LIZOTTE-WIDYARATNE PHILANTHROPIC CONSULTING SERVICES lwpcs.ca Presentation by Sue Widyaratne BBA, CFRE & Marie Lizotte, CFRE to AFP Southeastern Ontario

LIZOTTE-WIDYARATNE PHILANTHROPICCONSULTING SERVICES

lwpcs.ca

Presentation by

Sue Widyaratne BBA, CFRE & Marie Lizotte, CFRE

to AFP Southeastern Ontario Chapter

INTEGRATING PLANNED GIVING AND OTHER

DEVELOPMENT PROGRAMS

National Philanthropy Day

November 17, 2010

lwpcs.ca Lizotte-Widyaratne Philanthropic Consulting Services

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CONTENT

Brief explanation of planned giving and its characteristics.

Importance of an integrated development program. Maximize opportunities. Real life examples.


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DEFINITION OF PLANNED GIVING

Planned Giving is the donor-centered process of planning charitable gifts, whether current

or future gifts, that meets philanthropic goals and balances personal, family, and tax

considerations.


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HOW DO PEOPLE GIVE?

Cash Gifts Bequests

Securities Life Insurance

Charitable Annuity RRSP/RRIF

Real Estate Charitable Remainder Trust

Other Property

PRESENT & FUTURE GIFTS


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Planned gifts are based on the donor’s timing – not your organization’s timing.

Only 1 in 10 who makes a charitable bequest will tell about intention. (Source: FLA Group – Legacy Research)


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Why do people choose to support an organization?


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THE DONOR PYRAMID

Source: AFP First Course


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AN INTEGRATEDDEVELOPMENT PROGRAM

Majorgiving

Annualgiving

Plannedgiving


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PLANNED GIVING & ANNUAL GIVING

Survey of Canadian direct mail donors by FLA Group:

92% have a will. 17% have already made a charitable bequest. A further 18% are considering making a bequest. The majority have never been asked to make a

bequest by any of the charities they support!!

1 in 3 Canadians would include a charity in their will if asked to do so!


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Monthly Donors - proven most likely to commit to a planned gift over other types of annual donors.

Consistency of giving vs. size of gift. Drop in gift size or discontinued gift – often a sign

of retirement.

Pay attention to these donors!


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Since Planned Giving is based on donor’s timing – important to constantly reinforce the message.

Marketing Tools: Check-off boxes on direct mail coupons. Inserts with tax receipts:

Articles of interest “For Your Information”. Planned giving brochure or buck slip.


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Surveys. Thank you calls + deliver tax receipts. Suggest estate gift that generates same annual

income. Legacy Leaders / Legacy Innovation Campaigns.


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Add committed PG donors to mailing list with permission.

Don’t take off PG & MG donors unless requested.


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PLANNED GIVING &MEMORIAL DONATIONS

Create a memorial fund. Augment with an estate gift. Involve the whole family.


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PLANNED GIVING & MAJOR GIFTS

Opportunity to create urgency to commit the planned gift sooner.

Mini Major Gift Campaigns. Create endowment now – memorialized with

bequest later. Expand role of Major Gifts Committee. Stewardship is critical – generates unexpected gifts.


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PLANNED GIVING &CAPITAL CAMPAIGNS

Time-limited - opportunity to create urgency. Campaign donors good prospects for planned gifts.


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PLANNED GIVING &SPECIAL EVENTS

Telethons / Radiothons. Events involving groups (cultural, alumni, etc).


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OTHER RESOURCES FOR IDENTIFYING PLANNED GIVING PROSPECTS

Volunteers – board and committee members. Employees.

Don’t forget to solicit them + ask them to open doors.


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OTHER MARKETING IDEAS

Please consider a planned gift to (name of your organization).

Add this as a PS on all your letters and emails. On business cards. Any other material that is handed out to the public.


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REMEMBER

Everyone is capable of a planned gift and therefore everyone is a prospect!


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SUMMARY

Integrating planned giving into the overall development program ensures that best strategies are put in place

for moving the donor up the donor pyramid.


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THANK YOU

QUESTIONS?

Documents

LIZOTTE-WIDYARATNE PHILANTHROPIC CONSULTING SERVICES lwpcs.ca Presentation by Sue Widyaratne BBA, CFRE & Marie Lizotte, CFRE to AFP Southeastern Ontario