HOW TO RAISE REALLY, REALLY BIG GIFTS G. Douglass Alexander Alexander Haas Martin & Partners, Inc. © AHM&P 2003 May 2003

RECENT LARGE GIFTS Well Known Georgia Aquarium$200,000,000 UCLA$200,000,000 UC – Berkeley$33,000,000 University of Missouri$15,000,000 High Museum of Art$12,000,000

RECENT LARGE GIFTS LESS Well Known  $18.2 Fresh Start Surgical Gifts  $1.6 Georgia Sheriff Youth Homes  $1.0 Pennybyrn at Mayfield  $1.0 Norman Bird Sanctuary  $1.0 Buckingham Browne & Nichols School

GIVING USA $212 BILLION Sources of Contributions Source: Giving USA 2002/AAFRC Trust for Philanthropy

SourceUnrestricted /Restricted annual Small giftcurrent $25-$999$1,000-$5,000 income Major giftincome / $1,000-$25,000$25,000-1,000,000 accumulated assets Mega giftassets / $50,000+ $1,000,000+ estate Gift Grid ©

Major giftpast donorsestablishedface-to-facepeerevery 3-5 yr.sInstitution/ suspects relationship presidentDonor executive dir. dev. officer board member volunteer IdentificationInvolvementSolicitationSolicitationSolicitationDriven by MethodRelationshipFrequency Small giftin-house fileminimalmail impersonal yearly or moreInstitution purchase listphone event Mega gift- past donors- personal personalone who oncedonor relationship evolvesdonor trustsdesire for - life - strong over timeadmires,change event feelings stewardship believes in“pay-back” inheritance- specific - issue recognition sale interest - up front - stock Gift Grid ©

WHY PEOPLE GIVE  Because they are asked  in person/personalized  by the right person  for the right project  at the right time  for the right amount. Smaller Gifts

Why People Give Big Gifts The philanthropic process of BIG GIFTS is more about relationships than asking/money.

SO…HOW DO YOU REALLY RAISE BIG GIFTS FIRST.  BELIEVE YOU CAN RAISE A BIG GIFT  DEFINE WHAT “BIG” MEANS  UNDERSTAND THE FOUR STEPS TO A BIG GIFT

The Four Stages of the Big Gift

THE FOUR STEPS To Getting Really Big Gifts I.Identify who COULD make a big gift to your club II. Develop a strategy to INVOLVE them in some aspect of your club  Annual Donor  Special even leader/sponsor  “Guest” at events

THE FOUR SETPS To Getting Really Big Gifts III. Get the prospect ENGAGED in your clubs life  Challenge Donor  Project Donor  Board Member  Board Leader IV. Over time, determine what this donors PASSION is…this will lead to the big gift

Remember…There are exceptions  J.B. Fuqua  Bernie Marcus  Joan Kvoc