System or Programs Structuring and Integrating Our Work to Secure Larger Gift Commitments Arthur L. Criscillis, Ed.D., Managing Partner, Alexander Haas and Melinda A. Murphy, J.D., Director of Gift and Estate Planning, Eastern Kentucky University

About You Work Titles/Areas Your Actual Work (Evaluation) Your Interest in This Session?

Impetus for Session: Observations from Assessments Training of Gift Officers Silos evidenced Type of gift sought Area of assignment (unit/geography) Constituent Objective of Development: More money from as many as possible Means not an end Raise more money Participation—sure, but . . . Donor Appreciation—right and wise, but . . . Ideal donor: regular, major, planned (Trifecta!)

Prospects Pools and Typical Work Major Gift Leadership Annual Gift Suspect (donor/non-donor) Prospects Prospect (donor/non-donor) MG capacity Current major gift donor PG profile Non-MG/PG Planned Gift Renewal Marketing segments Donors Top suspects Marketing respondents MGO referral Self-identified

Some Common Issues Hoarding/Protecting (witness protection program; prospect pool) Primary becomes exclusionary (actual work/assigned work) Lower potential vs. higher potential Concentration bias (go where we go and look where we go) Stewardship vs. new (metrics, good intentions, challenge of time) Planned becomes ultimate becomes final Limits of time and, thus, capacity

Break Silos Major Gift Officers (primary MG; secondary PG, LAG) Ask for LG as part of cultivation Fill-in visits: PG suspect list; LAG; PG stewardship PG Donors as potential outright donors Rigorous review of portfolio Stewardship plans Leadership Annual Gift Officers (primary LAG; secondary MG/PG qualification) Opt for MG potential/PG potential Look to areas not being covered by MGOs (no concentration of gift type; school/unit; constituent) New/upgrade as focus, not renewals (monitor “problem children”) PG stewardship Planned Giving Officers (primary PG; secondary MG/LAG) Suspect list with supplement of MG/LAG PG to MG and/or LAG Stewardship

Implications Defining/refining prospect pools Assignments/managing Training in gift work Educating about priorities Role of donor appreciation Metrics

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