1. The Time to Prepare Is NOW! 17 th Annual Nonprofit Conference on Sustainability Strategies October 16, 2009 Clyde W. Kunz, CFRE

2. Clyde Kunz & Associates LLC2 The Nonprofit Response Budget cuts - JUSTIFIED Reduction of services – OK New services put on “hold” - OK Suspension of planned giving programs – NEVER! Suspension of endowment and/or capital campaigns plans – NOT!

3. Clyde Kunz & Associates LLC3 Planned Giving Represents future money Focus is on the long-term nature of programs and services Enables those who want to give a means to do so Increases donor commitment to the organization

4. Clyde Kunz & Associates LLC4 Campaigns Good campaigns have three phases: –Preparation – 50% of total campaign –“Quiet” phase –“Public” phase Preparation time is NOW

5. Clyde Kunz & Associates LLC5 Preparing Wisely Board and other volunteer development Staff development Prospect identification Individualize prospect plans Developing the case statement Designing the campaign

6. Clyde Kunz & Associates LLC6 Board/Vol Development What kind of leadership do we need on the Board for the Campaign? Are any key Campaign prospects potential Board members? What size should the Board be? Which community leaders do we want to recruit to the Campaign Committee?

7. Clyde Kunz & Associates LLC7 Staff Development Look for Campaign experience in hiring Search out Campaign-related training opportunities Are adequate systems (electronic and operational) in place for tracking pledges? Identify and interview potential Campaign counsel

8. Clyde Kunz & Associates LLC8 Prospect Identification Look internally at “who has given” A 3-yr. history is important! Identify volunteers who “know everybody” Is professional wealth-screening an option? Research other large gifts prospects have made; board affiliations, etc.

9. Clyde Kunz & Associates LLC9 Individualized Plans No two major gift donors are alike Make them your “partner in crime” People care about that with which they are involved Don’t make it about money! When we care, they will share

10. Clyde Kunz & Associates LLC10 Develop the Case Statement Include constituents in the process –Volunteers –Prospective donors –Other community leaders –Staff (especially program staff) –Users of programs –Nonprofit partners in the community Never go to print

11. Clyde Kunz & Associates LLC11 Design the Campaign Volunteer structure Gift Range Chart Naming opportunities Revisit the Gifts Acceptance Policy Develop forms, letters and internal procedures for handling pledges A donor recognition plan

12. Thank You ! Kunz@Cox.net (520) 977-4019 www.ClydeKunz.com