Some of What’s Inside…
Let donors help shape stewardship ... p. 2
Personalize solicitation strategies ...... p. 3
End your campaign with confidence . p. 4
Building trust is key.......................... p. 5
Charitable remainder trust benefits .. p. 6
Solidify your solicitation skills .......... p. 7
Counter planned gift objections ....... p. 8
‘Limited Time’ Named Gifts on the Rise
By Megan Venzin
Flexibility was top-of-mind when a generous couple made a $1 million gift to
Indiana University (IU; Bloomington, IN) last year. Their donation was used to
fund a gorgeous new space located inside the School of Public and Environmental
Affairs (SPEA). For the next 10 years, this space will bear the name The David and
Cecile Wang Commons, however, after that time expires it
may be renamed or eliminated at the discretion of the dean.
The Wangs wanted to make a high-impact gift that also
took into consideration the potential of future adaptations.
“While the sizable gift for our building project qualified for
a permanent naming, I knew David well enough to
recognize that anything permanent would be unappealing to
him,” says Senior Director of Development Susan Johnson.
“The Wangs are long-term thinkers who acknowledge what
works for us now may not necessarily work in 50 years.”
Naming gifts are popular among universities, whose
many buildings, green spaces and campus monuments
honor the donors whose dollars made them possible, but
very few of these gifts bear temporary labels. This is the first
time IU has implemented a “limited time” named gift. “A
naming for a limited time period aligned with David’s belief
in sustainable financial giving models,” Johnson says.
“David is an innovator and a deep thinker. I feel he liked the
idea of introducing new thinking to academic namings, as it
is a bit of disruptive philanthropy.”
Johnson recognizes that both permanent and limited
time naming vehicles are important, depending on what the
donor wishes to accomplish. “Permanent namings are
sometimes tied to endowments, so they may have a lesser
immediate impact, but provide nonprofits an income stream
in perpetuity,” Johnson says. “Temporary named gifts allow
for the possibility of renaming via a new gift.”
The David and Cecile Wang Commons represents an
acknowledgment of goals shared by both the donors and
the benefitting institution. “Have many conversations
up front with the donors and with leadership to make sure it
is a good fit and there is a mutual understanding of what
happens when the agreed-upon time period ends,” Johnson
says. “Solidifying details such as who has the first right to
rename will ensure everyone is on the same page.”
Source: Susan Johnson, Senior Director of Development, School of
Public and Environmental Affairs, Indiana University, Bloomington,
IN. Phone (812) 856-4868. E-mail: firstname.lastname@example.org.
July 2018 / Vol. 20, No. 7
Use Your Newsletter
To Float Funding Possibilities
To bolster interest in major gifts, produce a regular insiders’
report for major donor prospects. Include these and other
elements to generate reader interest:
1. Float a small handful of funding ideas in each issue of
your report — those that address elements of your
strategic plan. Offer a variety of project types, including
capital, endowment, programming and equipment.
2. Give updates on gifts that were made some time ago to
illustrate their lasting impact on your organization and
those you serve.
3. Include brief profiles about ordinary persons — teachers,
librarians and others — who have made extraordinary
gifts. These profiles help other individuals realize that
they, too, can be extraordinarily philanthropic.
Don’t Let Gift Size Intimidate
When cultivating prospects whom you hope will eventually
make major gifts — even transformational gifts — don’t
allow the potential size of a gift to intimidate you.
Think of those gifts as simply having more zeros than
you may have worked with in the past. That’s the only
Case Statement Prep
Focus your case statement’s message on your
organization’s future rather than on campaign goals.