Pareto Six Steps To Bequest Success
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Transcript of Pareto Six Steps To Bequest Success
Six steps to legacy success: Six steps to legacy success: Your complete legacy strategy Your complete legacy strategy Your complete legacy strategy Your complete legacy strategy
Christiana StergiouChristiana StergiouChristiana StergiouChristiana [email protected]@paretofundraising.com
f d i if d i iwww.paretofundraising.comwww.paretofundraising.com
© Pareto Fundraising 2008© Pareto Fundraising 2008
Christiana StergiouChristiana Stergiou
© Pareto Fundraising 2008© Pareto Fundraising 2008
What do you want to learn?What do you want to learn?
© Pareto Fundraising 2008
Outcomes from this sessionOutcomes from this session
© Pareto Fundraising 2008
OneOne--page Bequest Strategic Planpage Bequest Strategic Plan
© Pareto Fundraising 2008
1 Bequest basics
1.The Big Picture
1. Bequest basics
2. Bequests in your FR mix
3. Six step strategy 2.Why major donor
programs usually fail
p gy
= one page strategic plan
4. Questions and discussiony3.Identifying
4.Communicating5.Asking
6. More communicating
© Pareto Fundraising 2008© Pareto Fundraising 2008
A big thank you to...A big thank you to...
© Pareto Fundraising 2008© Pareto Fundraising 2008
1 Bequest basics
1.The Big Picture
1. Bequest basics
2. Bequests in your FR mix
3. Six step strategy 2.Why major donor
programs usually fail
p gy
= one page strategic plan
4. Questions and discussiony3.Identifying
4.Communicating5.Asking
6. More communicating
© Pareto Fundraising 2008© Pareto Fundraising 2008
What is a charitable bequest?What is a charitable bequest?
© Pareto Fundraising 2008
The most effective bequestThe most effective bequest
© Pareto Fundraising 2008
Bequests changing the worldBequests changing the world
INR 1,404,928,463
© Pareto Fundraising 2008© Pareto Fundraising 2008Source: BRW 2006
Average bequest value by yearAverage bequest value by year
$70,000 INR 2,452,249
$50 000
$60,000
$40,000
$50,000
$20,000
$30,000
$0
$10,000
© Pareto Fundraising 2008
$01996/97 1997/98 1998/99 1999/00 2000/01 2001/02 2002/03 2003/04 2004/05 2005/06 2006/07
What about here?What about here?
© Pareto Fundraising 2008
1 Bequest basics
1.The Big Picture
1. Bequest basics
2. Bequests in your FR mix
3. Six step strategy 2.Why major donor
programs usually fail
p gy
= one page strategic plan
4. Questions and discussiony3.Identifying
4.Communicating5.Asking
6. More communicating
© Pareto Fundraising 2008© Pareto Fundraising 2008
The big pictureThe big picture
Overall Fundraising StrategyOverall Fundraising Strategy
GovernmentGovernmentConsiderConsider
Corporate &Corporate &
ConsiderConsider
Associations Associations Trusts & Trusts &
foundationsfoundations
Corporate &Corporate &EventsEvents
Associations, Associations, groupsgroups
Individuals Individuals –– Long term growthLong term growth
Bequests / Bequests / Regular GivingRegular Giving
The Giving ConstituencyThe Giving Constituency
Bequests / Bequests / LegaciesLegacies Major DonorsMajor Donors Regular GivingRegular Giving
© Pareto Fundraising 2008
The Giving ConstituencyThe Giving Constituency
Long term growthLong term growthIndividual giving is currently the ONLY long term solution for growthg
IndividualsIndividuals ––
Donor care
Regular
Individuals Individuals Long term Long term
growthgrowthBequests
GivingMajor
DonorsMajor
Donors
© Pareto Fundraising 2008
Gross Gross income income by by yearyear
$160 000 000
$180,000,000
$200,000,000
$120,000,000
$140,000,000
$160,000,000
$80,000,000
$100,000,000
$40,000,000
$60,000,000
$0
$20,000,000
1996/97 1997/98 1998/99 1999/00 2000/01 2001/02 2002/03 2003/04 2004/05 2005/06 2006/07
© Pareto Fundraising 2008
Bequest Community Direct Mail Event In Memoriam Internet Lottery Membership Merchandise Other RG Child Sponsorship F2F
What to invest…. What to invest…. It depends!It depends!
© Pareto Fundraising 2008
1 Bequest basics
1.The Big Picture
1. Bequest basics
2. Bequests in your FR mix
3. Six step strategy 2.Why major donor
programs usually fail
p gy
= one page strategic plan
4. Questions and discussiony3.Identifying
4.Communicating5.Asking
6. More communicating
© Pareto Fundraising 2008© Pareto Fundraising 2008
Step 1: The right donorsThe right donors
© Pareto Fundraising 2008© Pareto Fundraising 2008
Acquiring the right donorsAcquiring the right donors
© Pareto Fundraising 2008
Acquiring the right donorsAcquiring the right donors
© Pareto Fundraising 2008
A numbers gameA numbers game
© Pareto Fundraising 2008
Criteria for most likelyCriteria for most likely
Board Past & Present& Present
StaffRegular Monthly Givers
DemographicDate of birthPostcode analysisSurvey responses
Pool of Supporters
Service Users
Occasional Givers Behavioural
y pContact details providedGenderTitleAddress type UsersGivers Behavioural
Length of involvementSupporter type
Recruitment sourceRegular giver
yp
VolunteersMembers Regular giverMembership
Type of service used
© Pareto Fundraising 2008© Pareto Fundraising 2008
Most important: your supportersMost important: your supporters
© Pareto Fundraising 2008
Very important: ageVery important: age
© Pareto Fundraising 2008
Age analysisAge analysis
Age Bands of Bequestor Typesg q yp
12%
14%
16%
6%
8%
10%
12%
0%
2%
4%
6%
%15-19 20-24 25-29 30-34 35-39 40-44 45-49 50-54 55-59 60-64 65-69 70-74 75-79 80-84 85-89 90+
Confirmed Bequestor Intender 0-48 mths Mailable Only
NB: The graph above represents only those who have been classified with an age
© Pareto Fundraising 2008
(80% of bequestors and 20% of mailable 0-48 mths).
Criteria for most likelyCriteria for most likely
Demographics Behaviour Other Info
• Aged 50 to 64 yrsM M
• PAWS and Cash d ( ith hi h t
• Have acquired t t• Ms or Mrs
• Frankston area• Pet names on
donor (with high rate of cash donation)
• Purchase
pets as strays
database merchandise• High value•Possible to startPossible to start recruiting bequestors within 2 years of
t
© Pareto Fundraising 2008
support
St 2Step 2: Staff training
Step 1: The right donors
g
The right donors
© Pareto Fundraising 2008© Pareto Fundraising 2008
Who are you?Who are you?
© Pareto Fundraising 2008
Why, not how!Why, not how!
© Pareto Fundraising 2008
Great customer careGreat customer care
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What What bequestorsbequestors wantwant
B tBequestors are significantly more d di i l tidemanding in relation to service quality (th “ l”(than “normal” supporters)
www charityfundraising orgwww.charityfundraising.org
© Pareto Fundraising 2008
Everyone is responsibleEveryone is responsible
M t Sh i R ltMystery Shopping Results
Handled call efficiently 25Handled call efficiently 25Handled call adequately 54Handled call – person not very 6Handled call person not very knowledgeable
6
Didn’t know where to pass call 12Didn t know where to pass call 12Didn’t return call 3
© Pareto Fundraising 2008
And the information they sent?And the information they sent?
56% of charities surveyed did not ask for a bequestask for a bequest in the information packs they sentpacks they sent
© Pareto Fundraising 2008
Step 3: Identifying
Step 2:
Identifying prospects
Step 2: Staff training
Step 1: The right donorsThe right donors
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors
Intenders &Intenders &ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
Bequest direct mailBequest direct mail
© Pareto Fundraising 2008
© Pareto Fundraising 2008
© Pareto Fundraising 2008
© Pareto Fundraising 2008
© Pareto Fundraising 2008
© Pareto Fundraising 2008
© Pareto Fundraising 2008
© Pareto Fundraising 2008
Remember the envelopeRemember the envelope
© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors
Intenders &Intenders &ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
Surveys tick lots of boxesSurveys tick lots of boxes
Reveal the donor’s bequest intentionsq
Tell you the donor’s reasons for giving/what’s important to themg g p
Collect date of birth and other extra information
An opportunity for the donor to tell their own story
You have the opportunity to personalise comms with the information donor shares
© Pareto Fundraising 2008© Pareto Fundraising 2008
ACF supporter surveyACF supporter survey
© Pareto Fundraising 2008© Pareto Fundraising 2008
ROB: ACF WARM SURVEY ROB: ACF WARM SURVEY LETTER PLEASELETTER PLEASE
N t f fi d b t j t f• Not for a confirmed beqeustor, just for an ordinary donor
© Pareto Fundraising 2008© Pareto Fundraising 2008© Pareto Fundraising 2008
THETHE question:question:
© Pareto Fundraising 2008© Pareto Fundraising 2008
ACF survey resultsACF survey results
Number Mailed 25,573
Gross Income INR 4,911,015
Net Income INR 2,020,262, ,
Surveys Returned 6,155
S R R t 24%*Survey Response Rate 24%*
Cash Response Rate 12%
Average Gift INR 1,673
*Target was an 8% response rate to the survey
© Pareto Fundraising 2008© Pareto Fundraising 2008
Target was an 8% response rate to the survey
ACF survey bequest results ACF survey bequest results
TARGET ACTUAL
C fi d 125 496Confirmed 125 496 (340 new)
Intenders 250 473
Considerers 375 437
Uncovered ~INR 996,000,000in potential bequest income
© Pareto Fundraising 2008© Pareto Fundraising 2008
p qEstimated average bequest INR 2,092,000
And year after year….And year after year….
20042004 20072007
© Pareto Fundraising 2008© Pareto Fundraising 2008
And year after year….And year after year….
WARM SURVEY RESULTS 2004 2005 2006 2007RESULTS
Quantity Mailed 15,888 16,357 18,835 24,883
Response Rate % 17% 24% 26% 27%
Confirmed bequest 373 191 86 81Confirmed bequest 373 191 86 81
Intending n/a 560 232 522
Considering 1056 647 614 335
© Pareto Fundraising 2008© Pareto Fundraising 2008
Step 4:
Step 3: Identifying
Conversion
St 2
Identifying prospects
Step 2: Staff training
Step 1: The right donors
g
The right donors
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors
Intenders &Intenders &ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Send info packSend info pack
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors Phone & ThankPhone & ThankIntenders &Intenders &
ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
The ultimate bequest packThe ultimate bequest pack
© Pareto Fundraising 2008© Pareto Fundraising 2008
Rob: ACF bequest conversion Rob: ACF bequest conversion letter pleaseletter please
© Pareto Fundraising 2008© Pareto Fundraising 2008
BreakBreakBreakBreak
© Pareto Fundraising 2008© Pareto Fundraising 2008
ROB: Mission Australia ROB: Mission Australia bqbq pack pack photophoto
© Pareto Fundraising 2008© Pareto Fundraising 2008
“As hard as it was, I refused to give up hope. I refused to believe my son was lost to drugs forever. Then we found Triple y g f f pCare Farm, a drug and alcohol centre run by Mission Australia, with its team of caring staff who provided us with the support we needed ”support we needed...
“... we realised we didn’t have a Will, so we made one. And I made sure we included Mission Australia right from the start.”
© Pareto Fundraising 2008© Pareto Fundraising 2008
© Pareto Fundraising 2008© Pareto Fundraising 2008
When it came to making a bequest, Dorothy saw it as a natural t i f th t h h b i i thextension of the support she has been giving over the years.
“The good people at Mission Australia do so many things to help so many people, it’s just a little thing I can do to try and help support their work.”
© Pareto Fundraising 2008© Pareto Fundraising 2008
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Focus GroupsFocus Groups
Service visits &Tours
Service visits &Tours
Phone Follow-UpPhone Follow-Up
Donor Care & Comms CycleDonor Care & Comms Cycle
Send info packSend info pack
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors Phone & ThankPhone & ThankIntenders &Intenders &
ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
When to callWhen to call
© Pareto Fundraising 2008© Pareto Fundraising 2008
Don’t be afraid to callDon’t be afraid to call
You have:You have:PERMISSION to call
You have:a MORAL OBLIGATION to call
© Pareto Fundraising 2008© Pareto Fundraising 2008
Purpose of the callPurpose of the call
Thank the supporter for their commitment to your organisation and intending/considering a bequestintending/considering a bequest
Update them on what that bequest will hi f i ti d iachieve for your organisation during
and after their lifetime
Help the relationship to move forward
The call must have an outcome
© Pareto Fundraising 2008© Pareto Fundraising 2008
Some examples of outcomesSome examples of outcomes
No Change in Prospect Status, No Follow-Up Required
Moved to Intender UndefinedNo Follow-Up Required
No Change, Follow-Up Required
Intender Pecuniary
Confirmed Pecuniary
Confirmed ResiduaryN L A b t P t
Considerer
No Longer A bequest Prospect, Donated Cash
No Longer A bequest ProspectNo Longer A bequest Prospect,
Became a RGIntender Residuary
No Longer A bequest Prospect
Intender Undefined
© Pareto Fundraising 2008© Pareto Fundraising 2008
Confirmed UndefinedIntender Residuary
How hard will you try...How hard will you try...
Six attempts t k t Sometimes
Different timesto speak to
the right person
Sometimes up to twenty
attempts
timesDifferent days
Saturdaysy
© Pareto Fundraising 2008© Pareto Fundraising 2008
A bequest phone campaignA bequest phone campaign
Warm Supporter Survey
Cold Acquisition Surveyy
In-house bequest direct mail campaign
© Pareto Fundraising 2008© Pareto Fundraising 2008
Outcome of bequest calls: No. % C fi d P i 5 0 84%Confirmed Pecuniary 5 0.84%
Confirmed Residuary 4 0.68%
Confirmed Undefined 48 8 11%Confirmed Undefined 48 8.11%
Total Confirmed 57 9.63%
Intending to leave a bequest 255 43.07%g q
Considering bequest 106 17.91%
No, not now 56 9.46%
No longer a bequest prospect 116 19.59%
Deceased 2 0.34%
© Pareto Fundraising 2008© Pareto Fundraising 2008
Total Contacts 592 100%
The ultimate bequest planThe ultimate bequest plan
Focus GroupsFocus Groups
Service visits &Tours
Service visits &Tours
Phone Follow-UpPhone Follow-Up
Donor Care & Comms CycleDonor Care & Comms Cycle
Send info packSend info pack
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors Phone & ThankPhone & ThankIntenders &Intenders &
ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
Yes, I have Yes, I have included a gift to included a gift to The Lost Dogs’ HomeThe Lost Dogs’ HomeThe Lost Dogs Home The Lost Dogs Home in my Will!in my Will!
© Pareto Fundraising 2008© Pareto Fundraising 2008
Step 4:
Step 3: Identifying
Conversion
Step 5: Lif l
St 2
Identifying prospects
Life-long comms
& donor careStep 2: Staff training
Step 1: The right donors
g
The right donors
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Donor Care & C C lDonor Care & C C l
Focus GroupsFocus Groups
Phone & ThankPhone & Thank
Comms CycleComms CycleService visits &
ToursService visits &
Tours
Phone Follow-UpPhone Follow-Up
Donor Care & Comms CycleDonor Care & Comms Cycle
Send Thank youPack
Send Thank youPack Send info packSend info pack
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors
PackPack
Phone & ThankPhone & ThankIntenders &Intenders &ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
© Pareto Fundraising 2008© Pareto Fundraising 2008
ThankingThanking
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Donor Care & C C lDonor Care & C C l
Focus GroupsFocus Groups
Phone & ThankPhone & Thank
Comms CycleComms CycleService visits &
ToursService visits &
Tours
Phone Follow-UpPhone Follow-Up
Donor Care & Comms CycleDonor Care & Comms Cycle
Send Thank youPack
Send Thank youPack Send info packSend info pack
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors
PackPack
Phone & ThankPhone & ThankIntenders &Intenders &ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
Keep sending surveys...Keep sending surveys...
20062006
20072007
© Pareto Fundraising 2008© Pareto Fundraising 2008
Keep sending appeals...Keep sending appeals...
© Pareto Fundraising 2008© Pareto Fundraising 2008
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Ultimate Bequest PlanThe Ultimate Bequest Plan
Donor Care & C C lDonor Care & C C l
Focus GroupsFocus Groups
Phone & ThankPhone & Thank
Comms CycleComms CycleService visits &
ToursService visits &
Tours
Phone Follow-UpPhone Follow-Up
Donor Care & Comms CycleDonor Care & Comms Cycle
Send Thank youPack
Send Thank youPack Send info packSend info pack
Confirmed Confirmed BequestorsBequestorsConfirmed Confirmed BequestorsBequestors
PackPack
Phone & ThankPhone & ThankIntenders &Intenders &ConsiderersConsiderersIntenders &Intenders &ConsiderersConsiderers
Warm SurveyWarm SurveyWarm SurveyWarm Survey Bequest Bequest Bequest Bequest Cold Cold Cold Cold OtherOtherOtherOther OtherOther
© Pareto Fundraising 2008© Pareto Fundraising 2008
Warm SurveyWarm SurveyWarm SurveyWarm Survey Direct MailDirect MailDirect MailDirect Mail SurveySurveySurveySurveyWarmWarmWarmWarm ColdCold
Step 4:
Step 3: Identifying
ConversionStep 5:
Life long
Step 2:
Identifying prospects
Life-long comms
& donor careStep 2: Staff trainingStep 6:
M i
Step 1: The right donors
Measuringyour success
The right donors
© Pareto Fundraising 2008© Pareto Fundraising 2008
Average bequest by year (AU$)Average bequest by year (AU$)
$70,000
INR 2,452,249
$50 000
$60,000
$40,000
$50,000
$20,000
$30,000
$0
$10,000
© Pareto Fundraising 2008© Pareto Fundraising 2008
$01996/97 1997/98 1998/99 1999/00 2000/01 2001/02 2002/03 2003/04 2004/05 2005/06 2006/07
Future incomeFuture income
2500
2000
ThinkingIntend
1500
IntendConfirmed Over
INR1,002,340,425
1000
500
© Pareto Fundraising 2008© Pareto Fundraising 2008
02004 2005 2006
Bequest penetration by charity Bequest penetration by charity (% of active cash donors)(% of active cash donors)
8 0%
(% of active cash donors)(% of active cash donors)
6.0%
7.0%
8.0%
4.0%
5.0%
1 0%
2.0%
3.0%
0.0%
1.0%
© Pareto Fundraising 2008© Pareto Fundraising 2008
The Lost Dogs’ Home successThe Lost Dogs’ Home success
1500
1800
INR 400,000,000
INR 450,000,000Bequest income DM Bequest pledgers
1200INR 300,000,000
INR 350,000,000
900
INR 200,000,000
INR 250,000,000
300
600
INR 100,000,000
INR 150,000,000
0INR 0
INR 50,000,000
99/00 00/01 01/02 02/03 03/04 04/05 05/06 06/07 07/08 08/09*
© Pareto Fundraising 2008© Pareto Fundraising 2008
99/00 00/01 01/02 02/03 03/04 04/05 05/06 06/07 07/08 08/09
1 Bequest basics
1.The Big Picture
1. Bequest basics
2. Bequests in your FR mix
3. Six step strategy 2.Why major donor
programs usually fail
p gy
= one page strategic plan
4. Questions and discussiony3.Identifying
4.Communicating5.Asking
6. More communicating
© Pareto Fundraising 2008© Pareto Fundraising 2008
The perfect relationshipThe perfect relationship
© Pareto Fundraising 2008© Pareto Fundraising 2008
1 Bequest basics
1.The Big Picture
1. Bequest basics
2. Bequests in your FR mix
3. Six step strategy 2.Why major donor
programs usually fail
p gy
= one page strategic plan
4. Questions and discussiony3.Identifying
4.Communicating5.Asking
6. More communicating
© Pareto Fundraising 2008© Pareto Fundraising 2008
Thank youThank [email protected]
© Pareto Fundraising 2008© Pareto Fundraising 2008
Pareto Fundraising exists to make the world a better place, by di th t f fit t ' it ld id texpanding the not-for-profit sector's capacity worldwide to
ensure as many beneficiaries are helped as possible.
We encourage you to share this document but do ask that should you decided to use any of the information in a presentation beyond your organisation that you first email us
i ht@ t f d i ion [email protected]
© Pareto Fundraising 2008© Pareto Fundraising 2008