Dave Tinker, CFRE's slides for presentation on how Arc chapter leaders can start up a major gifts and planned giving program. Presentation given on 7/25/14 at the National Conference of Executives (NCE) of the Arc of the US's Summer Leadership Institute in Chicago.

1. Major Gifts & Planned Giving
NCE Summer Leadership Institute
July 25, 2014
Dave Tinker, CFRE
Vice President of Advancement, ACHIEVA
1

2. Individuals
72%
Bequests
8%
Foundations
15%
Corporations
5%
2013 Giving USA Figures
$335
billion
total
2

3. Giving USA Figures
• Giving to Human Services is up
• Giving overall just getting back to 2007 levels
• Historically, giving has always been about 2%
of GDP
• People of lower income levels give higher % of
income
3

4. Major Gifts
• What is a major gift?
– Depends on your organization
• They come from individuals
• 90% of gifts will come from 10% of your
donors
4Img Source: synergyelkgrove.com

5. Planned Giving
Img Source: dont-look-now.com
•Best time to start it is 10 years ago
•Bequests are the most common
planned gift
•Work with Community Foundations
5

6. It can be as simple as…
"I give, devise and bequeath to The Arc of
XYZ, a Pennsylvania not-for-profit
corporation with offices presently located at
123 Any Street, Pittsburgh, Pennsylvania,
98765, the sum of $____."
6

7. Planned Giving Prospects
• Link
• Ability
• Interest
• Consider Demographics
7
Img Source: Flickr

8. The Arc & Planned Giving
• Working with Crescendo so chapters can
utilize pooled resources for planned gift
marketing
– Written materials
– Website
– Peer support
8

9. Ramping Up Your Arc
• Can be a cultural change
• You need to have a big vision to share
• Have support and buy-in from board
• Know what do you do if you get offered more
9

10. Getting a Meeting
• Thank you visit
• Advice visit
• Get to know you visit
• Would you be interested in learning more visit
• I have an idea I’d like to run by you visit
10

11. Make the Ask = Change the World
• What to ask
• Think of possible objections
• We have 2 ears & 1 mouth so listen twice as
much
• Ask then shhh!
11Img Source: keepcalmomatic

12. You’ve Asked…Now What
• YES
– A memorandum of understanding can spell out
specific restrictions
– Acknowledge appropriately
– Show them how gift has helped
• Maybe
– Continue the conversation
12

13. You’ve Asked…Now What
• No
– Ask why and discuss
– No ≠ No
– Ask to keep them abreast of your project
– Continue to cultivate them
13

14. Tools
• Giving Societies
– One society for Major Gifts
– One for Planned Giving
• Newsletters
– “Insider” Access
• List of What Q’s to Ask
14

15. Questions?
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Img Source: freshventure.com