HOW TO RAISE HOW TO RAISE REALLY, REALLY REALLY, REALLY

BIG GIFTSBIG GIFTS

G. Douglass AlexanderG. Douglass AlexanderAlexander Haas Martin & Partners, Inc.Alexander Haas Martin & Partners, Inc.

404.525.7575404.525.7575doug@ahmp.comdoug@ahmp.com

© AHM&P 2003

May 2003

RECENT LARGE GIFTSRECENT LARGE GIFTS

Well KnownWell Known

Georgia AquariumGeorgia Aquarium $200,000,000$200,000,000

UCLAUCLA $200,000,000$200,000,000

UC – BerkeleyUC – Berkeley $33,000,000$33,000,000

University of MissouriUniversity of Missouri $15,000,000$15,000,000

High Museum of ArtHigh Museum of Art $12,000,000$12,000,000

RECENT LARGE GIFTSRECENT LARGE GIFTS

LESS Well KnownLESS Well Known

$18.2 Fresh Start Surgical Gifts$18.2 Fresh Start Surgical Gifts $1.6 Georgia Sheriff Youth Homes$1.6 Georgia Sheriff Youth Homes $1.0 Pennybyrn at Mayfield$1.0 Pennybyrn at Mayfield $1.0 Norman Bird Sanctuary$1.0 Norman Bird Sanctuary $1.0 Buckingham Browne & Nichols School$1.0 Buckingham Browne & Nichols School

GIVING USA $212 BILLION

Sources of Contributions

Individuals $160.72

76%

Corporations $9.05

4%

Foundations $25.9012%

Bequests $16.33

8%

Source: Giving USA 2002/AAFRC Trust for Philanthropy

Source Unrestricted / Restricted annual

Small gift current $25-$999 $1,000-$5,000 income

Major gift income / $1,000-$25,000 $25,000-1,000,000accumulatedassets

Mega gift assets / $50,000+ $1,000,000+ estate

Gift Grid Gift Grid ©©

Major gift past donors established face-to-face peer every 3-5 yr.s Institution/

suspects relationship president Donor

executive dir.

dev. officer

board member

volunteer

Identification Involvement Solicitation Solicitation Solicitation Driven byMethod Relationship Frequency

Small gift in-house file minimal mail impersonal yearly or more Institution

purchase list phone

event

Mega gift - past donors - personal personal one who once donor

relationship evolves donor trusts desire for

- life - strong over time admires, change

event feelings stewardship believes in “pay-back”

inheritance - specific - issue recognition sale interest - up front

- stock

Gift Grid Gift Grid ©©

WHY PEOPLE GIVEWHY PEOPLE GIVE

Because they are askedBecause they are asked in person/personalizedin person/personalized by the right personby the right person for the right projectfor the right project at the right timeat the right time for the right amount.for the right amount.

Smaller Gifts

Why People Give Big GiftsWhy People Give Big Gifts

The philanthropic process of BIG GIFTS is more about

relationships than asking/money.

The philanthropic process of BIG GIFTS is more about

relationships than asking/money.

SO…HOW DO YOU REALLY SO…HOW DO YOU REALLY RAISE BIG GIFTS RAISE BIG GIFTS

FIRST.FIRST.

BELIEVE YOU CAN RAISE A BIG GIFTBELIEVE YOU CAN RAISE A BIG GIFT

DEFINE WHAT “BIG” MEANSDEFINE WHAT “BIG” MEANS

UNDERSTAND THE FOUR STEPS TO A BIG UNDERSTAND THE FOUR STEPS TO A BIG GIFTGIFT

The Four Stages of the Big GiftThe Four Stages of the Big Gift

THE FOUR STEPS THE FOUR STEPS To Getting Really Big GiftsTo Getting Really Big Gifts

I.I. Identify Identify who who COULDCOULD make a big gift to your make a big gift to your clubclub

II.II. Develop a strategy to INVOLVE them in some Develop a strategy to INVOLVE them in some aspect of your clubaspect of your club Annual DonorAnnual Donor Special even leader/sponsorSpecial even leader/sponsor ““Guest” at eventsGuest” at events

THE FOUR SETPSTHE FOUR SETPSTo Getting Really Big GiftsTo Getting Really Big Gifts

III.III. Get the prospect Get the prospect ENGAGEDENGAGED in your clubs life in your clubs lifeChallenge DonorChallenge DonorProject DonorProject DonorBoard MemberBoard MemberBoard LeaderBoard Leader

IV. IV. Over time, determine what this donors Over time, determine what this donors PASSION is…this will lead to the big giftPASSION is…this will lead to the big gift

Remember…There are exceptionsRemember…There are exceptions

J.B. FuquaJ.B. Fuqua

Bernie MarcusBernie Marcus

Joan KvocJoan Kvoc