1

Major Gifts & Planned Giving

NCE Summer Leadership InstituteJuly 25, 2014

Dave Tinker, CFREVice President of Advancement, ACHIEVA

2

Individuals72%

Bequests8%

Foundations15%

Corporations5%

2013 Giving USA Figures

$335 billiontotal

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

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

Img Source: synergyelkgrove.com

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

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 $____."

7

Planned Giving Prospects

• Link• Ability • Interest• Consider Demographics

Img Source: Flickr

8

The Arc & Planned Giving

• Working with Crescendo so chapters can utilize pooled resources for planned gift marketing– Written materials– Website– Peer support

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

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

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

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

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

Tools• Giving Societies– One society for Major Gifts– One for Planned Giving

• Newsletters – “Insider” Access

• List of What Q’s to Ask

14

Img Source Flickr

15

Questions?

Img Source: freshventure.com