Major Gifts & Planned Giving
NCE Summer Leadership Institute
July 25, 2014
Dave Tinker, CFRE
Vice President of Advancement...
Individuals
72%
Bequests
8%
Foundations
15%
Corporations
5%
2013 Giving USA Figures
$335
billion
total
2
Giving USA Figures
• Giving to Human Services is up
• Giving overall just getting back to 2007 levels
• Historically, givi...
Major Gifts
• What is a major gift?
– Depends on your organization
• They come from individuals
• 90% of gifts will come f...
Planned Giving
Img Source: dont-look-now.com
•Best time to start it is 10 years ago
•Bequests are the most common
planned ...
It can be as simple as…
"I give, devise and bequeath to The Arc of
XYZ, a Pennsylvania not-for-profit
corporation with off...
Planned Giving Prospects
• Link
• Ability
• Interest
• Consider Demographics
7
Img Source: Flickr
The Arc & Planned Giving
• Working with Crescendo so chapters can
utilize pooled resources for planned gift
marketing
– Wr...
Ramping Up Your Arc
• Can be a cultural change
• You need to have a big vision to share
• Have support and buy-in from boa...
Getting a Meeting
• Thank you visit
• Advice visit
• Get to know you visit
• Would you be interested in learning more visi...
Make the Ask = Change the World
• What to ask
• Think of possible objections
• We have 2 ears & 1 mouth so listen twice as...
You’ve Asked…Now What
• YES
– A memorandum of understanding can spell out
specific restrictions
– Acknowledge appropriatel...
You’ve Asked…Now What
• No
– Ask why and discuss
– No ≠ No
– Ask to keep them abreast of your project
– Continue to cultiv...
Tools
• Giving Societies
– One society for Major Gifts
– One for Planned Giving
• Newsletters
– “Insider” Access
• List of...
Questions?
15
Img Source: freshventure.com
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NCE Summer Leadership Institute - Major Gifts and Planned Giving

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Dave Tinker, CFRE's slides for presentation on how Arc chapter leaders can start up a major gifts and planned giving program.

Presentation given on 7/25/14 at the National Conference of Executives (NCE) of the Arc of the US's Summer Leadership Institute in Chicago.

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NCE Summer Leadership Institute - Major Gifts and Planned Giving

  1. 1. Major Gifts & Planned Giving NCE Summer Leadership Institute July 25, 2014 Dave Tinker, CFRE Vice President of Advancement, ACHIEVA 1
  2. 2. Individuals 72% Bequests 8% Foundations 15% Corporations 5% 2013 Giving USA Figures $335 billion total 2
  3. 3. Giving USA Figures • Giving to Human Services is up • Giving overall just getting back to 2007 levels • Historically, giving has always been about 2% of GDP • People of lower income levels give higher % of income 3
  4. 4. Major Gifts • What is a major gift? – Depends on your organization • They come from individuals • 90% of gifts will come from 10% of your donors 4Img Source: synergyelkgrove.com
  5. 5. Planned Giving Img Source: dont-look-now.com •Best time to start it is 10 years ago •Bequests are the most common planned gift •Work with Community Foundations 5
  6. 6. It can be as simple as… "I give, devise and bequeath to The Arc of XYZ, a Pennsylvania not-for-profit corporation with offices presently located at 123 Any Street, Pittsburgh, Pennsylvania, 98765, the sum of $____." 6
  7. 7. Planned Giving Prospects • Link • Ability • Interest • Consider Demographics 7 Img Source: Flickr
  8. 8. The Arc & Planned Giving • Working with Crescendo so chapters can utilize pooled resources for planned gift marketing – Written materials – Website – Peer support 8
  9. 9. Ramping Up Your Arc • Can be a cultural change • You need to have a big vision to share • Have support and buy-in from board • Know what do you do if you get offered more 9
  10. 10. Getting a Meeting • Thank you visit • Advice visit • Get to know you visit • Would you be interested in learning more visit • I have an idea I’d like to run by you visit 10
  11. 11. Make the Ask = Change the World • What to ask • Think of possible objections • We have 2 ears & 1 mouth so listen twice as much • Ask then shhh! 11Img Source: keepcalmomatic
  12. 12. You’ve Asked…Now What • YES – A memorandum of understanding can spell out specific restrictions – Acknowledge appropriately – Show them how gift has helped • Maybe – Continue the conversation 12
  13. 13. You’ve Asked…Now What • No – Ask why and discuss – No ≠ No – Ask to keep them abreast of your project – Continue to cultivate them 13
  14. 14. Tools • Giving Societies – One society for Major Gifts – One for Planned Giving • Newsletters – “Insider” Access • List of What Q’s to Ask 14
  15. 15. Questions? 15 Img Source: freshventure.com

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