1. Maximizing Support from your Donors through your Capital Campaign Jeffrey Wilklow Campbell & Company and Valerie Broadie Planned Parenthood of Metropolitan Washington #Bridge14

2. Capital Campaigns Transform Your Organization Your main ask is not the end but a beginning of a larger and integrated campaign. Main Ask Integrated Campaign

3. Capital Campaigns Transform Your Organization Capital Campaigns can serve as a chance to open up a planned gift conversation with your existing and potential donor base. The key is the establishment of deep and engaged relationships with your donors. Integrated Campaign

4. The Legacy Giving Conversation

5. “Let me tell you about the very rich. They are different from you and me.” Producers Legacy What they all worry about The 20% myth Wealthy Donors

6. Endowing gift Fear of giving too much away Modest Givers

7. 7 Conversational Opportunities New Strategic Direction Legacy Society Push New Leadership Campaign

8. The Courtship Pick up lines First Dates Getting Lucky Getting Serious Lifetime Commitment

9. The Philanthropic Partnership Institutional Mission Donor’s Life Mission

10. Question of the Day What is the #1 reason why people don’t give? They are not asked!

11. Other Reasons The case wasn’t strong enough The appeal wasn’t personal No one followed up No one suggested a specific amount The solicitor did not listen No one suggested alternate ways to give

12. Wood, Graeme, “Secret Fears of the Super-Rich,” The Atlantic, April 2011 Swank, Katherine, “How to talk with Donors about Planned Gifts,” Target Analytics Thanks – and feel free to contact us for follow up: Jeff Wilklow - jaw@campbellcompany.com Bibliography

13. Thank you! Don’t forget to visit the Solutions Showcase! Many of the ideas discussed today are on display at the Solutions Showcase! #Bridge14 Jeffrey Wilklow Jeff.Wilklow@campbellcompany.com Jeff.Wilklow@campbellcompany.com Valerie Broadie Valerie.Broadie@ppmw.org Valerie.Broadie@ppmw.org