1 / 30

Walking Over Dollars to Pick Up Dimes Developing a strong major gifts program

Walking Over Dollars to Pick Up Dimes Developing a strong major gifts program. Southeast Regional Conference. Charleston, SC May 31, 2012. Agenda. Maximize Lifetime Donor Value Your top 20% Importance of Cultivation and Engagement: NOT THE ASK Q&A. Lifetime Donor Value.

xander
Download Presentation

Walking Over Dollars to Pick Up Dimes Developing a strong major gifts program

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Walking Over Dollars to Pick Up DimesDeveloping a strong major gifts program • Southeast Regional Conference Charleston, SC May 31, 2012

  2. Agenda • Maximize Lifetime Donor Value • Your top 20% • Importance of Cultivation and Engagement: NOT THE ASK • Q&A May 31, 2012

  3. May 31, 2012

  4. Lifetime Donor Value Total resources made possible for the community due to the cumulative contributions of time, talent, and treasure by one individual or couple

  5. Help Donors Maximize Lifetime Donor Value = United Way’s Opportunity

  6. $12,400 Annual Gift is $400 for 31 years = Ultimate Gift = $44,000 25 years of endowment revenue = $55,000 Lifetime Donor Value = $111,400 Lifetime Donor Value: Loyal Contributor

  7. 13% 87% Lifetime Donor Value: Loyal Contributor $12,400 Annual Gifts = Ultimate Gift + Revenue= $99,000 Lifetime Donor Value = $111,400

  8. $5,600 Annual Gift is $700 for 8 years = $35,000 Annual Gift is $5,000 for 7 years = $60,000 Annual Gift is $10,000 for 6 years = $250,000 Ultimate Gift = 25 years of endowment revenue = $250,000 Lifetime Donor Value = $600,600 Lifetime Donor Value: Tocqueville Couple

  9. 17% 83% Lifetime Donor Value: Tocqueville Couple $100,600 Annual Gifts = Ultimate Gift + Revenue= $500,000 Lifetime Donor Value = $600,600

  10. developing relationships to link people with what they care about = Major Donor Relations

  11. $1.5 Billion 5 years $1.2 Billion

  12. Your Largest Gift…..

  13. Ultimate Gifts Major Gifts Annual Gifts 80 / 20 Rule 95/5 Rule 20% of Accounts 80% of Money 80% of Accounts 20% of Money

  14. All donors are important….. All donors are not equal!

  15. Maximizing Lifetime Donor Value Recruiting Retaining Growing

  16. David EllisonPlanned Giving VolunteerUnited Way of Greenville CountyGreenville, SC “Because it is more efficient to retain business than it is to acquire new business…as any business could tell us…we think that calling on our Tocqueville donors is the logical step to increasing our endowment.” “It will not only accomplish diversification of United Way’s resources but it also the most efficient use of our volunteer time.

  17. David EllisonPlanned Giving VolunteerUnited Way of Greenville CountyGreenville, SC “Becauseit is more efficient to retain business than it is to acquire new business…as any business could tell us…we think that calling on our Tocqueville donors is the logical step to increasing our endowment.” “It will not only accomplish diversification of United Way’s resources but it also the most efficient use of our volunteer time.

  18. David EllisonPlanned Giving VolunteerUnited Way of Greenville CountyGreenville, SC “Because it is more efficient to retain business than it is to acquire new business…as any business could tell us…we think that calling on our Tocqueville donors is the logical step to increasing our endowment.” “It will not only accomplish diversification of United Way’s resources but it also the most efficient use of our volunteer time.

  19. David EllisonPlanned Giving VolunteerUnited Way of Greenville CountyGreenville, SC “Because it is more efficient to retain business than it is to acquire new business…as any business could tell us…we think that calling on our Tocqueville donors is the logical step to increasing our endowment.” “It will not only accomplish diversification of United Way’s resources but it also the most efficient use of our volunteer time.”

  20. Retaining & Growing Leadership Donors Tocqueville Donors Tocqueville Legacy Circle Million Dollar Roundtable Million Dollar Legacy Circle

  21. Prioritizing Your Best Friends

  22. 4 R’s of Consultative Selling • Relating (Romance) Do They Trust Me/United Way? • Discovery (Research) Do They See A Need for the Gift? • Advocating (Request) Does the Gift Meet Their Need? • Supporting (Recognition) Will They Be Satisfied?

  23. Consultative Selling Matrix (Research) (Romance) (Request) (Recogniton) Discovery Relate Advocate Support

  24. Stage in Relationship (Research) (Romance) (Request) (Recogniton) DiscoveryRelatingAdvocateSupport • Donor A X • Donor B X • Donor C X • Donor D X

  25. Prepare for Call (based upon stage) • What is Your Purpose? • What Process Will You Use? • What is the Outcome? • What are the Anticipated Objections?

  26. Focus on Relationships

  27. Key Takeaways • All donors are not equal • Focus on top 20% • Cultivate and engage outside of the ask • Cheaper to grow gifts than recruit new donors • Planned Gifts

  28. Questions?

More Related