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SHENANDOAH, VA CHAPTER

SHENANDOAH, VA CHAPTER. Don’t Leave Money on the Table – Maximize Major Gift Opportunities for your Organization. Timothy M. Winkler Sr., CFRE, CEO Winkler Group. Trends Giving USA Stats Most effective use of development staffing and fund raising dollars spent

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SHENANDOAH, VA CHAPTER

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  1. SHENANDOAH, VA CHAPTER Don’t Leave Money on the Table – Maximize Major Gift Opportunities for your Organization Timothy M. Winkler Sr., CFRE, CEO Winkler Group

  2. Trends Giving USA Stats Most effective use of development staffing and fund raising dollars spent More difficult but still effective

  3. Trends “The majority of Americans will make their 2011 donations online rather than through the mail, in response to telemarketing calls, or other techniques.” “Online giving is now such a strong habit that donors at every age level prefer it. More than half of donors 65 and older said they would give online, the first time a majority in that age group said they would give via the Internet.” “Three-quarters of people 35 to 64 said they would give online, while 86% of those under 35 prefer to give that way.”

  4. What is a Major Gift?

  5. Major Gifts take donors to the next level of involvement with your organization.

  6. Cultivation and stewardship more important than ever.

  7. Discovery calls.

  8. Biggest mistake organizations make is not having prospects PROPERLY QUALIFIED. ABILITY and PROPENSITY

  9. Transactional Giving: The Bell Curve

  10. Transformational Giving: The Infinity Loop

  11. Top “25” list (remember to qualify) Determine amounts -10x annual gift Donors give after 7 meaningful contacts 3 solicitations yield 1 gift Gift cycle of 90-120 days

  12. Major Gifts Prospect Tracking Chart

  13. Art of the Ask Adages about asking, ALL TRUE!: You almost never get a gift if you don’t ask You (or someone) must ask You must earn the right to ask (relationship, 7 meaningful contacts) Most common response to question, “Why didn’t you make a gift?” is “No one asked me!”

  14. No Is Never No, It’s Just Not Right Now… Timing- might be bad Project- might be wrong Amount- might have missed the mark Person- might have been wrong

  15. If you do your homework, believe in your cause, and conduct yourself professionally, then you have nothing to apologize for… * More so now than ever.

  16. Involvement = Ownership = Gifts

  17. Benchmarks/Guidelines First Year- break even Second Year- 3-5x salary Third Year- 10-20x salary

  18. CAUTION!! Avoid “perpetual” cultivation

  19. Remember… Steward and Cultivation Listen Involve Create ownership opportunities Involve other people in the process Be donor centered

  20. Conclusion More competitive market Focus on the basics Engage and involve people Recognize it’s a different environment Assure mission and vision will go on Don’t apologize

  21. References Calhoun, Peggy; ACFRE Grace, Sprinkel Kay and Wendroff Alan, High Impact Philanthropy Gray, Don; VP University Wisconsin Foundation Miller, Richard G.; CFRE Sharpe, Alan; Sharpe Copy

  22.  The Winkler Group's Innovation Center is full of ideas and inspiration.  Turn in your questions today and then follow us on Facebook and Twitter for the answers.www.Twitter.com/WinklerGroupwww.WinklerGroupFacebookWinkler Group | (843) 849-6256 | Info@WinklerGroup.com THANK YOU!

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