The Philanthropic Planning Companion

The Fundraisers' and Professional Advisors' Guide to Charitable Gift Planning
 
 
John Wiley & Sons Inc (Verlag)
  • erschienen am 17. März 2016
  • |
  • 464 Seiten
 
E-Book | PDF mit Adobe DRM | Systemvoraussetzungen
978-1-118-22184-6 (ISBN)
 
A donor-centered guide to charitable gift planning for fundraisers and professional advisors
The Philanthropic Planning Companion compiles and analyzes the latest research on donor/client behavior, discussing the need for segmented approaches to charitable gift planning based upon the values and personal planning objectives of the donor/client. With its many tools, checklists and sample materials, it will serve as your charitable giving guide in your work with your donors/clients. Whether you are building your practice to work with high net worth clients or you are enhancing your fundraising program, this is the book you will keep close at hand.
* Outlines how an integrated, donor-centered, values-based, philanthropic planning approach can be implemented
* Explores the latest research focuses on donor behavior
For fundraisers and professional advisors alike, The Philanthropic Planning Companion is the one-stop resource you'll keep by your side to help your donors/clients meet their charitable and personal planning objectives.
weitere Ausgaben werden ermittelt
BRIAN M. SAGRESTANO, JD, CFRE, is the President and CEO of Gift Planning Development, LLC, a gift planning consulting firm. Previously, he ran gift planning programs for the University of Pennsylvania and Middlebury College and practiced law as a trust and estates attorney. He has been published in Planned Giving Tomorrow and Planned Giving Mentor and cited in numerous publications, including the Chronicle of Philanthropy. Brian is a regular presenter at national conferences and a past board member for several organizations, including the Partnership for Philanthropic Planning.
ROBERT E. WAHLERS, MS, CFRE, is the Senior Director of Development and Gift Planning for Meridian Health. After working as a financial and estate planner, he has spent more than twenty years in the nonprofit sector with organizations like the Boy Scouts of America and American Cancer Society. He has been published in Planned Giving Mentor and has been cited in the Nonprofit Times and Advancing Philanthropy. Robert is a national board member with the Partnership for Philanthropic Planning and serves on the faculty at Columbia University for the Master of Science in Fundraising Management program.
  • The PHILANTHROPIC PLANNING COMPANION: The Fundraisers' and Professional Advisors' Guide to Charitable Gift Planning
  • Contents
  • Foreword
  • Preface
  • The Role of Philanthropic Planning
  • Our Approach
  • Using the Companion
  • Acknowledgments
  • From Brian M. Sagrestano
  • From Robert E. Wahlers
  • PART I: THE EMERGENCE OF PHILANTHROPIC PLANNING
  • CHAPTER 1: The Changing Fundraising Marketplace
  • The Evolution from Deferred Giving to Philanthropic Planning
  • In Summary
  • CHAPTER 2: The New Philanthropists
  • Defining Generations
  • Traditionalists (Born Pre-1946)
  • Depression Cohort (1912 to 1921)
  • World War II Cohort (1922 to 1927)
  • Post-War Cohort (1928 to 1945)
  • Transitioning
  • The New Philanthropists (Born 1946 to Present)
  • Older Boomers/Leading Boomers Cohort (1946 to 1954)
  • Younger Boomers/Trailing Boomers Cohort (1955 to 1964)
  • Generation X/Baby Busters Cohort (1965 to 1976)
  • Millennials/Generation Y/Generation Next/Echo Boomers Cohort (1977 to 1984?)
  • Emergence of the ''Great Recession'' Generation?
  • In Summary
  • CHAPTER 3: Identifying Prospects for Philanthropic Planning
  • Prospect Motivation
  • Identifying a List of Prospects
  • In Summary
  • CHAPTER4 Creating a Fundraising Environment for Philanthropic Planning
  • Laying the Foundation for Philanthropic Planning
  • The Internal Case for Philanthropic Planning
  • The Role of an Integrated Advancement Program
  • Annual Giving in the Philanthropic Planning Context
  • Gift Planning In the Philanthropic Planning Context
  • Infrastructure
  • Donor Interaction
  • Communication and Marketing
  • The Role of Your Board and Volunteers in Gift Planning
  • The Role of the Board and Volunteers in Philanthropic Planning
  • In Summary
  • CHAPTER5 The Role of Professional Advisors
  • Roles of Professional Advisors in the Philanthropic Planning Process
  • Dispelling the Myths: Competing or Completing
  • How Professional Advisors Can Promote Philanthropic Planning
  • Would Advisors Benefit from Specialized Training in Charitable Planning?
  • Methods for Fundraisers to Engage and Partner with Professional Advisors
  • Does an Advanced Degree or Certification Create Credibility with Advisors?
  • Engage Professional Advisors
  • Support Professional Advisors in Their Work
  • Steps for Fundraisers to Enhance Collaboration with Advisors
  • Create a Professional Advisors Network
  • The Role of the Professional Advisors Network
  • Measure the Success of Your Partnerships with Professional Advisors
  • Follow the Model Standards of Practice
  • In Summary
  • PART II: WORKING WITH PHILANTHROPISTS
  • CHAPTER 6 Integrated Solutions for Principal Gift (Tier One) Philanthropists
  • Who Are the Principal Gift Philanthropists?
  • Unique Characteristics of High-Net-Worth Donors/Clients
  • Motivation for Giving
  • Perceptions of Philanthropy
  • Tax Considerations
  • Decisions and Distributions
  • Giving by Entrepreneurs
  • The Role of Professional Advisors
  • Utilization of Philanthropic Tools
  • Volunteering
  • Children and Values
  • Interpreting the Data
  • Building a Philanthropic Planning Model
  • Philanthropic Planning Models for Charities
  • Philanthropic Planning Models for Professional Advisors
  • Core Elements Common to All Philanthropic Planning Models
  • Defining Values
  • Assets and Exploring the Meaning of Wealth
  • Limiting Financial Inheritance
  • The Business of Being a Family
  • Communication-Family Meetings
  • Philanthropy
  • Creating a Plan
  • Collaboration among Professional Advisors, Charities, and the Family
  • The Art of Listening
  • Concierge Stewardship
  • In Summary
  • CHAPTER 7 Working with Major (Tier Two) Donors
  • Introduction to Moves Management
  • Identification/Education
  • Qualifying Prospects
  • Qualifying Visits
  • Obtaining Qualifying Visits
  • Planning for Qualifying Visits
  • Conducting Qualifying Visits
  • Following Up Qualifying Visits
  • Cultivating Prospects
  • Sharing the Charity's Mission
  • Introducing Others into the Conversation
  • Cultivation Visits
  • Understanding the Donor
  • Traditionalists (Born Pre-1946)
  • Older Boomers (Born 1946 to 1954)
  • Younger Boomers (Born 1955 to 1964)
  • Generation X (Born 1965 to 1976)
  • Millennials (Born 1977 to 1984?)
  • Soliciting Prospects
  • How the Philanthropic Planning Approach is Different from Other ''Asks''
  • Preparing for the Solicitation Visit
  • The Pre-Solicitation Visit
  • Who Should Participate in the Solicitation Visit?
  • Scripting and Rehearsing the Solicitation
  • Asking for the Gift
  • Negotiating the Gift
  • Stewarding the Donor
  • Introduction to the Seven Touches Philosophy
  • Seven Touches
  • Perspectives of Different Generational Cohorts
  • Traditionalists
  • Older Boomers
  • Younger Boomers
  • Generation X
  • Millennials
  • Other Segments
  • The Role of Professional Advisors
  • Complex Asset Gifts
  • Bequests and Living Trusts
  • Retirement Plan Designations
  • Life Insurance
  • Charitable Remainder Trusts
  • Charitable Gift Annuities
  • In Summary
  • PART III: MARKETING TO PROSPECTS AND THOSE INTERESTED IN THE MISSION
  • CHAPTER 8 Marketing on a Moves Management Platform
  • Marketing Is Not Gift Planning
  • Using Moves Management
  • Multichannel Marketing
  • Creating a Brand
  • Tracking Marketing Efforts/Measures of Success
  • Managing Costs
  • In Summary
  • CHAPTER 9 Qualifying and Educating Everyone Else
  • Make Donor-Centered Gift Planning Information Broadly Available Through Existing Outreach
  • Existing Publications and E-Publications
  • Creating Meaningful Ads
  • Ad Topics
  • Response Mechanisms
  • Web Site
  • Properties of an Effective Gift Planning Web Site
  • Setting Up a Gift Planning Web Site
  • Design the Web Site for the Four Tiers of the Gift Planning Audience
  • Key Components to a Gift Planning Web Site
  • Driving Traffic to the Gift Planning Web Site
  • Social Media and Networking Sites
  • Multimedia
  • Webinars, Simulcasts, and Podcasts
  • Videos and Public Service Announcements
  • In Summary
  • CHAPTER 10 Cultivating Loyals and Everyone Else
  • Brochure Program
  • General Brochure
  • Personal Planning Brochures
  • Newsletter
  • Cultivation Tools to Encourage Prospects to ''Raise their Hands''
  • Survey and Wills Kit
  • Using Volunteers
  • In Summary
  • CHAPTER11 Soliciting Loyals
  • Postcards
  • E-mail Follow Up
  • Fulfillment Packages
  • Bequest Buck Slips
  • Use of Other Messages
  • Gift Annuity Addition Program
  • Phone Calling Program
  • In Summary
  • CHAPTER12 Thanking, Recognizing, and Stewarding Legacy Donors
  • Annual Donors
  • Thanking Annual Donors
  • ''We Don't Value Your Gift''
  • Retention and Lapsed Donors
  • Investing In an Acknowledgement System
  • Recognizing Annual Donors
  • Stewarding Annual Donors
  • Annual Fund Buckets
  • Legacy Donors
  • Thanking Legacy Donors
  • Recognizing Legacy Donors
  • The Role of the Recognition Society
  • Stewarding Legacy Donors
  • Stewardship Events
  • Additional Materials-Multi Channel Approach
  • Volunteer Opportunities
  • Stewarding Philanthropists
  • In Summary
  • PART IV: PROGRAM INFRASTRUCTURE
  • CHAPTER13 Creating and Tracking Your Success
  • Create a Plan
  • Individual Performance Goals and Measuring Success
  • Measuring Performance
  • Individual Activity Goals
  • Philanthropic Planning Officers
  • Fundraisers
  • Gift Planning Specialists
  • Gift and Commitment Reports
  • In Summary
  • CHAPTER 14 Policies, Procedures, and Agreements
  • Gift Acceptance
  • Policies
  • Drafting a Gift Acceptance Policy
  • Procedures
  • Identify Areas That Need Procedures
  • Use Checklists
  • Define Responsibilities
  • Gift Counting and Reporting
  • PPP and CASE Standards
  • Generating Reports
  • Gift Crediting/Recognition
  • Gifts from Couples
  • Matching Gifts
  • Gift Valuation
  • Gift Agreements
  • When Is a Gift Agreement Necessary?
  • Binding or Non-Binding?
  • Types of Gift Agreements
  • Anatomy of the Gift Agreement
  • Partnering with Finance and Legal Counsel
  • Enforcing Gift Agreement Terms
  • Misuse of Restricted Funds
  • Repurposing a Restricted Fund
  • In Summary
  • CHAPTER 15 Registration
  • Registration to Solicit
  • Registration Requirements
  • Charitable Gift Annuity Registration
  • Registration to Do Business
  • Due Diligence by Advisors
  • In Summary
  • Epilogue
  • What Do I Do Next?
  • Start Today!
  • Rewards of Philanthropic Planning
  • It Is Up to You
  • Appendices
  • Appendix A Sample Internal Case for Gift Planning- Le Moyne College
  • Appendix B Sample Internal Case for Donor-Centered Philanthropic Planning
  • Appendix C Typical Objections to Qualifying Visits
  • Appendix D Sample Qualification Visit Preparation Worksheet
  • Appendix E Qualification Visit Questions/Conversation Starters
  • Appendix F Philanthropic Planning Conversation Starters
  • Appendix G Sample Donor-Centered Gift Planning Marketing Plan
  • Appendix H Sample General Brochure-University of the Sciences
  • Appendix I 52 Ways to Steward Legacy Donors
  • Appendix J Sample Society Brochure-University of the Sciences
  • Appendix K Sample Society Reply Card-University of the Sciences
  • Appendix L Sample Plan Timeline
  • Appendix M Activities Measures Reports
  • Appendix N Sample Gift Acceptance Policy XYZ Charity
  • Appendix O Gift Counting and Reporting Policy Summary
  • Appendix P Gift Reports By Tender Type
  • Appendix Q Gift Reports By Gift Structure
  • Appendix R Sample Gift Agreement
  • Bibliography
  • Notes
  • About the Authors
  • Index

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