mandy cloninger, cfre …...staff mgr stewardship strategy $100,000+ 4 $50,000-$99,999 5...

You’re leaving money on the table if you don’t rattle the death cage! Mandy Cloninger, CFRE [email protected] Jennifer Moore, CFRE [email protected]

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Page 1: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

You’re leaving money on the table if you don’t rattlethe death cage!

Mandy Cloninger, [email protected]

Jennifer Moore, [email protected]

mailto:[email protected]

Page 2: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

I am the only development officer.

I don’t have time.

Page 3: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

I don’t have the expertise to discuss a planned gift.

Page 4: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

The Plan

Identify key phrases

Gather a panel of experts

Launch your planned giving program

Realistic goals

Page 5: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

A FEW KEY PHRASES

I want to support you but I just don’t want to run out of money.

I love your mission and wish I could do more.

You are my favorite charity.

I have no children/family.

Page 6: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Panel of Experts• Estate attorney• Financial planner• Trust advisor• CPA• Community Foundation

representative

Page 7: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

How many board members have included a planned gift?

Page 8: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Ready?Set?Launch!

Page 9: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

SMART Goals to measure your

success

Page 10: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 11: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 12: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

You’re leaving money on the table if you don’t rattlethe death cage!

Mandy Cloninger, [email protected]

Jennifer Moore, [email protected]

mailto:[email protected]

Page 13: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 14: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 15: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 16: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 17: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Organization 2 - Mid-size: $1M

Category Number Staff Mgr Stewardship Strategy

$100,000+ 2 CEO/BC CEO/BC call, 1:1 time

$50,000-$99,999 1 CEO/BC CEO/BC call, 1:1 time

$25,000-$49,999 3 2%CEO/BC CEO/BC call, 1:1 time

$10,000-$24,999 7 CEO/BC CEO/BC call, 1:1 time

$5,000-$9,999 16 CEO/BC CEO/BC call, 1:1 time

29 10%

$1,000-$4,999 106 49%CEO/DDCEO/BC call, 1:1 time; Annual appreciation event

$500-$999 72 74%DD Notes, calls, invitations

$250-499 71 100%DD/Vol/Int Group breakfast/tour event

278

Page 18: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 19: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Thank you!

Page 20: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 21: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Page 22: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Mandy Cloninger, [email protected]

Page 23: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Relentless Relationship BuildingKnow thy donor: Where's your Pareto?

Prepared byMandy Cloninger, CFRE

[email protected]

Category Number Staff Mgr Stewardship Opportunities$100,000+

$50,000-$99,999$25,000-$49,999$10,000-$24,999

$7,500-$9,999$5,000-$7,499$2,000-$4,999$1,000-$1,999

$500-$999

Where's your Pareto line? Your 80/20 or 90/10

Organization 1 - Large: $10MCategory Number Staff Mgr Stewardship Strategy

$100,000+ 4$50,000-$99,999 5$25,000-$49,999 16$10,000-$24,999 55

$7,500-$9,999 1393 3%

$5,000-$7,499 65 6%$2,000-$4,999 298 17%$1,000-$1,999 745 45%

$500-$999 1483 100%2684

Organization 2 - Mid-size: $1MCategory Number

$100,000+ 2$50,000-$99,999 1$25,000-$49,999 3 2%$10,000-$24,999 7

$5,000-$9,999 1629 10%

$1,000-$4,999 106 49%$500-$999 72 74%$250-499 71 100%

278

Page 24: Mandy Cloninger, CFRE …...Staff Mgr Stewardship Strategy $100,000+ 4 $50,000-$99,999 5 $25,000-$49,999 16 $10,000-$24,999 55 $7,500-$9,999 13 93 3% $5,000-$7,499 65 6% $2,000-$4,999

Relentless Relationship Building

Prepared by Mandy Cloninger, CFRE [email protected]

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