2. System or Programs
Structuring and Integrating Our Work to Secure Larger Gift Commitments Arthur L. Criscillis, Ed.D., Managing Partner, Alexander Haas and Melinda A. Murphy, J.D., Director of Gift and Estate Planning, Eastern Kentucky University

3. About You Work Titles/Areas Your Actual Work (Evaluation)
Your Interest in This Session?

4. Impetus for Session: Observations from Assessments
Training of Gift Officers
Silos evidenced
Type of gift sought
Area of assignment (unit/geography)
Constituent
Objective of Development: More money from as many as possible
Means not an end
Raise more money
Participation—sure, but . . .
Donor Appreciation—right and wise, but . . .
Ideal donor: regular, major, planned (Trifecta!)

5. Prospects Pools and Typical Work
Major Gift
Leadership Annual Gift
Suspect (donor/non-donor)
Prospects
Prospect (donor/non-donor)
MG capacity
Current major gift donor
PG profile
Non-MG/PG
Planned Gift
Renewal
Marketing segments
Donors
Top suspects
Marketing respondents
MGO referral
Self-identified

6. Some Common Issues
Hoarding/Protecting (witness protection program; prospect pool)
Primary becomes exclusionary (actual work/assigned work)
Lower potential vs. higher potential
Concentration bias (go where we go and look where we go)
Stewardship vs. new (metrics, good intentions, challenge of time)
Planned becomes ultimate becomes final
Limits of time and, thus, capacity

7. Break Silos Major Gift Officers (primary MG; secondary PG, LAG)
Ask for LG as part of cultivation
Fill-in visits: PG suspect list; LAG; PG stewardship
PG Donors as potential outright donors
Rigorous review of portfolio
Stewardship plans
Leadership Annual Gift Officers (primary LAG; secondary MG/PG qualification)
Opt for MG potential/PG potential
Look to areas not being covered by MGOs (no concentration of gift type; school/unit; constituent)
New/upgrade as focus, not renewals (monitor “problem children”)
PG stewardship
Planned Giving Officers (primary PG; secondary MG/LAG)
Suspect list with supplement of MG/LAG
PG to MG and/or LAG
Stewardship

8. Implications Defining/refining prospect pools Assignments/managing
Training in gift work
Educating about priorities
Role of donor appreciation
Metrics

9. Thank you for attending!
Please remember to complete the evaluation form of this session and turn it in to our moderator or at the conference registration desk. Enjoy the rest of the conference!