![Page 1: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/1.jpg)
Fundamentals of Development
Presented byJack Butler, Vice President, Keystone Conservation
TrustVollie Melson, Director of Major Gifts, Chesapeake Bay
FoundationNancy Stansbery, Chief Development Officer,
Wildlands Conservancy
![Page 2: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/2.jpg)
Giving USA 2008
Recipients:Religion – 33%
Education – 12%
Human Services – 9.7%
Health – 7.6%
Arts & Humanities – 4.5%
International – 4.3%
Environment & Animals – 2.3%
Sources of Funding 2008
81%
14%5%
Individuals
Foundations
Corportations
![Page 3: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/3.jpg)
Fundraising Fundamentals
• Organization with defined mission and realistic goals – ideally a strategic plan – that leads to a clear, compelling case for support
• 100% Board Participation• Know your audience & what motivates them,
segment and personalize• People give to people who ask them.• Thank donors and report on how donations used
![Page 4: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/4.jpg)
Basic Techniques
–Ongoing:
• Annual Fund/Membership – unrestricted and every year. Identifies donors, establishes a habit of giving
• Multi-year grants or annual grants you can count every year
![Page 5: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/5.jpg)
Basic Techniques
• Episodic
–Special Events
–Restricted gifts or grants
–Special Gifts/Planned Gifts
![Page 6: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/6.jpg)
Basic Techniques
• Other – for long-term viability of organization– Capital vs. Comprehensive Campaigns– Endowment Campaigns– Planned Giving
![Page 7: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/7.jpg)
Moving your small and/or less established development
program forward
![Page 8: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/8.jpg)
• Benchmark where you are
• Do SWOT Analysis
• Rate return on investment
• Make a plan with clear and realistic goals
![Page 9: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/9.jpg)
Comprehensive Program
• Annual/Membership• Special Events• Communications and Marketing• Major Donors/Planned Giving• Cultivation and Stewardship• Corporate Program• Database• Foundation & Grants
![Page 10: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/10.jpg)
Remember the Three Basic Types of GiftsRemember the Three Basic Types of Gifts
• The Annual Gift----Habitual
• The Special Gift—Significant, Episodic, Tied to an Opportunity
• The Ultimate Gift---Your organization is elevated to “family status”
![Page 11: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/11.jpg)
Escaping the Annual Gerbil Wheel RaceEscaping the Annual Gerbil Wheel Race
• Investing in a planning and visioning process
• Envisioning the potential of your organization, your donor base, and your development program
• Building capacity (internally and externally) to achieve the vision
• What’s Needed: Honest Assessment about the Time and Resources to Make the Jump
![Page 12: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/12.jpg)
CAPITAL CAMPAIGNCAPITAL CAMPAIGN
• One time efforts such as new programs, buildings, endowment, etc.
• Benefactors are frequently asked to make a commitment to a capital campaign in addition to their ongoing annual support.
• Membership and annual gifts for operations are not included in either the campaign ask or recognition.
![Page 13: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/13.jpg)
COMPREHENSIVE CAMPAIGNCOMPREHENSIVE CAMPAIGNStrategic goals are clear and focused on aligning all resources toward sustainable operating support and long-term financial stability for a specific and well defined goal.
All gifts and commitments, restricted and unrestricted, during the campaign period are counted toward the revenue goal.
Membership•Establishing long-term affinity and lifetime commitment to the cause
•Predictable source of funding
•A pipeline for major gifts
Major Donors•Develop an affinity for the organization through personal contact and a shared vision
•Provide significant and sustained support for the institution
•Identified and acquired through research, discovery calls, and upgrades from the membership base
![Page 14: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/14.jpg)
ACTIONSACTIONSPrivate PhasePrivate Phase
• Conduct feasibility study
• Develop campaign publications and case statement
• Develop campaign management reports
• Recruit leadership and campaign volunteers
• Secure leadership commitments
• On-going major gift solicitation
• Are you ready to move forward---60% rule
![Page 15: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/15.jpg)
Keystone Conservation Trust
May, 2009
![Page 16: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/16.jpg)
Millions of dollars in gifts are achievable
![Page 17: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/17.jpg)
• Due Diligence–Determine if you will hold (conservation value or other
reasons)
–Description of Property (deed)
–Boundary Survey
–Title Search (determine outstanding liens)
–Home inspections
–Phase 1 Environmental review
–Appraisal
–Develop Exit strategy if not holding long term
–Determine carrying Costs
–Work to meet Seller’s financial needs
![Page 18: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/18.jpg)
• Sale prior to Gift–Gift of sale proceeds (no due diligence)–Income tax deduction only on cash value of
sale proceeds - net of sale costs and taxes–No avoidance of capital gains tax (can deduct
sales expense from capital gain)–Transaction handled by Donor–Easy for Non Profit but not the best tax
strategy for Donor
![Page 19: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/19.jpg)
• Outright Gift–Gift of entire property (Due Diligence)–Income tax deduction for appraised fair market
value–Avoidance of capital gains tax–High transaction cost for Non Profit –
appraisal, title, insurance, property inspection, and closing costs
–Non Profit must decide whether to hold or sell
![Page 20: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/20.jpg)
• Undivided Interest–Donor gives a percentage of ownership to Non Profit
(Due Diligence)–Shared ownership with Donor as Tenants in Common–Donor and NP own an undivided interest in the whole
property–Each party can only sell their percent interest– Income tax deduction on percentage of fair market
value donated–Capital gains tax decrease proportional to gift–Potential problem – reaching agreement on property
management and use
![Page 21: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/21.jpg)
• Charitable Remainder Trust–Establish a Trust funded with Real Estate–Two basic types: Unitrust (CRUT) and Annuity Trust (CRAT)–Each pays annual income to beneficiary: Unitrust - variable
income
Annuity Trust - fixed income– Income tax deduction for appraised fair market value – IRS tables
apply–Capital gains tax avoidance–Complicated instrument – Wealth Advisor Expertise recommended
![Page 22: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/22.jpg)
• Bargain Sale–Part gift and part sale to Non Profit–Same due diligence as an outright gift–Non Profit pays less than fair market value–Gift amount is the difference between fair market
value and amount paid to Seller –Charitable income tax deduction on gift–Capital gains tax avoidance on the gift amount–Non Profit must have money to pay Seller
discounted purchase price in lump sum or payments
![Page 23: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/23.jpg)
• At the time a property is sold,
there is an opportunity to
create a gift– Modified Bargain Sale
• Gifts can be created at no expense to the Seller (basic transaction) or gifts can be enhanced
• Reduced income taxes and savings on capital gains taxes produce the gifts
• Basic transactions yield gifts of 3-5% of sales price
![Page 24: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/24.jpg)
• Board member / major donor
created single large gift from
sale of summer home (second
home)
• Charitable couple created gifts to
multiple conservation
organizations from sale
of primary residence
![Page 25: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/25.jpg)
• IRS modified bargain sale technique–Donation of property to KCT (Due Diligence) at appraised
value with a promissory note from KCT at reduced value; the difference creates the gift
–KCT sells the property at appraised value
– Income tax benefit on gift amount
–Reduced capital gains tax
• No charge to Non Profit or donor– KCT retains 2% of sale price when property is sold to a third party
• Two tracks: Examples–Basic transaction (‘no cost’) yielding 3 – 5% of price
–Philanthropic transaction (donative intent)
![Page 26: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/26.jpg)
• Donation split among KCT, Non Profit, and other charities of the donor’s choice
• Basic (No cost) Gift: –50-50 split Non Profit & KCT (KCT retains minimum
2% of sales price)
• Larger gift: –2% to KCT–Balance to Non Profit and other charities of the donor’s
choosing
![Page 27: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/27.jpg)
• Proactively communicate the opportunity
• Identify potential prospects
• Test for interest, then
hand off to KCT for
trust building,
education, and analysis
• KCT handles logistics,
and keeps Non Profit informed
![Page 28: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/28.jpg)
• Run customized scenarios–Four inputs: fair market value, basis, mortgage
amount and income tax bracket
• Review by supporter and their advisors
• Donation agreement–Before signing with buyer!
• Donation, resale, and gifts
![Page 29: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/29.jpg)
• Piggyback on Non Profit existing development activities
• Profile of best prospects–Transition, transaction and trust
–Downsizing (less need for all
cash from transaction)
–High tax bracket
–Small or no mortgage on home (equity build up)
–Higher value properties or properties other than primary residence (second homes)
![Page 30: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/30.jpg)
• Drawing attention to the opportunity:
“Drip” marketing–Goal: build awareness, acceptance (and funds!)–On-line on KCT and Non Profit websites–Print media – brochure, newsletter, targeted
letter to owners of conservation easements–Discussions with Non Profit Board, staff, donors,
realtors, financial advisors, attorneys
• Follow up with more information, as needed
![Page 31: Fundamentals of Development Presented by Jack Butler, Vice President, Keystone Conservation Trust Vollie Melson, Director of Major Gifts, Chesapeake Bay](https://reader035.vdocuments.mx/reader035/viewer/2022070412/56649e195503460f94b05a41/html5/thumbnails/31.jpg)
Keystone Conservation Trust
336 King of Prussia Road
Radnor, PA 19087
Jack Butler
Vice President
484-678-2291
www.keystoneconservation.org