1. 2010 Education Foundations Conference Oshkosh, Wisconsin November 18, 2010 Donald R. Gray

2. Universal Vision Statement for Philanthropy “You want to compose a good world. It is an honorable and noble profession” … Maya Angelou

3. Your words define who you are - to others - to yourself. Choose them carefully!!!!!!! Mrs. Evelyn Kaufman Stow High School English Teacher 1958

4. A Few Words About Philanthropy –Good word –Has become distorted –$$$$$ Generosity –All inclusive –Captures what we do Abundance

5. Gifts and Donations A GIFT is a tangible symbol of feelings between people A DONATION is a tangible symbol of support to a cause

6. Development and Fund Raising A GIFT is to DEVELOPMENT (givers) as A DONATION is to FUND RAISING (donors)

7. Inappropriate Terms hit up shake ‘em down put the arm on … squeeze, milk, dun loaded should, ought, owes us pass the hat get into his/her pockets low-hanging fruit

8. Annual vs Major Gifts Annual Donations –frequently given/asked –discretionary income –unrestricted fund –mailings, events, phone –Internet, social networking –2-5% of income –90% gifts; 10% dollars –1st step to major gift –very, very important

9. Importance of Annual Fund in Major Gift Activity For all givers to universities who make a first “major gift” of $25,000 or more, –75% made a first donation of $250 or less in response to the annual fund –83% have given at this level) for at least 5 years; almost 60% for at least 11 years

10. Annual vs Major Gifts Annual Donations –frequently given/asked –discretionary income –unrestricted fund –mailings, events, phone –Internet, social networking –2-5% of income –90% gifts; 10% dollars –1st step to major gift –very, very important Major Gifts –infrequently given/asked –from assets: stop/think –relationship required –targeted/restricted projects –10-20x annual fund gift –10% gifts; 90% dollars –often repeated over time –critical to success

11. The Math of Major Gift Work $For each major gift (>$25K), you need three possible or probable major givers $On average, a major gift is closed after 9 meaningful contacts, or between 6 mos-2yrs $Thus to get 5 new major gifts requires 3 x 9 x 5 = 135 meaningful contacts.

12. ULTIMATE GIFTS Once in a Lifetime Gift Combination of Giving Methods; Many People Involved Total Commitment to Institution’s Mission Long, Emotional Relationship (and several previous major gifts) Often Involves Major Naming Opportunity 1,000-2,000x Annual Gift/10-20% Net Incoming-Producing Assets

13. Oseola McCarty (1908-1999) Life Savings: $150,000 Size of Gift: $150,000 Reason for Giving –To help others avoid a life as hard as hers Purpose of Gift –Scholarships for poor student at the University of Southern Mississippi Ted Turner, in giving $1 Billion to UNICEF: “If that little woman can give away everything she has, then I can give away a billion dollars.”

14. Top Four Reasons People Give Major and Ultimate Gifts Belief in Mission and Stability of the Organization Sense of Civic Responsibility To Invest in Projects with Significant Social Return High Regard for Staff and Volunteer Leadership

15. “It is one of the beautiful compensations of this life that no one can sincerely try to help another without helping himself” - Ralph Waldo Emerson

16. Bottom Three Reasons People Give Major and Ultimate Gifts Guilt and Obligation Promotional Materials and Proposals Tax Considerations

17. Successful Development THE MYSTICAL MINGLING OF A JOYFUL GIVER AN ARTFUL ASKER A GRATEFUL RECIPIENT

18. The Cycle of Successful Development Creating the Joyful Giver A ttention I nterest D esire A ction Making the Artful Ask NO maybe yes acknowledge Invoking the Grateful Recipient Show Creativity Additional Interest Identification Initial Contact

19. Want to Learn More? Fundraising and Development for Nonprofits June 1-3, 2011 Madison, Wisconsin Web site: exed.wisc.edu/devconf