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Major Gifts: More Donors, Bigger Donations
1. MAJOR GIFTS
MORE DONORS, BIGGER
DONATIONS[
Mobile: 912.996.5383
P.O. Box 20731| St. Simons Island, GA 31522
Twitter: @XcelFundraising
www.charlesmolloyconsulting.com
2. We Will Cover
1. My Background
2. The Four Major Donor Targets
3. The Major Donor Process – Building
Relationships
4. Prospecting – Prioritizing – Planning
3. My Background
• Charles Molloy Consulting launched in 2013
• Joined Resource Alliance (London) in 2014 as associate to work
with US based clients
• Joined DonorPath in 2013 as fundraising expert
• Serving on DonorPath Expert Advisory Board since 2014
• Undergraduate studies at Fordham University, pursued
graduate business studies at St. John's University.
• Certified Association of Fundraising Professional member.
• Born and raised in Mount Vernon, New York, Charles has
worked and lived in New York City, Atlanta, Denver, D.C. and
Saint Simons Island, Georgia.
4. My Fundraising Experience
• 30 years success addressing issues of hunger, child abuse, poverty and social justice.
Catholic Archdiocese of NY
CARE International (Relief and Poverty)
American Humane (Child and Animal Abuse)
MAP International (Medical and Health)
Bread for the World (Food Advocacy)
Nuru International (Extreme Poverty)
• Served on executive and senior management teams, with annual operating budgets from
$1.5m to $200m plus
8. Individuals
What You Should Know
• Largest givers of charitable dollars
• Most unrestricted
• High return on investment for face to face
solicitation
• High retention rates after 2nd year
• Fairly predictable
Cause & Effect Tool for Change
9. Individuals
Why You Should Be Cautious
• People intensive – relationships take time
• Often requires programming that appeals to
the public and engages giving constituencies
Cause & Effect Tool for Change
10. Corporations and Businesses
What They Give
• Grants and
donations
• Goods and services
• Matching gifts
• Royalties
• Contracts
Cause & Effect Tool for Change
11. Corporations and Businesses
What You Should Know
• Potential for large gifts
• Often unrestricted
Cause & Effect Tool for Change
12. Corporations and Businesses
Why You Should Be Cautious
• Need to align with business interests
• Businesses avoid controversy & social
advocacy
Cause & Effect Tool for Change
14. Foundations
What You Should Know
• Relatively high return on investment
• Potential for large gifts
• Sometimes operating support if family
foundations
Cause & Effect Tool for Change
15. Foundations
Why You Should Be Cautious
• Time & project
limited
• Usually restricted
to programs
• May require
extensive
paperwork
Cause & Effect Tool for Change
• Most foundations
are family
foundations
• Highly
competitive
17. Government
What You Should Know
• Relatively high return on investment
• Potential for large gifts
Cause & Effect Tool for Change
18. Government
Why You Should Be Cautious
• Time & project limited
• Usually restricted to programs
• May require extensive paperwork
• Highly competitive
Cause & Effect Tool for Change
19. Building Major Donor Relationships
To the rich, the very rich, and the super rich! Have I left anybody out?”
25. Step One
Prospecting
• Current donors
• Current major
donors
• Planned giving
inquirers
• Stock
contributors
• Volunteers
• Monthly Givers
26. Prospecting
We Are Not Looking for
Just Anybody
• Wealth (Capacity) - For someone to give you
a major gift, they have to have some wealth
• Interest (Propensity) - You want people who
have a strong interest or whose interest can
be developed
28. Wealth (Capacity)
• Read the Signs
• Expensive home,
vacation home
• Is over 60 years
old. Older people
have had longer to
earn and save
money.
• Professional,
doctor, lawyer, etc.
• Owns a business,
sold a business
29. Wealth Rating Formulas
• Simple math formulas that provide a
quantitative measurement
• They suggest an ability to give without
considering unknown liabilities
• They are strictly based on wealth indicators
and not on affinity or inclination
30. Wealth Rating Scores
• Real Estate Value: (>$400k) X5 years X 4% -
or- (<$400k) X 5 years X 3%
• Salary Value: salary X 5% or 10%
• Political Contributions: $amount in cycle X 20
• Annual Giving: $amount in one year X 20
31. Wealth Rating Scores
• Direct Stock Holdings: Direct Stock Holdings
X 5% or (Direct Stock Holdings/.20) X5%
• Estimated Net Worth: total real estate
holdings X 3
• Estimated Giving Capacity: 3% of Estimated
Net Worth
32. Affinity (Propensity)
• Read the Signs
• A past or current member
of your board, advisory
team or a volunteer
• Host of fundraising or
point of entry events
• Willing to meet
personally with program
and/or fundraising staff
• Has visited project sites
• Length of giving
• Frequency of giving
34. Why Prioritize?
• to reach out to those most ready
• to cultivate those who require more
• to safely delay activity with those who are
further down the list.
35. Ways to Keep Score
Propensity (Affinity) Capacity (Life Stage)
36. Ways to Keep Score
Propensity (Affinity) Capacity (Life Stage)
37. Assessing Propensity
How well do they like you?
• 3 - They place your institution among the 1
or 2 most important in their life
• 2 - They place you among the 3-5 most
important
• 1- They know and support you
Source - adapted from CARE USA and Corporation for Public Broadcasting moves management tools.
38. Assessing Capacity
• 3 - Their children are grown and self-sufficient;
no children. Spouse is healthy/ deceased. Wealth
is certain; they are ready to dispose of wealth
• 2 – At the peak of their career, inheritance is
expected. Children are beginning own careers,
starting own families. Wealth is not yet certain;
they are not yet disposing of their wealth
• 1 - They are young, mid-way through their career,
children
Source - adapted from CARE USA and Corporation for Public Broadcasting moves management tools.
39. Ranking the Prospect
Multiply the Scores
• 9 - These are your best
prospects. They are the
most committed, have
the greatest disposable
wealth, and are most
ready to give.
• 6 - These come next,
either they need to
become more
committed to you
(something you can
influence)
• 4 - Need both to like you
better and to be in a better
position to give to you.
After addressing your 9s
and 6s, turn to this group.
• 3 - Either they love you but
can’t give, or they can give
but hardly know you. The
former is not worth
addressing now, but the
latter definitely needs to go
on your list for long-term
cultivation
41. Planning Your Moves
Moves Management
• Moves
• Cultivation
• Solicitation
• Stewardship
Source - adapted from CARE USA and Corporation for
Public Broadcasting moves management tools.
• Management
• Most Time with prospects
- 9,
• some time with prospects
– 6
• less time—but never no
time at all— with those
below these levels.
42. Moves Management
Steps
• Tours and visits
• Invites to meet
program staff
member (brown
bags)
• Private meetings
• Newsletters
• Updates
• Notes you send
and calls you make
throughout the
relationship
building process.
• Webinars
• CEO briefings