5-Year Major Gifts Guide - Boy Scouts of America：5年的专业礼品指南-美国童子军

5-Year Major Gifts Guide - Boy Scouts of America：5年的专业礼品指南-美国童子军 5-Year Major Gifts Guide FRIEND RAISING COUNCIL MAJOR GIFTS FRIEND RAISING Scope: The challenge or opportunity for every council is the cultivation of your annual contributors and building a friendship, a relationship that is rich and fulfilling for your donors and your council. When you raise friends rather than just funds, you build relationships that recognize the needs you are meeting in your community and the success you realize in changing lives and molding the future for individuals, families, communities and even the nation. The opportunity is to cultivate and motivate your donors to move to a higher level of confidence in your council and to move their financial support to a greater level along with their confidence. Major gifts – often in Scouting referred to as planned or deferred gifts, or (somewhat mistakenly) as endowment gifts – are vital to the financial future of Scouting. The distinction: major gifts are large, significant gifts of any type. Planned/deferred gifts are gifts of almost everything but outright gifts. Endowment gifts are gifts for the long-term financial support of the council. In many cases, a gift can be all three, so don’t worry about what the gift is called. Just focus on showing your donors how their gifts will be used and how this fits into to their priorities. Major gifts can be used to build and increase a council's endowment fund (improve your score in the Journey to Excellence Objective #3), provide immediate, operating fund support, generate funds gifts during a capital campaign, building facilities to support Scouting programs – and everything in between. In other words, major gifts can and should be used to support all three sides of the council’s “funding pillars.” Councils that don’t promote and secure major gifts lose significant financial support. It’s like trying to win every baseball game with nothing but singles and walks. Those are important, but home runs always make the job easier. It is the responsibility of each local council executive board and its key council officers to make major gifts an integral part of a council's long-range and annual programs. The council president, Scout executive, vice-president for fund development, major gifts campaign or planned giving committee chairman, and the council vice president of finance with his fiscal management team all have a responsibility and role in developing the components and conducting your council’s major gifts program. In particular, the Scout Executive must give active leadership to this, especially in identifying and cultivating donors and being part of the team making the ask. A planned gifts program is part of a council major gifts committee – usually a subcommittee of the council fund development committee. Its responsibilities cover all areas of planned giving: endowment and trust funds, promoting and securing outright gifts, bequests, lifetime income gifts of all kinds, donor recognition, etc. Progress, results, and decisions are reviewed and appraised by the council fund development committee, then submitted to the council executive board. The committee's responsibilities and schedule for activities should be coordinated with those, as well as the agreed-upon council major gifts plan. Page 1 of 10 5-Year Major Gifts Guide FRIEND RAISING Donor cultivation or development cannot succeed unless a council first sets their strategic plan to address the needs that they will address and how they will address them. Friend Raising needs to be an integral part of this plan. Case statements must be developed specific to the funding priorities of the council. Donors must be cultivated and educated to increase their level of support. A council must prove they are trustworthy by maintaining the appropriate governance policies related to their funding and adhering to them. As donors progress, the council needs to provide the appropriate recognition for each donor. Local council staff members and volunteers need to be trained on a regular basis on the best methods and technicalities of major gifts friend raising. The Hierarchy of Giving The Boy Scouts of America is positioned Legacy to help local council staff members and Giftsvolunteers in their readiness for donor development. Training and resource Major materials and programs are available Giftsonline, at National Development & Fiscal Management Symposiums, and through Area-centric Friend Raising programs Bequests & from the Council Fund Development Special GiftsTeam of the Finance Impact Department in the Council Operations Group of the Friends of Scouting BSA. / Annual GiftsSymposiums and seminars will be offered 4-6 times each year with consideration for geographic diversity. Donor AcquisitionResource materials are available for local council use in marketing their efforts to financially sustain their operation, equipping them to deliver Universe of Peopleexciting Scouting programs to youth and families in their council, including brochures, the Donor Development Guide, eNewsletter, resource materials, and links for local council donor cultivation web-based support. The BSA National Donor Development Task Force consists of a National Chairman and four Regional Chairmen, who serve as the conduit for the flow of information on local council priorities and helping to respond to those priorities. Their objective is to support local council readiness to development their donor relations, moving donors up the hierarchy of giving levels reflected here. The National Major Gifts Award program provides a framework for local council major gift committees to develop their strategy and workplan for donor development. The National Major Gifts Award recognizes local councils that adopt and implement the steps in this process. The BSA National Foundation Trustees and Major Gift Directors are additional resources that a local council can engage with the solicitation of major gift donors. These resources are most effectively engaged when aligned with donors capable of gifts of $100,000 or more. Page 2 of 10 5-Year Major Gifts Guide FRIEND RAISING JOB DESCRIPTIONS: COUNCIL MAJOR GIFTS COMMITTEE – COUNCIL MAJOR GIFTS CHAIRPERSON Role: To establish and maintain contact with council Major Gifts Committee members to assure the understanding of Major Gift planning to meet council fundraising priorities for growth in each of the financial Pillars of Scouting areas: Endowment, Capital & Operating. With support from the Area and Regional organizations develop a plan to meet the priorities of council and the best methods of fulfilling those priorities. 1. Committed to Scouting through his direct involvement, his previous experience, or his belief in the values of Scouting for future generations. 2. Successful in his/her personal and business life. 3. Ability to work with meeting schedule and time commitment for related activities. 4. Can relate to all areas of leadership including council presidents, district chairmen, Scout executives, and key Area and Regional volunteers. 5. Has an understanding of how a council functions, as well as its need for a total financial development program, particularly endowment and the JTE Objective #3. 6. Ability to lead a group to the creation of a vision and case statement(s) as the foundation for all major gifts activities. 7. Is familiar or willing to become familiar with the tools available to support major gifts fundraising, such as donor seminars, professional seminars, home & hearth events, wills seminars, planned giving options and programs, and donor-centered fundraising. 8. Understand the methods of donor cultivation – working with donors and prospects for greater levels of support. 9. Will demonstrate through his/her personal example, the commitment to make, or making a major gift in support of the council. DISTRICT MAJOR GIFTS CHAIRPERSON – TASK FORCE MEMBERS Role: Coordinate major gifts support efforts with local council major gifts chairperson, gathering information on needs and best methods, developing strategies to support council major gifts fundraising, plus promoting efforts to develop major gift fundraising skills in volunteers and staff members. 1. An influential member of a district organization. 2. Has an interest in Scouting that has been identified. 3. Is willing to make a personal commitment to the program. 4. Believes the major gifts program can and will make a significant contribution to the future of the Scouting in local councils. 5. Is familiar or willing to become familiar with the tools available to support major gifts fundraising, such as donor seminars, professional seminars, home & hearth events, wills seminars, planned giving options and programs, and donor-centered fundraising. 6. Understand the methods of donor cultivation – working with donors and prospects for greater levels of support. 7. Willingness to attend regular meetings of the committee. Page 3 of 10 5-Year Major Gifts Guide FRIEND RAISING Update Database Contacts Every Month & Put a Face on Scouting - Throughout the Year January: Summary report on giving and operations for previous year, thank and acknowledge gifts received. Must be mailed and postmarked by January 31. Include photos. Get a list of all key donors with a multi-year (5+) giving history of $50/100+. Review the names with committee and expand the database records. February: Host a BSA Anniversary gathering with a special BSA Anniversary announcement/invitation. Invite key donors and/or prospects to attend the Major Gifts Fellowship Event/. Publicize the BSA Foundation website www.scouting.org/BSAFoundation for planned giving technical information. Send a Valentine’s Day card. Attend Major Gifts seminar this year. March: Provide a local donor seminar on estate planning. Share copy of the Council Annual Report with donors and prospects. Mail postcards with Scout message & photos. April: Have committee share new key donor data for database. Visit key donors and prospects. Provide a local wills seminar for council families. May: Visit key donors and prospects. Host a professional seminar for CPA’s, attorneys, and/or financial planners. June – August: Invite donors, families and prospects to summer camp for a Friday in the Forest type event allowing them to see Scouting at its best. If Boy Scout resident camp is too far for easy visits, invite them to a local Cub Scout camp or outdoor program event. September: Place year-end giving article in newsletter. Have committee meet to update key donor database. Visit with key donors and prospects. Call key donors and thank them for their annual gift. Enlist members of the executive board to help call donors. October: Provide a professional seminar for CPA’s, attorneys, and/or financial planners on planned giving topic. Put a year-end giving article in the Council newsletter and on the council website. Invite donors to visit www.BSALegacy.org for more technical guidance. November: Early in the month send a Thanksgiving message/card with a Scouting photo to all donors and prospects. Include information relative to year-end gifts. Visit with key donors and prospects. December: Send a holiday greeting to donors, families, and prospects – use Scouting images. Visit with key donors and prospects. Refer donors and prospects interested in planned giving to: www.BSALegacy.org Page 4 of 10 5-Year Major Gifts Guide FRIEND RAISING Major Gifts Marketing Tasks TO DO DATE stMail or email 1 Quarter “Be Prepared” newsletter Topic: Mail or email 2nd Quarter “Be Prepared” newsletter Topic: Mail or email 3rd Quarter “Be Prepared” newsletter Topic: Mail or email 4th Quarter “Be Prepared” newsletter Topic: Include a Drop-In article in the council newsletter (1st Quarter) Topic: ndInclude a Drop-In article in the council newsletter (2 Quarter) Topic: Include a Drop-In article in the council newsletter (3rd Quarter) Topic: thInclude a Drop-In article in the council newsletter (4 Quarter) Topic: Put "Will Sez" cartoons in your council newsletter. Regularly check web site – www.scouting.org/financeimpact – for updates and new tools. Donors & prospects subscribe to GiftLegacy eNewsletter, via www.BSALegacy.org Send Wills Survey to council Executive Board and mailing list. Collect Wills Survey results and enter into BSA donor profiles. Send thank you letter to those who indicated on their Wills Survey they had made a council gift. Send more information to those who indicated on the Wills Survey an interest in making a gift. Invite selected donors/prospects to the council Scout show. Invite selected donors/prospects to the BSA National Annual Meeting Invite donors/prospects to the Major Gifts Week at Philmont Training Center or Florida SeaBase Invite selected donors/prospects to at least one of the council summer/day camps. Conduct a service club presentation on Scouting and major giving. Develop a list of charitable income trust prospects for the next quarter's emphasis. Mail Thanksgiving and/or Christmas holiday cards to key donors and prospects. Send birthday card to all major donors and prospects. Make sure council’s Case Statement includes a case for endowment gifts. Use Foundation Directory to create list of Top 10 prospects to fund Scouting in your area. Use Wealth Engine to research your council’s Top 20 individual donors/prospects Promote electronic eNewsletters for donors and professionals. Page 5 of 10 5-Year Major Gifts Guide FRIEND RAISING SAMPLE AGENDA FINANCIALLY SMART COUNCIL, BSA COUNCIL MAJOR GIFTS COMMITTEE MEETING – AGENDA , Opening, Pledge & Invocation , Scouting Mission Moment – Council Leader provides a short story/presentation on how Scouting is working in your community. , Status Reports: o Operating Report o Endowment Report o Capital Report (if applicable) , Personnel: o Committee members o Needs o Assignments , Prospect Relationship Management o Names review and progress on assigned prospects o New names and evaluation (use discretion with process) o Assignments & Strategies , Upcoming Scouting Events & Cultivation Opportunities Scout Camps/Activities/Ceremonies for cultivation o o Donor Seminars o Professional Seminars , Other business , Scout executive’s moment (or similar emotion/motivation message and thanks) , Next meeting Page 6 of 10 5-Year Major Gifts Guide FRIEND RAISING To: Area Director Copy: BSA Council Operations Group – Council Fund Development Team From: Council, council number # Subject: National Major Gifts Award – 2011 (for presentation in 2012) Purpose: The BSA emphasizes the need to secure major gifts to support to local councils for operating, capital and endowment gifts which enable local councils to more effectively attract and serve youth and community organizations. The James E. West Fellowship program recognizes new gifts for endowment and the Second Century Society is used to recognize major gifts to local council operating funds, capital funds, and/or endowment funds. 1. Through strategic planning with the council Major Gifts Committee, create a vision and case statement for the delivery of greater Scouting programs through strong council operations and effective program facilities. Yes Major Gifts/Endowment Committee Meets at least quarterly. Yes nd2. Have board and area-approved, annual growth goals for new James West and 2 Century gifts to Endowment and Capital (if council is in a capital campaign mode). Note: Goals may be expressed in number of gifts, or value of gifts. Endowment (must reflect new donations): Goal Result James E. West Operating, Capital, or Endowment: Goal Result nd2 Century Society 3. Conduct at least two out of these four: a) Donor Seminar; b) Professional Seminar; c) Wills seminar; d) “Home and Hearth” event. Date Attendance Donor Seminar Professional Seminar Wills Seminar Home and Hearth event 4. Hold at least one council Heritage Society/donor recognition event. Description Date Attendance Page 7 of 10 5-Year Major Gifts Guide FRIEND RAISING 5. Have each of these in writing, current and approved by the council Board, and on file at the Regional office: a) Investment policy; b) Spending policy; c) Gift acceptance procedures; d) Gift crediting guidelines; e) Major Gifts case for support. Date Reviewed & Approved Investment policy (within 18 months) Spending policy (with 18 months) Gift acceptance procedures (within 5 yrs) Gift crediting guidelines (within 5 yrs) Major Gift case statements (annual) Annual Plan of Action (annual) 6. Be up to date inputting all contributions to the council with related donor information into the ScoutNet by December 31, 2011. Yes 7. Have at least one current staff professional and/or active finance volunteer who has, within the last five years, attended a Fundamentals of Major Gifts Seminar conducted or approved by the BSA Finance Impact Dept. Name Course date 8. Show evidence of fiscal oversight, including construction plans, progress reports, investment performance reports, and fiscal management; and/or fiscal oversight of endowment fund performance and distributions. (Area director confirmation needed) Yes Council Name: Council # Scout Executive, signature Council President, signature Area Director Approval, signature Date Date received CFDT Page 8 of 10 5-Year Major Gifts Guide FRIEND RAISING SUPPORT MATERIALS: www.scouting.org/financeimpact >Council Fund Development > Endowment & Major Gifts Brochures Living & Giving Postcards Images/Logos Articles eNewletters Simple Estate Inventory Form Website content www.scouting.org/bsafoundation GIFT VEHICLES & TECHNICAL INFORMATION: refer to “Giving Questions/Scouting Answers” ROLES OF BSA NATIONAL ENGAGEMENT/SUPPORT: Training and operational support for local council, area, region staff members and volunteers will be provided by the Council Fund Development Team. Guidance will be offered on securing gifts up to $100,000. Bob Myers, 972-580-2231 or bob.myers@scouting.org Support or guidance on securing gifts of $100,000 to $10 million will be provided by the BSA National Foundation major gift directors. Stacy Huff, 972-580-7812 or stacy.huff@scouting.org Support and/or guidance on securing gifts of $10 million and up will be provided by the BSA Office of Philanthropy. Tammy Taylor, 972-580-2214 or tammy.taylor@scouting.org Page 9 of 10 5-Year Major Gifts Guide FRIEND RAISING DONOR PROGRESSION – IDENTIFY, CULTIVATE & ENROLL Deliver & RECOGNIZE Develop Council/District Friend Raising Task Force , Deliver the value they seek , Key leaders – staff & volunteers , Key donors Build a profile of a Friend of Scouting , Recognize the gift as the donor wants to , Begin with the end in mind – vision & be recognized , Survey existing donors strategy , Survey donors to other causes , Continue to cultivate the relationship Council Strategic Plan is a Pre-requisite Why do they give? with the donor(s), spouse, and family , Involve the whole family Build prospect lists , Get referrals and/or introductions , Families of Scouts , Scouting volunteers Build Mutual Goals , Community leaders , Mesh their vision with the council vision. , Former Scouts , Business people , Determine the gift amount. , Friends and associates , The “ASK” , Mutually agree on commitments to Evaluate & Prioritize Prospects enable Scouting to deliver the value the donor(s) seek , Organize into groups of influence, interests, or , Engage the appropriate resources to affluence, etc. deliver what was promised , Determine connectors , Ask them who else you should be talking with and ask for an introduction Invite them to a Friend Raising Event Follow-up with One on One Meetings – Get to Know Them , No fundraising , What did they like best? , Share vision and need , What is their story, does it fit with Scouting? , Introduce key Scouting people , What are their interests? Do they relate to , No fundraising Scouting? , How can they support the Scouting vision – , Secure introductions with everyone volunteering, funding? , Establish the value to them in supporting Scouting , Set appropriate follow-up from this point – focus on their priorities and/or interests Page 10 of 10