MAJOR GIFTSdeveloping a successful major

gifts program

OBJECTIVES

•To gain understanding of how to define a major gift

•To identify the key elements that are critical in a major gifts program

•To identify next steps

Major Gift –

What does it mean to you?

WHY DONORS GIVE

Guilt/Obligation

Proposals/Materials

Tax Considerations

Jerry Panas – Mega Gifts

WHY DONORS GIVE

1. Belief in the mission2. Community responsibility and civic pride3. Fiscal stability of the organization4. Regard for staff and volunteer leadership5. Involvement on a board

Jerry Panas – Mega Gifts

DEFINITION

INTERNAL

Development Experience

ROI

DEFINITION

EXTERNAL – WHAT IT MEANS TO A DONOR

A “stop and think” decision

TYPES OF GIFTS

• Sustaining or Annual Gift

• Major or Special Gift

• Ultimate Gift

Annual Gift

Major Gift

Ultimate Gift

CULTIVATE ASK

TIME MANAGEMENT

10/90 RULE

MOVES MANAGEMENT

Strategically and personally involve, cultivate and solicit the

10%

MOVES MANAGEMENT

•Natural Partners

•Primary Player

•Moves Manager

A MOVE

•Too General

•Unrealistic

•Fundraiser Driven

GOOD MOVE OR BAD MOVE?

Example 1: I had dinner last night with my prospect and we had a great evening we enjoyed one another’s company and spent some quality time together and both found we had a love of animals.

MOVES MANAGEMENT

•By phone

•By letter

•In person

MOVES MANAGEMENT

•Best Possible Outcome

•The Minimum Acceptable Outcome

MOVES MANAGEMENT

•A strategy

MOVES MANAGEMENT

•Next Steps

•What are they?

MOVES MANAGEMENT

•Identify your 10%

•Create a file on each

•Identify natural partners

•Consult with partners

•Select primary player

MOVES MANAGEMENT

•Develop primary strategy•Plan your next 10 moves•Implement moves•Review status of each year end•Add/delete prospects for next year

WHAT WILL YOU DO NEXT?

•Next Steps

•What are they?

•Involve your RD Committee

•Ask for a board commitment to a major gift strategy

Resources

http://fundraising.bgca.net/bgca/How%20To%20Index/Conference%20Materials.htm

For more information, visit:•BGCA.net•The FUNDRAI$INGbank•Go to The Vault•Go to Conference Materials