major gifts developing a successful major gifts program
TRANSCRIPT
MAJOR GIFTSdeveloping a successful major
gifts program
OBJECTIVES
•To gain understanding of how to define a major gift
•To identify the key elements that are critical in a major gifts program
•To identify next steps
Major Gift –
What does it mean to you?
WHY DONORS GIVE
Guilt/Obligation
Proposals/Materials
Tax Considerations
Jerry Panas – Mega Gifts
WHY DONORS GIVE
1. Belief in the mission2. Community responsibility and civic pride3. Fiscal stability of the organization4. Regard for staff and volunteer leadership5. Involvement on a board
Jerry Panas – Mega Gifts
DEFINITION
INTERNAL
Development Experience
ROI
DEFINITION
EXTERNAL – WHAT IT MEANS TO A DONOR
A “stop and think” decision
TYPES OF GIFTS
• Sustaining or Annual Gift
• Major or Special Gift
• Ultimate Gift
Annual Gift
Major Gift
Ultimate Gift
CULTIVATE ASK
TIME MANAGEMENT
10/90 RULE
MOVES MANAGEMENT
Strategically and personally involve, cultivate and solicit the
10%
MOVES MANAGEMENT
•Natural Partners
•Primary Player
•Moves Manager
A MOVE
•Too General
•Unrealistic
•Fundraiser Driven
GOOD MOVE OR BAD MOVE?
Example 1: I had dinner last night with my prospect and we had a great evening we enjoyed one another’s company and spent some quality time together and both found we had a love of animals.
MOVES MANAGEMENT
•By phone
•By letter
•In person
MOVES MANAGEMENT
•Best Possible Outcome
•The Minimum Acceptable Outcome
MOVES MANAGEMENT
•A strategy
MOVES MANAGEMENT
•Next Steps
•What are they?
MOVES MANAGEMENT
•Identify your 10%
•Create a file on each
•Identify natural partners
•Consult with partners
•Select primary player
MOVES MANAGEMENT
•Develop primary strategy•Plan your next 10 moves•Implement moves•Review status of each year end•Add/delete prospects for next year
WHAT WILL YOU DO NEXT?
•Next Steps
•What are they?
•Involve your RD Committee
•Ask for a board commitment to a major gift strategy
Resources
http://fundraising.bgca.net/bgca/How%20To%20Index/Conference%20Materials.htm
For more information, visit:•BGCA.net•The FUNDRAI$INGbank•Go to The Vault•Go to Conference Materials