1. Dana R. Todsen, ACFRE President Todsen & Associates, LLC Integrating Major & Planned Gift Programs into Your Campaign

2. 3. 4. Integrating Major & Planned Gift Programs into Your Campaign 5.

Twelve firms studied the characteristics of 218 charitable donors.

Discretionary income >$1 million who had made gifts >$50,000.

Integrating Major & Planned Gift Programs into Your Campaign 6. The Seven Typologies

Communitarians : Doing good makes good sense.

• 26%of givers.

• Often local business owners.

• Dont just give, get involved.

• Benefit is the network.

Integrating Major & Planned Gift Programs into Your Campaign 7.

Devout :Doing good is Gods will.

• 21%of givers.

• Give 94% to churches.

The Seven Typologies Integrating Major & Planned Gift Programs into Your Campaign 8.

Investor :Doing good is good business.

• 15%of givers.

• One eye on the cause, and one on taxes.

• Give broadly.

The Seven Typologies Integrating Major & Planned Gift Programs into Your Campaign 9. The Seven Typologies

The Socialite : Doing Good is Fun.

• 11%of givers.

• Enjoy social network.

• Special events.

• Not board members.

• Give to arts and education.

Integrating Major & Planned Gift Programs into Your Campaign 10.

Altruist :Doing Good Feels Right

• 9%of givers.

• The Selfless Donor.

• Moral imperative.

• Tend not to serve on boards.

• Give more to social causes.

Integrating Major & Planned Gift Programs into Your Campaign The Seven Typologies 11.

The Repayer : Doing Good in Return

• 10%of givers.

• Constituents first, donors second.

• Have personally benefited.

• Feel loyalty, obligation.

• Give to hospitals, schools .

The Seven Typologies Integrating Major & Planned Gift Programs into Your Campaign 12.

The Dynast :Doing Good is a Family Tradition

• 8%of givers.

• Inherited wealth.

• Believe it is expected.

• Variety of causes; each generation chooses its own.

The Seven Typologies Integrating Major & Planned Gift Programs into Your Campaign 13. Who will give to you? 14. Philanthropy Based in values Development Uncovers shared values Fund Raising Gives people opportunitiesto act on their values Kay Sprinkel Grace High Impact Philanthropy Integrating Major & Planned Gift Programs into Your Campaign 15. Transactional Bell Curve Traditional Method Kay Sprinkel Grace High Impact Philanthropy 16. Transformational Infinity Loop Kay Sprinkel Grace High Impact Philanthropy 17. Integrating Major & Planned Gift Programs into Your Campaign 18. GiftPyramid Planned Gifts Major Gifts Annual Gifts Participation Active Involvement Increasing Commitment Long-term Investment Constituent or predisposed to the cause 19. Three Types of Organizational Gifts: Current/operational tied to calendar100% asking Capital/projecttied to special gifts50% cultivation50% asking Planned/ultimatetied to need of the individual90% cultivation10% asking Integrating Major & Planned Gift Programs into Your Campaign 20. Integrating Major & Planned Gift Programs into Your Campaign 21.

• What is a Major Gift?

• Each organization must define.

• Best definition:A stop and think about gift.

Integrating Major & Planned Gift Programs into Your Campaign 22.

• Major and Planned Gifts are Everything?

• Gift tables are changing.

• Donors are much more selective.

• Constituency wants to do what they can.

Integrating Major & Planned Gift Programs into Your Campaign 23.

• What is a Gift Table?

• A standard of giving, the gift table is a concrete mathematical demonstration of the essential importance of major gifts to a successful capital campaign.

• A tool representing gifts to date.

Integrating Major & Planned Gift Programs into Your Campaign 24.

Why and When Should You Develop a Gift Table?

• Indicates number and size of gifts needed.

• Test for leadership gifts needed.

• Required for a feasibility study.

Integrating Major & Planned Gift Programs into Your Campaign 25.

Why and When Should You Develop a Gift Table?

• Defines the goals that must be set.

• Raises donors sights.

• An essential management tool.

• An evaluation tool.

Integrating Major & Planned Gift Programs into Your Campaign 26.

Who Uses the Gift Table?

• Staff

• Volunteers

• Management

• Donors

Integrating Major & Planned Gift Programs into Your Campaign 27.

Standard of Giving in a Campaign:

• Top Gift:10 - 15% of goal (minimum).

• Top 12 - 15 Gifts:

• • Equates to 40 - 50% of goal.

• Next 100 - 150 Gifts:

• • An additional 35 - 40% of goal.

• Balance of Gifts:10 - 15% of goal.

Integrating Major & Planned Gift Programs into Your Campaign 28.

Rule of Thirds:

• One will give nothing.

• One will give a token gift.

• One will give what you ask.

Integrating Major & Planned Gift Programs into Your Campaign 29.

Break Down the Campaign into Mini-Campaigns:

• Advance gifts.

• Leadership gifts.

• Major gifts.

Integrating Major & Planned Gift Programs into Your Campaign 30.

What is a Planned Gift?

• Future gift.

• Gifts requiring professional assistance:

• Real Estate

• Securities

• Personal Property

• Gift of assets rather than cash.

• Estate gift.

• Gift of accumulated wealth.

All of the above are major gifts! Integrating Major & Planned Gift Programs into Your Campaign 31.

Planned Gifts Are Now More Important to Success:

• 20 - 25% of goal.

• Include endowment.

• Recognize gifts in campaign.

Integrating Major & Planned Gift Programs into Your Campaign 32.

Planned Giving Shouldnt Be Optional:

• Enhances your program.

• Allows you to serve a more sophisticated donor.

• Provides long-term security.

• Personal wealth growing rapidly.

Integrating Major & Planned Gift Programs into Your Campaign 33.

Why We Should All Raise PGs

• May be the only way donor is able to make a major gift.

• May be the only way donor is comfortable making a major gift.

• A fundraiser who cant recognize a PG prospect and close a gift is not doing all he/she can do for their organization.

• A sustained effort brings a regular major gifts.

Integrating Major & Planned Gift Programs into Your Campaign 34.

Planned Gifts that have been recorded for more than 3 years begin to mature at 10% to 12% annually.

Ford-Thompson, 2006

Integrating Major & Planned Gift Programs into Your Campaign