How to Harness the Power of
This presentation is the property of its rightful owner.
Sponsored Links
1 / 17

How to Harness the Power of Planned Giving to Reach or Exceed Y our Campaign Goals PowerPoint PPT Presentation


  • 79 Views
  • Uploaded on
  • Presentation posted in: General

How to Harness the Power of Planned Giving to Reach or Exceed Y our Campaign Goals. Minnesota Planned Giving Council Prepared by Michelle Janssen, CFRE November 2, 2010. Frame the role of planned giving within the context of planning and executing a campaign A bit of history

Download Presentation

How to Harness the Power of Planned Giving to Reach or Exceed Y our Campaign Goals

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


How to harness the power of planned giving to reach or exceed y our campaign goals

How to Harness the Power of

Planned Giving to Reach

or Exceed Your Campaign Goals

Minnesota Planned Giving Council

Prepared by Michelle Janssen, CFRENovember 2, 2010


How to harness the power of planned giving to reach or exceed y our campaign goals

Frame the role of planned giving within the context of planning and executing a campaign

A bit of history

Rules of the Road

Discuss tools developed in Valparaiso University’s $200 million campaign to drive endowment goals using planned giving

Purpose for the Session


How to harness the power of planned giving to reach or exceed y our campaign goals

In this session, I want to take the following

information back to my office about this topic:

1.

2.

3.

4.

Parking Lot Exercise


How to harness the power of planned giving to reach or exceed y our campaign goals

Historical Perspective

Prior to 1990, deferred gifts rarely encouraged as gifts for capital campaigns/projects

Deferred gifts that did materialize during the campaign counting period were counted, but the goals for the effort were not set with this source in mind

* Robert Sharpe/Sharpe Group, Memphis, TN

Planned Giving in Context of Planning and Executing a Campaign*


How to harness the power of planned giving to reach or exceed y our campaign goals

Recent History

Comprehensive counting has spawned campaigns that count annual renewable as well as planned giving towards the campaign

Bequests and other planned gifts can account for 35% of total campaign goal

* Robert Sharpe/Sharpe Group, Memphis, TN

Planned Giving in Context of Planning and Executing a Campaign*


How to harness the power of planned giving to reach or exceed y our campaign goals

Comprehensive counting comes with its share of problems:

Difficult to set goals for ‘realized’ bequests unless you have a mature planned giving program

Hard to attribute dollars actually raised from those emerging from actual solicitation activity

Challenging to communicate the success of the campaign to both internal and external consistencies

* Robert Sharpe/Sharpe Group, Memphis, TN

Planned Giving in Context of Planning and Executing a Campaign*


How to harness the power of planned giving to reach or exceed y our campaign goals

Ability to set larger goals

Opportunity to grow endowments through documented and matured bequests

Ability to recognize donors for larger gifts by incorporating an outright gift plus a planned gift

Why Incorporate Planned Giving Into a Campaign?


How to harness the power of planned giving to reach or exceed y our campaign goals

Planned Gifts utilized in the context of a campaign

Bequests

Documented/revocable

Matured

Life insurance policies

Charitable gift annuities

Lead and Remainder trusts

Definitions and Road Rules:


How to harness the power of planned giving to reach or exceed y our campaign goals

CASE(Council for Advancement and Support of Education)

Count matured estates at face value

Report irrevocable gifts at face and present value

Report bequests separately from outright and irrevocable gifts

Discount value of bequests from younger donors

Definitions and Road Rules:


How to harness the power of planned giving to reach or exceed y our campaign goals

Fundraising model sustains a continuous campaign

Three years of campaign counting

(five years in most recent effort)

Two years of campaign preparation and ‘rest’

Campaigns and Planned Giving at Valparaiso University


How to harness the power of planned giving to reach or exceed y our campaign goals

Lighting the Way raised $37 million on a $35 million goal

Planned gifts were not intentionally sought, but were counted as part of the comprehensive counting

Three Goals, One Promise raised $121 million on a $75 million goal

Introduced the ‘triple ask’

Our Valpo, Our Time raised $236 million on a $200 million goal

Planned giving intentionally incorporated into campaign planning and execution

Results of Valpo’s Fundraising Model


How to harness the power of planned giving to reach or exceed y our campaign goals

Endowment goal for Our Valpo, Our Time totaled $80 million

$50 million (outright)

$30 million (documented bequest expectancies)

In order to document $30 million in bequest expectancies, several tools were created to support field officers

Top 700 strategy

Triple Ask

Project Mission (3,2,1)

Results of Valpo’s Fundraising Model


How to harness the power of planned giving to reach or exceed y our campaign goals

Applied gift capacity of $100,000 to $1 million

Coupled with an affinity score (medium to high affinity) to a prospect pool segment

Surfaced the best 700 prospects for cultivation and solicitation activity during the campaign quiet phase

All 700 prospects were assigned during the campaign

Top 700 Strategy


How to harness the power of planned giving to reach or exceed y our campaign goals

Request for the prospect to consider:

Best annual renewable gift

Best pledged (outright) gift to support one of the campaign objectives

Document plans to include Valparaiso University in estate

All three elements count as the total gift both for recognition as well as campaign counting purposes

Triple Ask


How to harness the power of planned giving to reach or exceed y our campaign goals

Triple Ask is not ‘one size fits all’

Tools were needed to support field officers to effectively ‘set up’ the triple ask in order to optimize success

PM3-Focused on alignment of mission, vision and values

PM2-Focused on campaign objectives

PM1-Solicitation using triple ask

Solicitation by written proposal

Project Mission (3,2,1)


How to harness the power of planned giving to reach or exceed y our campaign goals

Planned Giving watch list

Tracked ‘maybes’ or soft declines to the third leg of the triple ask

The ‘Presumptive Thank’

Created a predictive model to surface prospects receptive to inquiries about bequest giving

Deployed retired university president to make phone calls with two aims:

Thank donors for recent gifts

Inquire about the inclusion of the university in current or future estate plans

Positive responses assigned to field officers for follow up

‘Maybes’ tracked in planned giving watch list

Other Planned Giving Strategies


How to harness the power of planned giving to reach or exceed y our campaign goals

Questions?

Discussion


  • Login