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How Shelter Partnership

Engaged Donors and Raised Major

Gifts

Major GiftsMajor Gifts

What are major gifts?

Case Study: How Shelter Partnership raised major gifts

What the data shows

How you can raise major gifts for your organization

Questions & Answers

AGENDA

Panelists

➜ Tracy Wallace➜ Jeffrey Byrne➜ Katie Lord➜ Michael Bronson

WHAT ARE MAJOR GIFTS?2016 Contributions

$390 billion by source

SOURCE: Giving USA Foundation GIVING USA 2017

WHAT ARE MAJOR GIFTS?➜ Outside of planned gifts, they are the largest

contributions an organization will receive

➜ Limited in number, but not so few that they are nonexistent

➜ Threshold (amount considered to be a Major Gift) varies from organization to organization

○ Depends on the organization’s size, age, funding base, and operating budget

➜ For a young and small nonprofit, it might be $1000. For a larger and more established organization, it might be $25,000.

Major Givers

Recurring Givers

Occasional Givers

Prospective Givers

Planned Givers

Sample Giving Pyramid

WHY MAJOR GIFTS?➜ A more personal, relational type of fundraising

➜ Often has a higher ROI than events and other transactional forms of fundraising

➜ Major Giving is an art and a science that combines giving history, wealth screening information and institutional knowledge of individuals to craft the strategy for the ask and the amount to request

➜ Major giving is a sustainable, donor-centric form of fundraising and a key to fundraising diversification

Major Gift Fundraising is Storytelling.

Tracy WallaceDevelopment Director

Shelter Partnership, Inc.

Ruth SchwartzExecutive Director

CASE STUDYShelter Partnership, Inc.➜ Social services organization based in Los

Angeles County

➜ One of the largest Homeless Services / Basic Needs Distribution Centers in the U.S.

➜ Annual budget of $1,400,000 raised through foundations and events

➜ $1,000 is considered a major gift

➜ Development team of 1: Development Director

➜ No prior Major Giving program

RESULTS TO DATE

➜ Additional $57,000+ and counting from individuals, Board members, and past donors

➜ Identified a $92,000 matching grant

➜ More than a 10X return on investment

➜ Total of $144,000 raised

yes!

What the data says about prospective major donors

Donor Name Last Gift $ Total Gift $ # of Gifts

Admiral Akbar $50 $200 5

Sheev Palpatine $250 $3,000 7

Luke Skywalker $100 $150 2

Han Solo $250 $250 1

Lando Calrissian $15 $45 2

Padme Amidala $18 $18 1

R2-D2 $16 $45 3

Mace Windu $10 $100 10

Leia Organa $25 $39 2

Jyn Erso $10 $100 4

Wilhuff Tarkin $500 $730 2

Maz Kanata $1,000 $2,500 3

Rose Tico $30 $30 1

Greedo $19 $2,320 37

Who do you call?

Donor Name Last Gift $ Total Gift $ # of Gifts Real Estate

Admiral Akbar $50 $200 5 $3,106,428

Sheev Palpatine $250 $3,000 7 $642,000

Luke Skywalker $100 $150 2 $294,000

Han Solo $250 $250 1 $0

Lando Calrissian $15 $45 2 $500,000

Padme Amidala $18 $18 1 $1,056,937

R2-D2 $16 $45 3 $178,306

Mace Windu $10 $100 10 $358,782

Leia Organa $25 $39 2 $1,000,430

Jyn Erso $10 $100 4 $185,370

Wilhuff Tarkin $500 $730 2 $938,489

Maz Kanata $1,000 $2,500 3 $0

Rose Tico $30 $30 1 $526,000

Greedo $19 $2,320 37 $350,000

Donor Name Last Gift $ Total Gift $ # of Gifts Real Estate Foundation Trustee

Admiral Akbar $50 $200 5 $3,106,428 N

Sheev Palpatine $250 $3,000 7 $642,000 N

Luke Skywalker $100 $150 2 $294,000 N

Han Solo $250 $250 1 $0 N

Lando Calrissian $15 $45 2 $500,000 N

Padme Amidala $18 $18 1 $1,056,937 Y

R2-D2 $16 $45 3 $178,306 N

Mace Windu $10 $100 10 $358,782 N

Leia Organa $25 $39 2 $1,000,430 N

Jyn Erso $10 $100 4 $185,370 N

Wilhuff Tarkin $500 $730 2 $938,489 N

Maz Kanata $1,000 $2,500 3 $0 N

Rose Tico $30 $30 1 $526,000 N

Greedo $19 $2,320 37 $350,000 Y

Donor Name Last Gift $ Total Gift $ # of Gifts Real Estate Foundation Trustee

Largest Gift Elsewhere

Admiral Akbar $50 $200 5 $3,106,428 N $250

Sheev Palpatine $250 $3,000 7 $642,000 N $10,000

Luke Skywalker $100 $150 2 $294,000 N $250

Han Solo $250 $250 1 $0 N $500

Lando Calrissian $15 $45 2 $500,000 N $50,000

Padme Amidala $18 $18 1 $1,056,937 Y $1,000,000

R2-D2 $16 $45 3 $178,306 N $100

Mace Windu $10 $100 10 $358,782 N $50

Leia Organa $25 $39 2 $1,000,430 N $50

Jyn Erso $10 $100 4 $185,370 N $50

Wilhuff Tarkin $500 $730 2 $938,489 N $1,000

Maz Kanata $1,000 $2,500 3 $0 N $1,000

Rose Tico $30 $30 1 $526,000 N $100

Greedo $19 $2,320 37 $350,000 Y $5,000

FIVE MARKERS OF PHILANTHROPY

$5 Billion in Giving2 Million Individuals400 Organizations

A DonorSearch Study

Five Markers of Philanthropy

1.Giving to Your Organization

RFM = Relationship or Affinity Score

R + F + M = RFM 82 + 43 + 65 = 190

➜ Common measure of loyalty

➜ Easy to calculate

➜ Can be weighted to suit your organization

RECENCYLast Gift

FREQUENCYNumber of

Gifts

MONETARYTotal Giving

43%

65%

82%

Five Markers of Philanthropy

2.Giving to Other Organizations

Largest Gift % of Donors % of Giving Predictive

Strength

Benchmark 100% 100% 1.00

$100,000+ 0.7% 24.1% 32.67

$50,000 - $100,000 0.5% 13.5% 25.02

$25,000 - $50,000 0.6% 6.5% 11.79

$10,000 - $25,000 0.7% 7.0% 10.73

$5,000 - $10,000 1.1% 5.4% 4.98

Five Markers of Philanthropy

3.Grant Giving

Foundation Trustee

Participation as a grant giving foundation trustee

is more valuable than any wealth marker.

Five Markers of Philanthropy

4.Political Giving

% of Donors % of Giving Predictive

Strength

All Giving > $2,500 100% 100% 1.00

All Giving > $1,000 0.7% 24.1% 32.67

All Giving > $500 0.5% 13.5% 25.02

A single political gift of $250 puts your donor in the top 6% of the U.S. population

A single political gift of $1,000 puts your donor in the top 1/10th of 1% of the U.S. population

Virtually every FEC donor with lifetime political giving of $15,000 has made a 5-, 6-, or 7-figure charitable gift somewhere

Five Markers of Philanthropy

5.Value of Real

Estate

Real Estate Value % of Donors

% of Giving

Predictive Strength

$2+ million 1.4% 25.0% 17.6

$1 - 2 million 3.2% 13.2% 4.2

$750,000 - $1 million 2.5% 5.7% 2.3

$500,000 - $750,000 5.4% 6.8% 1.3

$250,000 - $500,000 12.8% 8.6% 0.7

$125,000 - $250,000 10.9 4.8% 0.4

< $125,000 8.4% 3.5% 0.4

Major GiftsConsulting Services

A proven process to generate 10X return on investment

SIX CRITERIA FOR SUCCESSSM

1. A Case for Support that is Realistic, Relevant and Compelling

2. Assessment to Gauge Readiness (internally and externally)

3. Commitment from Leadership (organizational and community)

4. Prospective Donor Development

5. Implementation of Strategy

6. Stewardship

MAJOR GIFTS CONSULTING SERVICESDelivered by Jeffrey Byrne + Associates

➜ 12-month systematized action steps➜ Personalized consulting combined with technology

○ Create a compelling Major Gifts proposal○ Identify prospects○ Develop a portfolio○ Create prospect strategies○ Implement strategies○ Measure and optimize results

➜ Pre-Assessment

➜ Develop the Major Gifts Proposal

○ Document to be used with major gift donor prospects

➜ Prospect Research + Appraisals

○ DonorSearch screening of Top 500 prospect records

PROGRAM OUTLINE

➜ Prioritize and Assign Prospects (Top 125)○ Group A: #1-25○ Group B: #26-50○ Group C: #51-100

➜ Develop Prospect Strategies○ Timelines, Tools and Templates

■ Framework for “moves” customized with an activities timeline and 5 new DonorPerfect reports

○ Cultivate and Ask for the Gift○ Steward and Retain

PROGRAM OUTLINE

Questions & Answers