1. How to Think About Major Gifts
The 7 Pillars
2017
Jeff Schreifels, Senior Partner
Building Authentic Donor Relationships

2. Objectives Understand the proper structure for major gifts
Describe & understand the 7-Pillars of a successful major gift program.
Be able to assess your nonprofit’s culture of philanthropy.

3. Problem-Donor Retention

4. Problem-Donor Retention
Value Attrition Benchmarks of 33 National Organizations

5. Attrition: Problem AND Opportunity

6. Donor Retention

7. Do You Have the Right Structure?
Richard

8. What is All This About?
Richard

9. Seven Pillars of a Major Gift Program

10. Pillar 1: The Right Caseload
Caseload Pool
Donors that meet a predetermined metric
450 A B C
Qualified Caseload
Group of donors that want to relate
150

11. Tiering
Caseload
Donors
Pillar 1: The Right Caseload

12. Tiering
Caseload
Donors
Pillar 1: The Right Caseload

13. Pillar 2: Create Goals

14. Pillar 3: A Plan for Every Donor
At least one “touch” per month…

15. Pillar 3: A Plan for Every Donor
Donor Passions & Interests
Communication Preferences
$ Goals
Frequent “touches”

16. Moves Management
Pillar 3: A Plan for Every Donor

17. Pillar 3: A Plan for Every Donor
Packaging Your Program
Project Support Portfolio
A system for packaging program

18. Three Elements of an Offer
Pillar 3: A Plan for Every Donor

19. Pillar 4: Ask for Support
Know your donor
Make the Ask

20. Pillar 4: Ask for Support
Common Mistakes
in the
Ask

21. Common mistakes about asking:
No match to donor passion and interest.
Relationship of trust not built.
Ask not put into the context of a larger vision.
MGO is more interested in getting the money than fulfilling donor interests.

22. Common mistakes about asking:
Ask is too low.
MGO is not prepared to offer “terms” in payment of pledge.
Ask is packaged too intellectually and philosophically – void of emotion and passion.
MGO is not prepared to handle objections

23. Pillar 5: Thank Donors

24. Pillar 6: Report Back
Impact

25. You made me aware.
You didn’t tell me I made a difference… so I gave somewhere else to make a difference.
So I want to help again.
You asked me to help. Said it would make a difference.
You told me my gift made a difference.
I believed you. Gave what I could.
Pillar 6: Report Back

26. Pillar 7: Love Accountability
Metrics are your friends.

27. New Money Can Cover a Loss
Pillar 7: Love Accountability

28. Building a Culture of Philanthropy
Getting your head and heart right
Do you want to do this work?
Passionate about changing the world?
Passionate about mission?
Do you believe change can happen?

29. Building a Culture of Philanthropy
Donors as mission
Donors in mission statement
You are the bridge
Impact over Ratios
Do you ask?

30. Building a Culture of Philanthropy
Leadership’s Role
Passionate about Philanthropy?
Do they ask for support?
Does the Executive team reach out to donors?
Does 100% of the board give?

31. Building a Culture of Philanthropy
StoryTelling
Is the story right?
Mission, Vision and Values displayed?
Engagement Events?

32. Building a Culture of Philanthropy
Expressing the Need
Can you describe the need?
Facts?
Causes of need?
What would happen if the need wasn’t met?

33. 6 Ways Non-Profits Fail Program over People Money vs. Relationship
Getting things done vs. Doing the Right things
Overhead over Impact
Focus on Power and Control vs. Effectiveness
Growth over Greatness

34. Summary How to Think About Major Gifts
Problem to overcome in your donor file
7 Pillars of Major Gifts
Building a Culture of Philanthropy
6 Reasons Non-Profits Fail

35. Major Gift Program Resources Passionate Giving Blog
“It’s Not JUST About the Money”
White Papers available
Marketing Impact Chart
Program Support Portfolio
Seven Pillars of a Major Gift Program

36. Building Authentic Donor Relationships
facebook.com/VeritusGroup @VeritusGroup
VeritusGroup.com/passionate-giving-blog
Building Authentic Donor Relationships