1. MAJOR GIFTS developing a successful major gifts program

2. OBJECTIVES To gain understanding of how to define a major gift To identify the key elements that are critical in a major gifts program To identify next steps

3. Major Gift – What does it mean to you?

4. WHY DONORS GIVE Guilt/Obligation Proposals/Materials Tax Considerations Jerry Panas – Mega Gifts

5. WHY DONORS GIVE 1.Belief in the mission 2.Community responsibility and civic pride 3.Fiscal stability of the organization 4.Regard for staff and volunteer leadership 5.Involvement on a board Jerry Panas – Mega Gifts

6. DEFINITION INTERNAL Development Experience ROI

7. DEFINITION EXTERNAL – WHAT IT MEANS TO A DONOR A “stop and think” decision

8. TYPES OF GIFTS Sustaining or Annual Gift Major or Special Gift Ultimate Gift

9. Annual Gift Major Gift Ultimate Gift CULTIVATEASK

10. TIME MANAGEMENT 10/90 RULE

11. MOVES MANAGEMENT Strategically and personally involve, cultivate and solicit the 10%

12. MOVES MANAGEMENT Natural Partners Primary Player Moves Manager

13. A MOVE Too General Unrealistic Fundraiser Driven

14. GOOD MOVE OR BAD MOVE? Example 1: I had dinner last night with my prospect and we had a great evening we enjoyed one another’s company and spent some quality time together and both found we had a love of animals.

15. MOVES MANAGEMENT By phone By letter In person

16. MOVES MANAGEMENT Best Possible Outcome The Minimum Acceptable Outcome

17. MOVES MANAGEMENT A strategy

18. MOVES MANAGEMENT Next Steps What are they?

19. MOVES MANAGEMENT Identify your 10% Create a file on each Identify natural partners Consult with partners Select primary player

20. MOVES MANAGEMENT Develop primary strategy Plan your next 10 moves Implement moves Review status of each year end Add/delete prospects for next year

21. WHAT WILL YOU DO NEXT? Next Steps What are they? Involve your RD Committee Ask for a board commitment to a major gift strategy

22. Resources http://fundraising.bgca.net/bgca/How%20To%20Index/Conference%20Materials.htm For more information, visit: BGCA.net The FUNDRAI$INGbank Go to The Vault Go to Conference Materials