Dunbar/Fisher - South Carolina Planned Giving Council
Transcription
Dunbar/Fisher - South Carolina Planned Giving Council
The Annual Planned Giving Conference at Kanuga “The premiere planned giving conference in the South” Keynote: Building & Enriching Donor Relationships Wednesday, April 29, 2015 Hank Dunbar, Manager, Charitable and Philanthropic [email protected] 919-716-2115 Hank Dunbar recently joined First Citizens as Manager of the Charitable and Philanthropic Group. Hank comes to First Citizens from BB&T where he worked for 15 years; the last ten spent developing and leading BB&T’s Philanthropic Services Group. Prior to joining BB&T Hank served Campbell University in a variety of capacities in the development arena; finally as the University’s general counsel. Hank has a bachelor’s degree in Government and a Juris Doctor, both from Campbell. Ciji Fisher, Philanthropic Development Officer [email protected] 704-338-4392 Ciji Fisher specializes in building and sustaining relationships with non-profits across the First Citizens’ footprint. She joined First Citizens Bank & Trust Company’s Institutional Trust in 2007. She is a graduate of Campbell University where she received a Bachelor’s of Business Administration double majoring in Trust & Investment Management and Accounting. While at Campbell, she also received her Masters of Business Administration with a concentration in Finance. Mrs. Fisher is actively involved with non-profits in her community, and participates in a local Community Advisory Board. Building & Enriching Donor Relationships I. II. III. Introductions Significance of a strong relationship Knowing the donor a. History of donor’s relationship with institution b. History of donor’s giving to institution c. Personal characteristics of donor i. Important dates (birthday, anniversary, etc.) ii. Family structure 1. Spouse 2. Children 3. Grandchildren 4. Siblings 5. Trustee/conservator 6. Fido & Fluffy iii. Living environment iv. Livelihood v. Source of wealth vi. Health status vii. Education viii. Business savvy ix. Travel x. Hobbies/interests xi. Spiritual life xii. Objects of affection: natural or otherwise xiii. Professional advisors (attorney, CPA, trust officer, doctor, etc.) xiv. Community relationships xv. Personal preferences 1. Food 2. Flowers 3. Means of communication (telephone, letter, e-mail, etc.) 4. Transportation 5. Meeting place and time 6. Public versus private 1 Building & Enriching Donor Relationships IV. V. VI. VII. VIII. Identifying and understanding donor needs and wants a. High visibility versus anonymity and all that lies between b. Giving level recognition i. Don’t send the plaques AND triple-check annual giving report ii. Hand deliver the plaques AND triple-check annual giving report iii. Recognition and attention are two different things c. Donor’s personal support structure i. Family ii. Professional caretakers d. Intermingling with family e. Changing the lightbulb Investigating the donor’s giving potential a. Public knowledge, but don’t rely on hearsay b. Lifestyle c. Giving habits d. Confession: self-revealed or via professional advisors Setting institutional parameters: return on investment a. All inclusive b. Economy class c. Champagne taste on a beer budget d. Loss of revenue, but gain on integrity Setting personal parameters: blessings and burdens a. Family dinners b. Family reunions c. Weddings d. Seven funerals in ten days Ethics a. Document drafting b. Conversation with professional advisors c. Conversation with family/caretakers d. Don’t assume your donor understands anything you say e. Transparency 2