This document discusses strategies for identifying and cultivating major and planned gift donors, referred to as "top of the pyramid" or "principal" donors. It provides an overview of research on donor profiles and giving behaviors. Donors who make major gifts or planned gifts tend to share demographic characteristics like age, household size, wealth indicators, and philanthropic histories. The document outlines approaches like wealth screening, predictive modeling, and cluster analysis that nonprofits can use to identify and understand top prospective donors based on their giving behaviors and characteristics.
These slides are taken from the graduate financial planning course "Introduction to Charitable Planning" at Texas Tech University. Details at www.EncourageGenerosity.com
An Inside Look at the Elusive Planned Giving DonorKatherine Swank
Your prospect pool of deferred major donors is easier to identify and understand than ever before. In this session we'll explore the findings of recently released research projects to shed a stronger light in the quest to detect and profile your best planned gift prospects. You'll learn which demographic and socio-demographic factors were discovered and appear to be prevalent in those that make planned gifts. We'll review the research's varying methodologies to sort out the descriptive indicators you may find easy to data-mine from those indicators that are predictive and require an analytic approach. Finally, we'll discuss which indicators your organization may need to collect directly from your constituents in contrast to those you can easily obtain and append from outside sources. Come aboard for this discovery of the golden era in research on the elusive planned gift donor!
Presentation conceived, researched, written and originally published by Katherine Swank, J.D,, May 2015; Parts of this presentation have been used with permission by Lawrence Henze, J.D. October 2015 and March 2016.
According to research of giving patterns since 1966 compiled by the Giving USA Foundation, only bequests averaged an increase during recessionary periods. All
other types of giving either remained static or reported declines.
But is your planned giving program getting its fair share of the marketing budget?
We scoured the internet to find the following awesome information. And, although we can’t take credit for the research, we can take credit for the pretty charts!
So feel free to share this report with colleagues and friends (including your board). And when you’re ready to engage in serious marketing to find hidden gifts, generate
leads and cultivate relationships, we hope you’ll reach out to us: http://imarketsmart.com/contact-us
After all, our mission is to help further your mission.
ENJOY THE REPORT!
Big gifts in small places - Major Gifts for Every Size OrganizationAplos Software
Do you wonder how your organization could identify and attract very large gifts? Join us as Jay Frost shares some of the best ways to build a major gifts program that is right for you and your donors. Recognized as one of “America’s Top 25 Fundraising Experts,” Jay has worked with thousands of organizations to identify billions in support over the last thirty years. Come and find out how you can take your major gift fundraising effort to the next level!
These slides are taken from the graduate financial planning course "Introduction to Charitable Planning" at Texas Tech University. Details at www.EncourageGenerosity.com
An Inside Look at the Elusive Planned Giving DonorKatherine Swank
Your prospect pool of deferred major donors is easier to identify and understand than ever before. In this session we'll explore the findings of recently released research projects to shed a stronger light in the quest to detect and profile your best planned gift prospects. You'll learn which demographic and socio-demographic factors were discovered and appear to be prevalent in those that make planned gifts. We'll review the research's varying methodologies to sort out the descriptive indicators you may find easy to data-mine from those indicators that are predictive and require an analytic approach. Finally, we'll discuss which indicators your organization may need to collect directly from your constituents in contrast to those you can easily obtain and append from outside sources. Come aboard for this discovery of the golden era in research on the elusive planned gift donor!
Presentation conceived, researched, written and originally published by Katherine Swank, J.D,, May 2015; Parts of this presentation have been used with permission by Lawrence Henze, J.D. October 2015 and March 2016.
According to research of giving patterns since 1966 compiled by the Giving USA Foundation, only bequests averaged an increase during recessionary periods. All
other types of giving either remained static or reported declines.
But is your planned giving program getting its fair share of the marketing budget?
We scoured the internet to find the following awesome information. And, although we can’t take credit for the research, we can take credit for the pretty charts!
So feel free to share this report with colleagues and friends (including your board). And when you’re ready to engage in serious marketing to find hidden gifts, generate
leads and cultivate relationships, we hope you’ll reach out to us: http://imarketsmart.com/contact-us
After all, our mission is to help further your mission.
ENJOY THE REPORT!
Big gifts in small places - Major Gifts for Every Size OrganizationAplos Software
Do you wonder how your organization could identify and attract very large gifts? Join us as Jay Frost shares some of the best ways to build a major gifts program that is right for you and your donors. Recognized as one of “America’s Top 25 Fundraising Experts,” Jay has worked with thousands of organizations to identify billions in support over the last thirty years. Come and find out how you can take your major gift fundraising effort to the next level!
CEOs and boards of non-profit organisations can add great value to the fundraising process but many are unsure what their role is and how to get started.
These slides which follow show some of the messages we use in our seminars with CEOs and Boards.
Richer Lives: Why Rich People Give - Presented by Theresa LloydAdam Davidson
Philanthropy is of increasing importance in modern society, yet the motivations and expectations of philanthropists appear little understood, either by those seeking funds or by those hoping that voluntary donations will help to bridge public sector funding gaps.
Join Theresa Lloyd, co-author of the groundbreaking book ‘Richer Lives – Why Rich People Give’ for this presentation as she explains why and how the richer members of our society engage in philanthropy.
This webinar is designed for:
- Fundraisers, especially major donor fundraisers.
- CEOs, senior managers, staff and volunteers in non-profit organisations as well as charity trustees.
- Professional advisers (e.g. bankers & lawyers, as well as philanthropy experts) working with donors and charities, and relevant umbrella bodies.
- Academics including students on courses concerned with the voluntary sector, especially students of philanthropy, fundraising and the third sector as well as general social policy.
- University libraries and resource centres operated by voluntary organisations.
Slides taken from the 25th April 2014 Webinar
A recording of this presentation is available. Please contact websupport@chapel-york.com for further information
Prospecting for Hidden Treasure: Finding Gold in Your Planned Gift Prospect PoolKatherine Swank
• Surveys say that the average planned gift is 200 times larger than a person’s average annual gift and statistics indicate that most major-sized gifts are made through end-of-life instruments rather than through current-giving methods. Yet, the majority of planned gift donors are often overlooked by development offices simply because they are masquerading as annual fund donors. However, based on their gift potential, a well-structured proactive investigation for planned gift prospects should be part of your prospecting strategy. This session begins with a detailed discussion on understanding the most common planned giving donor profiles and then continues with step-by-step actions to help you identify the best prospects at your organization. Join us for this enlightening journey into the world of the hidden major donor!
Presentation conceived, researched, written and delivered by Katherine Swank, J.D. (May 2014)
This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
Learning Objectives:
• How to research foundations/corporations to find the perfect match
• The initial meeting—who do you bring, what do you say, how do you follow-up
• Maintaining relationships—it’s more than the next ask
Michael J. Worth presents to United Way NCA partners on fundraising and understanding donors.
Learn more about United Way NCA events for our partners:
http://www.unitedwaynca.org/events/members
Annual Giving Campaign: Acquiring, Renewing, and Upgrading DonorsChris LeBrun, CFRE
This presentation looks at the basics of an annual giving fundraising campaign, specifically how to acquire new donors, retain them year to year, and increase their annual giving.
I gave this presentation on September 10, 2008 at the Detroit Fundraising Summit (Wayne State University), sponsored by Center for Non-Profit Success.
Why cash is not king in fundraising: Results from 1 million nonprofit tax ret...Russell James
This research tracks the fundraising growth of hundreds of thousands of nonprofit organizations from 2010 through 2016 to identify what predicts current and long-term fundraising growth. A key predictor is whether the nonprofit effectively pursues gifts of assets (e.g., stocks, bonds, real estate) rather than gifts of cash. This presentation reviews these comprehensive results, investigates the psychological and practical aspects of why gifts of assets are so critical for high-growth fundraising, and discusses strategies for effectively pursuing these important gifts.
Strategic Stewardship for Planned Giving ProgramsKatherine Swank
True donor stewardship begins before you know that a gift has been made and continues even after the donor has passed away. A simple, yet strategic stewardship program welcomes your legacy givers into the organization's highest ranks and provides them with a two-way relationship throughout their lives. Building an intentional bond with these future major donors improves your chances or receiving increased gifts from them now, as well as increased or additional legacy gifts in the future. With the average bequest in the U.S. hovering around $60,000, you can't afford to alienate your planned gift donors.
Session objectives:
• Identify potential planned gift donors in your constituent database
• Conduct a descriptive modeling exercise on your current planned gift donors
• Learn how a strategically-devised stewardship program can set you apart from other organizations
• Create a plan to keep your donors engaged
[This topic will be of interest to medium and larger shops with a planned gift program already in place and the desire to become more strategic in their relationship-building with planned gift prospects]
Planned Giving Opportunities with the Upcoming Transfer of Wealth (Pt. 1/2)West Muse
Studies show that $9 trillion in assets will be passed in the U.S. from Baby Boomers to Gen X and millennials by 2027. It is imperative that fundraisers plan thoughtfully for this transfer of wealth because great opportunity exists to secure planned gifts. While many nonprofits focus on immediate funding needs, museums are in a unique position, responsible for long-term institutional preservation and collections care. It is not only prudent but necessary to develop sustainable revenue.
CEOs and boards of non-profit organisations can add great value to the fundraising process but many are unsure what their role is and how to get started.
These slides which follow show some of the messages we use in our seminars with CEOs and Boards.
Richer Lives: Why Rich People Give - Presented by Theresa LloydAdam Davidson
Philanthropy is of increasing importance in modern society, yet the motivations and expectations of philanthropists appear little understood, either by those seeking funds or by those hoping that voluntary donations will help to bridge public sector funding gaps.
Join Theresa Lloyd, co-author of the groundbreaking book ‘Richer Lives – Why Rich People Give’ for this presentation as she explains why and how the richer members of our society engage in philanthropy.
This webinar is designed for:
- Fundraisers, especially major donor fundraisers.
- CEOs, senior managers, staff and volunteers in non-profit organisations as well as charity trustees.
- Professional advisers (e.g. bankers & lawyers, as well as philanthropy experts) working with donors and charities, and relevant umbrella bodies.
- Academics including students on courses concerned with the voluntary sector, especially students of philanthropy, fundraising and the third sector as well as general social policy.
- University libraries and resource centres operated by voluntary organisations.
Slides taken from the 25th April 2014 Webinar
A recording of this presentation is available. Please contact websupport@chapel-york.com for further information
Prospecting for Hidden Treasure: Finding Gold in Your Planned Gift Prospect PoolKatherine Swank
• Surveys say that the average planned gift is 200 times larger than a person’s average annual gift and statistics indicate that most major-sized gifts are made through end-of-life instruments rather than through current-giving methods. Yet, the majority of planned gift donors are often overlooked by development offices simply because they are masquerading as annual fund donors. However, based on their gift potential, a well-structured proactive investigation for planned gift prospects should be part of your prospecting strategy. This session begins with a detailed discussion on understanding the most common planned giving donor profiles and then continues with step-by-step actions to help you identify the best prospects at your organization. Join us for this enlightening journey into the world of the hidden major donor!
Presentation conceived, researched, written and delivered by Katherine Swank, J.D. (May 2014)
This presentation will provide an overview of the basics of corporate giving and sponsorships, as well as insider tips on building a strong corporate giving/sponsorship program. The presenters will also discuss how corporate donors’ expectations have changed in a post-recession world, and what these changes/trends mean for corporate fundraising strategies.
Learning Objectives:
• How to research foundations/corporations to find the perfect match
• The initial meeting—who do you bring, what do you say, how do you follow-up
• Maintaining relationships—it’s more than the next ask
Michael J. Worth presents to United Way NCA partners on fundraising and understanding donors.
Learn more about United Way NCA events for our partners:
http://www.unitedwaynca.org/events/members
Annual Giving Campaign: Acquiring, Renewing, and Upgrading DonorsChris LeBrun, CFRE
This presentation looks at the basics of an annual giving fundraising campaign, specifically how to acquire new donors, retain them year to year, and increase their annual giving.
I gave this presentation on September 10, 2008 at the Detroit Fundraising Summit (Wayne State University), sponsored by Center for Non-Profit Success.
Why cash is not king in fundraising: Results from 1 million nonprofit tax ret...Russell James
This research tracks the fundraising growth of hundreds of thousands of nonprofit organizations from 2010 through 2016 to identify what predicts current and long-term fundraising growth. A key predictor is whether the nonprofit effectively pursues gifts of assets (e.g., stocks, bonds, real estate) rather than gifts of cash. This presentation reviews these comprehensive results, investigates the psychological and practical aspects of why gifts of assets are so critical for high-growth fundraising, and discusses strategies for effectively pursuing these important gifts.
Strategic Stewardship for Planned Giving ProgramsKatherine Swank
True donor stewardship begins before you know that a gift has been made and continues even after the donor has passed away. A simple, yet strategic stewardship program welcomes your legacy givers into the organization's highest ranks and provides them with a two-way relationship throughout their lives. Building an intentional bond with these future major donors improves your chances or receiving increased gifts from them now, as well as increased or additional legacy gifts in the future. With the average bequest in the U.S. hovering around $60,000, you can't afford to alienate your planned gift donors.
Session objectives:
• Identify potential planned gift donors in your constituent database
• Conduct a descriptive modeling exercise on your current planned gift donors
• Learn how a strategically-devised stewardship program can set you apart from other organizations
• Create a plan to keep your donors engaged
[This topic will be of interest to medium and larger shops with a planned gift program already in place and the desire to become more strategic in their relationship-building with planned gift prospects]
Planned Giving Opportunities with the Upcoming Transfer of Wealth (Pt. 1/2)West Muse
Studies show that $9 trillion in assets will be passed in the U.S. from Baby Boomers to Gen X and millennials by 2027. It is imperative that fundraisers plan thoughtfully for this transfer of wealth because great opportunity exists to secure planned gifts. While many nonprofits focus on immediate funding needs, museums are in a unique position, responsible for long-term institutional preservation and collections care. It is not only prudent but necessary to develop sustainable revenue.
This course is designed to help nonprofit organizations learn to how to create and direct their planned giving efforts, beginning with a general overview of what is viewed by many nonprofits as a very complex subject.
Building Stronger Donor Relations SystemsColin Cumming
In recent years, phrases like “culture of philanthropy” and “donor centricity” have hit the field by storm, often with budget-breaking strategies for implementation and little information about where to start when one may not be a decision-maker. Thus at the Johnson Center for Philanthropy's Brown Bag Lunch & Learn Series, I facilitated a discussion about the importance of donor relations when it comes to long-term fundraising success and ethical fundraising practices. I also talked about the role of fundraising in the context of arts and cultural organizations.
The goal of the event was for participants to walk away with easy to understand ideas for their own organizations and volunteer roles. I discussed: Donor relations and fundraising from a historical perspective; How to integrate engaging donor relations practices into your fundraising program; Fund development challenges specific to membership-based organizations, arts and cultural organizations, and organizations that frequently request general operating funds.
Legacy Giving at Ages and Stages: How to Get the Right Balance for Your DonorsBloomerang
https://bloomerang.co/resources/webinars/
Join Lori Kranczer, legacy giving expert and philanthropic advisor, to go over the ways to address a donor’s interest in legacy giving and how to have a conversation that brings out what the donor values to match to the best legacy giving options for them.
Ann Casey from Madison Community Foundation and Theresa Zeidler-Shonat from Smith & Gesteland discuss approaches to Planned Giving. Leaving a legacy takes some organization to pull it off successfully.
AdNet - Nonprofit Research, Philanthropic Consulting, and Family Planning Rep...lpomara
January 22, 2014 AdNet Webinar: What tools, reports and summary frameworks are you using to report back to your donors? ur works consists of strategic planning sessions, family philanthropy retreats, end-of-year snapshots and nonprofit briefs … how do we most effectively report back to donors so that they fully experience the added value of our community knowledge and philanthropic expertise? Reports and strategy session summaries can take a lot of time and they can waver between the objective and the subjective. Some donors like it brief, like to dig into data, and clearly see a roadmap for progress. Other donors like to understand their values and motivations, understand their relationship to giving, see dynamic visuals, and involve family. If you are interested in learning how some other community foundations are structuring reports and creating consulting summaries, this is a webinar for you. [This webinar is an encore presentation from the 2013 AdNet Conference.] Adnet is the (www.adnetcf.org) premier professional organization for advancement professionals in the community foundation world.
Whether you have a "one-person shop" or a team of development professionals, achieving the maximum, sustainable results depends upon a clear understanding of what you need to do to get to the next level of support.
This webinar will emphasize that there really are ONLY two ways to increase your (and your program's) success: by increasing the number of people who give and by increasing the average level of support.
We'll discuss how to be truly successful - and here's a little preview...you must DO BOTH!
Similar to Investing in the Top of the Pyramid (20)
Philanthropy by the Numbers: The story behind the statsBlackbaud
In our latest edition of npEXPERTS, top thought leaders from across the industry share their perspective on the latest trends and what's next for the social good industry.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
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• Three (3) key tips to maintain a disciplined workplace.
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[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
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2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
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To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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1. Investing in the Top of the Pyramid Lawrence C. Henze, J.D. Principal Consultant, Target Analytics
2. Agenda
•Define Top of the Pyramid Giving
•What We Know
•Research and Studies
•How We Identify Top of the Pyramid Prospects
•Questions and Discussion
6. Principal Giving – Beyond Wealth
Your Database
Wealth Analysis Analysis of hard assets for complete assessment of donors and prospects
Propriety Models for Inclination and Capacity Developed by examining over 150 organizations and 100M gift transactions
Giving History Analysis Examination of the trends and patterns of giving in your house file
Principal Giving Pool
$250K prospect
Naming opportunity
$1M+ prospect
7. Principal Giving Profile
360 Donor View
•Giving history is trending positively
•Confirmed patterns of philanthropic donations
•Well educated and affluent
•Live in areas with higher quality of life index
•Benchmarked against peers giving principal and lead gifts
•Higher incomes and known public assets
•Purchase expensive homes and vehicles
•Do not rely on credit to make purchases
•High real estate valuation
Inclination
Wealth
Indicators
Capacity
Asset Valuation
8. 31
2,684
3,334
8,393
Sample PGS Results
$50,000
$100,000
$250,000
$500,00+
P
P
P
P
P
P
P
P
P
P
P
P
P
P
P
P
P
9. The Other Type of Principal Gift
Millionaires contributinging through planned gifts
Most (97 percent) are homeowners.
Live in homes currently valued at an average of $320,000.
About half have occupied the same home for more than twenty years. Most enjoy significant increases in the value of their homes.
Have more than six and one-half times the level of wealth of our non-millionaire neighbors, but, non-millionaires outnumber these households more than three to one.
Stanley, Thomas J. and William D. Danko, The Millionaire Next Door, MJF Books, New York, 1996, p. 9-10.
10. Planned Giving Profile
360 Donor View
•Giving history is trending positively/consistently, or long-term giving history
•Volunteerism
•Engagement
•Generational correlations to planned giving
•Conservative use of credit
•Preservation of assets
•Political contributions
•Giving to other nonprofits
Loyalty to You
Fiscally
Conservative
Age/Cohort
Engagement with Others
11. Planned Giving Likelihood (PGL)
•Individuals most likely to make a planned gift belong to specific demographic and lifestyle segments that range from retirees who are empty-nesters, living quiet, comfortable lives, to very prosperous and powerful middle-aged and older executives who enjoy more affluent lifestyles with prestigious careers and educations.
•They have been philanthropic with your organization and others, particularly to health-related causes, and make political donations as well.
•However, they are likely to use credit in a conservative manner whether their outward lifestyle consists of luxury items or not and they are further identified by the small number of people living in their households.
12. Bequest Profile
•In addition to being a recent and frequent donor to your organization, your best prospects for a bequest will also be more likely to support religious non- profits.
•Among other demographics, they typically have few people living in their homes and are both retirees, living quiet, comfortable lives, to very prosperous and powerful middle-aged and older executives who enjoy more affluent lifestyles with prestigious careers and educations.
•Lastly, your best prospects maintain strong credit and tend to purchase a large amount of consumer products via postal mail/catalog sales.
13. Annuity Profile
•Individuals likely to contract for a charitable gift annuity with your organization tend to be recent past donors living in smaller households.
•They are at certain life stages that range from retirees who are empty-nesters, living quiet, comfortable lives, to very prosperous and powerful middle-aged and older executives who enjoy more affluent lifestyles with prestigious careers and educations. They own their homes outright or have very small mortgage balances remaining, have established credit histories and keep lower credit balances.
•Though somewhat diverse, they share an interest in business and financial magazines, but at the same time are community-minded and philanthropic in nature, making both political contributions and giving to humanitarian organizations.
14. Charitable Remainder Trust Profile
•Individuals likely to donate through a life income trust invest in their community through gifts to political organizations and to a variety of charitable organizations including yours.
•They share specific demographic and lifestyle segments that point to either well- established neighborhoods whether in urban and suburban cities or in smaller town and country areas. Regardless of their location, they tend to choose areas that have high employment in science-related professions.
•They are nearing retirement or may already be retired and exhibit conservative financial patterns such as holding well-established accounts with low balances and have no or low mortgage balances. They most likely live alone or with only one other person in the household.
15. Planned Giving – Overall Profile
•Individuals most likely to make a planned gift belong to specific demographic and lifestyle segments that range from retirees who are empty-nesters, living quiet, comfortable lives, to very prosperous and powerful middle-aged and older executives who enjoy more affluent lifestyles with prestigious careers and educations.
•They have been philanthropic with your organization and others, particularly to health-related causes, and make political donations as well.
•However, they are likely to use credit in a conservative manner whether their outward lifestyle consists of luxury items or not and they are further identified by the small number of people living in their households.
17. Biggest Motivations for Giving
Additional Note:
The most common motivations for stopping support are an organization soliciting the donor too frequently or asking for an inappropriate amount.
Bank of America Merrill Lynch/ Center on Philanthropy at Indiana University Center for Philanthropy http://www.philanthropy.iupui.edu/research-by-category/the-2012-study-of-high-net-worth-philanthropy ; accessed on 11/5/12
18. In the Words of Principal Gift Donors, Philanthropy is Engagement
Matching the right person to the right projects
About fundraising, friend-raising and matchmaking
19. Internal Obstacle to Engagement
Annual giving
Donor relations
CRM
Shadow database
Membership
Special events
Major giving
Planned giving
Prospect Research
Prospects
21. Giving Trajectory Prior to Making $10k+ Gift
0%
20%
40%
60%
80%
100%
1 year before
2 years before
3 years before
4 years before
5 years before
Give nothing
> 0 to < $1,000
>= $1,000 to < $2,500
22. Transitional cultivation
% Giving a Major Gift ($10k+)
Gift Total in Year 6
Donors (active and lapsed)
1 year after
2 years after
3 years after
4 years after
5 years after
3 year cumulative
5 years cumulative
No Giving
1,604,017
.02%
.03%
.04%
.05%
.06%
.08%
.15%
$1 to $99
254,414
.02%
.03%
.03%
.03%
.03%
.06%
.10%
$100 to $499
110,420
.07%
.09%
.11%
.12%
.12%
.23%
.39%
$500 to $999
17,819
.17%
.22%
.22%
.26%
.36%
.51%
.87%
$1,000 to $2,499
27,658
.29%
.35%
.34%
.42%
.45%
.72%
1.15%
$2,500 to $4,999
4,016
1.17%
1.07%
1.12%
1.42%
1.37%
2.61%
3.96%
$5,000 to $9,999
2,235
7.83%
6.80%
6.04%
6.58%
6.09%
13.78%
16.78%
23. What Do We Take From This Data?
•Study parameters need to be adjusted?
•Timeline:
•Too short?
•Overlaps recession?
•Best fundraising practices not implemented?
•Why do we struggle to convert mid-level donors to major gift donors?
28. N/A – has not made a gift in 3 years
At Risk Donor – giving is decreasing
Slow and Steady Donor – giving is staying the same
Rising Star – giving has gone up
Velocity Rating (Descriptive)
•Calculation: total giving in the most recent year divided by the average giving in the last 3 years
Increase
Rising Star
2,218
Same
Slow and Steady
6,721
Decrease
At Risk
2,147
No Rating
NA
8,025
29. At What Level Does Giving Begin?
Gift Level in 12-Months
# of Unique Donors at this Level
% of Donors at this Level
$0
75,175
73.25
$1-$49
4,223
4.12
$50-$99
4,239
4.13
$100-$249
8,464
8.25
$250-$499
3,444
3.36
$500-$999
2,302
2.24
$1,000-$2,499
2,482
2.42
$2,500-$4,999
756
0.74
$5,000-$9,999
549
0.53
$10,000 +
988
0.96
30. Source of Original Gift
Direct Mail
Telemarketing
DSE
0
10
20
30
40
50
60
Direct Mail
Telemarketing
Special Events
Email/Online
Social Media
Recurrent Giving
% of Donors
32. Years of giving to first gift of $1,000-$9,999
Direct Mail
Telemarketing
DSE
0
5
10
15
20
25
0
1
2
3
4
5
6
7
8
9
10
11+
Percent of Donors
Percent of
Donors
33. Demographic and Lifestyle Cluster Analysis
•Groupings of individuals by common characteristics such as affluence, interests, behaviors and passions
•May be used to segment donors by gift type, appropriate message, and potential contributors
•Cluster data products include:
•Mosaic
•Niche
•Prizm
•Personicx
34. Transitional Donors
Major Donors
Annual Donors
Demographic Cluster Analysis (Descriptive)
•Prospecting - Who on your database share characteristics with these donor groups?
•*Mosaic from Experian
•Upper middle class “Boomers” in suburban homes
•Mature couples and upscale retirees along with empty nesters
• Mature upscale couples and singles in suburban homes
•Prosperous couples living in suburban areas in their peak earning years
•Power Elite individuals with the highest incomes in the country
• Wealthy, influential, and successful couples and families living in prestigious suburbs
35. Giving History
Biographical Information
Demographics
Predictive Modeling
Capacity and Wealth
Lifestyle & Behavior
Organization Data
Principal Giving
Major Giving
Transitional/ Leadership Giving
Annual Giving
37. The Researcher’s Challenge: Hidden Assets
<$10K
$10K-$24K
$25K-$100K
$100K+
Assets >$1M
3.7%
17%
20%
22%
Assets >$5M
.3%
3.2%
4%
6%
Asset Mean Estimated Total Value
$273K
$2M
$2M
$7.3M
Income Estimator
$157K
$218K
$195K
$232K
Discretionary Spending Estimator
$58K
$144K
$140K
$150K
38. Power of Combining Modeling and Wealth
0%
20%
40%
60%
80%
100%
Higher
Education
Advocacy
Healthcare
Total Gifts Identified
Only with Modeling
Total Gifts Identified
with Wealth and
Modeling
Total Gifts Identified
Only with Wealth
39. Putting It All Together
39 #bbcon
Grouping
Predictive Model #1
Predictive Model #2
Estimated Capacity*
# of People
1: Principal Giving
PGS Tier 1
N/A
$500K
11
2: Principal Giving
PGS Tier 2
N/A
$250K -$500K
81
3: Principal Giving
PGS Tier 3
N/A
$100K - $250K
208
4: Principal Giving
PGS Tier 4
N/A
$50K - $100K
546
5: Major Giving Top Prospects
MGL 701-1000
TGR 9-10
$10K-$50K
743
6: Major Giving Second Tier
MGL 701-1000
TGR 8
$5K-$10K
869
7: Major Giving Future
MGL <701
TGR 8-10
$5K-$50K (statistically less likely)
369
8: Bequest Top Prospects
BL > 601
Included above
Included above
579
9: Annuity Top Prospects
AL > 701
Included above
Included above
496
40. Without a doubt, there are top of the pyramid prospects hidden in your database? Why not find them?
40 #bbcon
41. 41 #bbcon
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Did this session give you the jolt you needed?
42. Thank You! Lawrence Henze (843) 991-9921 lawrence.henze@blackbaud.com Link to Blackbaud’s Whitepapers: https://www.blackbaud.com/nonprofit-resources/fundraising- whitepapers