You have the gift. Now what?
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PG Calc | Invested in your mission
Jeff LydenbergVice President, ConsultingPG [email protected]
You have the gift. Now what?
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PG Calc | Invested in your mission
Introduction
Why be concerned about stewardship and administration?
We already have the gift…right?
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PG Calc | Invested in your mission
Gifts Appropriate of Recognition
• Bequest intentions• Beneficiary designations• Gift annuitants• Charitable remainder and lead trust
donors• Life tenants• Complex asset donors?
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Stewardship – Benefits
• Right thing to do• Keep bequest in place• Increase bequest amount• Result in additional planned gifts• Accelerate bequest• Additional, possibly larger outright gifts
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Stewardship
Stewardship begins the moment your non-profit is informed of the planned gift – be prepared• What happens before the good news gets to
you?• How does it get to you?• Respond in a timely manner
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Stewardship: Donor Acknowledgment
Upon Notification of Bequest Intention or other planned gift
• Within 24 hours: contact donor• Within 2-4 days: send LS welcome letter
with Gift Notification Form • Within 1 week: data entry• Within 2 weeks: thank you call or letter from
President/CEO or Board member© 2014 PG Calc You have the gift. Now what? 6
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Stewardship: What Next?
Deepen relationship through ongoing contact:
• Cards• Phone calls• Personal visits• Insider’s Report / quarterly letter • Interview for donor story, testimonial,
quote• Meetings with others in the organization• Legacy society activities
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Stewardship: Consider a Legacy Society
• Formalizes stewardship• Donors feel part of a special community• Provides an avenue for donor
recognition• Marketing benefits
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Legacy Society: Are You Ready?
• Resources to commit?• Known PG donors?• Prospects for reasonable growth?
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© 2014 PG Calc You have the gift. Now what?
Legacy Society – Key Aspects
1. Membership Standards2. Membership Benefits3. Donor Recognition4. [Annual] Event
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1. Legacy Society: Membership Criteria
Be Inclusive
• Contingent Bequest Donors
• Go easy on required documentation
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2. Legacy Society: Membership Benefits
• When deciding upon benefits to offer, keep in mind– they serve multiple purposes– quality not quantity is important– be consistent
• Offer 1+ “standard” benefits
• Add 1-2 “unique” benefits
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Legacy Society: Membership Certificate
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3. Legacy Society: Member Recognition
• Use multiple channels to recognize donors
• Consider deceased members
• Decide if gift size matters
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Recognition E-mail
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4. Legacy Society: [Annual] Event
• Focus is on quality• Choose the size that fits you best
– Coffee and pastries with the President– Tour of your facility– Reception with Board members– Luncheon– Afternoon tea– Dinner
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Legacy Society [Annual] Event
• Primary goal: thank donors and help them to feel part of a special group
• Secondary goals: educate about organization’s work, create a greater level of involvement
• Do NOT solicit or introduce new gift ideas
• DO invite prospects, professional advisors, estate executors, family members© 2014 PG Calc You have the gift. Now what? 1
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Annual Event –The Pride Foundation
Grant making (incl. scholarships) organization
• Held at a private home, evening• Wine and heavy hors d’oeuvres• Evaluate 3 grant applications• Choose one through collaborative process• Great follow-up: thank you letter from
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Stewardship: Other Activities
• Some of the best stewardship and recognition activities are regular, ongoing personal contactsThe Challenge: Have at least one substantive
contact with each planned giving donor each year
• Interview for donor story• Invite to other activities/events at the non-profit (distinguish)© 2014 PG Calc You have the gift. Now what? 1
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Stewardship: How to Accomplish?
• Determine what you can do, given resources
• Start small and build• Use volunteers• Integrate into existing efforts at non-
profitHave a plan
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Stewardship: Puget Sound Blood Center
The Situation• Some planned giving activity in the past• Heritage Society – 30 members• Very little activity/contact for years• One fundraiser, doing PG part time
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Stewardship: Puget Sound Blood Center
The Action• Personal contact via e-mail, phone, visits• HS certificate developed• “Partners in Life” quarterly events around the
sound– One-page HS newsletter– Brief explanation of the HS– HS member shared story– Asked to consider such a gift
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PSBC: Heritage Society Newsletter
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© 2014 PG Calc You have the gift. Now what?
PSBC: Heritage Society Member Certificate
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Stewardship: Puget Sound Blood Center
The Response• After a “Partners in Life” event, family contacted
PGO. Let her know PSBC was in their will, now increasing gift from 5% to 25%, and additional gifts are being discussed
• HS member that had never been visited. PGO reached via e-mail, eventually visited (HS member certificate). Donor attended “Partners in Life” event, later met Director. Specific bequest left in will and another (residual) gift added
• Uncovered great donor story to inspire others© 2014 PG Calc You have the gift. Now what? 2
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Summary
Key Word: STEWARDSHIP• Stewardship of the donor while living• Stewardship of the donor after passing• Stewardship of your planned giving
program
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Questions and Answers
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