Transcript Model for Major Gift Programs

MODEL FOR MAJOR GIFT PROGRAMS
A TEAM SPORT, NOT A SOLO SPORT!
WALLY MOORE – EANESISD EDUCATION FOUNDATION
CONNIE PELPHREY – LEWISVILLE ISD EDUCATION FOUNDATION
WHAT IS A MAJOR GIFT?
Not Easy To Get – But simple
Essential component of any successful fundraising plan
Broadly speaking, those gifts that are large relative to the majority
of your gifts.
Definitions
 For some a gift of $2,500, for others a gift of $10 million.
 Any gift more than 0.1% of organization’s entire budget
 A gift that is 10 times of a current donors annual donation
FACES OF PHILANTHROPY
RUSS ALAN PRINCE & KAREN MARU FILE
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The Communitarians (26%)
The Devout (21%)
The Investor (15%)
The Socialite (11%)
The Repayer (10%)
The Altruist (9%)
The Dynast (8%)
FINDING POTENTIAL MAJOR GIFT DONORS
A quality prospect will have the capacity, interest, and
willingness to support your foundation.
Start in your own back yard.
Current donors
Volunteers
Past scholarship & grant recipients
Peer Networks
Look at who’s giving to similar organizations. Follow the money.
Like foundations and corporations, it’s important to look
for the right fit between a potential donor and the
foundation.
WHAT IS NEEDED FOR A
MAJOR GIFT PROGRAM
List of prospects
Staff time to research donors
Written Gift Policies
Understanding of gift avenues
Purpose and Impact of Gift
Recognition Program
WORD OF CAUTION
Major gifts are motivated by a personal relationship, passion
for a mission or a desire for a certain result from the use of
the funds.
Because of strings attached (restrictions) to such gifts there
are opportunities for risk of disagreement between the
donor and you.
Tips
 Don’t make promises the organization can’t keep.
 Ask are there any undue restrictions on the use, display, or sale of the property?
Are there any carrying costs for the property (insurance, lease space,
maintenance to preserve value, appraisal for sale purposes) and are there
unrealistic long-term expenses?
 Ensure the gift restriction is in line with the organization’s mission. Avoid gifts that
already pose potential problems.
 Ensure the gift restriction has a net positive impact on the organization.
SMALL GESTURES WITH BIG PAY OFFS
1. Whenever possible, include a personal note at the bottom
of a thank you letter.
2. Begin a letter with a quote
3. Extend invitations to tour or events
4. Follow up call from CEO/President
5. Build and nurture board relationships by paying attention
to what is going on in their lives.
Stewardship is a key concept in fundraising!
“There is one word which may serve as a rule of
practice for all one’s life – reciprocity.”
- Confucius
FINAL POINTS
In theory a fundraiser should never fail in a major gift
solicitation.
They should know:
They are talking to the right person
The prospect has the capacity
They care about your mission
The Foundation has the capacity to deliver on their
promises
When ready to make the ask, consider the environment
When to make the ask.
RESOURCES
Individuals who offer major gifts – Center on Wealth and Philanthropy at Boston College
Key Trends in Major Giving – Bank of America Study.
Research – Dun & Bradstree, Intelius.com ($), Marquis Who’s Who, NOZA ($), zoominfi.com
($), WealthEngine.com
Association of Fundraising Professionals - http://www.afpnet.org/
The Chronicle of Philanthropy - http://philanthropy.com/
National School Foundation Association - www.schoolfoundations.org
American Schools Foundation Alliance - http://www.asfalliance.org/
Foundation Innovation - http://foundationinnovation.com/
JJ Baskin - [email protected]
Texas Pioneer Foundation - http://www.texaspioneerfoundation.org/