Negotiating the “Big Gift”

By | March 4, 2013

10-15_negotiationsThe transcript is now available!

A recent quote from an article in the Chronicle of Philanthropy:

“While nonprofits had already faced growing demands for personal involvement from baby boomers and their children, the bad economy has exacerbated their demands for control…”

Such is the reality of today’s nonprofit fundraisers. As pointed out in that same article, navigating the demands of today’s “big donors” is a challenge, especially for young nonprofits who are able to capture the interest of a passionate major donor or family foundation.

Join the #fundchat community on Wednesday, March 6 from 12 – 1 pm EDT for a conversation about negotiating the “big gift.”

Share your advice on building trust with major donors, helping them understand your most pressing needs, and crafting a gift that meets the donors intentions but maximizes its impact on your nonprofit.

  • During the hour-long chat, the moderator asks a series of five questions. You can help by suggesting question ideas in the comment section below. We’ll post the final question line-up the morning of the chat.
  • What makes an edition of #fundchat successful? Participation! Share this blog post with your colleagues and co-workers on Twitter, Facebook, Google+!
  • Keep the conversation going! Be sure to sign up for e-mail reminders for updates to the blog (see the right-hand column of the homepage) and join our community on Google+.

Here is the line-up of questions:

  • Q1 What’s are the top 3 considerations or concerns of a major donor when considering a gift to your org?
  • Q2 How should orgs handle a major donor who wants to retain “controls” on a gift?
  • Q3 What role do naming opportunities play in negotiating a large gift? Do you have a menu of spaces available for naming and associated gift amounts (even when NOT in campaign mode)?
  • Q4 Many family foundations are transferring control to the next generation. What should orgs do to ensure continued interest and support?
  • Q5 Even the most experienced shops sometimes wrestle with the complexity of certain major gifts. How can “less mature” nonprofits handle especially thorny ones?

Many thanks to Rick Blount (@rjbvermont) for his help in formulating this week’s questions!

Transcript


 

#fundchat – Negotiating the "Big Gift"

The transcript from the conversation on March 6, 2013. More information at – http://www.fundchat.org/2013/03/04/negotiating-the-big-gift.

Storified by #fundchat· Wed, Mar 06 2013 12:49:38

Welcome to today’s #fundchat: "Negotiating the ‘Big Gift’" – http://ow.ly/ir4md. We’ll start in a couple of minutes…#fundchat
@brendankinney @ggfundraise Hey gents, what’s up? Good to see you. #fundchatTony  Martignetti
RT @fundchat: Welcome to today’s #fundchat: "Negotiating the ‘Big Gift’" – http://ow.ly/ir4md. We’ll start in a couple of minutes…brendankinney
Joining #fundchat today from my family room thanks to #snowquester 2013. Looking fofward to good info on Negotiating the Big GiftNonprofit Junction
Hi tweeps! I’m here, but multitasking again (surprise surprise) #fundchatMeg Hoffman
Learn more about negotiating a Big #Fundraising Gift.  Join #Fundchat starting now http://www.fundchat.org/2013/03/04/negotiating-the-big-gift/William Pitcher
Many thanks to @rjbvermont for his help with today’s #fundchat questions…let’s hear it for Rick!#fundchat
.@rjbvermont *applause* #fundchatDan Blakemore
@TonyMartignetti You too, my friend.  Glad to be here.  Good topic for today! #fundchatRichard Freedlund
Ola, from snowy Chicago! #fundchatAlexandra Nelson
@JunoConsult And you wonder why I am waiting for the spring for my return to Illinois? #fundchatRichard Freedlund
Be part of the 1st #fundchat Nonprofit Social Media Survey by offering your ideas for survey questions here: http://www.fundchat.org/2013/03/01/introducing-the-fundchat-nonprofit-social-media-survey/
Looking forward to today’s #fundchat on major gifts!Vanessa Chase
@dan_blakemore @rjbvermont Can you hear my golfer’s clap? #fundchatRichard Freedlund
Q1 What’s are the top 3 considerations or concerns of a major donor when considering a gift to your org? #fundchat#fundchat
Good to see friends in #fundchat! @dan_blakemore @NonProfit_MegTony  Martignetti
Do big asks give you sweaty palms? Get better prepared with tips from amazing and successful #fundraising friends. Happening now!  #fundchatShanon Doolittle
@ggfundraise @rjbvermont It’s muffled under the cheers from the rest of the #fundchat crew.Dan Blakemore
A1 connection to the cause! #fundchatVanessa Chase
A1 Donors want you to use their funds 1. Effectively. 2. Efficiently and that you will 3. Appreciate their gift #FundchatWilliam Pitcher
A1 How it will be used.  How engaged they are. Will it improve things. #fundchatRichard Freedlund
@fundchat A1: impact. #fundchatEphraim Gopin
RT @WmPitcher: A1 Donors want you to use their funds 1. Effectively. 2. Efficiently and that you will 3. Appreciate their gift #fundchatRichard Freedlund
People are talking to @rjbvermont but I don’t see him in my stream. Where are ya, Rick? #fundchatTony  Martignetti
Hey Ehpraim! #fundchatTony  Martignetti
YEP! RT @fundraisinisfun: @fundchat A1: impact. #fundchatNonprofit Junction
RT @fundchat: Q1 What’s are the top 3 considerations or concerns of a major donor when considering a gift to your org? #fundchatAFP NYC Chapter
Major donors consider whether the ask amount for a gift is in line with the actual need and if the case is strong and specific.  #fundchatShanon Doolittle
RT @WmPitcher: A1 Donors want you to use their funds 1. Effectively. 2. Efficiently and that you will 3. Appreciate their gift #FundchatDan Blakemore
A1: NOT in top 3 for donor: tax deduction! #fundchatTony  Martignetti
A1 That funds "go to programs."  #fundchatAlexandra Nelson
RT @WmPitcher: A1 Donors want you to use their funds 1. Effectively. 2. Efficiently and that you will 3. Appreciate their gift #fundchatkim polzin
We could use @TonySuber22’s expertise in today’s #fundchat on major gifts!Dan Blakemore
A1 1. Impact. 2. Trust in org. 3. Anticipated appreciation. #fundchatAndrew McGlothlen
+1 RT @sldoolittle: Major donors consider whether ask amount 4 gift is in line w/ actual need & if the case is strong & specific  #fundchatEphraim Gopin
A1 That said, donors want to see their $ work on the outcomes that they are most in tune with. Different for everyone. #fundchatAlexandra Nelson
Interesting RT @TonyMartignetti: A1: NOT in top 3 for donor: tax deduction! #fundchatEphraim Gopin
A1: #fundchat -Donors are looking for "credibility" -does org deliver on mission and demonstrate resultsNonprofit Junction
A1: Donor retention is definitely one – large gifts are great but would love to see donor remain involved with org in the future #fundchatMeg Hoffman
hi everyone just joining #fundchat hope I didn’t miss to muchSylvie Labrosse
A1: How will my gift be spent and managed? is what I hear most often.  #fundchatTony  Martignetti
@JunoConsult That’s why important to ask questions and get opinions from donors. #fundchatRichard Freedlund
RT @TonyMartignetti: A1: NOT in top 3 for donor: tax deduction! #fundchatAlexandra Nelson
A1: Donors want to know where and how the money is being used. Always helps to show them who benefitted from their contribution #fundchatedbacker
@sldoolittle definitely agree! They care about impact #fundchatVanessa Chase
A1 #fundchat credibility, outcomes and impactSylvie Labrosse
Q2 How should orgs handle a major donor who wants to retain "controls" on a gift? #fundchat#fundchat
RT @TonyMartignetti: A1: How will my gift be spent and managed? is what I hear most often.  #fundchatSylvie Labrosse
Almost missed #fundchat! So glad we didn’t!edbacker
Major donors are more savvy and invested. They want to know what will be difference once their gift is place.  #fundchatShanon Doolittle
Whew!  Finally joining #fundchat in progress.  Sorry, kids, had to build some technological bridges today.  Glad to finally be here…Rick J Blount
A2 Donors want you to succeed. With a mission first approach, activist donors will usually work with you. #FundchatWilliam Pitcher
A2 enumerate some of the types of controls that might be requested/proposed #fundchatAlexandra Nelson
RT @fundraisinisfun: Interesting RT @TonyMartignetti: A1: NOT in top 3 for donor: tax deduction! #fundchatRick J Blount
@rjbvermont Yippee! So glad you’re here. I’ve missed your quips and wit!  #fundchatShanon Doolittle
A2 They need to listen to their concerns and work with them, educate them, Don’t accept if there are too many strings attached. #fundchatRichard Freedlund
RT @fundchat: Q2 How should orgs handle a major donor who wants to retain "controls" on a gift? #fundchatDan Blakemore
RT @sldoolittle: Major donors are more savvy and invested. They want to know what will be difference once their gift is place.  #fundchatDan Blakemore
MG donors tend to treat their gift as an investment, and I would agree w/ that. It’s an investment in their community #fundchatVanessa Chase
@rjbvermont There you are! Thought you might be buried in snow somewhere. #fundchatRichard Freedlund
A2: Depending what the controls are, explain why will hurt the gift purpose. Eg. too narrow scholarship criteria #fundchatTony  Martignetti
A2 Detailed gift agreements are very important to working with activist donors — avoid role creep. #FundchatWilliam Pitcher
Another answer to Q1: RT @GailPerrync Giving triggers for today’s donors: build credibility http://ow.ly/ibqn7 #fundchatkim polzin
@ggfundraise I would second that! Listening is such a vital MGO skill. It can make or break a relationship. #fundchatVanessa Chase
RT @WmPitcher: A2 Detailed gift agreements are very important to working with activist donors — avoid role creep. #FundchatSylvie Labrosse
Amen! RT @WmPitcher: A2 Detailed gift agreements are very important to working with activist donors — avoid role creep. #fundchatRichard Freedlund
A2 Also, important to know what constitutes a "major gift" for your organization, and where to draw the line on donor input #fundchatAlexandra Nelson
#fundchat Depends on type of control major donor wants. Need to be flexible without sacrificing org goals, i.e. no general operating $Nonprofit Junction
A2: Dealing with donor desire for  control? In all major gifts, explore & align expectations & don’t fear "no." #fundchatRick J Blount
A2: have open communication & appreciate the donor’s interest in the cause. Their connection to it shapes how they make a gift #fundchatVanessa Chase
A2 We call those "board members." Ha. Seriously, though, develop trust. The more donors trust your org, the fewer controls. #fundchatAndrew McGlothlen
A2: Depending on degree of control, might not qualify as gift under IRS code. Not top 3 concern, but donors do want deduction. #fundchatTony  Martignetti
Spend more time listening than talking! #fundchatRichard Freedlund
RT @ggfundraise: Spend more time listening than talking! #fundchatVanessa Chase
RT @ggfundraise: Spend more time listening than talking! #fundchatAlexandra Nelson
#fundchat A2: Allowing donors too much control/restrictions is a huge problem. Chasing money leads to mission creep, unfocused prioritiesNonprofit Junction
@vanessaechase Looks like I have new BFF. LOL #fundchatRichard Freedlund
Right: And institution wants to keep integrity.  MT @tonymartignetti: A2:  Not top 3 concern, but donors do want deduction. #fundchatRick J Blount
RT @ggfundraise: @vanessaechase Looks like I have new BFF. LOL <#jealous #fundchatAlexandra Nelson
A2: Sometimes control issues come from doubt; transparency can help ease some donor concerns  #fundchatkim polzin
Smart! RT @WmPitcher: A2 Detailed gift agreements are very important to working with activist donors — avoid role creep. #FundchatDan Blakemore
@rjbvermont @ggfundraise OK, but don’t milk it, Rick. #fundchatTony  Martignetti
MT @NPJunction: #fundchat A2: Allowing donors too much control/restrictions is a huge problem. Chasing money leads 2 mission creep #fundchatRichard Freedlund
Q3 What role do naming opportunities play in negotiating a large gift? Do you have a menu? #fundchat#fundchat
A2 committed donors will come back, too. Had a donor cross the line & we said ‘no.’ They sulked for 2 years, now they’re back. #fundchatAlexandra Nelson
A2: A donor’s desire for control is antithetical to ‘gifting’. Cultivate them further to determine their motivation for control. #fundchatEpiscopal Charities
A3: Good idea to have some set guidelines for naming ops to keep things consistent. #fundchatVanessa Chase
A3 for small and midsize, naming opps are both rare & ineffective. Lge donors to small agencies want access more than legacy #fundchatAlexandra Nelson
A3: Completely depends on donor motivation/personality.Some crave.Others shun. #fundchatTony  Martignetti
Naming rights for living donors are for egotistical donors. Would consider as a memorial for deceased major contributors. #fundchatRichard Freedlund
@junoconsult -That is a great example of the benefit of sticking to your guns #fundchatNonprofit Junction
MT @ECCSonline: A2: Donor control is antithetical to gifting. Cultivate them further to determine their motivation for control. #fundchatAlexandra Nelson
A3: We don’t really have any naming opportunities. Donors haven’t asked, we haven’t offered… #fundchatMeg Hoffman
@JunoConsult I’ve seen that before! They have an issue w/ the org, not the cause. But eventually want to support the cause again #fundchatVanessa Chase
RT @vanessaechase: A3: Good idea to have some set guidelines for naming ops to keep things consistent. #fundchatTony  Martignetti
A3: Naming opportunities should clearly be spelled out ahead of time in gift acceptance policy & campaign materials. #fundchatEpiscopal Charities
A3: Naming opportunities should clearly be spelled out ahead of time in gift acceptance policy & campaign materials. #fundchatEpiscopal Charities
A3 If you’re open to naming stuff, you must create a menu. Now. This is not the restaurant where you make it up as you go.. #fundchatRick J Blount
A3 I always offer #fundraising naming opps & I invite naming for projects already funded. Lesson from #Sponsorship #FundChatWilliam Pitcher
@NPJunction yeah, we just kept pretending they were our BFFs 🙂 #fundchatAlexandra Nelson
We do have a menu of naming opportunities. A naming policy too. However, we’re a large healthcare organization, so it makes sense. #fundchatShanon Doolittle
A3 Any good examples of major donor naming ops? #fundchatNonprofit Junction
@JunoConsult would you say that small/mids should not offer those opportunities at all? #fundchatVanessa Chase
Agreed! @ECCSonline Naming opportunities should clearly be spelled out ahead of time in gift acceptance policy/campaign materials #fundchatedbacker
Naming policies a must for university fdns – many others involved, including bd of regents #fundchatkim polzin
@vanessaechase As with everything, depends on the donor & the situation. For naming to work, you need something lasting to name! #fundchatAlexandra Nelson
@ggfundraise I don’t think that it’s egotistical in all cases with living donors. We offer them for individual resident rooms. #fundchatDan Blakemore
I see naming rights more for capital campaigns for things like colleges, hospitals, etc.  Gift would need to be hefty, for sure. #fundchatRichard Freedlund
A3: If going to offer naming, written menu & policies essential.#fundchatTony  Martignetti
Small organizations can definitely offer naming opportunities. I annually name a shelter cage in honor of my ‘best friend.’ #fundchatShanon Doolittle
@NPJunction Stadiums, buildings, hospital wings. #fundchatRichard Freedlund
@dan_blakemore @ggfundraise plus, I’ll put up with a little ego in exchange for a major gift! #fundchatAlexandra Nelson
A3 Naming ops seem more suited to hospitals and schools? Any success for other nonprofits? #fundchatNonprofit Junction
A2/A3: Naming opportunities can be a way for donors to exercise control; another reason to establish policies first. #fundchatEpiscopal Charities
@npjunction A good naming list, including "old" spaces: http://www.uvm.edu/medicine/alumni/?Page=naming.html&SM=givingsubmenu.html #fundchatRick J Blount
RT @ggfundraise: @NPJunction Stadiums, buildings, hospital wings. <named artistic positions, scholarships, performances #fundchatAlexandra Nelson
@JunoConsult great point! Long-term viability of the #nonprofit should be considered. #fundchatVanessa Chase
@tonymartignetti Those interested in naming should also check CDN case-study – what happens if donor charged w/ criminal activity? #fundchatChristina Attard
Fun capital campaign idea. offer naming rights to the webcam, if you plan on livestreaming the build.  #fundchatShanon Doolittle
RT @NPJunction: A3 Anything for other nps? < artistic positions, chairs, scholarships, performances. Only limited by yr creativity #fundchatAlexandra Nelson
@sldoolittle great idea of small #nonprofits! Find opportunities that complement that work you’re currently doing. #fundchatVanessa Chase
.@NDEOdance has an interesting naming opportunity, individual days on their national events calendar http://www.ndeo.org/content.aspx?page_id=22&club_id=893257&module_id=55363  #fundchatDan Blakemore
@sldoolittle Do you wish your friend would be in the named cage? #fundchatTony  Martignetti
@dan_blakemore Not in all cases, I agree.  I gave an answer that was too absolute. #fundchatRichard Freedlund
@GPtekkie @tonymartignetti– happened at my highschool. Named the auditorium for an actor who later died from a drug OD. #fundchatAlexandra Nelson
A3: Stewardship from naming: Joyful to introduce the person who’s name is on a room to the students studying inside. . #fundchatRick J Blount
@NPJunction I develop naming opportunities for any kind of #nonprofit. #Fundchat A women’s shelter is hard though.William Pitcher
Q4 Many family foundations are transferring control to the next generation. How do you ensure continued interest & support? #fundchat#fundchat
. @rjbvermont Thanks! #fundchatNonprofit Junction
Exactly! RT @JunoConsult: @me @ggfundraise plus, I’ll put up with a little ego in exchange for a major gift! #fundchatDan Blakemore
@junoconsult yep, it does happen and we need to be ready for that stuff. Appreciate every1 who is thinking in advance about this. #fundchatChristina Attard
One client about to offer naming rights to the Queen Bee at the beehives they’re trying to install. #fundchatAlexandra Nelson
@GPtekkie Should be in policy: brings embarrassment or disrepute to nonprofit. #fundchatTony  Martignetti
RT @fundchat: Q4 Many family foundations are transferring control to next generation. How to ensure continued interest & support? #fundchatEpiscopal Charities
Love! RT @rjbvermont: Stewardship from naming: Joyful to introduce person whose name is on a room to the students studying inside. #fundchatShanon Doolittle
A4 It’s about understanding if the next generation wants to stay involved, and if so, then how. Also providing opps for engagement #fundchatDan Blakemore
Thx ! MT @junoconsult: A3 artistic positions, chairs, scholarships, performances. Only limited by yr creativity #fundchatNonprofit Junction
@tonymartignetti agree. AND who keeps the $$? is it returned? is it kept but name removed? You can’t suddenly undo a building. #fundchatChristina Attard
A3: You can offer naming rights to  bathrooms- and  yes, it’s been done. #fundchatEphraim Gopin
RT @sldoolittle: Fun capital campaign idea. offer naming rights to the webcam, if you plan on livestreaming the build.  #fundchatTony  Martignetti
A4: Our appeals to new generation communicate values they share with ancestors, followed by a more factual approach. #fundchatEpiscopal Charities
Engage the entire family. This is from my archives.  http://cnrg-portland.org/content/make-planned-giving-family-affair #fundchatRichard Freedlund
Wow. Can annual donors sponsor worker bees? RT @junoconsult:  naming rights to the Queen Bee at the beehives. #fundchatRick J Blount
A4 With next gen donors recognize they have different interests and require different methods of engagement. #FundchatWilliam Pitcher
@JunoConsult @GPtekkie Like having the Charlie Sheen Wellness Center. #fundchatTony  Martignetti
RT @ggfundraise: Engage the entire family. This is from my archives.  http://cnrg-portland.org/content/make-planned-giving-family-affair #fundchatAlexandra Nelson
@rjbvermont there’s only 2 Queens, so it’s a big gift. #fundchatAlexandra Nelson
.@fundraisinisfun Some med students made fun of naming proliferation by engraving names in plumbing above urinals. Loved it.   #fundchatRick J Blount
@GPtekkie @TonyMartignetti some #nonprofits attach time limits to the naming opportunities. Good idea for a number of reasons. #fundchatVanessa Chase
RT @TonyMartignetti: @JunoConsult @GPtekkie Like having the Charlie Sheen Wellness Center. Practicing your standup routine, Tony? #fundchatRichard Freedlund
@ECCSonline I’d love to hear more about this! #fundchatDan Blakemore
@rjbvermont @fundraisinisfun- go to Chgo’s LincolnPk Zoo sometime. I swear, they’ve named the doorknobs. #fundchatAlexandra Nelson
@tonymartignetti @junoconsult it’s so important to spend the time building the relationships around campaign. #fundchatChristina Attard
RT @WmPitcher: A4 With next gen donors recognize they have different interests and require different methods of engagement. #fundchatMeg Hoffman
A4 With family fdns (& all families), assume nothing. Find THIS family’s values…or at least values of those involved in language #fundchatRick J Blount
@GPtekkie Would specify in policy AND gift agreement incorporates policy by reference. #fundchatTony  Martignetti
@dan_blakemore Discussion of shared values engages both generations AND our org. Rarely does new generation forsake elders’ values #fundchatEpiscopal Charities
RT @WmPitcher: A4 With next gen donors recognize they have different interests and require different methods of engagement. #fundchatSA Area Foundation
Gd consideration! RT: @vanessaechase some #nonprofits attach time limits to naming opportunities. Gd idea for a number of reasons. #fundchatkim polzin
Q5 Even the most experienced shops wrestle with certain major gifts. How can "less mature" nonprofits handle the thorny ones? #fundchat#fundchat
@ggfundraise @JunoConsult @GPtekkie Can’t help it. There’s funny sh!t in each day, if you’re open to it. #fundchatTony  Martignetti
@ECCSonline Very smart strategy! #fundchatDan Blakemore
QA5: Online communities i.e. #fundchat are great resource for ‘less mature’ orgs/pros to get advice on thorny gift issues. #fundchatEpiscopal Charities
If everything is named at your #nonprofit, you are either very good, you sold too cheap or you missed some. #FundchatWilliam Pitcher
@TonyMartignetti I’m in total agreement.  If you can’t laugh about it, you will cry. #fundchatRichard Freedlund
A5 If challenged closing a major gift, seek advice of someone experienced -consultant, colleague or volunteer #FundchatWilliam Pitcher
Ex of time limits? 20, 50, 100 years? @vanessaechase some #nonprofits attach time limits to naming opportunities. #fundchatNonprofit Junction
RT @WmPitcher: If everything is named at your #nonprofit, you are either very good, you sold too cheap or you missed some. #fundchatMeg Hoffman
lol RT @WmPitcher: If everything is named at your #nonprofit, you are either very good, you sold too cheap or you missed some. #FundchatAndrew McGlothlen
@vanessaechase @GPtekkie Time limits could work. Many donors want "perpetual" though. #fundchatTony  Martignetti
A5 come to  #fundchatAlexandra Nelson
Right on! RT @JunoConsult: A5 come to  #fundchatDan Blakemore
A5 #fundchat Set donor policies and stick to them. Gives small orgs something to turn to that is thought out, not case by case #fundchatNonprofit Junction
I am with you there. RT @JunoConsult: A5 come to  #fundchatRichard Freedlund
Would love to hear your ideas for future #fundchat topics…what discussions would be most helpful?brendankinney
RT @NPJunction: A5 #fundchat Set donor policies and stick to them. Gives small orgs something to turn to that is thought out, not case by case #fundchatTony  Martignetti
With a Net Present Value (NPV) of money, you can create any naming term. #Fundchat @TonyMartignetti @vanessaechase @GPtekkieWilliam Pitcher
A5 I advise all clients to develop comprehensive but flexible gift policies so they’re at least thinking abt stuff #noonedoesit #fundchatAlexandra Nelson
@tonymartignetti seen problems w "perpetual" – donors give, 50 yrs later, bldg needs re-do, want to keep name, but not give. #fundchatChristina Attard
@brendankinney Great questions today.  Lively discussion.  More of same. #fundchatEpiscopal Charities
A5 Thorny gifts/small shops: Built system first. Know priorities. Clarify, clarify. Seek advice. Practice "no, thank you." #fundchatRick J Blount
A5: Written policies help a lot. Plus experience. Don’t fear the big gifts. Embrace them. #fundchatTony  Martignetti
@brendankinney Gift policies came up a lot today, how about a full chat on the topic? #fundchatAlexandra Nelson
RT @npjunction: A5 #fundchat Set donor policies and stick to them. Gives small orgs something to turn to that is thought out, not case by…Rick J Blount
Oh for pete’s sake, we’re done already?! #fundchatTony  Martignetti
RT @junoconsult: @brendankinney Gift policies came up a lot today, how about a full chat on the topic? #fundchatNonprofit Junction
RT @npjunction: RT @JunoConsult: @brendankinney Gift policies came up a lot today, how about a full chat on the topic? #fundchatRick J Blount
RT @tonymartignetti: A5: Written policies help a lot. Plus experience. Don’t fear the big gifts. Embrace them. #fundchatRick J Blount
A5: Thorny gift advice to small shops – don’t give up too fast.  Get good counsel b4 saying ‘no thank you’. You can do it! #fundchatEpiscopal Charities
@GPtekkie Oh yes, perpetual has its problems. Just, that’s what many donors seek. #fundchatTony  Martignetti
RT: @rjbvermont A5 Thorny gifts/small shops: Bld system first. Know priorities. Clarify. Seek advice. Practice "no, thank you." #fundchatkim polzin
RT @TonyMartignetti: Oh for petes sake, were done already?! #fundchatRichard Freedlund
Thanks for a great #fundchat! Appreciate all of the advice and insight. The transcript will be posted later – http://fundchat.org#fundchat
Are your Tweets retweetable? Make sure they contain a complete thought for other people’s followers not part of #Fundchat.William Pitcher
@tonymartignetti It’s not a perpetual chatting opportunity, after all.  #fundchatRick J Blount
@WmPitcher What would that look like in agreement?  #fundchatTony  Martignetti
Transcript from today’s #fundchat will be posted later @ http://fundchat.org #fundchatEpiscopal Charities
RT @rjbvermont: @tonymartignetti Its not a perpetual chatting opportunity, after all. <there’s a giving level for that #fundchatAlexandra Nelson
@WmPitcher Good advice.  Limit them to 120 characters to keep them from being truncated by RT info. #fundchatEpiscopal Charities
@rjbvermont And to think I had been glad to see you. #fundchatTony  Martignetti
@JunoConsult @rjbvermont Then I’ll commit to recurring weekly gift. #fundchatTony  Martignetti
Check out plans for the 1st #fundchat nonprofit #socialmedia survey & suggest question ideas – http://ow.ly/ir75o (Please RT)#fundchat
@TonyMartignetti It’s a calculation. Pick base interest rate & base term. Then easy to determine how much to fund longer term. #FundchatWilliam Pitcher
@WmPitcher I know how to do PV calc. I meant what would agreement say about PV. #fundchatTony  Martignetti
@sldoolittle So when you tell him or her they’re "in the dog house" it’s nostalgic for the two of you. #fundchatTony  Martignetti
@TonyMartignetti I don’t put PV in agreement. In proposal I say term offered, but explain other terms available for other amounts #FundchatWilliam Pitcher
Like this! RT @sldoolittle: Fun capital campaign idea. offer naming rights to the webcam, if you plan on livestreaming the build #fundchatAmy Sept
@vanessaechase @GPtekkie Limits also reduce the value of the gift. #fundchatTony  Martignetti
2013 Congregational Economic Impact Study – #religion #fundraising #fundchat Full Report available at http://ow.ly/isUMGLake Institute


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4 thoughts on “Negotiating the “Big Gift”

  1. Brendan Kinney

    What role do naming opportunities play in negotiating a large gift?

    Do you have a menu of spaces available for naming and associated gift amounts?

  2. Rick Blount (@rjbvermont)

    Brendan, great topic and a solid article to stimulate the conversation (great points in article re: asking “what are you trying to achieve” and the importance of “no.” Hope to be able to squeeze in this week. Thoughts for questions:
    1. What training (formal & informal) have you received to be a major gift fundraiser — and what training was the most useful?
    2. For organizations that are open to both outright gifts and other investments with an expectation of control and/or financial return, how do you navigate the boundaries between these two very different things? Does the same team of people sit at the table for both negotiations? Have you had any training, or even discussion, of how to recognize when you’re crossing from one to the other?
    3. What’s your sense — from studying, from experience, from the combination of the two — of donors’ top 3-5 considerations in making a major gift?

    1. Brendan Kinney

      Great suggestions Rick. In my experience, I’d add “mentorship” in with formal training. As I learned the ropes in major gift fundraising, I benefited tremendously from having great mentors; watching them in action was the best education I could ever get.

      The other area I’d like to delve into is how different organizations handle complicated gifts. Many donors and foundations are very savvy in their gift-making. Even the most experienced shops sometimes wrestle with the complexity of some gifts…so how can “less mature” nonprofits expect to handle this thorny ones?

      Finally, the article that’s referenced in the blog post touches upon the handing over of family foundations to the younger generation. How do you work with the foundation to ensure that your nonprofit will still receive consideration? The “transfer” of that relationship is key.

      Thanks, as always, for your insight…and welcome back from a sunny vacation!

      1. Rick Blount

        Brendan: Good one about transfer of family foundations. There’s also an interesting vignette about the (increasingly common?) issue of younger generations wanting to get involved in past gifts to the point of trying to change the use of the gift.

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