the entrepreneurial museum athens jim hackney
DESCRIPTION
Jim Hackney's power point presentation at the EntrepreneurialTRANSCRIPT
“The Entrepreneurial Museum:
Inviting Philanthropy to Build Contributed Income:
Memberships, Private Gifts and Major Gifts”
James [email protected]
Baltimore Basilica, Maryland, USA, 1806
Atlanta, Georgia, United States of America
Michael C. Carlos Museum, Emory University, Atlanta, Georgia, USA
Michael C. Carlos Museum
Michael C. Carlos Museum
High Museum of Art, Atlanta, Georgia, United Staes
High Museum of Art
High Museum of Art
Lexington, North Carolina, United States of America
Davidson County Courthouse, Lexington, North Carolina, USA,1856
Supreme CourtWashington, DC, USA, 1935
For today: What must we accomplish to sustain our museum’s current operations and serve our community well?
AND
For the future: What must we achieve to position our museum for capital improvements and endowment growth that will fulfill our shared vision?
Key Issue
History51%
Art29%
Natural History7%
Sci-Tech3%
General5%
Other5%
Museums!
• 17,500 + Museums in the US• 775 Accredited by AAM
Source: American Association of Museums
Budgets!
Source: American Association of Museums
Under $200,00046%
$200,000-499,00024%
$500,000-999,99910%
$1,000,000-9,999,999
19%
$10,000,000+1%
How our society works
• Government• Business• NGO
Government
BusinessNGO
0%
5%
10%
15%
20%
25%
30%
35%
40%
Government Contributed Earned Investment
1989
2008
United States
Museum Operating Income –
20 year trend
American Alliance of Museums
2011 charitable giving Total = $298.42 billion
Source: Giving USA Foundation™/GIVING USA 2012
Types of recipients of contributions, 2011 Total = $298.42 billion
Source: Giving USA Foundation™/GIVING USA 2012
“I have a million euros to give you!”
21
Giving:
ANNUAL
CAPITAL
ENDOWMENT
Endowment
Capital
Annual
Successful fundraising requires◦MISSION/CASE: “What will my gift enable our
museum to do that it is not now doing or it will not be able to do?”
◦LEADERSHIP: “Who is going to tell the story and make the ask, keep us motivated and motivate others to give?”
◦RESOURCES/FUNDRAISING PLAN: “How are we going to do it?” “Where will the leadership gifts come from?” “Who will be our core sustaining supporters?”
CASE
23
LEADERSHIP
24
PLAN
25
Museum Gift Grid I
Source Unrestricted / Restricted Annual/Membership
Small gift current $25-$999 $1,000-$5,000income
Major gift income / $1,000-$50,000 $25,000-$1,000,000assets
Mega gift assets / $1,000,000+ $1,000,000 or more estate
Museum Gift Grid II
Major gift past donors established face-to-face peer every 3-5 yrs Museum/
suspects relationship president Donor
executive dir.
dev. officer
board member
volunteer
Identification Involvement Solicitation Solicitation Solicitation Driven by Method Relationship Frequency
Small gift in-house file minimal mail /email impersonal yearly or more Museum
purchase list phone
Membership event
front desk
Mega gift past donors personal rel. personal one who once or more donor
life event strong feelings evolves donor trusts desire for
inheritance specific interest stewardship admires, change
sale of stock up front believes in “pay-back”
recognition
CONNECTIVITY MATRIX
ANNUAL FUND
PLANNED GIFTS
Lo
w
Passion for your museum
Hig
h
LowHigh
Major Gifts
Created by Alexander Haas, Inc. 2011
ASK
CultivationSolicitationStewardship
Get people to give you 500 Euros every year.
Involve them in activities.◦ Receptions◦ Special tours◦ Lectures◦ Events for only Club members
Annual Giving Clubs
SAMPLE RANGE-OF-GIFTS TABLECampaign Goal of $20,000,000
No. of Gifts Size Amount Total % of Goal
1 @ $4,000,000 $4,000,000 $4,000,000 20%
1 @ $2,000,000 $2,000,000 $6,000,000 30%
3 @ $1,000,000 $3,000,000 $9,000,000 46%
6 @ $ 500,000 $3,000,000 $12,000,000 60%
10 @ $ 250,000 $2,500,000 $14,500,000 73%
15 @ $ 100,000 $1,500,000 $16,000,000 80%
20 @ $ 50,000 $1,000,000 $17,000,000 85%
25 @ $ 25,000 $ 625,000 $17,625,000 85%
Many under $ 25,000 $2,375,000 $20,000,000 100%
Capital Campaign for $20,000,000
Developing your range-of-gifts
table
RANGE-OF-GIFTS TABLE
• Top Gift– What is Needed
Balanced with Expectation
– 20%+• 10 - 30 Top Gifts
– 40 - 75% of total• “Public” Gifts
– 10% or less.
Campaign Coordinator Training
THE RANGE-OF-GIFTS TABLE
Educates leadership Educates prospective donors
Focuses volunteers
The number one reason people give……
Because they are asked!◦By the right person, for the right cause,
at the right time.