1. Planned Giving for Small Shops
Joe Cheeseman, Director of Philanthropy Kathleen Bentley, Individual Giving Officer

2. Initial Steps Identified Need Did Lots of Research Assessed Resources
Assembled a Team
Developed a Plan
Planned Implementation
What We Learned
Final Thoughts

3. Identified Need
Had Existing Successful Capital Campaigns & Events (Galas, Golf Tournaments, Sailing Regattas)
Realized the Need to Invest in the Future & Improve Organizational Sustainability
Additional Resources for Clinical Programs
These needs created the impetus to strengthen our philanthropy efforts & build a more robust program

4. Research Thorough Research Provided Valuable Tools and Recommendations
Staff Attended Planned Giving Presentations
Networked with Other Philanthropy Professionals
Strengthened Professional Relationships
1. Tools and recommendations could be studied and fairly easily implemented within our existing structure.
2, 3, 4 Discovered a community that is supportive and informative. PPP provides resources and contacts. Having access to a knowledgeable community is important to show credibility to our SLT and Board.

5. Assessed Resources Knew We Had Limited Resources
Have Gained Support From Our Senior Leadership Team
Have Some Board Support Though Our Ultimate Goal is 100% Participation
Small Staff – Not Experienced in Developing a Planned Giving Program
1. Joe, what resources were in place, and what resources were lacking?

6. Assembled a Team & Identified Prospects
Assembled a Small, Professional, Highly Committed Team (Staff and Volunteers)
Made the Board Part of the Team
Selectively Included Types and Size of Gifts We Could Successfully Manage
Identified Potential Prospects – Who Would Be Our Most Likely Donors?
Refreshed Our Legacy Society
2. By developing a business plan and presenting it at a Board meeting. Follow up with individual conversations which include various ways to give.
5. We are now emphasizing the importance of being a member and we have made it an integral part of our leadership giving society

7. Implementation Wrote a Business & Implementation Plan
Secured Board Support
Hired a Giving Officer Who Has Experience in Planned Giving Conversations
Hosted an Inaugural Event
Followed Up With Guests
Planned Future Events to Include Educational Opportunities for Society Members and Other Constituencies
1 -3 are the organizational pieces that we implemented. 4 – 6 are programmatic. 6. Talk about how we are including other constituencies in the invitation list and how we are talking more about leaving a legacy and what that means on a very personal level as a prelude to solicitations. Also how we are having two events per year. Prospect list evolved – removed people and created a new list with loyal donors.

8. What We Learned
We Learned That it is Important for All Giving Officers to be Able to Share Planned Giving Information When Appropriate
We Learned That Annual Loyalty to an Organization can be As Important as Gift Amounts
We Learned That Initial Legacy Conversations are Most Effective When Money is Left Out of the Conversation

9. Final Thoughts Breathe Easy, and Take Things One Step at a Time
Find a Volunteer to Partner With, if Possible
Remember That Start-up Programs and Conversations are Often the Ones That Fall Off the Priority List
Work That You Do Will Lay the Foundation for Transformative Gifts to Your Organization in the Future
Program Building Can Feel Like Tortoise Work – It Takes Time to Build, but Will Pay Dividends with Consistent Action Over Time.

10. “What mankind fears is not so much extinction, but extinction with insignificance. Man wants to know that his life has somehow counted, if not for himself, then at least in the larger scheme of things. That it has left a trace, a trace that has meaning.” Ernest Becker, psychologist

11. Thank you!