Creating A Culture Of Philanthropy…

…For the love of others

Session goalsDispel major gift “urban myths” : “We are too

small!” “We don’t have the right type of donor!” “We can’t compete, our cause is a niche we don’t have popular appeal etc.”

Present practical suggestions for establishing an effective major gift/gift planning approach

Establish that all organizations can benefit from applying the principles of major gift/fundraising to our activities and “Start Where We Are!”

DefinitionsMajor gift: Not an amount as such....Significant

for the individual and to the organization...a challenge or a personal stretch...requires thought...proportionate but sacrificial...usually involves gifts from assets rather than cash flow.

Gift Planning: Thoughtful, tax efficient approach to philanthropy both now and in the future...can include cash but tends to be from assets and estates etc.

Philanthropic Transaction: exchange of values , this is at the heart of most significant gifts

Estate andGift Planning

BequestsGift Planning vehicles

insurance/annuities/trustsetc.

Gifts from assets

Major Giving Capital and special campaigns Major gifts from individuals, corporations and foundations,

Gifts from assets or cash

Annual Giving Special Events,,Golf Tournaments,

Third Party Fundraisers, In Memoriams, Direct Mail etcGifts of cash rather than assets

INVESTINVEST

INVOLVEINVOLVE

INVITEINVITE

Donor Pyramid:DONT FOCUS ON THE “ARTIFICIAL DIVISIONS”Think in terms of the positive activity...1)Invite donors2)Encourage involvement 3) Help donors invest and realize their philanthropic goals

1.POINT OF ENTRYInterest OR Need

Facts, Emotional Hook, Involvement on behalf of others or self

WITHOUT EXCELLENCE IN PROGRAMS AND SERVICE THERE IS NO

DEVELOPMENT

2.Listen, cultivate ,encourage involvement “I am interested in what you are doing…”

Offer Meaningful Value Added Events: e.g. Estate Planning

3. Invite involvement ASK

Volunteer/Pledge/Commit/Give“I appreciate what you do! How can I

help?”

4. Introduce others to what we do. “You should talk to….”

Become our Ambassadors and Champions

5. Taking Responsibility “What we do is important to me!”Ready for an invitation to

invest in the future as well as today

6“WE are doing a great job! I need to be involved even more!”. Willingness to ask

on our behalf

The Cycle of Philanthropy

Why this is importantPersonal experience: Large National and International Organizations with mature fundraising

programs and resources Salvation Army, National Director of Planned Giving Sickkids Foundation, Director of Development Planned Giving Queen’s University... Exciting and Unusual Opportunity: Three Alzheimer Societies dependent on special event fundraising eg

Walk for Memories, Coffee Break etc coming together and recruiting a Regional Director of Development

No clearly developed major gift strategy, no planned giving program but a growing realization that all events plateau and then decline in real value terms

No “major gift pool”, limited resources, inconsistent dbases BUT compelling case! “The Rising Tide’’Challenge: How to transition to a major gift orientation?

Common Sense Philanthropy (1)Light bulb moment!

Major donors will come from families, caregivers, fellow workers, clients, professional associates of individuals dealing with dementia...This applies to corporate gifts too....the best, most consistent gifts will come from individuals or groups who have been touched...they “get it”!!! THIS is proving to be true....MG GP....

Common Sense Philanthropy (2) Have to find a way of:Working with what we have and who we

know andBuilding on great programs...dedicated

staff...grateful families...on going education...Inviting people to grow with us Offering people who “already love us” to

willingly accept responsibility for making a difference

Common Sense Philanthropy (3)Understanding that the best gifts usually

start with a sincere thank you for past support. (“We value you....we want your opinion...we have an exciting future....we would like you to be part of it....”)

Proactive stewardship (We can ALL do this better)

Appropriately asking someone for a personal gift that needs thought and commitment is therefore an invitation to share in something SIGNIFICANT!

We are offering something!!! ( Exchange of Values)

“Major Gifts” are for everyoneWork with who you have ....don’t overlook the massive

potential of long term commitment Don’t draw hard lines between PG and MG…see them as

natural progressionDonor envy is debilitating...Always look for new ways to reach out to potential donors

but look for the circles of influence...philanthropic GPS!Inviting a donor who “loves what we do” to embrace an

opportunity to “make us even better”Illustrations: a)JR....Mortgage…Gift...from family

foundation....anon gift from family member to another chapter.... b)Gift Planning... Donor “It’s easier to give a significant gift when I’m dead”!

Major Gift PlanningMission based “What our core business is”Invitational “Privilege of being part of something exciting

and meaningful”Unapologetic “We are offering something of lasting value”Ambitious and visionary “ This is what we will become.”Strategic “This is how we intend to get there.”Accountable “ This is how we will keep on track and

avoid mission drift”Built on a sound business plan with measurable activity

and financial goals “ This is how we know we will be successful” NB in start-up programs concentrate on measuring activity…..ratio…..

The Prospect to Donor Ratio

11 Suspects8 Prospects5 Actual Cultivation3 Solicitation1 Gift

Major gifts are for everyone…if we plan strategically...A predictable ‘Pipeline of Gifts” can flow…

Gift Type Chapter Proposed Amount Realized Amount Notes/next steps if requiredLife Insurance HH 100,000.00 Annual tax receipt for premiumsBequest HH 18,065.39 18,065.39 Final Distribution: CRA Refund HH 7,741.72 7,741.72 All federal taxes were covered for year of death: receipts carried back 2011Bequest HH 90,583.00 90,583.00 First distribution: check statements. Bequest HH 89,417.00 73,873.21 Second distribution: 19th July 2011Bequest HH 7,166.00 7,166.00 Final Distribution Expected: Not yet received: Bequest B 10,000.00 10,000.00 ClosedBequest HH 10,000.00 10,000.00 Cheque Received from Alz CanadaDAF Grant HH 6,000.00 6,000.00 (Annual?)Bequest HH 117,104.30 Release signed July 22nd 2011Bequest HH 2,000.00 2,000.00 Notice of Application rec June 2nd 2011: Release signed July 22: Cheque rec 8/19/2011Bequest HH 10,000.00 Called and confirmed June 13th 2011PG Prospect HH Prospect: to be calledPG Prospect HH Prospect: to be calledPG Prospect HH Prospect: to be calledBequest HH 5,000.00 Notice of Application rec June 2nd 2011Bequest HH 10,000.00 Bequest intention of client confirmed 2010Bequest B 10,000.00 Bequest intention of client confirmed 2010Bequest HH 20,000.00 Bequest intention of donor confirmed 2010 (by donor)Cash B 5,000.00 5,000.00 Endowment Fund to be established 2011 (Caregiver Retreat)Grant B 6,000.00 6,000.00 Caregiver Retreat (Annual)Grant HN 30,000.00 Approved 10k per year for 3 yearsSecurities HN 115,000.00 115,000.00 "Forgiven Mortgage"Grant HN 30,000.00 10,000.00 ACCEPTED: One year application at a timeCash B 2,000.00 2,000.00 Clergy Day August 2011

HN 3,000.00 Computer Equipment etc. PROPOSAL TO BE WRITTENSponsorship HH 1,000.00 Caregiver Retreat September 2011Sponsorship HH 1,500.00 Caregiver Retreat: Agreed September 1st September 2011Sponsorship HH 500.00 Caregiver Retreat: Agreed September 1st September 2011 in principleSponsorship HH 500.00 Caregiver Retreat September 2011Grant: Retreat HH 3,000.00 3,000.00 Received

HH 70,000.00 150,000.00 Official "opening" to be heldGrant B 6,000.00 6,000.00 Received: Cheque presentation: Jacob and daughter DebbieSponsorship B - - Walk Sponsorship Proposal: On going.Approach again in September 2011GIK ALL Production of PG Materials (Disrupted: Plant burned down) Approach again SeptemberEvent HH 2,500.00 2,500.00 Will become annual event until 2014 at leastPastoral Care etc. B $0 - Turned down this year 2011Pastoral Care etc. B $5,000 Com. Event Partner HH 2,000.00 2,000.00 Application to be submitted : Deadline: June 21 2011 REC July 8th 796,077.41 526,929.32

A Major Gift Approach Requires a Plan That Is:Donor centred: and relationship basedPersonal: requires that we believe in our

cause and REALLY like people! Focused on building a sustainable support

base of lifelong donorsAble to offer a variety of contact and

introduction points for potential supporters and donors

A Major Gift Approach Requires a Plan That Is:Inclusive: Offers clients and families an

opportunity to be involved (very important in causes that deal with illness etc)

Creative: New approaches to marketing: Facebook, Website, mobile giving foundation etc.

Organic and flexible : allowing time to educate, inspire, involve BEFORE asking for significant gifts

What then is a MG approach?A commitment to:

1. DEVELOPING RELATIONSHIPS +2. DEMONSTRATING A CONVINCING

REASON TO GIVE(CASE)+3. PROVIDING THE RIGHT OPPORTUNITY =

A MAJOR GIFT APPROACH

…For the love of others…