CASE Naming Gifts Webinar February 25, 2016 CASE Naming Gifts Webinar February 25, 2016

Transcription

1 CASE Naming Gifts Webinar February 25, CASE Naming Gifts Webinar February 25,

2 Zoo Guy on a CASE Webinar? 16 Years in higher education fund-raising Joining from the furthest point from San Diego me! 2

3 San Diego Zoo Global Naming Gifts 3

4 Before We Get Started, Let s Remember I advise you to apply to all those whom you know will give something; next, to those whom you are uncertain whether they will give any thing or not, and show them the LIST OF THOSE WHO HAVE GIVEN; and lastly, do not neglect those who you are sure will give nothing, for in some of those you may be mistaken. Benjamin Franklin Before We Get Started, Let s Remember I've learned that people will forget what YOU SAID, people will forget what YOU DID, but people will never forget how you made THEM FEEL. Maya Angelou 4

5 Before We Get Started, Let s Remember Donors give TO and THROUGH your organization to realize THEIR hopes, dreams and aspirations. Simone Joyaux Before We Get Started, Let s Remember Philanthropy is the LOVE of mankind. Giving is greatest when it begins with an EMOTIONAL response to stimulus. After that, LOGIC kicks in to think about and RATIONALIZE how to pay for it. Mark Stuart 5

6 Learning Outcomes Discover that naming gifts require an internal village to go from concept to reality. Learn how to set price points for naming gifts specific to your institution. Understand that long-term donor stewardship is needed for naming gifts. Determine that some naming gifts aren t worth the effort. Examine how naming gifts inspire those donors and others to do more in the future. Naming Gift Definition A opportunity to create a, a donor s generosity and advance the role of philanthropy for while always remaining focused on addressing, locally and globally. 6

7 Naming Gift Definition A special opportunity to create a, a donor s generosity and advance the role of philanthropy for while always remaining focused on addressing, locally and globally. Naming Gift Definition A special opportunity to create a lasting legacy, a donor s generosity and advance the role of philanthropy for while always remaining focused on addressing, locally and globally. 7

8 Naming Gift Definition A special opportunity to create a lasting legacy, publicly commemorate a donor s generosity and advance the role of philanthropy for while always remaining focused on addressing, locally and globally. Naming Gift Definition A special opportunity to create a lasting legacy, publicly commemorate a donor s generosity and advance the role of philanthropy for others to consider while always remaining focused on addressing, locally and globally. 8

9 Naming Gifts as Influencers The Start Naming Gifts as Influencers The Result! 9

10 Naming Gift Definition A special opportunity to create a lasting legacy, publicly commemorate a donor s generosity and advance the role of philanthropy for others to consider while always remaining focused on addressing community needs, locally and globally. My First Naming Gift Project Gettysburg College Benefactor s Wall To recognize $1 million cumulative giving donors Tough find: the right location Two goals: 1. Honor those who have made transformational gifts. 2. Have students interact with the site to know, their experience is being warmed by fires started many years ago. 10

11 The Naming Gift Village The Facility Naming Gifts Village Before: Architects Designers Major Gift Officers Lawyers Finance Office CEO/President/Dean Marketers and PR Stewardship Officer Writers/Storytellers E-Philanthropy Staff Buildings and Grounds Staff Faculty Student Life Staff Admissions Staff After: Architects Major Gift Officers Finance Office CEO/President/Dean Marketers and PR Stewardship Officer Writers/Storytellers E-Philanthropy Staff Buildings and Grounds Staff Faculty Student Life Staff Admissions Staff 11

12 The Facility Naming Gifts Village Before: Architects Designers Major Gift Officers Lawyers Finance Office CEO/President/Dean Marketers and PR Stewardship Officer Writers/Storytellers E-Philanthropy Staff Buildings and Grounds Staff Faculty Student Life Staff Admissions Staff After: Architects Major Gift Officers Finance Office CEO/President/Dean Marketers and PR Stewardship Officer Writers/Storytellers E-Philanthropy Staff Buildings and Grounds Staff Faculty Student Life Staff Admissions Staff The Endowed Naming Gifts Village Before: Major Gift Officers Lawyers Financial Aid Office Finance Office CEO/President/Dean Marketers & PR Stewardship Officer Writers/Storytellers E-Philanthropy Staff Faculty Student Life Staff Admissions Staff After: Major Gift Officers Financial Aid Office Finance Office CEO/President/Dean Marketers & PR Stewardship Officer Writers/Storytellers E-Philanthropy Staff Faculty Student Life Staff Admissions Staff 12

13 Put It In Writing! Gift Agreement essentials: What is being named? Total Gift? Payment Plan? How is it to be named? What is the formal name? Informal name? For how long will it be named? Reports back to the donor? What happens if endowed use is no longer needed? Gift Must be irrevocable! Gift agreement is the complete and only document! Put It In Writing! Gift Agreement essentials: What is being named? Total Gift? Payment Plan? How is it to be named? What is the formal name? Informal name? For how long will it be named? Reports back to the donor? What happens if endowed use is no longer needed? Gift Must be irrevocable! Gift agreement is the complete and only document! 13

14 Put It In Writing! Endowed Gift Agreement essentials: How are people assigned to position? How will we recognize the position? Reporting on position holder s activities? Changes during and after donor s lifetime? Gift agreement is the complete and only document! Named Gift Potential Donors? Repayer 10% Dynast 8% Socialite 11% Alturist 9% Investor 15% Devout 21% Communitarian 26% 14

15 Faculty and Staff Naming Gift Campaign Take A Seat Penn Vet. 150 seats in two new $3,000 each = $900,000. Started with Dean s Cabinet. Vice Dean went on to solicit all full professors, and so on. Allowed for payroll deduction over two years. Groups of office staff came together to fund a chair. Shared namings to-date in alumni and friends magazine with a tear out reply piece for new donors. Naming Gift Price Points 15

16 The Art & Science of Naming Price Points The total of naming gifts should equal the total project donors can add! Naming gift at 50% Balance price between wow and reasonableness Offer opportunities at all levels Name anything that will resonate Reality: Not all will be named Flexibility at the end of campaign Incorporate More into Nameable Projects Australian Outback: Exhibit $7 million Endowment--$2 million Animal Acquisition--$500K Koala Conservation--$500K Total Project: $10 million 16

17 Your Biggest Naming Gift? FOUR Critical Questions: What is Your Biggest Naming Gift Opportunity? What is the Gift associated with that naming? Who are the Prospects who could make a gift like that? WHAT ARE YOU DOING ABOUT IT? Penn Vet s Greatest Naming Gift Naming gift for $48mm building set at $10mm Shared naming opportunity broadly Listened for responses Chased, chased, and chased Engaged donors in final design and planning. 17

18 Stewardship: Now and Future Impactful Stewardship The best stewardship starts with a plan What to do? By whom? By when? At Stewardship Kick-Off Meeting, Schedule Appreciation: At Launch/Initiation After 3 months, 6 months, 12 months Annual follow-up Share schedule with all stakeholders Manageable and sustainable Consider something unexpected and personal 18

19 Stewardship: Get Creative One of four Lanterns under Tiger Trail Waterfall Each space recognizes $10,000 donors Four lanterns provided unique recognition for 72 donors And we had Don t forget to honor the small gifts, too Group donor plaques are ways to recognize all donors no matter the size of gifts Provides central area to honor donors Allows first-time donors to FEEL special and a part of the effort These people are great prospects for a larger gift in next campaign. Don t forget: Go to your Annual Fund Donors for naming gift opportunities! 19

20 Stewardship: Get Creative Asked donor to consider naming Australian Outback walkway for $500,000 to memorialize her parents. Gave enthusiastically soon after request. Found out Used an aboriginal walking stick as the support for her recognition plaque. Now considering a much larger request. 20

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22 Our Secret Weapon Stewardship: Scrapbooking Rhino Naming Announcement Cover 22

23 Stewardship: Scrapbooking Rhino Naming Announcement Inside Photo Stewardship: Scrapbooking Rhino Naming Announcement Inside Text 23

24 Consider the Unexpected Playing Sheriff: Publications and Donors 24

25 Working with Named Gift Recipients Work with those with named positions to share their special status as ubiquitously as possible. Provide annual reports of their work and accomplishments. Share special moments as they happen! >>> Randy Rieches 1/28/2016 2:35 PM >>> This afternoon we had two tiger cubs born at Tiger Trail. She is taking care of both cubs and everything looks good. The best thing is that we had just installed a new camera that is high definition and have the entire birth on video. Randy Randy G. Rieches The Henshaw Curator Of Mammals San Diego Zoo Safari Park p f San Pasqual Valley Road Escondido, CA Greater one-horned Rhino SSP Coordinator Conservation is our business Naming Gifts to Avoid and What If 25

26 Some Nameable Gifts Aren t Worth it! Named Gardens YES! Named Trees NEVER! Trees Die Become Diseased Get Moved What Else? Anything that your institution is not willing to invest in, protect and replace for decades to come. What To Do When Named Donors Have an acrimonious divorce? Or wish to have a new spouse on the named gift? Or do something of a felonious nature? 26

27 Naming Gifts: Inspire Now and Later Naming Gifts are Just the Start! 27

28 For generations Final Thought Donor retentionis so critical. In the future,smart Trustees will care more about annual retention stats than the cash raised AFP Int l Conference Top Retweet 28

29 Thank You! What Questions Do You Have? 29