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National Conference - Where new ideas grow

Development of United Way Toronto Integrated Major Gifts Program. 1995: Launch of endowment: The Tomorrow Fund 1998: Launch of Major Gifts Program: Annual Gifts of $5,000 2000: Special Gift program begins 2005: Business case made to focus Major Gifts program on $10,000 gifts to Annual, Special Initiatives and Endowment 2008: Total Contributions to Annual Campaign, Special Gifts and Endowment = $30 M..

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National Conference - Where new ideas grow

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    2. SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    3. Launch of the Major Gifts Program Model Established in 1998 Recruited first Chair, Major Gifts for the Campaign Cabinet Volunteer chair and senior staff established the volunteer structure and roles that would underlie the relationship based approach to cultivating, soliciting and stewarding major gift donors at $5,000+ level 1998 Major Gift Cabinet of 25 volunteers recruited: each volunteer to visit 5 donors/prospects. Model continues in 2009: 80-90 volunteers recruited SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    4. Annual Leadership and Major Gift Achievement 2008 Results: $21.1 M in Major Annual Gifts $10,000+ SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    5. Special Targeted Gifts Growth 2008 Results: $7.3 Million from 66 donors SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    6. Tomorrow Fund Giving Growth 2008 Results: $1.8 million SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    7. Secret to Success: Integrate Major Individual Giving Two Ways # 1: Integrate Major Gifts Team with the Workplace Fundraising Team # 2: Integrate Annual, Special Gift and Endowment giving strategies for targeted donors SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    8. #1 Integrate Major Gifts with the Workplace Fundraising Team Step One Strong Leadership program should be in place: donor migration Recruit Chair of Major Gifts to Campaign Cabinet Volunteers recruited to Major Gifts Cabinet for donor visits SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    9. #1 Integrate Major Gifts with the Workplace Fundraising Team Step Two Workplace fundraisers and Major Gift Officer identify MIG prospects across all sectors 5 donors/prospects assigned to each volunteer: leverage Train volunteers Provide communication messages and materials relevant to Major Gift donors SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    10. #1 Integrate Major Gifts with the Workplace Fundraising Team Step Three Leadership-MIG Migration strategy in place at key accounts Major Gift level ask in Leadership letters Leadership Chairs trained by Major Gifts staff Leadership Chairs make some internal calls on MIG prospects SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    11. #1 Integrate Major Gifts with the Workplace Fundraising Team Step Four Workplace fundraisers and Major Gift staff communicate regularly Communicate key successes to accounts SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    12. Identifying Annual Major Donor Prospects Target Leadership donors sitting on Board, Cabinet, MIG Cabinet Leadership Donors below Major Gift level ex: $2,500+ Community and business leaders known to MIG volunteers SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    13. The Annual Major Gift Visit Briefing Notes for the volunteers prepared by Major Gifts Staff Case for Giving Ask for a Major Gift SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    14. Why Integrate Your Annual, Special and Endowment Giving? # 1: Build Life-long Donor Giving Create a holistic relationship with the donor that addresses their evolving philanthropic interests and capacity. Objective of building a life-long relationship with United Way: “Work-place to Grave” SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    15. Why Integrate your Annual, Special and Endowment Giving Programs? # 2: Grow Individual Giving Overall Offer highly customized service to donors and their families in order to provide a full-range of giving opportunities that are appropriate to the life-stage, involvement, interests and capacity of the donor SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    16. How to Integrate? Offer a Full Range of Giving Opportunities Annual Gift: Leadership and Major Giving Volunteer Involvement Special Gifts: Targeted United Way Initiatives Endowment Giving: The Tomorrow Fund SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    17. Why is it important to integrate? Giving environment threats Fear of losing the donors when they leave the workplace – aging population, looming retirement trend of Baby Boomers Wealthy retirees moving out of Toronto Donor interest in targeted giving opportunities Increased competition in Toronto’s philanthropic community – endowments, naming opportunities SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    18. Why is it important to integrate ? The giving environment opportunities: Long-term, consistent giving to United Way through the workplace has become a giving “habit” and creates loyal donors Have more information on Major Donors – family, business and capacity research available Community Impact agenda presents targeted giving opportunities: Special Giving Initiatives that must be funded by donors above and beyond Community Fund giving SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    19. Integration Challenges Traditional United Way Model Resistance of workplace fundraisers who were concerned about renewing the annual gifts from donors who were targeted as prospects for a Special or endowment gift Difficulty of developing the “product” for Special Gift opportunities to be presented to donors: focus, focus, focus (but be flexible) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    20. Incentive for the Major Gift Officers to Offer an Integrated Approach to our donors Appeal of being able to offer a “full service approach” that meets donor needs at multiple levels. The Major Gift Officer is responsible for all giving opportunities related to their portfolio of individual donors. Over time, embedded an understanding in the Resource Development team that the organization values all forms of giving to United Way SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    21. Incentive for the Major Gift Officers to Offer an Integrated Approach to our donors Goals are set on all giving types Personal financial goals reflect prospect identification and solicitation of annual, special and endowment giving Major Gift Officers work style stresses communication with Workplace Fundraisers on status of all forms of giving from their sector Shared pride in achievement by all donors within their shared sector SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    22. Elements of Integration: 1. Integrated Case for Support United Way Community Fund 9 Service Areas 3 Priority Areas; Neighbourhoods, Youth, Newcomers Special Initiatives Focus on 3 Priorities Tomorrow Fund Endowment Young Children/Early Learning focus for now Long-term volunteers’ lifetime involvement SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    23. Elements of Integration: 2. Special Gift Prospect Identification Annual Campaign Major Donor Prospects Migration: Current donors giving $5,000 or more Prospects within the workplace and community Major Gift Officers and volunteers identify business and community leaders (non-donors) Prospect Researcher identifies high capacity individuals (donors and non-donors) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    24. Elements of Integration 2. Special Gift Prospect Identification (con’t) Special Gift Prospects Staff identify prospects from major donor pool Focus on long-time annual donors and senior volunteers with close ties to UW Major Gift Cabinet, Board and Campaign Cabinet volunteers identify prospects Tomorrow Fund Prospects Director of Tomorrow Fund and staff identify TF prospects from annual donors and volunteer groups Volunteer identifies from annual donor group SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    25. Elements of Integration 3. Training of Volunteers Cross-training approach of all key volunteer groups on all giving types Major Gifts Cabinet has primary focus on Case for Support for annual gift to Community Fund, with presentation on Special Initiatives and Tomorrow Fund each year Campaign Cabinet and Board of Trustees receive presentations on Special Gift priorities and endowment giving SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    26. Elements of Integration 4. Integrated approach to Cultivation Major Donor events target all annual, special initiative and Tomorrow Fund donors Cocktail reception hosted by senior business leader Community Circle reception hosted by Campaign Chair or other senior volunteer/donor Million Dollar Roundtable dinner hosted by senior volunteer/donor SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    27. Elements of Integration 5. Combined Campaign Goal Total Campaign Goal includes Annual giving, Special Gift and Tomorrow Fund Major Gift Team plays role in achieving all three components SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    28. Elements of Integration 6. Cultivation & Solicitation on Donor Visits Volunteer/Staff visits to current and prospective annual campaign donors Major Gift Officer briefing notes highlight opportunities for Special Gift and endowment discussion. Probe of donor interest in enhanced giving to UW Annual donor visits identify prospects for Special Gifts Specially trained volunteers accompany MGOs on the calls to donors identified as TF prospects SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    29. Elements of Integration 7. Stewardship All Major Donor stewardship activity includes annual, special and endowment donors Leadership Honour Roll Special section highlights Community Circle donors, which recognizes cumulative gifts through all types of giving Tomorrow Fund section highlights gifts to endowment Listings place donor at level that reflects all gifts in that year SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    30. Case Study 1: Progress from Annual to Endowment Donor Endowment: Volunteer Donor Past Campaign Chair (in 1996) Volunteer on Major Gifts Cabinet $30,000 annual gift each year Established $2M Family Named Fund in 2006 upon business windfall Maintained annual gift of $30,000 (matched) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    31. Case Study # 2: Annual Donor gives Special Gift and Bequest Special Gift: Individual Long-time major donor to annual campaign Member of UW Board of Trustees - volunteer President asked for a $100,000 special gift to UW “StrongNeighbourhoods Strategy” Continued annual gift as well as special gift Advised UW of bequest in his Will – life-long donor SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

    32. Integration of the Annual and Major Gifts Program Questions? SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.) SLIDE with LINE– (Copy this slide if you want a LINE down the middle to divide English and French.)

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