University of Missouri–St. Louis Corps and Founds are People, Too! Corporate and Individual Stewardship and Engagement September 30, 2015 Beth Krumm, Director of Development, College of Business Jaclyn Kirouac-Fram, Director, Corporate and Foundation Relations

Serious education. Serious value. Goals for Today  Brief overview of stewardship  The “Science” and “Art” of stewardship  Relationship between individual stewardship and corporate stewardship  Your turn!

Serious education. Serious value. Stewardship Process whereby an organization seeks to be worthy of continued philanthropic support, including the acknowledgement of gifts, donor recognition, the honoring of donor intent, prudent investment of gifts, and the effective and efficient use of funds to further the mission of the organization. (AFP Dictionary)

Serious education. Serious value. Stewardship AKA – communicating impact and strengthening your (and your organization’s) relationship with donors.

Serious education. Serious value. Stewardship & Engagement Identify Cultivate Solicit Steward

Serious education. Serious value. Importance of Stewardship  Donors Giving to Fewer Causes  Cost of Acquisition vs Retention

Serious education. Serious value. The Science and Art of Stewardship

Serious education. Serious value. The “Science” of Stewardship  Gift Acceptance and Management  Acknowledgements

Serious education. Serious value. Gift Acceptance and Management  Gift Acceptance Policy  Written documentation detailing specific criteria for gifts to be accepted  Adheres to organization’s core values  Allows organization to decline a gift if necessary  Gift Agreement Form  Ensures donor intentions are followed  Guideline for gift processors  Database  Method of keeping donor and gift records  Provides accuracy and an audit trail

Serious education. Serious value. Acknowledgements  Accurate, timely, meaningful expressions of thanks  Immediate call of thanks, if reasonable  Letter within hours o “Your gift is tax deductible as allowed by law. No goods or services were provided in exchange for your gift.” o Clear explanation of Fair Market Value, if goods/services have been provided : “$70 of your $150 ticket is tax deductible as allowed by law.”  Revise your acknowledgement letter frequently o “Thank you for your gift of X received on X.”

Serious education. Serious value. The “Art” of Stewardship: Our Focus Today  Recognition  Reporting

Serious education. Serious value. Recognition  Donor-specific and Donor-driven  Usually public  Can include  Giving clubs, donor societies  Newsletter/magazine profiles  Annual reports  Social media sites, websites, etc.  Donor walls, bricks, etc.  Naming rights, endowed chairs, etc.  Event recognition  Know your donor – what is meaningful to them?

Serious education. Serious value. Reporting  Qualitative (anecdotal)  How did my gift help?  Stories  Personal outreach/testimonials  Quantitative (statistical)  Impact reports (we hit the goal!)  Financial reports  Endowment updates  White papers  Annual reports  Know your donor – how do they like to receive information?

Serious education. Serious value. Your Turn!

Serious education. Serious value. Enhancing Recognition & Reporting: but first…what is your donor looking for??  Individual donors  Impact of their gift  Confirmation of fiscal responsibility  Feeling of belonging and connection (family feeling)  Corporate donors  Impact of their gift  Confirmation of fiscal responsibility  Brand recognition  Public awareness of their philanthropy  Employee engagement opportunities

Serious education. Serious value. All Donors are People Individual DonorCorporate Donor New Donor Welcome PacketCorporate Partners Welcome Packet Handwritten thank-you note Invitation to tour facility Send Impact Postcard/ /ReportSend Impact Report Holiday/Birthday Card Thank you call from CEO Invitation to annual donor event Send white paper on topic of interest Invitation to private event Naming opportunityStrategic naming opportunity Invitation to educational programOffer faculty/director expertise

Serious education. Serious value. Similar, but not the same: Meeting Unique Corporate Donor Needs The Corporate Partners Program  Level-based menu of benefits to enhance:  The value of your organization  Their brand awareness  Public awareness of their philanthropy

Serious education. Serious value. Your Turn!

Serious education. Serious value. Build a Knockout Stewardship Plan  Scenario 1: The New Donor  $250 gift in response to direct mail piece, no prior cultivation  Scenario 2: The Upgrade Donor:  The same donor from Scenario 1, upgraded to $1,000 gift after cultivation  Scenario 3: The Cumulative/Legacy Donor:  Mrs. X has given $100/year for 15 years, has indicated that she’s leaving “something” in her will  Scenario 4: The Foundation Donor:  $10,000 program gift, first time  Scenario 5: The Corporate Donor  $10,000 sponsorship, have provided program support in the past ($25,000 last year) Your job: devise a 3-7 move, 12-month stewardship plan.

Serious education. Serious value. Incorporating In To Your Daily Work  Recognize it’s easy to put off for other, seemingly more important tasks (contact reports, meeting prep, etc.)  Set aside time each day/week  Standardize certain aspects

Serious education. Serious value. $1-500$ $1, ,999 $5,000 - $9,999 $10,000 - $24,999 $25,000 - $49,999 $50,000+ Cumulative Giving Society Legacy Donors New Donor Corporations Send Printed NewsletterXXXXXXXXX Include in E-blastsXXXXXXXXXX Website Listing XXXXXXXXX X Mail end of year letter/postcard with results XXXXXXXXXX Recognition in printed newsletter XXXXXXXXX Tax letter sent within 48 hours XXXXXXXXXX New Donor welcome packetX XXXXXXX X Holiday Card XXXXXXXXX Birthday Card XXXXXXXXX Send Annual Report XXXXXXXXXX Listed in Annual Report XXXXXXXXX Receive an impact postcard XXXXXXX X Thank you call from Director of Development XXXXXX Thank you call from CEO XXXXXXXX Receive a phone call during Thank-A-Thon XXXXXXXXX Send (semi-annually) white paper on topic of interest XXXXXXX Invitation to Annual Donor Event XXXXXXX Receives lapel pin (stone determined by giving level) XXXXXX Phone call or note from Board member XXXXXX Invitation to private event XXX Invitation to financial planning seminar XXX Endowment Report sent X Invitation to tour facility X Individualized stewardship plan XXXXX Stewardship Matrix

Serious education. Serious value. Annual Planning Worksheet MonthBoardMajor Donors Annual Fund Corps/ Founds Special Events Direct MailMarketing/PR January February March April May June July August September October November December

Serious education. Serious value. Final Thoughts  Effective stewardship must be personal and sincere  Know your donors  Be accurate  Be creative  Use stewardship to:  Educate  Inspire  Motivate

Serious education. Serious value. Thank You!