Trevor Clark, CFRE will share his expertise in developing Major Gift programs and building relationships that support success. With over twenty years experience in the non-profit sector, Trevor Clark is a fundraising leader with advanced qualifications and successful leadership experience in organizations of national and international scope. Trevor is currently the Regional Director of Development for the Alzheimer Societies of Niagara, Brant, Haldimand Norfolk and Hamilton Halton.

1. Creating A Culture Of Philanthropy… …For the love of others

2. Session goals Dispel major gift “urban myths” : “We are too small!” “We don’t have the right type of donor!” “We can’t compete, our cause is a niche we don’t have popular appeal etc.” Present practical suggestions for establishing an effective major gift/gift planning approach Establish that all organizations can benefit from applying the principles of major gift/fundraising to our activities and “Start Where We Are!”

3. Definitions Major gift: Not an amount as such....Significant for the individual and to the organization...a challenge or a personal stretch...requires thought...proportionate but sacrificial...usually involves gifts from assets rather than cash flow. Gift Planning: Thoughtful, tax efficient approach to philanthropy both now and in the future...can include cash but tends to be from assets and estates etc. Philanthropic Transaction: exchange of values , this is at the heart of most significant gifts

4. Donor Pyramid: DONT FOCUS ON THE “ARTIFICIAL DIVISIONS” Think in terms of the positive activity... 1)Invite donors 2)Encourage involvement 3) Help donors invest and realize their philanthropic goals INVEST INVOLVE INVITE

6. The Cycle of Philanthropy

7. Why this is important Personal experience: Large National and International Organizations with mature fundraising programs and resources Salvation Army, National Director of Planned Giving Sickkids Foundation, Director of Development Planned Giving Queen’s University... Exciting and Unusual Opportunity: Three Alzheimer Societies dependent on special event fundraising eg Walk for Memories, Coffee Break etc coming together and recruiting a Regional Director of Development No clearly developed major gift strategy, no planned giving program but a growing realization that all events plateau and then decline in real value terms No “major gift pool”, limited resources, inconsistent dbases BUT compelling case! “The Rising Tide’’ Challenge: How to transition to a major gift orientation?

8. Common Sense Philanthropy (1) Light bulb moment! Major donors will come from families, caregivers, fellow workers, clients, professional associates of individuals dealing with dementia...This applies to corporate gifts too....the best, most consistent gifts will come from individuals or groups who have been touched...they “get it”!!! THIS is proving to be true....MG GP....

9. Common Sense Philanthropy (2) Have to find a way of: Working with what we have and who we know and Building on great programs...dedicated staff...grateful families...on going education... Inviting people to grow with us Offering people who “already love us” to willingly accept responsibility for making a difference

10. Common Sense Philanthropy (3) Understanding that the best gifts usually start with a sincere thank you for past support. (“We value you....we want your opinion...we have an exciting future....we would like you to be part of it....”) Proactive stewardship (We can ALL do this better) Appropriately asking someone for a personal gift that needs thought and commitment is therefore an invitation to share in something SIGNIFICANT! We are offering something!!! ( Exchange of Values)

13. “Major Gifts” are for everyone Work with who you have ....don’t overlook the massive potential of long term commitment Don’t draw hard lines between PG and MG…see them as natural progression Donor envy is debilitating... Always look for new ways to reach out to potential donors but look for the circles of influence...philanthropic GPS! Inviting a donor who “loves what we do” to embrace an opportunity to “make us even better” Illustrations: a)JR....Mortgage…Gift...from family foundation....anon gift from family member to another chapter.... b)Gift Planning... Donor “It’s easier to give a significant gift when I’m dead”!

14. Major Gift Planning Mission based “What our core business is” Invitational “Privilege of being part of something exciting and meaningful” Unapologetic “We are offering something of lasting value” Ambitious and visionary “ This is what we will become.” Strategic “This is how we intend to get there.” Accountable “ This is how we will keep on track and avoid mission drift” Built on a sound business plan with measurable activity and financial goals “ This is how we know we will be successful” NB in start-up programs concentrate on measuring activity…..ratio…..

15. The Prospect to Donor Ratio 11 Suspects 8 Prospects 5 Actual Cultivation 3 Solicitation 1 Gift Major gifts are for everyone…if we plan strategically...A predictable ‘Pipeline of Gifts” can flow…

17. A Major Gift Approach Requires a Plan That Is: Donor centred: and relationship based Personal: requires that we believe in our cause and REALLY like people! Focused on building a sustainable support base of lifelong donors Able to offer a variety of contact and introduction points for potential supporters and donors

18. A Major Gift Approach Requires a Plan That Is: Inclusive: Offers clients and families an opportunity to be involved (very important in causes that deal with illness etc) Creative: New approaches to marketing: Facebook, Website, mobile giving foundation etc. Organic and flexible : allowing time to educate, inspire, involve BEFORE asking for significant gifts

19. What then is a MG approach? A commitment to: DEVELOPING RELATIONSHIPS + DEMONSTRATING A CONVINCING REASON TO GIVE(CASE)+ PROVIDING THE RIGHT OPPORTUNITY = A MAJOR GIFT APPROACH …For the love of others…