High-End Giving: Keys to Success Jim Howard Director of Principal Gifts Grinnell College Development Track Sponsored By:

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1 High-End Giving: Keys to Success Jim Howard Director of Principal Gifts Grinnell College Development Track Sponsored By:

2 Objectives: Provide an inside look at some of the keys and strategies to successful high-end giving by: Considering our role as relationship manager and the process for relationship development. Discuss methods for aligning donor interests with institutional priorities. Understand the two-way approach to achieving a longterm beneficial relationship.

3 What inspires a large gift? What inspires a large gift to my organization? What is the donor s relationship with my organization? What is the donor looking for in this relationship? What do we have to give our donors?

4 Role of the principal gift officer.

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6 What Inspires a large gift?

7 Givers make their largest gifts in support of ideas in which they believe and have confidence, and which are being pursued by people in whom they believe and have confidence. - Dave Dunlop from Belief and Confidence, by Ronald J. Schiller

8 From The 2014 U.S. Trust Study of High Net Worth Philanthropy Motivations behind Charitable Behavior A variety of motivations support high net worth philanthropy. In 2013, wealthy households cited believing the gift can make a difference (73.5 percent), personal satisfaction (73.1 percent), supporting the same causes annually (66.0 percent), giving back to the community (62.7 percent), and serving on the organization s board (61.8 percent) as top motivators.

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10 High-end gifts are often gifts resulting from an emotion stemming from a personal experience or a life event. They are not particularly given out of loyalty or duty.

11 Jesus sat down opposite the place where the offerings were put and watched the crowd putting their money into the temple treasury. Many rich people threw in large amounts. But a poor widow came and put in two very small copper coins, worth only a fraction of a penny.

12 Calling his disciples to him, Jesus said, I tell you the truth, this poor widow has put more into the treasury than all the others. They all gave out of their wealth; but she, out of her poverty, put in everything all she had to live on. - Mark 12: 41-44

13 For where your treasure is, there will your heart be also. - Matthew 6:21

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15 Throw your heart over the fence and the rest will follow. -Norman Vincent Peale

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17 What inspires a large gift to my organization?.stepping on to the dance floor

18 What is the donor s relationship with my organization?

19 Joe Golding with Advancement Resources the donor continuum Ranging from Ignorance to Ownership, with intermediate steps that include Awareness, Interest and Participation Joe suggests questions, from the perspective of the donor, such as: Do I know what the org. does? Do I agree with what the org. does? Do I trust the development professional? Are my values in line with the values and mission of the organization? Are my gifts appreciated?

20 KNOWLEDGE INCLINATION

21 Aligning donor and institutional interests. -What is the donor looking for in this relationship? What is important to the donor? What are the concerns of the donor? What are the obstacles?

22 A strategy for success Who? What? When? How much?

23 Building a long-term beneficial relationship Am I (the donor) getting a satisfactory ROI on my investment? Feel good Recognition Making a difference Do I feel valued? Is my engagement appreciated? Do I enjoy the people I am associating with? Do I want to leave a legacy with this organization?

24 What do we have to give to our donors? Satisfaction of making a difference An opportunity to support a cause they believe in. Access to leadership Recognition Expressions of gratitude Opportunity for engagement A lasting legacy Income Tax relief Opportunity to make a difference.

25 We change lives in beautiful and meaningful ways for those who are helped by our organization and for those we engage with their time, talent and treasure.

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27 The Bridge Builder by Will Allen Dromgoole

28 He is no fool who gives what he cannot keep to gain what he cannot lose. - Jim Elliot ( )

29 Thank you!

30 References/Sources Belief and Confidence, Donors Talk about Successful Philanthropic Partnership, by Ronald J. Schiller (CASE, 2016) Inside the mind of the bequest donor, by Russell James, J.D., Ph.D. (2013) The 2014 U.S. Trust Study of High Net Worth Philanthropy Designs for Fund-Raising, 2 nd Edition (1988), by Harold J. Seymour (1966) RelationShift: Revolutionary Fundraising, by Michael Bassoff (2001) The Bridge Builder, by Will Allen Dromgoole (1931)

31 Today s session evaluations will be ed to you. Session presentations will be available after the conference. Conference registrants will receive an with links to these presentations. Development Track Sponsored By: