles
  • Expectation that fundraising staff can meet
    revenue goals without external assistance
  • Time spent on fundraising takes away from program
    or mission delivery
  • Trustees reluctant to contribute time to the
    philanthropic enterprise
  • Senior executives do not consider fundraising a
    high-priority activity

36
Engaging Key ConstituenciesTactics
  • Mission-centered Fundraising Agenda
  • Trustee Strategic Planning Retreat
  • Development Financial-Accountability Reporting

37
Step 2Gathering Prospect Intelligence
  • Fundraising staff surface information on
    prospective donors from public sources, as well
    as input from staff and trustees data used to
    craft cultivation strategy for high-potential
    prospects.

38
Gathering Prospect IntelligenceKey Hurdles
  • Prospect research generally resource-intensive,
    in terms of labor and costs
  • Limited ability to determine prospects
    propensity to give to health-related charity
  • Confusion over privacy of information reducing
    flow of donor information
  • Trustees unwilling to provide actionable
    information on peers for cultivation

39
Gathering Prospect IntelligenceTactics
  • Prospect Referral Forms
  • Trustee Prospect-Identification Exercise
  • Highest-Yield Prospect Targeting

40
Step 3Establishing Internal Fundraising
Advocates
  • Fundraising advocates staff and trustees
    assume lead role in managing donor relationships.

41
Establishing Internal Fundraising AdvocatesKey
Hurdles
  • Trustees unwilling to canvas peers for fear of
    causing offense
  • CEO uncomfortable presenting philanthropic value
    proposition and proposal for consideration at
    conclusion of cultivation process
  • Development office delegation of cultivation
    tasks ineffective

42
Establishing Internal Fundraising Advocates
Tactics
  • Staff-Driven Campaigns
  • Trustee Cultivation Standards
  • Executive Prospect Engagement

43
Step 4Internal Fundraising Efforts
  • Development office assists with background
    intelligence and training to advance prospect
    relationships.

44
Supporting Partner EffortsKey Hurdles
  • Development professionals underestimate need to
    share expertise with partners
  • Inadequate development resources to dedicate to
    support function
  • Low staff and trustee participation in training
    initiatives
  • Trustee underuse of development materials

45
Supporting Partner EffortsTactics
  • Funding-Priorities
  • Prospect Briefing Documents
  • Staff and Trustee Fundraising Education
  • Pipeline Management

46
Effective Solicitation Techniques
47
Donor Solicitation Strategies
  • Select the right person
  • to ask the right person
  • at the right time
  • for the right amount
  • in the right way
  • for the right reason.

48
Asking for Major GiftsSix Phases of a
Solicitation Call
  • Opening
  • Questioning
  • Listening
  • Presenting
  • Overcoming Objections
  • Closing

49
Whats It About?
  • Its all about the unique partnership between the
    organization, its donors and its trustees
    realizing as an outcome miracle major gifts that
    are transformative.

50
Closing Techniques
  • Primary Objective Showing the donor how to best
    satisfy needs, solve problems or gain desirable
    benefits by supporting the organization.
  • Verbal Signals
  • Non-Verbal Signals

51
Closing Techniques
  • The Assumptive Close
  • The Testimonial Close
  • The Stumbling Block Close
  • The Presentation Close
  • The Succession Close
  • The Alternative Close
  • The Give-In (Concession) Close
  • The Fear Close
  • Summary Close
  • Straightforward Close
  • The Hook Close
  • The Impassive Close
  • Ours vs. Theirs Close

52
Boise 208.462.4350 Chicago 847.425.9800 Hartford
860.409.2560 Phoenix 602.889.9923 San
Diego 858.974.1474 Seattle 206.548.0451
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