1. Stewarding Planned Gifts and Engaging Planned Giving Donors Kathleen Diemer, CFRE NCGPC Luncheon December 9, 2015

2. Special Recognition

3. The Kathleen Diemer Presentation Disclaimer

4. Our Work is Changing  The Way We Were  Say Goodbye to Tchotchkes  Say Hello to Technology  Read the Papers Lately?  Generational Shifts  Changing Needs and Wants of Donors  Emergence of a Professional Field  ADRP/AASP Best Practices

5. What is Donor Relations?  Donor relations is the comprehensive effort of any nonprofit that seeks philanthropic support to ensure that donors experience high quality interactions with the organization that foster long- term engagement and investment. (ADRP 2010)

6. The Parts of the Whole  Gift Acceptance  Acknowledgement  Recognition  Reporting (Stewardship)

7. You May Also See  Acknowledgement  Stewardship  Recognition  Engagement

8. Planned Gifts vs. Planned Giving Donors  Terminology  Types of Gifts  Donor Experience  Being Donor Centric

9. Excuses for a Lack of Donor Relations  Time  Budget  Staffing

10. List 5 Donors with Planned Gift Commitments Who Need Immediate Attention 1) ___________________________ 2) ___________________________ 3) ___________________________ 4) ___________________________ 5) ___________________________

11. List Your 3 Biggest Challenges to Reporting on Planned Gifts 1) ___________________________ 2) ___________________________ 3) ___________________________

12. Challenges to Stewarding Planned Gifts  Not All Types are Created Equal  Not Yet Realized  Donor May be Deceased  Respecting Donor Privacy

13. Engaging Your Donors Doesn’t Need to be Difficult  Know Your Donors  Know Their Expectations  Use What You Have

14. What Are You Currently Doing for Donors Who Have Planned Gift Commitments? ___________________________

15. Engagement  Should be Thoughtful and Meaningful  Should Respect Budgets, But Can be Accomplished without Cost  Should Utilize Creativity and Institutional Advantages  Should Focus on the Preferences and Desires of Your Donor

16. No Budget Recognition and Engagement  Existing Communications  Unique Experiences  Build on Existing Events/Activities  Access to People and Places

17. List 3 Existing Communications You Could Use to Recognize Donors Who Have Planned Gift Commitments 1) ___________________________ 2) ___________________________ 3) ___________________________

18. List 3 Unique Experiences You Can Provide for Donors 1) ___________________________ 2) ___________________________ 3) ___________________________

19. List 3 Existing Activities or Events You Can Utilize to Engage Donors 1) ___________________________ 2) ___________________________ 3) ___________________________

20. Stewardship Doesn’t Always Require Paper  Communications  Video  Online  Experiences

21. List the Reporting/Stewardship You Currently Provide for Planned Gift Commitments 1) ___________________________ 2) ___________________________ 3) ___________________________ 4) ___________________________ 5) ___________________________

22. Organizational Partners in Stewardship  Financial Management  Information Technology  Beneficiaries  Facilities  Fund Administrators

23. List the Reports and Activities Your Donors Want 1) ___________________________ 2) ___________________________ 3) ___________________________ 4) ___________________________ 5) ___________________________

24. Questions? Kathleen Diemer, CFRE Executive Director of Donor Relations and Advancement Communications George Mason University kdiemer@gmu.edu