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How to Think About Major Gifts

Building Authentic Donor Relationships. The 7 Pillars. How to Think About Major Gifts. 2017. Jeff Schreifels, Senior Partner. Objectives. Understand the proper structure for major gifts Describe & understand the 7-Pillars of a successful major gift program.

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How to Think About Major Gifts

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  1. Building Authentic Donor Relationships The 7 Pillars How to Think About Major Gifts 2017 Jeff Schreifels, Senior Partner

  2. Objectives • Understand the proper structure for major gifts • Describe & understand the 7-Pillars of a successful major gift program. • Be able to assess your nonprofit’s culture of philanthropy.

  3. Problem-Donor Retention

  4. Problem-Donor Retention Value Attrition Benchmarks of 33 National Organizations

  5. Attrition: Problem AND Opportunity

  6. Donor Retention

  7. Do You Have the Right Structure?

  8. What is All This About?

  9. Seven Pillars of a Major Gift Program

  10. Pillar 1: The Right Caseload 450 Caseload Pool Donors that meet a predetermined metric 150 C B A Qualified Caseload Group of donors that want to relate

  11. Tiering Caseload Donors Pillar 1: The Right Caseload

  12. Tiering Caseload Donors Pillar 1: The Right Caseload

  13. Pillar 2: Create Goals

  14. Pillar 3: A Plan for Every Donor At least one “touch” per month…

  15. Pillar 3: A Plan for Every Donor Donor Passions & Interests Communication Preferences $ Goals Frequent “touches”

  16. Moves Management Pillar 3: A Plan for Every Donor

  17. Pillar 3: A Plan for Every Donor Packaging Your Program Project Support Portfolio A system for packaging program

  18. Three Elements of an Offer Pillar 3: A Plan for Every Donor

  19. Pillar 4: Ask for Support • Know your donor • Make the Ask

  20. Pillar 4: Ask for Support • CommonMistakes • in the • Ask

  21. Common mistakes about asking: No match to donor passion and interest. Relationship of trust not built. Ask not put into the context of a larger vision. MGO is more interested in getting the money than fulfilling donor interests.

  22. Common mistakes about asking: Ask is too low. MGO is not prepared to offer “terms” in payment of pledge. Ask is packaged too intellectually and philosophically – void of emotion and passion. MGO is not prepared to handle objections

  23. Pillar 5: Thank Donors

  24. Pillar 6: Report Back Impact

  25. You made me aware. You didn’t tell me I made a difference…so I gave somewhere else to make a difference. You asked me to help. Said it would make a difference. So I want to help again. You told me my gift made a difference. I believed you. Gave what I could. Pillar 6: Report Back

  26. Pillar 7: Love Accountability Metrics are your friends.

  27. New Money Can Cover a Loss Pillar 7: Love Accountability

  28. Building a Culture of Philanthropy • Getting your head and heart right • Do you want to do this work? • Passionate about changing the world? • Passionate about mission? • Do you believe change can happen?

  29. Building a Culture of Philanthropy • Donors as mission • Donors in mission statement • You are the bridge • Impact over Ratios • Do you ask?

  30. Building a Culture of Philanthropy • Leadership’s Role • Passionate about Philanthropy? • Do they ask for support? • Does the Executive team reach out to donors? • Does 100% of the board give?

  31. Building a Culture of Philanthropy • StoryTelling • Is the story right? • Mission, Vision and Values displayed? • Engagement Events?

  32. Building a Culture of Philanthropy • Expressing the Need • Can you describe the need? • Facts? • Causes of need? • What would happen if the need wasn’t met?

  33. 6 Ways Non-Profits Fail Program over People Money vs. Relationship Getting things done vs. Doing the Right things Overhead over Impact Focus on Power and Control vs. Effectiveness Growth over Greatness

  34. Summary How to Think About Major Gifts Problem to overcome in your donor file 7 Pillars of Major Gifts Building a Culture of Philanthropy 6 Reasons Non-Profits Fail

  35. Major Gift Program Resources • Passionate Giving Blog • “It’s Not JUST About the Money” • White Papers available • Marketing Impact Chart • Program Support Portfolio Seven Pillars of a Major Gift Program

  36. Building Authentic Donor Relationships www.veritusgroup.com www.majorgiftacademy.com 267-254-2939 jschreifels@veritusgroup.com facebook.com/VeritusGroup @VeritusGroup VeritusGroup.com/passionate-giving-blog

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