STEWARDSHIP AS CULTIVATION MERGING DONOR RELATIONS AND MAJOR GIFT STRATEGY. Chelsey Megli University of Oregon Fmr. Bentz Whaley Flessner

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1 STEWARDSHIP AS CULTIVATION MERGING DONOR RELATIONS AND MAJOR GIFT STRATEGY Chelsey Megli University of Oregon Fmr. Bentz Whaley Flessner

2 REALIZING OPPORTUNITY 35% Of High Net Worth Donors Plan to Increase Their Giving

3 THE NEEDS OF OUR PIPELINE(S) First Time Donors Are Important DOs Building Portfolios Have Different Needs How Donors Prioritize Giving Matters Stewardship Has Never Been More Important!

4 HOW WE APPROACH DONORS Estate Gifts Initial Gift Annual Giving/Donor Leadership Annual Giving/ Low Level Volunteerism Major Gift Pledges Special and Campaign Gifts

5 HOW DONORS APPROACH PHILANTHROPY Internat l Charity Hospital/ Healthcare Center Alma Mater Local Charity Church/Place of Worship Child s School Local University Political Campaigns Social Services Org Social Circles and Influence Life Events Age and Work Passions Relationships

6 HOW DONORS EVOLVE Connecting to individuals Building a program and long-term connection Leaving behind a legacy; changing the world

7 DEFINING STEWARDSHIP making a donor feel good about giving to your organization

8 DEFINING CULTIVATION progressing a relationship with a prospective donor to identify his/her future philanthropic interests, discover decision-making factors in giving, and driving a conversation towards what impact a particular gift can have

9 STRATEGIES FOR CULTIVATION- ORIENTED STEWARDSHIP

10 EVALUATING CURRENT PRACTICES Are we serving the donors well? Are we representing philanthropy ethically and inspirationally? Do our activities connect past, current, and future giving? Do our programs challenge donors? Do our stewardship plans differentiate strategy along tier of potential giving as well as prior giving?

11 Leveraging Current Giving to Upgrade Gifts Refining Pledge Cycle Strategy Inspiring Giving from Others Building the Blocks for Major Giving

12 LEVERAGING CURRENT GIVING TO UPGRADE GIFTS Doubling Your Impact Gift: Scholarship/Sponsorship of one individual/ recipient Upgraded Impact: Second scholarship, multiple recipients, building a family, supporting other areas Growing the Program Gift: Project needs, Unrestricted gifts Upgraded Impact: Sponsoring the program, Investing in sustainability, Naming and endowment Becoming a Part of the Vision Gift: In response to a new leader or initiative, Unrestricted mid-level giving Upgraded Impact: Launching a program, Initiating a philanthropic priority or campaign

13 Leveraging Current Giving to Upgrade Gifts Refining Pledge Cycle Strategy Inspiring Giving from Others Building the Blocks for Major Giving

14 REFINING PLEDGE CYCLE STRATEGY Who Donors giving below their capacity rating or are making their first major gift to an organization Donors who are asking for more information about the impact of their gift Donors who are increasing their involvement as volunteers and their connection as constituents When Assessment of potential within six months of first payment In conversations about volunteerism or joining a board Conversations with donors between years two and three of a 5-year pledge How Partnership with prospect management and major gift officers Making the case for earlier impact of donor dollars Upgrade last cycles of a pledge Pay off the pledge early

15 Leveraging Current Giving to Upgrade Gifts Refining Pledge Cycle Strategy Inspiring Giving from Others Building the Blocks for Major Giving

16 INSPIRING GIVING FROM OTHERS Donors Telling Their Story New Tools and Social Media Utilizing Donors to Inspire Internal Giving Stewardship of Groups and Boards

17 Leveraging Current Giving to Upgrade Gifts Refining Pledge Cycle Strategy Inspiring Giving from Others Building the Blocks for Major Giving

18 BUILDING THE BLOCKS FOR MAJOR GIVING Mid Level Giving Philanthropi c Community

19 THOUGHTS ON WORKING WITH MGOS Know their metrics Learn the program priorities Read the culture and make the case for value add Anticipate the personalities

20 QUESTIONS? Chelsey Megli