1. Zavet Pomoha: New legacy campaign in Czech Republic

2. ESTATE ADMINISTRATION: Stewardship – Creating great donor relationships

3. Etymology of Philanthropy: An ancient term in changing times

4. Ask an Advisor

5. Celebrating philanthropy

6. “Come from Away” to Halifax, Nova Scotia

7. Major donors and asking for a legacy

8. Bring your data into the light

Your comments, articles and suggestions are most welcome. Send us a line. We’re waiting to hear from you. GPIC@hilborn.com

Volume 19, Number 11 November 2014

CO N T E N TS Zavet Pomaha: New legacy campaign in Czech RepublicNATASHA VAN BENTUM, CFRE

This latest installment is one of a series of articles Natasha has written for GPIC over the past five years about legacy campaigns around the world. The most recent was about ”My Legacy Does Good,” the campaign in Germany, (January 2014) and prior to that the Austrian campaign, “Forget Me Not.” (Sept 2013)

It’s a challenge to keep up with latest developments on the legacy campaign front in Europe. As I wrote in January about the German initiative, Europe has become a hotbed of highly-organized and well-funded legacy campaigns. And the momentum continues.

Now we move for the first time into Eastern Europe and a former Communist country. For those of you interested in the legal and technical aspects of philanthropy in the Czech Republic (Czech R), the Council of Foundations has an excellent summary page.

A new focus on individual givingCzech nonprofits are heavily dependent on government or European foundations. “One of the most effective ways to address this situation and achieve greater financial

stability, is getting contributions from individuals. This type of financing is the most common and successful abroad. Therefore, we are trying to promote some long-term priorities that improve the efficiency of nonprofit organizations in individual donations, increase their credibility and facilitate the donation process.” – “Zavet Pomaha” website.

A big step in this direction was the launch this year of a legacy campaign, “Zavet Pomaha” (“Wills Help”). Their tag line is: “I help during my lifetime – I’ll keep helping when I’m gone.”

I’ve been in correspondence with Tomas Vyhnalek, of People in Need. Tomas lives in Prague and played an important role in getting the new campaign off the ground. It’s worthwhile noting People in Need was established by journalists and dissidents involved in the Velvet Revolution.

It was Tomas’ idea to kick-start a legacy program after being inspired by a few bequests his organization received, including one for more than $1M. Says Tomas, “I work with several people who decided to make bequests to our organization; I became so keen about the topic, I wanted to promote legacies in the Czech Republic.” So he brought the idea to the national coalition group for nonprofits, “Easy Giving.”

“Easy Giving” – coalition of Czech nonprofitsThe “Easy Giving” coalition is made up of twenty-one nonprofits who work

together to increase individual giving in the Czech R. It has working groups or committees in areas such as Direct Dialogue, Social Media, Telemarketing, etc.

Some of these working groups act as a “platform for the promotion of common interests and others offer mainly space for meeting and sharing experiences in the area of individual fundraising. It also provides its members with educational events, workshops, lectures, panel discussions, participation in conferences, meetings and organizes informal business meetings over a variety of topics.”

GIFT PLANNING in CanadaPage 2 November 2014

Many of these reflect an important lesson to learn. Some refer to complications that arose because of errors in preparing testamentary documents, etc. It’s a good concept, engaging the reader through a potentially complex topic through use of storytelling.

Parrots keep cropping upOne of these testimonials reminded

me of a bequest we received when I was with Greenpeace International in which two parrots received all of the estate until their demise, at which time the residue, a huge sum, would go to Greenpeace. As far as I know, one parrot still survives. (See GPIC, October 2011 “My life as a fundraiser.”)

Stanislav Reed was a well-known breeder of parrots in the Czech R who left over $10M and real estate valued at around $50M to the Prague Zoo (“Zoo Praha”). Stanislav was one of the leading experts and Czech breeders of parrots.

Research • The agency worked with the

coalition on nonprofits to conduct research amongst a small sample of 160 Czech seniors.

• Seniors were asked about their attitudes towards leaving a legacy.

• 58% of respondents said making a bequest to a nonprofit was a good idea.

Messaging• Based on their research, Tomas told

me “...we stress in the ad that people should take care of their families first and only then think about charities in their Wills.”

• The “Zavet Pomaha” website clearly addresses ways to give, types of bequests, and other helpful guidance, along with excellent donor stories.

• There is also a direct number people can call for more information. This is prominently shown at the bottom of each web page.

Testimonials with a twist: Learning lessons through storytelling

Donor stories – if you paste this URL http://zavetpomaha.cz/pribehy-darcu into Google Translate (Czech to English), what will come up is a noteworthy group of donor stories, both contemporary and historical.

Determination won outTomas is a determined fellow.

He and some colleagues tried for over a year to get something going, without success. Easy Giving had never taken anything public before. But then, Tomas was elected Chair of the working group dealing with legacies. He pressed for the campaign. It took twelve months to get everyone on board.

Again, an outside (commercial) agency plays an important role

As noted in previous articles, it’s common in Europe for nonprofits to work with professional, commercial agencies to assist with their fundraising and outreach campaigns. I’ve always envied European NGO’s for this. It makes a huge difference to have an agency working alongside your organization. They bring research capacity, marketing skills, communications expertise and other resources.• An RFP was issued and an

agency selected: Comtech Group, a successful commercial agency that enjoys working with nonprofits. (“We work as a team and live like a family.”)

• They also have an interesting sense of humour. Here’s a message on their home page: “Why Choose Us? We are always questioning ourselves, never satisfied. Only the deadlines save us from the fate of Dali, who poured paint all over a finished painting and painted it again.”

“Philanthropy was destroyed during communism. And we are now trying to bring it back to life.”

– Tomas Vyhnalek, project lead, Czech

legacy campaign “Zavet Pomaha”

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GIFT PLANNING in CanadaNovember 2014 Page 3

ESTATE ADMINISTRATION: Stewardship – Creating great donor relationshipsCOLLEEN BRADLEY

This article is Part 3 of an ongoing series on estate administration contributed by the consultant team at PGgrowth. All your best planned giving

donor practices are coming together! You have:

• identified your best planned giving prospects

• educated them on the benefits of making a gift

• created trust and rapport

• demonstrated a genuine interest in their needs and concerns

• acted as a trusted resource

• communicated and problem-solved with your donor

• created a nice pipeline of prospects, intentions and expectancies

Your donors are saying YES and confirming that they are including your organization in their estate plans. Donors are seeing the value of committing their estates to your organization. Your planned giving program is working!

The next practice: Stewardship Stewardship programs are an art

and not a science. Every donor is unique and you will deal with matters of sensitivity ranging from issues of mortality and family succession to individual privacy and the confidentiality of documentation. As planned giving professionals, we must be tactful, understand the donor’s needs and concerns, be a great listener and proceed with care and compassion.

Campaign costs and participation feesThe campaign to date has incurred costs of 7,000 € ($12,500 Cdn), half of this on

advertising in printed media. Each participating nonprofit contributes between 150 € to 300 € depending on the size of their budget. This can be seen as a show of good faith, since many of the smaller participants have not yet received any legacy gifts.

In fact, even large organizations with offices in the Czech R. (such as the Salvation Army and Greenpeace) who have very sophisticated legacy campaigns in other countries, have only received modest bequests.

This gives you an idea of how “pioneering” the territory of legacy giving is in the Czech Republic.

Results so farIn terms of timing, work began in the New Year and the campaign launched

at the end of June. “It’s still a miracle to me that everyone in the coalition liked the campaign,” says Tomas. He was concerned that some members would drop out as they worked their way through the process.

It’s too soon to measure results. However response from the public (and media) is very positive so far.

The campaign has also had an important impact on the coalition, as Tomas says: “...proving its ability to create, agree on and implement a big project. The members showed they can pull together and can be very action-oriented. Now there are 21 members, as we have 4 new members who joined because they wanted to participate in the legacy campaign.”

Up next: PolandCoincidentally, just as I was putting this article to bed, an email arrived from

Poland. Robert Kawalko is with the Polish Fundraising Association. “Dear Natasha – it is amazing how fast this legacy movement is expanding and growing. It is very mobilizing and makes us accelerate the preparations for a campaign in Poland, even if we still hear people say that it is much too early, we have different culture, people will be annoyed etc. You surely know all these phrases. I am recruiting a manager who will organize the first Polish seminar on legacies in early spring. Then we will create a group of organizations who will promote legacy giving. Austria is our benchmark, but we also observe other countries.”

So, onward and upward. Stay tuned!

Natasha van Bentum, CFRE is Director of “G2” (Give Green Canada / Patrimoine vert), a project at Tides Canada Initiatives. G2 also acts as a catalyst for 2017 and green legacies to mark Canada’s 150th anniversary. She is one of the earliest members of CAGP and has served on various Leave a Legacy committees for many years both in Canada and the USA. Natasha is a member of the Institute for Legacy Management in the UK and often keeps GPIC readers abreast of news from “across the pond”. Contact her by email: vanbentum@gmail.com, or on Skype at natashavictoria. Natasha’s Twitter feed provides regular updates on legacies @GiveGreenCanada.

GIFT PLANNING in CanadaPage 4 November 2014

Etymology of Philanthropy: An ancient term in changing timesKIM FULLER

Simply put, Webster’s dictionary defines philanthropy as “the practice of giving money and time to help make life

better for other people.” Sounds easy enough, however in today’s society, philanthropy has never felt more complex.

The origin of the word philanthropy is derived from the Greek word philanthropia meaning kindliness, humanity, benevolence, and love of mankind. The word “philo” means love and “anthropos,” mankind.

Some define a philanthropist as anyone who gives anything, such as time, expertise, money, compassion or passion in any amount to positively transform the world. Others only consider giving money as the sole means of being a true “old school” philanthropist. Times are changing and society is drawing broader strokes on the term than some may like. Mackenzie Investments holds a “Top Teen Philanthropist Contest” where a number of prizes are awarded to students who show outstanding community involvement and leadership skills. While the contest is a wonderful way to highlight the work of dedicated young Canadians, the term “philanthropist” could perhaps be considered as misused given that their work is purely volunteer based, and without any financial contribution to a cause.

Discussions on financial contributions versus the contribution of time as a philanthropic act are debated in many circles. Even harder still is our ability to quantify the value of the hours of volunteering donated in this country each year. However, according to

From an organizational viewpoint, good stewarding is a cost-effective investment. It helps an organization to maintain donor interest while safeguarding against any possible “change of mind” on the part of the donor.

Planned giving is somewhat like inviting guests to a special party. You have sent out the invitations, you have given them all the details, they have said yes, and now they have arrived at the party…what are you going to do now? You are going to deliver a great party experience. You are going to deepen that relationship and bond so that your donors do not go into the dreaded cycle of “buyer’s remorse.”

We have all experienced “buyer’s remorse,” and that feeling of did I do the right thing? Stewardship ensures that your donors feel like they are a part of something bigger than themselves; that they are becoming a part of an organizational family. The key word here is family. Families know each other’s needs, concerns and quirks, communicate with each other regularly, update each other on what’s going on in each other’s lives…in a nutshell, families connect with each other. And that is what good stewarding is all about.

Recognition: Saying thank youIn my family, it was good manners to express thanks in a timely, appropriate

and meaningful way. In the world of planned giving, recognition demonstrates gratitude, emphasizes good stewardship and helps to set the tone for future conversations.

Many awkward problems can cause unnecessary grief for the donor and organization alike. Good stewarding means asking the donor directly and getting it right the first time – donor’s name, title, gift amount, and make certain that the recognition and following stewardship fits the gift and is appropriate to the donor and your organization.

While the elements of a proactive stewardship program will vary from organization to organization and from sector to sector, there are many ways and means to show appropriate thanks. Options are limited only by creativity. Regardless of the elements your organization finally decides upon; ensure that every thank you is personal, sincere, appropriate and respectful of the donor’s wishes.

Programs that are well-conceived and implemented, present ideal opportunities to promote further involvement in your organization, assists in maintaining up-to-date records, and may even encourage the donor’s family and friends to lend their support. Frequently it will lead to additional and/or more substantial gifts. And there is an added bonus – it inspires others to give while encouraging anonymous donors to disclose their gift intentions. It is commonly believed that for every one planned gift that is known, five more are undisclosed. More information means better stewarding. Better stewarding means happy donors.

Part 4 of this series – “A checklist to thank and engage donors” will appear in the December, 2014 issue of Gift Planning in Canada.

Colleen Bradley, PGgrowth’s Technical Support Consultant, began her career with Royal Trust, guiding her clients through the Will planning process and offering investment advice that helped them achieve their financial goals. In 1990, Colleen joined The Heart and Stroke Foundation, Ontario where she developed a proactive Planned Giving program. In her five years there, Planned Giving annual revenue doubled. Later at The Easter Seal Society she created a comprehensive Planned Giving program that took bequest revenue to over 3 million dollars. A member of the CAGP-ACPDP, Colleen is a Past Chair of the Toronto Round Table. Contact her, colleen@pggrowth.com.

“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”

– Anonymous

GIFT PLANNING in CanadaNovember 2014 Page 5

the Canada Survey of Giving, Volunteering and Participating done a few years ago, over 13.3 million people—accounting for 47% of Canadians aged 15 and over—did volunteer work in 2010. They devoted almost 2.07 billion hours to their volunteer activities: a volume of work that is equivalent to just under 1.1 million full-time jobs!

Teaching philanthropyLaura Arrillaga-Andreessen is known for bringing philanthropy to academia;

she was the first person to teach philanthropy at the Stanford Graduate School of Business when she joined the faculty in 2000. Today, many Canadian universities and other institutions have course offerings on the subject, varying from social investment to philanthropic management and everything in between. This too is changing how we see philanthropy and forcing the nonprofit sector to professionalize.

The future of philanthropy? The Globe and Mail did a piece on the next generation of philanthropy in 2011,

with a focus on Philanthropy 3.0: stories of the “1 percenters” like Bill Gates and power brokers like Bill Clinton and the countless social enterprises, micro-charities and campaigns growing via social media. The article challenges that “traditional charities are squeezed in the middle. It’s a dramatic change, but can it really improve humanity’s dismal record in making the world any less desperate, diseased, dangerous and unfair?”

New communities and groups are forming with the sole purpose of addressing social problems. Businesses also want to be a part of this social shift and corporate social responsibility is on the rise.

Take the Giving Pledge as an example. The concept came from the ideas and input generated from conversations that Bill and Melinda Gates and Warren Buffett had with other philanthropists in the U.S. and from around the globe. The Giving Pledge is a commitment by the world’s wealthiest individuals and families to dedicate the majority of their wealth to philanthropy. The pledge asks only that the individual give the majority of their wealth to philanthropic causes or charitable organizations either during their lifetime or in their Will. The pledge does not solicit support for the Bill & Melinda Gates Foundation or any other specific cause or organization. The pledge encourages signatories to find their own unique ways to give that inspire them personally and benefit society.

Mr. Gates’s influence is even more powerful because it is amplified through the funds of other billionaires. Media tycoon Ted Turner’s United Nations Foundation, founded in 1999, gets substantial funding from the Gates Foundation and, in turn, finances many of the old-school charities (and governments). Mr. Buffett took that meta-charity approach to a new level when he decided not to attach his name to a foundation but to leave his legacy to Mr. Gates.

While most do not have the wealth that these mega millionaires have, we are seeing more and more peer-to-peer fundraising than ever before. People want to self-organize and take control of how money is being raised, whom it’s going to and how it’s being spent. This is changing how we (consultants in the sector, grant makers and charitable nonprofits) operate, and we’ll have to adapt if we are to continue to create better partnerships and stronger organizations that can bring real outcomes and impact to communities for future generations.

Kim Fuller is Founder and Creative Director of Phil Communications. A certified non-profit consultant and marketing specialist, Kim has been active in branding, graphic design and internet technologies for 18 years and involved in philanthropy for over 20. Email her at kim@phil.ca.

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“Philanthropy is involved with basic innovations that transform society, not simply maintaining the status quo or filling basic social needs that were formerly the province of the public sector.”

– David Rockefeller

GIFT PLANNING in CanadaPage 6 November 2014

Celebrating philanthropyLEAH EUSTACE

Two years ago, Canada became the first country in the world to officially recognize November 15th as National Philanthropy Day, just one

of many things that makes me proud of this wonderful country we live in.

We Canadians are generous of spirit, selfless, caring and show our love of humankind in a myriad of ways. So, really, it only makes sense that we would embrace this day of celebration.

As I write to you, I’m sitting in a restaurant overlooking the White House in Washington. Last night, I had the privilege of sitting amongst some of North America’s most inspiring philanthropists as they were recognized at the inaugural National Philanthropy Day Celebration (hosted by the Association of Fundraising Professionals, or AFP) for their generosity. As always, Canada was very well represented: ATCO Group, based in Calgary, was honoured as Outstanding Corporation, and Senator Terry Mercer, CFRE and MP Geoff Regan were recognized for their tireless efforts to create a permanent National Philanthropy Day in Canada.

But then I got to thinking: why is this celebration not bigger? Why doesn’t every charity, every fundraiser and every community across our country take the time to step back and reflect on the amazing things we do to make Canada a better place for all? Why are we not universally celebrating philanthropy on November 15th?

It’s too easy for us to get caught up in getting that next gift, preparing that grant proposal, crunching those numbers, or fine tuning that bequest language. We sometimes lose track

tax free. In Ontario, a high rate donor will save 30% in taxes on that dividend.

Here is one way to look at it:• If the company donates $10,000

in listed securities.

• Cost = $5,000

• Capital gain = $5,000 is added the Capital Dividend Account of the Hold Co.

• Taxable portion of gain = $0

• Company saves $4,620 in tax. Company pays $4,620 dividend to Donor A ($3,234 net of tax).

• Company pays $5,000 tax free Capital Dividend to Donor A.

• Net result is Donor A has $8,234 in his pocket. The after tax cost of the donation is $1,766.

• This example ignores Refundable Dividend Tax on Hand.

• If they donate the shares personally, the after tax cost is $5,359 ($10,000 -$4,641 tax savings).

What would you do?The results may change if using an

“operating company” because the tax rate for the company is very, very low. Such companies are conducting active business and not just holding property. It is probably best to make the donations personally if you are considering the use of an operating company.

For a detailed example using older rates (the idea still applies), search the website A Charitable Guide to Planned Giving, type the word “company” and you will find a detailed example comparing personal to corporate (operating company) gifts of cash and shares.

If you are a CAGP member and need technical, legal or ethical advice, please login to the Members Section and take advantage of our virtual online advisors today. You can learn more about CAGP membership benefits by contacting: National Membership Coordinator, Email: membership@cagp-acpdp.org, Tel: 1-888-430-9494 x.227

Ask An Advisor: November Gift Planning Q&A

In an ongoing series of articles, The Canadian Association of Gift Planners continue to showcase different types of questions received from gift planners through the anonymous “Ask An Advisor” online forum.

All CAGP members have access to the exclusive “Ask an Advisor” resource that allows fundraisers to ask planned giving questions– whether technical, legal, or ethical in context, and receive an answer from an expert in planned giving legislation.

This month’s question:I’m wondering about corporate

tax rates and charitable donations. I’m trying to determine what the benefit would be to a corporate donor giving appreciated stocks. For corporations, are they still taxed on 50% of the capital gains? If they are in the highest tax bracket in Ontario, what would the marginal tax rate be? If they were not to donate the stock, what would the tax rate on the capital gains be?

Ask An Advisor Response:All the tax rates required to do these

sorts of illustrations can be found here. Review the information, Canadian-Controlled Private Corporation on page 52, and Individual on page 34.

Companies donating listed securities do not pay tax on the capital gain.

A Private Holding Company in Ontario pays 46.2% tax on investment income (listed shares).

The highest rate for individuals in Ontario is 49.53% (income over $509,000). However, the donation tax credit plus provincial surtax reduction is capped at 46.41%.

If the Company donates the shares, the entire gain can be credited to the company’s Capital Dividend Account to be paid to the Donor (shareholder) 100%

Advancing Gift Planning in CanadaC A N A D I A N A S S O C I A T I O N O F G I F T P L A N N E R S

ASSOCIATION CANNADIENNE DES PROFESSIONNELS EN DONS PLANIFIÉS

•TMCAGP ACPDP

GIFT PLANNING in CanadaNovember 2014 Page 7

Perhaps we see National Philanthropy Day as the “property” of the Association of Fundraising Professionals (AFP), and not something CAGP members can actively participate in? Okay, maybe now we’re getting somewhere.

Yes, AFP has been instrumental in the establishment of National Philanthropy Day. Yes, most NPD celebrations around the world are the initiative of local AFP Chapters. But National Philanthropy Day is so much bigger than that (and often involves many local organizations working together with AFP chapters).

Here is the wording of the National Philanthropy Day Act:

I repeat, “it is important to honour all Canadians who demonstrate the spirit of giving.” No mention of AFP (or CAGP) in there, folks.

Here is my challenge to you: Let’s make November 15, 2015 (and every November 15th thereafter) a true and universal celebration of philanthropy in Canada. Let’s work together, no matter the charity we represent, or the kind of fundraising we do, to celebrate the love of humankind.

Leah Eustace, ACFRE, is Chief Idea Goddess at Good Work, a consulting firm based in Ottawa that focuses on helping charities connect with their donor’s hearts. Leah is Chair-Elect of the AFP Foundation for Philanthropy – Canada, and a member of CAGP. You can contact Leah at leah@goodworksco.ca or find her on Twitter @LeahEustace.

of the big picture. What we are doing – every day, is expressing our love of human kind (the true definition of philanthropy). We are in the business of creating magic by facilitating relationships between donors and the causes that stir their souls.

It’s a very noble thing we do, and it deserves this one day a year to be celebrated.

Last week, at the Philanthropy Awards celebration in Ottawa, I listened to Patrick Twagirayezu, AFP Ottawa’s Outstanding Youth Award recipient, talk about founding C.H.A.N.G.E. 4 Kids to engage local students in the community and the Capital Youth Initiative to fight youth poverty.

“...when it comes to your

tombstone, it’s not the year

when you were born or the

year when you died, but the

dash placed between those

dates that matters most.”

I had tears streaming down my face as Patrick talked about how, when it comes to your tombstone, it’s not the year when you were born or the year when you died, but the dash placed between those dates that matters most.

“That small dash represents everything, everything that you stood for while you were here,” he said. “So, I encourage all of you to remember, in all our actions, what do you want your dash to stand for?”

Patrick is 21 years old, and I’m pretty sure he’s our future Prime Minister.

But during all these celebrations, both this year and in years past, there’s been a huge missing piece for me. Despite the universality of National Philanthropy Day, we’re not celebrating legacy gifts and legacy donors. Why is that?

Are legacy gifts not worthy of celebration? Of course they are.

Are we, as legacy fundraisers and professional advisors, just too busy to step back and celebrate? No, I won’t take that as an excuse.

Whereas philanthropy is the spirit of giving without expectation of reward;

Whereas Canadians continue to be inspired by the dedication of volunteers who devote themselves to improving the lives of others;

Whereas philanthropy helps build strong communities and active civic participation by bringing people together to serve a common goal;

Whereas countless Canadians have benefited from the help they have received from charitable organizations and caring individuals;

Whereas through the dedicated work of caring individuals and organizations, November 15th has come to be known throughout Canada as National Philanthropy Day;

And whereas it is important to honour all Canadians who demonstrate the spirit of giving by recognizing National Philanthropy Day;

Now, therefore, Her Majesty, by and with the advice and consent of the Senate and House of Commons of Canada, enacts as follows:

NATIONAL PHILANTHROPY DAY

GIFT PLANNING in CanadaPage 8 November 2014

to showcase the talents of Richard Radcliffe of Radcliffe Consulting in the UK – a global leader in legacy fundraising and Russell James, Professor of Financial Planning at the University of Texas who will change our way of thinking about communicating with donors, to name just a few.

CAGP will be offering a suite of workshop sessions streamlined into several categories: gift planning fundamentals, be a better gift planner (professional skills), managing gift planning, communications & marketing, donor relations, governance/finance and tools and technical expertise. These are designed to provide you with a wide array of learning opportunities that will help you to maximize your professional development experience.

In addition to fantastic speakers and the educational workshops, CAGP has attracted exhibitors who specialize in the charitable field, on display in a dynamic, trade-show setting. Delegates will be able to compare tools, products and services in one place and see samples of products and experience demonstrations of technology that may be of use to your organization or business.

But what would a trip to Nova Scotia be without a taste of our local fare…lobster with all the fixings is on the agenda for the Wednesday evening, along with a little toe-tapping, hand-clapping music that will be sure to get your adrenaline pumping for the workshops the next day. Thursday evening is the banquet where you’ll be sure to hear some pipers piping and see some ladies dancing, along with a few other surprises that will add to a wonderful evening on the Halifax waterfront.

Friday afternoon, after the closing plenary, you will board a bus for Peggy’s Cove – a picturesque village just 35 minutes from Halifax, so don’t forget to pack sneakers or rain boots. If the sea is not your calling, perhaps you would rather take a walking tour on the Halifax Waterfront Boardwalk, a 3km public footpath overlooking the Halifax Harbour. If you wish to do a little shopping, the boardwalk will include a unique shopping experience

“Come from Away” to Halifax, Nova ScotiaLORI SCOTT

Attending the 22nd Annual CAGP National Conference in 2015?

If you have yet to decide, allow me to persuade you with a little insight as to what you can expect.

The CAGP National conference will be held in the “sea bound coast” of Nova Scotia, in beautiful Halifax. I can’t think of a better backdrop for the 2015 National Conference, Insight to Impact, CAGP’s premier networking and professional development opportunity for people with an interest in philanthropy and strategic

charitable gift planning. The annual conference is a key opportunity to ensure CAGP members and stakeholders have the knowledge and understanding they need to be responsive to, and effective in, an increasingly competitive environment.

This is a wonderfully unique city filled with history, culture and more pubs per capita than any other city in Canada (sorry Montreal!). In Halifax, a famous tugboat, Theodore Tugboat, shares the same harbor where Canada’s next fleet of combat ships will be built; you’ll will hear a cannon fire in the heart of the city every day at noon on the same hill where a town clock has been keeping time since 1803; there are six degree granting Universities and almost 600 restaurants with succulent seafood readily available and awaiting your taste buds.

The local host committee has been planning for months to ensure your conference is truly a memorable experience. The program committee has a lineup of industry “stars” that will leave you with the tools and tips you’ll be anxious to implement in your own shop. Among the plenary speakers, we are thrilled

GIFT PLANNING in CanadaNovember 2014 Page 9

Major donors and asking for a legacyRICHARD RADCLIFFE

“It’s worth a go” or “It’s not worth the risk”WORTH is a fascinating word. It has so many meanings. So, being an inquisitive person I stuck my nose into the Oxford English Dictionary. But before I delve into the depths of the best read in the world, why did I focus on the word “worth?”

The reasons are simple:• Legacy giving is on the rise everywhere, from Austria (where it is now 10% of individual giving) to USA (where legacy giving has increased by almost 8% in the last year).

• “Baby boomers” are the ones who are doing it.

It is “worth a go” because if we get it right, the rewards (in my view) will be beyond even our dreams. The risk is in how we make the ask, because there is no such thing as a “baby boomer;” there is no such single label as to what constitutes a “major donor.” Wealth, age, gender, family, personal experience, work experience and philanthropic relationships all require special attention to detail.

So let’s briefly look at what I consider to be key issues (which I really hope to discuss at CAGP in Halifax in April 2015) which are nicely indicated in RED.

Back to the definition of WORTH(with apologies to the Oxford English Dictionary for a few VERY minor

changes – but only in the example sentences.)

Adjective 1. Equivalent in value to the sum or item specified. “A donation worth over

$10,000 is defined as a major donation.”

Having income or property amounting to a specified sum. “Wow – she is worth over $20 million.”

2. Sufficiently good, important, or interesting to be treated or regarded in the way specified.“That guy is worth checking out so we know how much to ask for.”

Used to suggest that the specified course of action may be advisable. “It is well worth the Chief Executive meeting her face to face,” or “It is worth making sure she does not meet the Chief Executive he is SO bad face to face.”

at Historic Properties and Bishop’s Landing. The Boardwalk also has a great selection of restaurants and pubs that are sure to tempt your palate and enhance the impact of your conference experience on your final day in Halifax.

This is only a hint of what awaits you in Halifax for the 2015 CAGP conference. To keep you in the loop of all that Halifax and the conference has to offer, we are fortunate to have our “Man on the Tweets,” Charles O’Neil. Whether it’s about Sidney Crosby or Ellen Page, or pirates to politicians – follow Charles (@CharlesONeil1) and the CAGP Conference Twitter team at (#CAGP15) and learn some interesting facts and folklore of our urban centre.

If April 22-24, 2015 is not marked prominently in your calendar, now’s the time to do so. The host committee is anxiously waiting the opportunity to welcome all our colleagues from away, show you some down home hospitality and help ensure Insight to Impact is the best CAGP National Conference yet. For more information about the 22nd Annual CAGP National Conference click here.

Lori Scott, BA, BPR is a Gift Planner Advisor for the QEII Health Sciences Centre Foundation in Halifax, Program Chair for the CAGP Nova Scotia Roundtable, member of the Halifax Estate Council and Host Committee member for the 2015 CAGP – ACPDP National Conference. Contact her: lorij.scott@qe2foundation.ca or 902-473-6306

GIFT PLANNING in CanadaPage 10 November 2014

Synonyms: benefit, advantage, use, value, virtue, usefulness, utility, service, gain, profit, avail, validity, help, assistance, aid; desirability, attractiveness, allure, appeal; significance, point, sense; “The intrinsic worth of charity.” worthiness, merit, meritoriousness, credit, value, excellence, calibre, quality, stature, eminence, greatness, consequence, importance, significance, distinction, superiority; gifts, talents, strengths, endowments; “Benefactor club members have a sense of belonging and personal worth.”

3. The amount that could be achieved or produced in a specified time. (OK, I admit it, we have a legacy problem here – the “specified time” is usually unknown and therefore so is the outcome!)

WORTH should be the most important word in fundraising research. The definitions of those five letters summarize virtually the whole fundraising cycle.

And while we’re at it...I think we have a sector problem when we mention “major donors:”

• Every NGO seems to have a different entry value of a major donation

• Every NGO has a different entry value attached to a high net worth individual

• There is no “typical” major donor or high net worth individual (HNWI)

In my view you cannot label these donors or put them in a box labelled “good prospect for legacies.” If we only targeted old single women we would be narrow minded, ageist, sexist and predictable.

Also, someone giving $2 a month might be a better major legacy prospect than someone giving $200 a month. Many of you probably have examples of people who have little cash but left you properties worth over $1 million.

So how can we develop the best cultivation programme to ensure that each prospect DOES IT taking into account that 35% of donors are going to do it if we make “the ask” (which perhaps should NOT be a direct ask).

This is a golden moment in the history of philanthropy which deserves much more attention than can be given in a single article.

Richard Radcliffe is Founder of Radcliffe Consulting which specializes in developing legacy income for charities/NGOs worldwide. He has met probably every type of donor there is on the planet including many hundreds of high net worth individuals and wow is it a fun job!

Bring your data into the lightLIZ REJMAN

Who hasn’t helped in the implementation of a gala or golf tournament, walk-a-thon or donor recognition event? The months of planning and preparation finalizing all the details – including the lists upon lists of attendees sorted every possible way: alphabetically, by table number, and by giving level.

The day of the event finally arrives and there is a whirlwind of activity. Afterwards, the “thank you’s” roll out and all declare it the best-ever gala, donor tour, golf tournament. Everyone moves on.

But what of all those lists with all the juicy data they contain? Typically, these lists reside in excel. It’s just so easy to sort, filter and share. And just about anyone in your organization can update a spreadsheet when changes come flying in at lightning speed. Often after an event, they are carefully stored in a network folder “just in case” but generally are promptly forgotten.

Where “dark data” livesThe content of those spreadsheets becomes dark data lurking in the virtual

corners of your organization. Which is a shame because there is a wealth of

Noun1. The level at which someone

or something deserves to be valued or rated. “The worth of her investment portfolio is not huge, but look at her properties – she is the best legacy prospect.”

An amount of a commodity equivalent to a specified sum of money. “Oh my goodness, she has 100,000 shares in the Radcliffe Hedge Fund–that must be worth $50 million. Is it worth asking for shares or a cash gift?”

Synonyms: value, financial value, monetary value, price, asking price, selling price, cost, valuation, quotation, estimate, assessment. “A fundraiser may require independent evidence of the donor’s worth.”

2. High value or merit. “Given the context of a man seemingly re-evaluating his sense of inner worth, is it worth inviting him to our party at Buckingham Palace/24 Sussex Drive?”

Gifts by Will

Innovative Gift Planning

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not-for-profit law.

www.drache.ca OTTawa: 613.237.3300

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GIFT PLANNING in CanadaNovember 2014 Page 11

be able to track trends year over year. So think carefully about where you want to house key pieces of information. Use checkboxes and drop down menus as much as possible. Text fields are not your friend when you want to extract the data.

4. Try to enter as much as possible into your database as you go along. Keeping it all in the excel spreadsheet with the idea you will have the time and energy after the event to add it to your database is unrealistic. A little bit of data entry each week is far more manageable and less mind-numbing than massive manual uploads after the fact. Trust me, I speak from experience.

5. When you have doubts, think of how grateful your future self will be that you took the time to code this data into a centralized database that will allow you to extract it, slice it, dice it and development some statistical and quantifiable observations.

Dark data can have so much potential. It just needs a champion to bring it into the light.

Liz Rejman, CFRE has spent her entire career in the not-for-profit sector bringing her dynamic expertise to health care, education and the arts. Professionally her focus has been on database management and prospect research. She has a particular interest in social media as a research tool and the effect of personalization of the internet on balanced research. She is currently Database and Research Manager for Pathways to Education Canada. Follow her on Twitter, @erejman or visit her blog at www.erejman.com.

information in those spreadsheets that could be recorded into your database. And that information when codified and stored in a database can then help you expand your fundraising efforts.

What if you wrestled that data into your database and coded it for future use? It’s not a glamorous task and there are always far more urgent matters to attend. But how would your future events, your future fundraising strategies, or your future prospect identification look like if that dark data was brought into the light for consideration?

What if you tracked in your database who responded to an invitation? Who took the time to decline? Who said they would come but didn’t show up? What if you knew who was friends with who? Or, if a donor had adult children or grandchildren? Suddenly these pieces of data become indicators of affinity, of life stage; of potential connections that can take your planned giving to the next level. The dark data, when coded and integrated into your database can help you to enhance your fundraising strategies.

Dark data lurks everywhere: in the Will we receive from a planned giving donor or in a donor story. It is in all the great relationships our donors have with each other, which can be found in the table seating requests or foursome registrations we receive. Have you codified information from the Will? The donor story? Are you tracking relationships? All these snippets of data help to develop a robust picture of your donors, which in turn, helps you to identify the next potential planned giving prospect as well as the person who can help you build that relationship.

It’s all right thereFar too often we look externally for the gem of information or insight to help

us be better fundraisers. What we often overlook is what our donors are telling us directly through their actions and their responses. For whatever reason, we simply digest that information in the moment, never thinking of its potential use beyond the event or action in time.

So, how do you bring dark data into the light? Here are a few tips to get your started:1. Start small. Those spreadsheets aren’t going anywhere. So even if you decide to

move one specific data set to your database and leave the rest in the spreadsheet that is ok. It is still one more piece of data you didn’t have before. In deciding what data to add to your database, think about what will be most useful in multiple ways.

2. Discovering connections from an event registration is a relationship mapping pot of gold. I think tracking who knows who (whether as a friend or business associate) is so incredibly important and so difficult to find through other means. Get this information out of your spreadsheet and into your database.

3. Consistent coding in your friend. While nothing is ever set in stone in a database, every time you change where a piece of information is stored, know you will have to retroactively update all past information. Otherwise, you won’t

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