Dr. Scott Janney, CFRE, RFC Executive Director of Planned Giving Villanova University

1. Planned Giving in a Campaign, Preparation, Execution and Follow-Up The St. Louis Planned Giving Council Dr. Scott Janney, CFRE, RFC Executive Director of Planned Giving Villanova University

2. Rotating Three Stages of a Capital Campaign

3. “Capital Campaign” or “Comprehensive Campaign” Learning Objectives By the end of this session, participants will: 1. become familiar with accepted methods of recognizing, reporting, counting and accounting planned gifts, 2. understand a number of the opportunities and obstacles presented for gift planning by capital campaigns, 3. learn how to have a positive impact on any phase of a capital campaign.

4. NCPG Guidelines for Reporting and Counting Charitable Gifts Suggest Three (3) Goals: An outright goal for gifts that are usable or will become usable for institutional purposes during the “campaign” period (whether one or more years). Irrevocable deferred gift goals, for gifts committed during the “campaign” period but usable by the organization at some point after the end of the campaign period. Revocable gift goals for gifts solicited and committed or pledged during the “campaign” period but in which the donor retains the right to change the commitment and/or beneficiary. The views expressed in this presentation are those of the speaker. They do not represent the official position of the management.

5. Campaign Thermometers:

6. Campaign Thermometers:

7. * 2008 NCPP Paper by Laura Hansen Dean and Phil Oswald

8. NCPG Guideline’s Key Principles: • (Page 12) • Clear, transparent and easily understandable. • Comparison among organizations across the broad charitable community. • The donor’s perspective. • “Focus on counting and reporting, not accounting, valuation or crediting.” • The IRS charitable deduction calculations were not created for the purpose of counting planned gifts. • Campaigns are finite, with a specific timeframe.

9. 1. Opportunities and Obstacles: Two stories from Scott, then “Your Turn.” Your opportunity to share your experiences, successes, war stories, and what you would have done differently, in no more than two (2) minutes.

10. Opportunities & Obstacles Half Full Main Line Health St. Mary Medical Center

11. “Your Turn” • Your opportunity to share your experiences, successes, war stories, what you would have done differently, in no more than two (2) minutes.

12. Opportunities & Obstacles • Before: • New Staff • More Major Gift Activity • Board/Development Committee Focus • During: • Goals in the Billions (or Millions) • Greater Focus on Dollars Raised & More Asks • After: • “After Campaign Lull” • What have you done for me lately? • The Best/Biggest Game in Town

13. Positive Impact of Planned Giving Before & During the Campaign • Training • Staff • Committees/Boards • Presentations: • “What Counts?” for MGOs • DIY, Consult, Don’t Do This at Home • Campaign Counting Policies • Presentations to Donor Groups • Make a Campaign Gift That Costs You Nothing • Make a Campaign Gift That Pays YOU Income

14. Positive Impact of Planned Giving Before & During the Campaign • Training • Staff • Committees/Boards Publicity Campaign Materials & Publications “$63,250”

16. Positive Impact of Planned Giving Before & During the Campaign • Training • Staff • Committees/Boards • Publicity • Campaign Materials & Publications Build Relationships (Staff/Committee/Board) Make Asks

17. Positive Impact of Planned Giving After the Campaign (aka Between Campaigns) • “Family” • “Between 200 and 300 to one” • A “New” Reason for MGO to Visit • Evaluation • Successes • War Stories • Next time . . .

18. Planned Giving in a Campaign Thank You! Questions & Discussion Dr. Scott Janney, CFRE, RFC Villanova University Scott.Janney@Villanova.edu