A 4 0 -Y E A R LO O K AT M A J O R G I FT F U N D RA I S I N G

SOME THINGS NEVER CHANGE, BUT OTHERS DO!

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 30th

Charitable Giving – USA: $120 billion ($26 billion in 2013 dollars)

$118 billion or 90%+ from individuals ($22.5 billion in 2013 dollars)

APPEALS TYPICALLY CAME FROM ALUMNI OFFICES IN 1975

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!

Identify&

Engage

Cultivate

SolicitSteward

Relationship Cycle

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?

•Because they WERE ASKED

• By the right people• At the right time

• For the right opportunity• At the right gift level

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

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”

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”

TIMELESS PRINCIPLES Relationship Building

People Give to People

Focus on Basic Human Behavior

Look for the WIN-WIN

TIMELESS CRITERIA FOR FUNDRAISING SUCCESS

Leadership

Compelling Mission & Emotional Case

Adequate (internal) resources

Plan & Timetable

Sufficient Contributable Dollars

GIFT PYRAMID

OBJECTIVE: $5,000,000

GUIDELINES Top Investment 15-25% of Objective

Top 10 Investments 50-60% of Objective

Next 150-180 Investments 40-50% of Objective

No. at Level Gift Level Total

Cumulative Total

% of Objective

1 $1,000,000 $1,000000 $1,000000 20%

2 $500,000 $1,000,000 $2,000,000

3 $250,000 $750,000 $2,750,000

4 $100,000 $400,000 $3,150,000 63%

15 $50,000 $750,000 $3,900,000

25 $25,000 $625,000 $4,252,000

30 $10,000 $300,000 $4,825,000

35 $5,000 $175,000 $5,000,000 100%

Many Below $5,000 $100,000 $5,100,000 102%

Contributable Dollars

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

YOUR PROFESSIONALISM

Passion & commitment Institutional mission above personal

agenda Values/moral compass Credibility & Trust Leadership Style Fundraiser = Catalyst, not a main

ingredient

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

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

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

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