Major Gifts The Rotary Foundation

Overview & Objectives 1.Understand TRF major giving in the context of all Foundation priorities 2.Develop strategies to solicit and otherwise encourage major gifts 3.Understand major giving during the Future Vision pilot 4.Discuss best practices for managing district activity and utilizing members of the Zone Team

Fundraising Priorities

Annual Programs Fund Routine annual gifts Use TRF Direct for automatic contributions Contributions eligible for the SHARE system where then DDF is returned to the credited district APF = a lot of people giving frequent, small contributions every year General Prospect Characteristics Rotarians All ages Corporations

Annual Programs Fund Goal US$95.5 Million by 30 June 2011 As of 31 December 2010 US$42,906,305 has been raised

General Prospect Characteristics Rotarians Middle Aged to Older (50 – 80+) Corporations Permanent Fund In depth cultivation process Estate planning Planned gifts PF = large, solicited gift from Rotarians with whom we have an established relationship. May be gift of a lifetime

Permanent Fund Goal $1 Billion by 2025 As of 31 December 2010 US$661M has been raised (Assets + Expectancies)

General Prospect Characteristics Community & General public Corporations Polio Survivors Families of Polio victims Rotarians Rotary’s $200 Million Challenge Any size gift from any individual or corporation to reach the specific Challenge goal.

Rotary’s $200 Million Challenge Goal $200 Million by 30 June 2012 US$160M has been raised

Rotary Peace Centers Major gifts and endowments May use planned giving opportunities to structure gift through pledges, life income gifts or bequests General Prospect Characteristics Rotarians Middle Aged to Older (50 – 70+) Strong interest in peace and conflict resolution Large, solicited gift from Rotarians with whom we have an established relationship and who are committed to peace. May be gift of a lifetime.

Rotary Peace Centers $95 million by 2015 As of 31 December 2010 US$51,778M has been raised

TRF Contribution Analysis Year Ended 30 June 2010 Total - $158,367,000* $ %$134.9 – 85% **In US $ millions Excludes Gates Foundation Gift

Major Gift by Country Gifts FromNumberAmount* USA214 $9,730,661 India137 $5,329,264 Taiwan 70 $1,460,000 Canada 11 $1,269,632 Korea 45 $1,007,154 Total All Countries 624 $ 23,492,673 **In US $ millions Excludes Gates Foundation Gift

Major Gifts by Fund DesignationNumberAmount* Permanent Fund178 $8 APF-SHARE226 $5 Matching Grants 42 $1 PolioPlus 91 $5 Multiple Purpose Gifts** & Other 87 $5 Total624 $24 *In US $ millions **Includes donors who made a major gift but asked that it be used for multiple purposes

Major Gifts – Ways of Giving Cash Pledges Securities – Stocks and Bonds Real Estate Life Insurance Bequests Tangible personal property

Program Funding by Gift Type

RRFCs – The Secret Ingredient RRFC sets tone for Zone Leadership extends to personal gifts/commitments Expectations and accountability

Securing Major Gifts: Four Steps Identification Cultivation Solicitation Stewardship

Securing Major Gifts: Four Steps Step 1: Identification –Significant gifts to other charities –Sources for finding prospects –Indications of financial capacity –Other ways?

Securing Major Gifts: Four Steps Step 2: Cultivation –Learn about the prospect involvement, articles –Listen to the prospect –Develop cultivation plan –Establish gift objectives

Securing Major Gifts: Four Steps Step 3: Solicitation –Prepare for the ask Know the background and interest of the potential donor –How to ask –State specific amount and purpose –Be an active listener –Overcoming objections Discussion – Shared solicitation stories

Existing Opportunities the basic designations for Major Gifts Permanent Fund – World Fund Permanent Fund – SHARE Annual Programs Fund – SHARE PolioPlus Rotary Peace Centers

New and Updated Naming Opportunities for term and endowed gifts Endowed Global Grants –Six Areas of Focus Rotary Peace Centers, Endowed & Term –Peace Fellows –Visiting Lecturer –Certificate Program Fellow –Annual Seminar –Applied Field Experience –General Support

Rotary Peace Centers Naming Opportunities Endowed Funds Rotary Peace Fellows –$1,500,000 –$750,000 –$500,000 RPC General Support –$50,000

Gift Agreements Each gift of $25,000 or more will have a customized Gift Agreement that is prepared in coordination with the appropriate North American Gifts Officer or International Fundraising Director and staff.

Securing Major Gifts: Four Steps Step 4: Stewardship –Continuing cultivation –Appropriate recognition –Special thank you calls and letters –Continuous updates on Foundation –How do you keep building relationships with donors?

Securing Major Gifts - Discussion How can we encourage gifts? RRFCs and volunteer teams Major gift activity of a successful district Pick 3 – 5 major gift prospects