MODEL FOR MAJOR GIFT PROGRAMS A TEAM SPORT, NOT A SOLO SPORT! WALLY MOORE – EANES ISD EDUCATION FOUNDATION CONNIE PELPHREY – LEWISVILLE ISD EDUCATION FOUNDATION Texas Pioneer Foundation 2014 Conference

WHAT IS A MAJOR GIFT? Not Easy To Get – But simple Essential component of any successful fundraising plan Broadly speaking, those gifts that are large relative to the majority of your gifts. Definitions  For some a gift of $2,500, for others a gift of $10 million.  Any gift more than 0.1% of organization’s entire budget  A gift that is 10 times of a current donors annual donation

FACES OF PHILANTHROPY RUSS ALAN PRINCE & KAREN MARU FILE 1.The Communitarians (26%) 2.The Devout (21%) 3.The Investor (15%) 4.The Socialite (11%) 5.The Repayer (10%) 6.The Altruist (9%) 7.The Dynast (8%)

FINDING POTENTIAL MAJOR GIFT DONORS A quality prospect will have the capacity, interest, and willingness to support your foundation.  Start in your own back yard.  Current donors  Volunteers  Past scholarship & grant recipients  Peer Networks Look at who’s giving to similar organizations. Follow the money. Like foundations and corporations, it’s important to look for the right fit between a potential donor and the foundation.

WHAT IS NEEDED FOR A MAJOR GIFT PROGRAM List of prospects Staff time to research donors Written Gift Policies Understanding of gift avenues Purpose and Impact of Gift Recognition Program

WORD OF CAUTION Major gifts are motivated by a personal relationship, passion for a mission or a desire for a certain result from the use of the funds. Because of strings attached (restrictions) to such gifts there are opportunities for risk of disagreement between the donor and you. Tips  Don’t make promises the organization can’t keep.  Ask are there any undue restrictions on the use, display, or sale of the property? Are there any carrying costs for the property (insurance, lease space, maintenance to preserve value, appraisal for sale purposes) and are there unrealistic long-term expenses?  Ensure the gift restriction is in line with the organization’s mission. Avoid gifts that already pose potential problems.  Ensure the gift restriction has a net positive impact on the organization.

SMALL GESTURES WITH BIG PAY OFFS 1.Whenever possible, include a personal note at the bottom of a thank you letter. 2.Begin a letter with a quote 3.Extend invitations to tour or events 4.Follow up call from CEO/President 5.Build and nurture board relationships by paying attention to what is going on in their lives. Stewardship is a key concept in fundraising! “There is one word which may serve as a rule of practice for all one’s life – reciprocity.” - Confucius

FINAL POINTS In theory a fundraiser should never fail in a major gift solicitation. They should know:  They are talking to the right person  The prospect has the capacity  They care about your mission  The Foundation has the capacity to deliver on their promises When ready to make the ask, consider the environment When to make the ask.

RESOURCES Individuals who offer major gifts – Center on Wealth and Philanthropy at Boston College Key Trends in Major Giving – Bank of America Study. Research – Dun & Bradstree, Intelius.com ($), Marquis Who’s Who, NOZA ($), zoominfi.com ($), WealthEngine.com Association of Fundraising Professionals - The Chronicle of Philanthropy - National School Foundation Association - American Schools Foundation Alliance - Foundation Innovation - JJ Baskin - Texas Pioneer Foundation -