1. A 40-YEAR LOOK AT MAJOR GIFT FUNDRAISING SOME THINGS NEVER CHANGE, BUT OTHERS DO!

2. THEN: 1975  #1 song March 8-14: Have You Ever Been Mellow? by Olivia Newton John  #1 TV show – All in the Family – Archie Bunker  City of Saigon surrendered by US forces ending Vietnam War – April 30 th  Charitable Giving – USA: $120 billion ($26 billion in 2013 dollars)  $118 billion or 90%+ from individuals ($22.5 billion in 2013 dollars)

3. APPEALS TYPICALLY CAME FROM ALUMNI OFFICES IN 1975

4. SAME  Not an immediate gratification business  Focus immediate efforts on small percentage of your prospects/donors  Look for win-win opportunities  Non-Alumni friends give just as much as alumni friends  Major gift fundraising procedures produces greatest ROI—event fundraising produces the least  Strongest organizations build strong planned giving programs In short…. It’s all about building relationships!

5. Identify & Engage CultivateSolicitSteward Relationship Cycle

6. COMMON REASONS FOR GIVING Most Donors give for the same basic reasons:  To Feel Good  For the "Greater Good”  Because others are charitable  To make a difference in someone’s life  Why else would a donor give?

7. Because they WERE ASKED Because they WERE ASKED By the right people By the right people At the right time At the right time For the right opportunity For the right opportunity At the right gift level At the right gift level

8. DIFFERENT  Amount of competition and duplication among the 501(c)(3)’s  Huge membership numbers in professional organizations  Number of registered 501 (c)(3) – nationally and in Florida  Donor loyalty and donor retention rates are lower than ever  Direct response fundraising

9. ALSO DIFFERENT  Focus on appealing to younger donors  Often initial spike in response that cannot be sustained  ROI is lower -- many 501(c)(3)’s now ignore exorbitant cost per dollar raised for “quick fix”  Now 90 -95% of effort and attention directed toward 5-10% of your prospect pool; years ago “80-20 “rule”  State funded institutions now “in the game”

10. ALSO DIFFERENT  Individuals donors much more concerned about outcomes  Women have become the most discerning donors  Many of largest individual charitable gifts now being made to personal/family foundations  More creative and complex planned giving vehicles being utilized by wealthy individuals  Community Foundations and personal foundations have become the “foundations of choice”

11. TIMELESS PRINCIPLES  Relationship Building  People Give to People  Focus on Basic Human Behavior  Look for the WIN-WIN

12. TIMELESS CRITERIA FOR FUNDRAISING SUCCESS  Leadership  Compelling Mission & Emotional Case  Adequate (internal) resources  Plan & Timetable  Sufficient Contributable Dollars

13. Contributable Dollars

14. TIMELESS KEYS TO FUNDRAISING SUCCESS  CEO, Board Chair, and CDO/CAO must all be invested  Leadership giving, transformational gifts and challenge-match giving  Your professionalism

15. YOUR PROFESSIONALISM  Passion & commitment  Institutional mission above personal agenda  Values/moral compass  Credibility & Trust  Leadership Style  Fundraiser = Catalyst, not a main ingredient

16. NOW, WHAT?  We’ve discussed what’s the same and what is different  We understand the timeless principles, keys and criteria  We recognize the importance of professionalism

17. OVERCOME THE THREATS  Many organizations vying for the charitable dollar  Immediate gratification demands  Higher taxes on the wealthy/redistribution of wealth  Government policies  Changes in disposable income

18. SEEK THE OPPORTUNITIES  C-I-L – Capacity, Interest, Linkage  Desire to “leave a legacy”  Partnering with other Organizations  Creative planned giving vehicles  Donor-advised Funds  International giving opportunities  Social media  Professional Organizations – AFP, CASE, AHP

19. QUESTIONS AND COMMENTS Thanks for being a part of this trip in time…. Presented By: Carol Carter – Bob Carter Companies Jennifer Vigne, CFRE – Mote Marine Laboratory