Collaboration Lab

If You Build It They Will Commit: Mining Your Loyal Donor Pool for Bequest Fundraising and More

Liz Thompson and Aleksandra Stankovic

THURSDAY, OCTOBER 3, 10:00 – 11:00 A.M.

Intermediate

Donor loyalty is one of the highest indicators of planned gift likelihood, but rarely have organizations had an opportunity to test and quantify this at scale. What can face-to-face engagement look like for donors who have been supporting your organization for decades at $25 or $50 per year? The Nature Conservancy created the Loyal Donor Program in 2017 to realize opportunity in both outright and deferred giving by creating personal connections with long-time donors. This ground-breaking program uses a specific outreach framework and metrics to steward, cultivate and solicit loyal donors in order to raise bequests and identify complex gift leads. Join us as we share our methods, results and lessons learned along the way!

Learning Objectives

  1. Understand the opportunity that lies with loyal donor stewardship, cultivation and solicitation.
  2. Envision how loyal donor outreach could be implemented for your own organization.
  3. Communicate about the urgency and value of investing in loyal donor engagement.

 

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Liz Thompson

Director, Loyal Donor Program - THE NATURE CONSERVANCY

Liz Thompson is the Director of The Loyal Donor Program at The Nature Conservancy and has been with the organization for 8 years. Liz’s previous experience at the Conservancy includes serving as Director of Planning & Operations and as a project manager, both in Gift Planning. Prior to coming to the Conservancy, Liz managed conservation land acquisition, event planning, and community relations as a project manager for Alachua Conservation Trust, a regional land trust in Gainesville, Florida. She has an MA and a BA in Anthropology from the University of Florida. Liz currently lives with her family in Olympia, Washington, and her team is located in more than 15 states across the U.S.

Aleksandra Stankovic

Associate Director, Loyal Donor Program - The Nature Conservancy

Aleksandra Stankovic is an Associate Director of the Loyal Donor Program at The Nature Conservancy. Aleks’ 18-year tenure with the Conservancy includes raising funds for Caribbean, Central America and Mexico conservation programs, leading the organization’s fundraising goal setting process, and providing guidelines, reports, and consulting to support management of fundraising teams and donor portfolios. Aleks' fundraising experience at the Conservancy and prior organizations includes major gift fundraising, capital campaigns, corporate/foundation relations, working with board members and direct mail. Aleks lives in Arlington, Virginia, and manages 8 fundraisers throughout the U.S.

 

Collaboration Lab

Best Practices: Support From the Top

Laura Dean

THURSDAY, OCTOBER 3, 11:30 A.M. – 12:30 P.M.

Advanced

CALLING ALL EXPERIENCED CHARITABLE GIFT PLANNING PROGRAM MANAGERS AT CHARITABLE ORGANIZATIONS!! What do you want your current or next boss to understand about gift planning programs, officers and donors? For years we’ve heard that too many boards of directors, president/CEOs, VPs for development, and others to whom gift planning managers report just don’t understand what is needed for gift planning success in the long term. Let’s discuss the types of support and perspectives needed from those at the top of charitable organizations in a best practices workshop. The session will begin with an overview of issues and challenges and then will move to small group discussions to outline specific best practices. After the conference, all of the suggested best practices will be shared with the workshop attendees for review and ranking. The final product will be shared with CGP’s Leadership Institute for a future white paper on best practices.

Learning Objectives

  1. Best practices to share with your supervisor about essential support needed from the top of the organization  for a long-term successful program.
  2. Best practices to share with your supervisor about working with charitable gift planning donors.
  3. Best practices about how to keep your supervisor up-to-date on new research on philanthropy and charitable gift planning.

 

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Laura Dean

Laura Hansen Dean & Associates

An NACGP Hall of Fame inductee (2018) in her 39th year of gift planning, Laura Hansen Dean has led gift planning teams at the University of Texas/Austin and the University of Colorado and at community foundations and academic centers on philanthropy. She has served as chief executive officer of two publicly-supported foundations, and as consultant for multi-year grants funded by some of the country’s largest private foundations. As a national consultant, Laura helped a wide variety of charitable organizations including community foundations, cultural organizations, private and public institutions of higher education, historic preservation organizations, hospitals and healthcare organizations, human service organizations, religious orders and organizations, and retirement communities. She assisted these organizations in designing and implementing gift planning programs; structuring, soliciting, closing and managing complex gifts; and in the management of charitable organizations and foundations. Laura’s total complex and planned gifts closed now exceeds $1 billion.

Collaboration Lab

When Boomer Bosses Meet the Millennial Mindset

Kelly Taylor and Robert Mueller

THURSDAY, OCTOBER 18, 2:00 – 3:00 p.m.

Intermediate

How does a 30 -year hospice fundraising veteran learn to navigate the challenges that come with shifting generations and changing perspectives on living, giving, death and dying? This session will explore this question and related concepts in an interactive session centered on the application of trend data through real world case study discussion. A Boomer vice president and Gen-X consultant will present facts, figures, and fictions relevant to the discussion then turn to "ask the audience" for their advice and feedback through a facilitated exercise. Attendees will experience different perspectives, be exposed to new concepts, and learn to be open in talking about how to find benefit in the subtleties of generational dynamics in the context of charitable gift planning.

Learning Objectives

  1. Attendees will experience diverse perspectives regarding the dynamics that come with generational shifts in the workplace, in the community and in the family.
  2. Attendees will be exposed to new concepts and perspectices with time for discussion and application through real world case studies.
  3. Attendees will demonstrate openness to generational subtleties and how they can be used as a benefit to donor engagement with charitable gift planning.

 

CFRE: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Kelly Taylor

PARTNER, TREK ADVANCEMENT, LLC

Clients often hear Kelly say “You can do it! Now let’s get started!” She lives to energize others into action. Kelly is an activator. She wants to understand the context of a situation, explain why it happened, in order to find solutions to nuanced problems. She has a gift for making the complex seem simple and works best as a hands-on trainer. Kelly also has a strong sense of commitment and is highly motivated to see things carried through to completion. Her work is a way of life, not just a job. In search of significance Kelly strives for what’s exceptional, what’s excellent and what’s authentic. Mediocrity is her nemesis. Kelly takes risks and gladly meets new challenges. She believes that philanthropy is an expression of our human connectedness.

In her efforts to design a life well lived, Kelly co-founded Trek Advancement in 2009. Trek’s guiding philosophies of good governance, solid leadership, donor-centered fundraising and mission focused action help clients build sustainable fundraising efforts. Kelly is a planned giving nerd and uses this passion to navigate comprehensive fundraising campaigns. A talented strategic thinker and influencer, Kelly enjoys working with clients to define their strategic goals and help them create their unique roadmap for success. Kelly likes to engage in conversations either one or one or with an audience of hundreds.

Robert Mueller

VICE PRESIDENT DEVELOPMENT, HOSPARUS HEALTH

Robert J. "Bob" Mueller is Vice President of Development for Hosparus Health, the nonprofit Community Hospices of Louisville, southern Indiana, and central and southern Kentucky. Bob has over 40 years of experience in fundraising, public relations, public speaking, promotional activities and counseling. As a bishop of the United Catholic Church and a member of the Federation of Christian Ministries, Bob brings a rich understanding of the spiritual and emotional dimensions of life. In his presentations, Bob offers ways to renew the spirit and mind as well as the body.

A regular contributing author to Today's Woman and Today's Transitions magazines and a weekly columnist in The Oldham Era, Bob has been recognized for his series "Positive Living" and integrates these concepts and illustrations in his presentations. Bob's three books, Look Forward HopefullyThe Gentle Art of Caring and Create a Better World are available through amazon. For more information about Bob, visit his website: bobmueller.org

 

Collaboration Lab

How Major Gift Officers Become "Super Sleuth" Partners with Gift Planning Professionals to Uncover Bigger Gifts, Blended Gifts and Current Gifts

Craig Smith and R. Daniel (Dan) Shephard

THURSDAY, OCTOBER 18, 3:30 – 5:00 p.m.

Intermediate

If major gift officer colleagues avoid gift planning conversations with capable donors because they think they must know all the ins and outs of gift planning, then this session is for them AND for you. Experience an interactive session that demonstrates how major gift officers become "super sleuths" eager to partner with their gift planning colleagues to uncover bigger gifts, blended gifts and current support gifts using appreciated assets.

Learning Objectives

  1. Participants will learn how major gift officers learn to intentionally and deftly lead donors through inquisitive gift conversations.
  2. Participants will learn how to guide donors through four key decisions that lead to significant gifts via purposeful two-part conversations.
  3. Participants will learn how using the four decisions approach leads to active involvement of gift planning colleagues in partnership with major gift officers, donors and advisors.

 

CFRE: Approved for 1.5 points

CAP: Approved for 1.5 hours CE Credit

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Craig Smith

SENIOR CONSULTANT, JOHN BROWN LIMITED, INC.

Craig Smith is best known for his leadership, personal solicitation skills, and gift planning know-how. His work as Senior Consultant with John Brown Limited spans more than 25 years. He has directed client relations in higher education, the arts, healthcare, and cultural organizations nationwide, including the National Geographic Society, the University of Michigan, all of the campuses of the University of North Carolina and the Museum of Fine Arts in Boston. He has helped to develop and manage campaigns from as small at $6 million to as large as $2.5 billion. He currently leads JBL’s work with Columbia University and with The Smithsonian Institution.

In addition to many years as a dedicated consultant with JBL, he has served in leadership roles at the University of Rochester Medical Center during comprehensive and boutique campaigns, and most recently, at Rochester Institute of Technology where he helped to launch a $700M campaign. Craig is dedicated to creatively bringing together philanthropists and worthy charitable causes to assure maximum tax advantage for donors while assisting development officers in reaching their important goals.

 

R. Daniel (Dan) Shephard


PRINCIPAL, THE SHEPHARD GROUP


Dan Shephard is Principal of The Shephard Group, which provides training and consulting services focusing on the skillsets most valuable to frontline fundraisers. Dan knows from personal experience the value to the major gift planner of being equipped with both the competence and the confidence to engage a potential donor in a discussion that will result in a significant gift commitment.

Dan has served as Planned Giving Director for the Florida State University Foundation, Director of Development for the Pamplin College of Business at Virginia Tech, Director of Gift Planning for The Citadel Foundation, and Director of Development for the Chase College of Law at Northern Kentucky University. He is the author of Charitable Choices: How to Avoid Donor’s Remorse.

Collaboration Lab

Thousands or Millions? Fixing Mistakes that Diminish Gifts

Pamela Davidson

Friday, October 19, 10:00 – 11:00 a.m.

Intermediate

The good news is, the board chair wants to make a lead gift to kick off the campaign. The bad news is, he thinks $100,000 is a lead gift. Everyone knows his capacity is greater. Should you accept the gift he offered, or try to raise his expectations? In this session, which is based on a real case, you’ll listen in on a conversation between the board chair and a major/planned gifts fundraiser. There’s room for improvement in the fundraiser’s approach. Working with other attendees, you’ll identify better ways to respond to the donor’s cues.

Learning Objectives

  1. Listen for facts and feelings and respond constructively.
  2. Keep giving options open so donor can make the largest possible gift.
  3. Advance the relationship with the donor without skipping important steps.

 

CFRE: Approved for 1 point

CAP: Approved for 1 hour CE Credit

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Pamela Davidson

Consultant, Charitable Gift Planner, Davidson Gift Design

Pamela Jones Davidson, J.D., has been a nationally recognized speaker in charitable gift planning for over 29 years. She is President of Davidson Gift Design, in Bloomington, Indiana, a consulting firm specializing in gift planning, planned giving program design and implementation, and training. She is also a Senior Vice President for Thompson & Associates, offering estate planning services to nonprofits. From 1985 through 1996, she was with Indiana University Foundation, as its Executive Director of Planned Giving and Associate Counsel. Ms. Davidson received her undergraduate degree from Indiana University in 1975, and graduated magna cum laude from the Indiana University School of Law at Indianapolis in 1979. She has been an examiner in the Estate and Gift Tax Division of the Internal Revenue Service, and practiced law with an Indianapolis law firm before joining the nonprofit sector in 1985. She is a past chair of the National Association of Charitable Gift Planners (then NCPG) board of directors and served on the board in various capacities for six years. She is also a past president of the Planned Giving Group of Indiana and serves on the Community Advisory Boards of both of her local public radio and television stations, and is among others, on the Board and past president of Middle Way House, her community’s nationally recognized women’s shelter.

 

Collaboration Lab

The Ethical Gift Planner: Avoiding Mistakes of Undue Influence Among an Aging Donor Base

Marcia Inger Navrátil

Friday, October 19, 11:30 a.m. – 12:30 p.m.

Intermediate

The number of Americans age 65 and older is projected to more than double over the next four decades, from 48 million today to 98 million by 2060. For charities, the demographics of our aging population are reflected in a similarly aging donor base. In order for charitable gift planners and other fundraisers to maintain the highest ethical standards, we need to recognize the signs that indicate a donor may lack the required mental capacity to make a gift. Using case studies and both presenter and attendee examples, this session will explore the indicators that signal a potential lack of donor mental capacity, along with specific steps fundraisers can take to prevent issues of undue influence from arising in the first place. Additionally, we will discuss the critical role professional advisors can play in avoiding allegations of undue influence altogether, as well as how charities can respond when family members challenge a donor’s intent after the donor is no longer capable of providing input.

Learning Objectives

  1. Recognize the characteristics that indicate a donor may lack mental capacity, as well as the signs of aging that are not relevant to legal capacity.
  2. Create collaborative relationships with professional advisors and development colleagues to prevent issues of undue influence and legal capacity from arising.
  3. Develop stewardship plans to work with donors and their families in case where incapacity arises AFTER the planned gift is already in place.

 

CFRE: Approved for 1 point

CFP: Approved for 1 point  

CAP: Approved for 1 hour CE Credit

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Marcia Inger Navrátil

DIRECTOR OF GIFT PLANNING SERVICES, THE UNIVERSITY OF TEXAS SYSTEM

Marcia Inger Navratil has served as the Director of Gift Planning Services for University of Texas System since November 2015. In her current role, Marcia collaborates with, advises, and trains advancement and development colleagues across the 14 University of Texas academic and health institutions, in their work with donors and professional advisors on planned and complex gifts.

Marcia brings nearly 20 years of development experience to her current role. She previously held development positions at University of Virginia and Virginia Opera. She is a member of the National Association of Charitable Gift Planners and serves on the board of the Austin and Central Texas chapter. She has presented on topics related to charitable and estate planning at many organizations including the NACGP National Conference, NACGP chapters across the country, the Association of Fundraising Professionals, the CASE District IV Conference, and the Big XII Development Conference, and has been a contributor to publications on philanthropy. Marcia earned both her law degree and her bachelor’s degree in Art History from the University of Virginia. She lives in Austin with her husband Paul, and when not working can be found running on trails in the woods with her two rescue dogs.