| 800.756.7483 developing a proactive planned giving marketing plan timothy d. logan, acfre national...
TRANSCRIPT
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Developing A Proactive Planned Giving Marketing Plan
Timothy D. Logan, ACFRENational Capital Gift Planning Council
May 13, 2010
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Session Objectives
• Use the Annual Fund to identify the best/most qualified PG prospects in your data base– Using wealth information and PG scoring models
• Understand the benefits of proactive PG marketing• Recognize the importance of using segmentation in
PG Marketing• Discuss the seven steps to develop an Integrated
Planned Giving Marketing Plan
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Planned Giving Marketing
Planned Giving in the Development Process
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Your Objectives
• Immediate impact– More gifts– Accelerated gift income
• Long-term, increase program performance
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The Second Donor Pyramid
AnnualGiving
MajorGiving
PlannedGiving
Planned G
iving
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PG Trends• Web• Wills/CGA’s comprise bulk of gifts
– CRT’s decreasing– Donor advised funds & family foundations
• (NPT: Krause and Mangone)
• Stand alone programs decline– Increased collaboration with major gifts
• Mass appeal marketing losing effectiveness• Special populations
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Planned Giving Marketing
• Identify prospects who are ready for Moves Management (Face to Face)
• Find prospects who are ready now
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Three Stages of Planned Giving
• Marketing• Gift Planning• Stewardship
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The Development Gap
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5 Steps to Close the Development Gap• Identify your best prospects• Develop Segments for Marketing• Implement a Marketing Program• Qualify Individual Donors• Develop Clusters
– Education/Stewardship– Cultivation/Solicitation path
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Identifying Planned Giving Donor Prospects
Giving AnalysisEnhanced Data Scoring
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Continuous Lifetime GivingThe Giving Lifecycle
Dove, et al, 2002.
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Purpose of the Annual Fund
• Secure New Donors• Secure Annual Gifts• Upgrade Existing Donors• Identify Major and Planned Giving Prospects
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Analyzing Annual Giving Behavior—File Analysis
• Measures of Affinity– Loyalty, Passion,– If it’s about building a relationship, how do we
measure the strength of that relationship?
• Measures of Ability– Wealth, Assets
• Need to look at the total donor relationship
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The Biggest Predictor…
• Major Gifts– Annual gift size is the single largest predicator
of future large gifts
• Planned Giving– Frequency of AF Giving is the single largest
predictor of Planned Gifts
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Every Annual Fund Donor is a Planned Gift Prospect
• Every donor—has capacity to make a bequest
• Many donors—have capacity to fund a charitable gift annuity (CGA)
• Some donors—can also fund other gift instruments (charitable lead trust, charitable remainder trust, etc.)
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• What data can we use to analyze the file?
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Internal Data
• Demographic information• email address• Source of Name• Gift History/Cumulative Giving• LOTOF• Donor Interest
– Obtained actively or passively
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External Data
• Age• Marital Status• # of Children• Education• Income• Stock/real estate holdings• email address
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Types of Analysis• Giving Patterns
– RFM• Recency of Giving• Frequency• Money—Size of Gift
• Giving History--Loyalty– Length of time on the file (LOTOF)– Continuous Giving==Frequency over time
• High Affinity non-donors• Enhanced data selects
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PG Affinity Indicators
• PG Society• Attended events, reunions• Board, past Board• Volunteer• Season tickets• Travel program (**)
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Lifestage Annual Fund
• Donors go through a cycle• Identify and target older, lapsing Annual Fund
donors• Develop relationship with Institution• Begin Planned Gift Marketing• Annuitize Annual Fund Gift
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Probability/Possibility
• Ability• Capacity• Data• Wallet
• Affinity• Propensity• Interest• Heart
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Using Enhanced Data
Wealth InformationPG Scoring Models
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Enhanced/Other Selects-External
• Age• Wealth rating/Planned Giving indicators
– You can help make these pay off!• Recent death in household• Donors to other charities• Lack of presence of living children (**)
– James, 2008
• Birth of first grandchild– James, 2008
• Church Attendance– Rooney 2008
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Enhanced/Other Selects--Internal
• Multi-Newsletter responders• Upgrade/Downgrade
– Age, # gifts, LOTOF
• Title/Gender--Miss• Specific school/college, specific program• Donor loyalty scores• Volunteered email• Web hits
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Donor Rating Scores
• Point System• Pyramid• Passion Index
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Planned Giving Prospect Matrix
High $, Low Affinity
If we could only getthem to give us a
million (Bill Gates, Joan Kroc)
High $, High Affinity
You already know them. You have buildings
named after them.
Low $, Low Affinity
You don’t want to spend money on them
Low $, High Affinity
They want to know more
Wealth
High
Low
HighDonor Affinity/Philanthropic Intent
Lowc 2005 Timothy D. Logan, ACFRE
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Developing a Proactive Planned Giving Marketing Plan
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Step 1
File Segmentation For Planned Giving
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Self-Selected or Proactive?
• Proactive Marketing produces results and identifies more Planned Gifts.
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The Most Important Factors
• Age• Frequency of giving• Loyalty/Length of Time on file (LOTOF)• Recency of giving• Other key Touch Points
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PG Segmentation Hierarchy
1. Multi-year/multi-givers cut by age2. Internal affinity scores
• Including Affinity Touch Points
3. PG scores4. Use wealth rating if appropriate for gift
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PG Constituent Segmentation MatrixFew Gifts, High
Affinity
Former Faculty, Employees Grateful Patients
BoardAwardees
Many Gifts, High Affinity
Multiple Year GiversLegacy Society
Few Gifts, Low Affinity
AdvisorsPG Committee
Many Gifts, Low Affinity
Parents
Affinity
High
Low
HighNumber of Gifts
Low
c 2006 Timothy D. Logan, ACFRE
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What About Non-Donors?
• High affinity non-donors• Donor loyalty scores• Affinity indicators
– Based on Touch Points
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Step 2
Which Type of Planned Gift?
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Segmentation for Gifts
• Age based gifts– Bequest, CGA, Retirement assets
• Wealth based gifts– Trust, DAF
• Other/Combination– Life Estate, Insurance, Deferred CGA, PIF
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Age Based Gifts• Well…..Age (55 to 80)• Other analyses based on direct mail RFM
analysis• Recency of giving (24 months)• Frequency of giving
– Over a specified period (70%)—Sagrestano
– Length of time on the file (LOTOF)• Average gift is NOT important• Title/Gender—(dearth of results data)
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Gifts of Wealth
• Length of time on the file (LOTOF)• Largest one-time gift (LOTG)• Total cumulative giving• Wealth rating indicator• Prospect research
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At What Age, Wealth?
Dove, et al. 2002.
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Step 3
What is the Purpose of the Message?
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Purpose of the Marketing Message
• Education• Top of Mind• Stewardship• Call to Action/Ask
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Step 4
Choose the Marketing Media
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PG Marketing Methods
• Direct Mail• Newsletters• Web• Telephone• E-mail• Press Releases• Professional Networks• Donor Seminars• Face-to-face
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Purpose of the MediumMarketing Channel
• Direct Mail piece, postcard• Newsletter• Website• Email• Magazine• Telephone• Visits• Seminars, Events• Professional Networks
Purpose
• Identify• Educate• Educate, Top of Mind• Identify• Top of Mind• Qualify, Call to Action• Qualify, Call to Action• Educate, Qualify• Educate, Identify, Top of Mind
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Continuum of Direct Response
FacetoFace
TelephoneCall
VideoTape
DirectMail
MassAds
INTERACTIVE NON-INTERACTIVE
PERSONALIZATION
TARGETING
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Step 5
Develop a Donor Centered Message
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Identify the Value Thread
• Build the bridge in your messaging.• “If I am a 60 year old with a $7 million estate
—I need to know my $7 million will be put to good use—or I will give it elsewhere.
They need to show me that they know me.”
From Kay Sprinkel
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Donor Centered Messaging
• Crafting your legacy• Unlock the value of your assets• Using your real estate creatively• Increase your retirement income• Providing income to your elderly parents• Paying for college for your children or
grandchildren
Sagrestano, 2008
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PG Donor Clusters
Adding the Donor’s Information
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Cluster Marketing• Age• Planned giving readiness• Immediacy of Gifts• Comfort with legacy/death• Wealth• Existing Legacy Society Member• Board Members, Development Committee
members, etc.• Assigned to a gift officer
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Cluster Examples
• Named you in will, is not decision maker• Donors who indicated a concern about
income who have requested CGA information
• Donors who have included you in their estate plans and are over 80
• Donors who have a PG with another institution
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Special Populations
• These are really clusters• Older, divorce, living together• Older females living together (sisters)• Gay/lesbian couples
– Lack of presence of children
• Boomers (now turning 60)– DINKS
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Cluster Messaging
• Thank you’s• Birthday cards• Holiday Cards• Donor milestones• Program involved donors• Travel donors• Special planning/tax considerations
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Step 6
Planning Your Strategy
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Developing the Plan
• Market—Step 1• Message—Steps 2, 3,5• Media—Step 4, 6
• Market or Media Driven Planning– Age based– Gift Type based
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Planned Giving Marketing Matrix
40's 50's 60's 70's 80's 90's
Life Event First Will Investment Retirement Death of Spouse Change in ControlLife Stage Planning Earning Responsibility Security LegacyTheme Education Charitable Intent Financial Planning Affairs in Order Make a DifferenceMessage Education Top of Mind Call to Action Call to Action Stewardship, EducationPlanned Gift Wills Bequests, CGAs Bequests, CGA's Wills, CGA's CGA'sWealth CLT CLT, Deferred CGA CRT's, Deferred CGA CRT's CRT'sAnnual Fund Involvement Growth AF Triage Cut-back Nondonor
C,2006 Timothy D. Logan, ACFRE
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Planned Giving Marketing Plan Shell
Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec
DIRECT RESPONSE
CLUSTERS
EVENTS
FREE RIDERS
TRIPS/VISITS
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Planned Giving Marketing PlanJan Feb Mar Apr May June July Aug Sep Oct Nov Dec
DIRECT RESPONSENewsletter NL CGA NL--Beq NL--IRA roll-overNL CoverMailings March Mailing<50 Will Planning NL CVR>50 Charitable Bequest NL CVR>50 +$ CRT NL CVR NLCVR>69.5 NL CVR IRA Roll-overHigh Freq Givers TM Qualification TM TM TMLapsed LSAF
CLUSTERSSociety Survey Event Homecoming TG NoteFinancial Advisors Email Email Email Email Email EmailNotes/Cards BD BD/VD BD BD BD BD BD BD BD BD BD TG BDDecision Makers Wills Seminar Homecoming
EVENTSWills Seminar Employee
FREE RIDERSMagazine/Newsltr AD AD AD AD
TRIPS/VISITS CASE Conf Southwest US NCPG--D.C.
C,2006 Timothy D. Logan, ACFRE
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Planned Giving Marketing PlanAge Distribution
40 50 60 70 80
Jan NL--CGA NNL--CGA NL--CGA
Feb
Mar Will Planning Will Planning Charitable Bequest IRA Roll over IRA Roll overCLT CRT
AprMay
NL Bequest NL Bequest NL Bequest NL Bequest NL Bequestemessage
JunJulAugSepOctNovDec
C,2006 Timothy D. Logan, ACFRE
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Step 7
Check for Message Integration
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An Integrated Department
• Free Rider Opportunities• Your Annual Fund callers• Your Major Gift Officers• Check your website
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PG Free Rider Opportunities
• Annual fund mailings• Annual fund telephone program• Articles in Newsletters• Ads in Alumni Magazine• Web site• Acknowledgements• Travel Program
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Free Rider Methods
• Brochure• Seasonal Brochure• Ads• Buck slip/return card• Donor Profiles/Testimonials• Quizzes
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The One Thing
• The one hard and fast rule:• Do not combine asks in one message• OKAY to gather data
– One or two quick screening questions
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Train Your AF Callers
• Planned Giving Knowledge• Say “Thank You”• Capturing comments
– What to listen for• Planned Giving Clues
– Personal– Financial– Lifestage
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Face to FaceThe MGO’s Role—PG Colombo
• Structure – How—outright, multi-year, asset with income back
• Assets– What—cash, securities, real estate, retirement,
intellectual property, business interest• Timing
– When—all now, some later, scheduled, deferred, at death
• Motivation– Why—charitable intent, taxes, legacy, project, position
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Check Your Website
• Easy to Navigate?– What’s it called– How many clicks
• Here’s looking at you, kid!– Photo of you and your team
• Gift calculator
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Steps to Develop Your Plan• Step 1: Identify/Segment• Step 2: What type of Planned Gift?• Step 3: Purpose of Message• Step 4: Choose Medium• Step 5: Develop a Donor Centered
Message • Step 6: Message Strategy/Planning• Step 7: Message Integration
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In Summary
1. Cultivating PG donors is rooted in AF/Direct Response
2. Proactive Marketing is key--Every PG prospect doesn’t raise their hand
3. Take 7 steps to develop an Integrated Planned Giving Marketing Plan
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RuffaloCODY
Timothy D. Logan, ACFREVice President, Senior ConsultantPlanned Giving [email protected]