1. finance
2. personal finance
3. financial planning
4. estate planning

The Annual Planned Giving Conference at Kanuga
The premiere planned giving conference in the South
Presented by the
South Carolina & North Carolina
Planned Giving Councils
April 28-29, 2015
Kanuga Conference Center
130 Kanuga Chapel Drive
Hendersonville, North Carolina 28739
Keynote Speakers
Blaine Townsend, CIMA, CIMC, Senior Portfolio Manager, Nelson Capital
William R. Mott, PhD., Author and Consultant
Hank Dunbar, Senior Vice President – Manager of Philanthropic and
Charitable Services, First Citizens Bank
Ciji Fisher, Vice President – Philanthropic Development Officer,
First Citizens Bank
2015 Presenting Sponsor
Revision Date 03/24/2015
The 2015 Boards Welcome You to KANUGA!
NC Planned Giving Council, Inc.
UNC Wilmington
Wilmington, NC
PRESIDENT
MaryK McGinley
Director of Development
UNCG School of Nursing
Greensboro, NC
Philip Warshauer
Executive Director
Foundation for the Charlotte Jewish Community
Foundation for the Carolinas
Charlotte, NC
VICE PRESIDENT
Beth Boney Jenkins
Vice President for Development
North Carolina Community Foundation
Raleigh, NC
Stephen R. Watt, CFRE
Director of Gift Planning
The University of North Carolina General Administration
Chapel Hill, NC
TREASURER
Crystal Thompkins, CAP®
Vice President, Director of Relationship Management
BNY Mellon Planned Giving
Greensboro, NC
SECRETARY
Patton McDowell, MBA, CFRE
President
PMA Consulting, LLC.
Charlotte, NC
PAST PRESIDENT
Bart Landess, JD
Vice President Major & Planned Giving
YMCA of Greater Charlotte
Charlotte, NC
Greg Abeyounis, CFRE
Associate Vice Chancellor for Development
East Carolina University Foundation, Inc.
Greenville, NC
Elizabeth Ayers, JD
Director of Gift Planning
UNC Chapel Hill
Chapel Hill, NC
Susan R. Gutterman, JD
Endowment Director
Jewish Foundation of Greensboro
Greenbsoro, NC
Julie C. Heinitsh
Assistant Vice Chancellor for Planned Giving & Major Gifts
UNC Asheville
Asheville, NC
John D. Ladd
Planned Giving Director
Carolina Friends School
Durham, NC
Cindy Rice
Vice President of Development
Blumenthal Performing Arts
Charlotte, NC
Eddie Stuart
Vice Chancellor for University Advancement
SC Planned Giving Council
PRESIDENT
Betsy Moseley
Senior Development Officer
Furman University
Greenville, SC
PRESIDENT-ELECT / VICE PRESIDENT FOR
GOVERNANCE
Toni Jernigan, MEd, CFRE
Associate Executive Director of Development
Medical University of South Carolina
Charleston, SC
SECRETARY
Dianne P. Ansley, JD
Director of Gift Planning
Converse College
Spartanburg, SC
TREASURER
Tina Gills, CFRE
Development Manager
Richland County Library
Columbia, SC
VICE PRESIDENT FOR MEMBERSHIP
Mark Seeley
Director of Gift Planning
University of South Carolina
Columbia, SC
VICE PRESIDENT FOR COMMUNICATIONS
Jacque Wenger
Vice President of Administration & Communications
Baptist Foundation of South Carolina
Columbia, SC
IMMEDIATE PAST PRESIDENT
David Masich, JD
Director of the Office of Gift Planning
College of Charleston
Charleston, SC
KANUGA LIAISON
R. Rothrock Menge
Senior Vice President / PIM Portfolio Manager
Wells Fargo Advisors
Columbia, SC
Tuesday, April 28, 2015
10:00 –
11:15
Pre-Conference: The 2014 US Trust Study of High Net Worth Philanthropy, B. Thomas
Lawson, CAP®, Senior Vice President, Bank of America/US Trust
10:00 –
11:15
Pre-Conference: How to (Re)Start a Planned Giving Program in a Small Shop, David
Masich, Director of Gift Planning, College of Charleston and Toni Jernigan, MEd, CFRE,
Associate Executive Director of Development, Medical University of South Carolina
11:30 –
1:00
Lunch
1:15–
1:30
Welcome & Opening Comments
1:30 –
2:30
KEYNOTE: Socially Responsible Investing: Blaine Townsend, CIMA, CIMC, Senior Portfolio
Manager, Nelson Capital
2:45 –
3:45
Session I: Optimizing Realized Bequests: Tim Prosser, Relationship Manager, Kaspick and
Company
-OR-
2:45 –
3:45
Session II: Getting to Yes: Partnering with your Community Foundation to Serve your
Donors: Sheryl Aikman, Vice President, Development, The Community Foundation of Western
North Carolina; Annette Lynch, Vice President, Philanthropic Services, The Winston-Salem
Foundation; and Mary M. Holmes, Executive Director, Cumberland Community Foundation.
-OR-
2:45 –
3:45
Session III: Immediate Planned Giving Results: Grady R. Pitts, M.A., Winton Smith, P.A.
and Brooke Jenkins, P.A., Pitts & Associates
4:00 –
5:00
KEYNOTE: Boards and Planned Giving; Committing to the Organization's Future:
William R. Mott, PhD. Author and Consultant
5:30 –
8:30
Reception
Dinner
Dessert/Social Hour
Wednesday, April 29, 2015
8:00 –
8:45
Breakfast
9:00 –
10:00
KEYNOTE: Building & Enriching Donor Relationships: Hank Dunbar, Senior Vice President
– Manager of Philanthropic and Charitable Services and Ciji Fisher, Vice President –
Philanthropic Development Officer, First Citizens Bank
10:15 –
11:15
Session IV: Donor Giving Capacity and Considerations During Retirement: Andrew Bain,
CFP®, CAP®, Retirement Income Planning for the Charitably Motivated, TIAA-CREF
-OR-
10:15 –
11:15
Session V: Planned Giving Marketing: Jacob Norlock, Northeast Integrated Marketing
Specialist, Crescendo Interactive
-OR- -
10:15 –
11:15
Session VI: Best Practices for Gifts of Real Estate: Jay Tropea, Relationship Manager,
State Street Global Advisors
11:30 –
12:30
KEYNOTE: Questions to Start Gift Planning Conversations: Greg Sharkey, Senior
Philanthropy Advisor for The Nature Conservancy and Chair of the Board, Partnership for
Philanthropic Planning
12:45
Lunch
Tuesday,
28, 2015
MayApril
1, 2012
CONCURRENT SESSIONS
10:00 – 11:15 AM
Pre-Conference Session One:
The 2014 US Trust Study of High Net
Worth Philanthropy
Tom Lawson, CAP® Senior Vice
President, Bank of America/US Trust
Professional Advisors, Development Staff
and Volunteers want to better understand
the motivations of their clients, donors and
prospects. The 2014 US Trust Study of
High Net Worth Philanthropy provides
valuable insights into the motivations of
wealth donors.
2014 US Trust Study of High Net Worth
Philanthropy-This research series is the
most comprehensive and longest running of
its kind, and an important barometer for
wealthy donors’ charitable engagement and
viewpoints. The study offers valuable
insights that help inform the strategies of
nonprofit professionals, wealthy donors and
charitable advisors alike. Results from this
year’s study are based on a nationwide
sample of 632 U.S. households with a net
worth of $1 million or more (excluding the
value of their primary home) and/or an
annual household income of $200,000 or
greater.
Pre-Conference Session Two:
How to (Re)Start a Planned Giving
Program in a Small Shop
David Masich, Director of Gift Planning,
College of Charleston
Toni Jernigan, MEd, CFRE, Associate
Executive Director of Development, Medical
University of South Carolina
You’ve been charged with (re)starting a
planned giving program, and it’s just you –
OMG! And you may not even be a full time
planned giving officer. Where do you start?
What does the master plan look like to
begin that process? This session will look at
the big picture for getting started. It will not
address the how-to’s of various planned
giving techniques.
About David Masich:
David has spent the
last 18 years
counseling donors in
higher education
about gift planning,
first at the University
of South Carolina and
now at the College of
Charleston. Prior to
that, he worked for 10
years with bank trust
departments in Dallas, TX and
Charlottesville, VA. He received his B.A.
from Emory University and his J.D. from
Wake Forest University. He
is immediate past president
of the South Carolina
Planned Giving Council and
he was named Fundraising
Professional of the Year in
2013 by the Association of
Fundraising Professionals –
Lowcountry Chapter.
11:30 – 1:00 PM
LUNCH
1:15 – 1:30 PM
Welcome & Opening Comments
1:30 – 2:30 PM
KEYNOTE: Socially Responsible
Investing
Blaine Townsend, CIMC©, CIMA©, Senior
Portfolio Manager, Nelson Capital
Socially Responsible and Sustainable
Investing: Why It is So Important Now
Session I
Optimizing Realized Requests
Blaine Townsend has had a bird’s eye view
of the growth of socially responsible and
sustainable investing (SRI/ESG)over the
past 20 years. He will discuss the evolution
of SRI/ESG over that time and discuss
where it is heading and why it has become
so relevant to donors and foundations alike.
Blaine Townsend, is a partner and senior
portfolio manager at Nelson Capital. Blaine
joined Nelson Capital in 2009 after 13 years
at Trillium Asset
Management where he
served as a portfolio
manager and manager
of the firm’s California
office. While at Trillium,
Blaine managed
socially responsible
and sustainabilityfocused investment
portfolios and was instrumental in corporate
engagement efforts on a host of social and
environmental issues. Blaine also led the
effort to create the “Joan Bavaria Awards for
Building Sustainability in the Capital
Markets”, which is presented each year at
the CERES annual conference. Prior to
joining Trillium, Blaine was the Assistant
Director of Marketing and Social Research
for the Muir Investment Trust, the first
socially screened municipal bond fund.
Timothy J. Prosser, MPA, JD.
Relationship Manager, Kaspick & Company,
LLC
About Tim: Mr.
Prosser joined Kaspick
& Company in 2009
with nearly 20 years’
experience in legal
practice and financial
services. Prior to
joining TIAA-CREF
Trust Company in
2000, Mr. Prosser practiced law in the areas
of estate planning, estate and trust
administration, charitable giving, and
business succession planning with the firms
of Sonnenschein Nath & Rosenthal and
Armstrong Teasdale Schlafly & Davis in St.
Louis, MO. Mr. Prosser has served on the
board of the Partnership for Philanthropic
Planning and as Chair of its National
Conference. He is a board member and
past president of the Saint Louis Planned
Giving Council and is a recipient of the
Council’s “Founders Award.” Mr. Prosser is
a frequent speaker at national and regional
conferences on charitable and tax planning
topics. He received his JD degree and MA
degree in Public Administration from St.
Louis University in December 1990 and his
BA in Russian Area Studies in 1987 from
Loyola University, New Orleans
He has been writing about and researching
corporate responsibility issues since the late
1980s and is a past board chair of the
environmental organization LightHawk.
Session II
Getting to Yes: Partnering with your
Community Foundation to Serve your
Donors
Blaine has a B.A. from the University of
California Berkeley and is a Certified
Investment Management Consultant and
Certified Investment Management Analyst.
Sheryl Aikman, Vice President,
Development, The Community Foundation
of Western North Carolina; Annette Lynch,
Vice President, Philanthropic Services, The
Winston-Salem Foundation; and Mary M.
Holmes, Executive Director, Cumberland
Community Foundation.
CONCURRENT SESSIONS
2:45 – 3:45 PM
Partnering with a community foundation can
create opportunities for your donors to give
larger gifts, simplify their planning and utilize
a wider range of assets and gift vehicles to
achieve their charitable goals. Community
foundations offer unique flexibility to
accommodate donor restrictions, provide
additional stewardship and accountability
and create named legacies at smaller gift
amounts. This session will cover the types
of funds and planned giving vehicles
(bequests, charitable remainder trusts,
charitable gift annuities, and more) typically
offered by community foundations and how
these ways of giving can provide valueadded charitable outcomes for your donors
and your organization.
About SPEAKERS
All the presenters have extensive
experience in gift planning in community
foundations and direct experience
structuring gifts with donors for the benefit
of community organizations. All presenters
speak regularly to civic and nonprofit
organizations, donor gatherings and
nonprofit trainings.
Session III
Immediate Planned Giving Results
Grady R. Pitts, M.A., Winton Smith, P.A.
and Brooke Jenkins, P.A., Pitts &
Associates
The primary motivation for implementing a
planned giving program should be centered
upon the resolution of a significant
community need and the advancement of a
non-profit’s mission in its community. Given
these economic times of uncertainty,
planned giving offers an alternate way in
which financial support can be provided.
Planned Giving 484 teaches you how to
breakdown the implementation of a planned
giving program into small and manageable
pieces over a 4 month period of time. In
addition by completing our workbook during
the session you will develop a plan of action
unique to your situation. In so doing, you will
have a template for building a strong
planned giving program customized to your
philanthropic market and ensure immediate
success and sustainability.
About SPEAKERS
Grady R. Pitts, M.A.
Grady Pitts is founder, owner, and President
of Pitts & Associates, one of the nation’s
most innovative philanthropic consulting
firms. Grady and his partners have led
scores of fundraising campaigns that are
diverse in their scope and purpose, from
multi-million dollar hospital system
campaigns to billion dollar comprehensive
university campaigns. Grady’s commitment
to client success ensures each client
receives the leadership training and
strategic and tactical skills necessary to
optimize client success.
Grady has been professionally involved in
fundraising and leadership training for over
20 years. He contributes to the Harvard
Business Review on Leadership and is on
Harvard Business Review’s Advisory
Council. He is invited to speak on
fundraising and leadership at Association of
Healthcare Philanthropy (AHP) and Council
for the Advancement of Schools and
Education (CASE) conferences. He is
considered one of the most effective
coaches on fundraising and leadership.
Prior to forming Pitts & Associates, Grady
was a principal of a private college
preparatory academy and a college
dean. Grady holds degrees in classical
languages and history. He held the
prestigious Reynolds Fellowship at Wake
Forest University Graduate School. He is a
veteran, having served in the military
overseas from 1973 to 1975 as a member
of an elite US Army long range
reconnaissance team, during which time he
was awarded several distinguished service
citations. He also played on the AllAmerican US Army soccer team as center
mid-field man.
Winton Smith, J.D.
Winton Smith is a practicing attorney who
specializes in estate tax strategies and tax
planning, financial development, and
planned giving for charitable organizations.
His background includes more than 20
years of practical experience in structuring
and marketing major gifts. He represents
both individual philanthropists and
charitable institutions, keeping them
informed of the latest tax law changes
affecting charitable giving.
Winton's ability to present the many
complex subjects involved in charitable
giving in an easy-to-understand manner
sets him apart from other lecturers. He
conducts the Council for the Advancement
and Support of Education (CASE) Planned
Giving Institute in various cities across the
country each year, and is the only CASE
presenter to consistently receive top ratings
for his delivery of the course "Introduction to
Planned Giving."
Winton has been a frequent speaker at
programs sponsored by the National
Council of Planned Giving (NCPG), the
National Society of Fund Raising Executives
(NSFRE), and the Association for
Healthcare Philanthropy (AHP). He
regularly presents charitable tax strategy
seminars and workshops for bar
associations; estate planning councils;
colleges, universities, and law schools,
hospitals; natural resource and conservation
groups; and religious, social welfare, and
other charitable organizations. Winton's
programs on charitable gift planning have
been approved for continuing education
credit by State Bar Associations and State
Accountancy Boards.
and implementation of philanthropic
campaigns and planned giving programs,
including the research and development of
the Case for Support – the written and
visual resources that express the urgent
and compelling needs of an organization
requiring philanthropic support.
A native of North Carolina, Brooke received
her Bachelor of Science with Honors and
Highest Distinction in Business
Administration from the University of North
Carolina and her Juris Doctorate from the
University of North Carolina School of Law.
Brooke’s knowledge and experience as a
lawyer and fundraising professional make
her an exceptional strategist, able to
anticipate the multiple opportunities,
implications, and challenges associated with
any project. The hard work and tenacity
she demonstrated as a leading multi-sport
athlete and award-winning dancer are traits
that continue to give her a competitive edge
in her dedication to the success of our
clients’ programs. The creativity and
leadership ability that she has exhibited as a
choreographer, dance teacher, director of
theatrical productions, and youth ministry
leader all contribute to her extraordinary
ability to motivate staff and volunteers and
to develop programs and resources that
make an enduring impact.
4:00 – 5:00 PM
KEYNOTE: Boards and Planned
Giving: Committing to the
Organization’s Future
William R. Mott, PhD., Author and
Consultant
Brooke Jenkins, J.D.
Brooke Jenkins brings to Pitts & Associates
a unique perspective, diverse experience,
and enthusiasm that are invaluable
resources for the clients we serve. Brooke
specializes in the organization, planning,
5:30 – 8:30 PM
Reception – Dinner - Dessert/Social
Hour
Wednesday, April 29, 2015
8:00 – 8:45 AM
Breakfast
9:00 – 10:00 AM
KEYNOTE: Building & Enriching Donor
Relationships
Hank Dunbar, Senior Vice President –
Manager of Philanthropic and Charitable
Services and Ciji Fisher, Vice President –
Philanthropic Development Officer, First
Citizens Bank
Is enriching an adjective or a verb? How
are you interpreting this? In this session,
we will take a look at building new
relationships and strengthening existing
ones. It is important to understand the
significance of a strong relationship and
exactly what the donor or potential donor
wants/needs for your organization. You
must focus on the individuality of the donor
and investigate their giving potential. In
addition, we will discuss the importance and
setting institutional and personal parameters
for your organization and donors.
About speakers
Hank Dunbar manages the Philanthropic
and Charitable Services group at First
Citizens Bank. Prior to joining First Citizens,
Hank organized and managed the
philanthropic services group of another
major bank for ten years. He has significant
experience on the personal trust and
institutional services sides of the banking
industry, and significant experience in
nonprofit development work. Hank has a BS
in Government and a Juris Doctor from
Campbell University where he served as
Director of Alumni Activities, Director of
Estate Planning, and General Counsel. He
is active in community nonprofit
organizations and serves as pastor of a
United Methodist congregation.
Hank will be joined by Ciji Fisher, a
Philanthropic Development Officer, who
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.
CONCURRENT SESSIONS
10:15 – 11:15 AM
Session IV
Donor Giving Capacity and
Considerations During Retirement
Andrew Bain, CFP®, CAP®, Retirement
Income Planning for the Charitably
Motivated, TIAA CREF
“Retirement Readiness and Donor Giving
Capacity” - The presentation will provide
development professionals and conference
attendees with insight into the retirement
planning that gives rise to the surplus
wealth and donor capacity to give and make
gifts.
The philanthropic commitments made by
Warren Buffett and Bill and Melinda Gates
as well as newer gifts from Marc Zuckerberg
and Nicholas Woodman are renown. Many
development professionals though will go
their entire career without seeing this kind of
record wealth and giving. Additionally,
personal wealth and income while providing
general indicators of giving capacity are on
their own incomplete measures. While
perhaps filled with the best of charitable
intentions, many donors must make choices
between the competing goals of funding
their retirement, caring for older parents,
seeing their children off on their own
careers and supporting their favorite nonprofit. Intentions without the financial
capacity to give are IOUs that may never
come due. This session will provide insight
into the issues financial planners address as
they help clients (your donors) prepare for
retirement.
Andrew is a Certified Financial Planner ®
and Chartered Advisor in Philanthropy ®
with Eighteen years of retirement and
financial services experience developing,
delivering, and implementing financial plans
for high net worth individuals and their
families.
Session V
Planned Giving Marketing
Jacob Norlock, Northeast Integrated
Marketing Specialist, Crescendo Interactive,
Inc.
The attendees will learn the most effective
strategies and best practices for email, web,
mobile and social media for increasing
planned gifts to their organization. Case
studies will be shared from organizations
nationwide that have accomplished planned
giving marketing success.
Learn the most effective strategies to
increase planned gifts to your organization
through a multichannel marketing approach.
Transform your planned giving marketing
program from being reactive to proactive.
Explore best practices for email, web,
mobile and social media according to the
latest industry trends. Case studies will be
shared from organizations nationwide that
have accomplished planned giving
marketing success
Jacob is Crescendo's Integrated Marketing
Specialist for the Eastern Region. He
provides client education and marketing
consultation for the GiftLegacy eMarketing
System. He teaches marketing seminars in
Boston, New York, Pittsburgh, Philadelphia,
Baltimore and Washington D.C. where he
shares best practices for internet and
planned gifts marketing.
He also speaks at conferences such as the
Association of Fundraising Professionals,
the Partnership for Philanthropic Planning of
Greater Philadelphia, the Planned Giving
Summit for the State University of New
York, The Planned Giving Group of New
England and at the Practical Planned Giving
Conference. Jacob been quoted in the
Major Gifts Report for his work with colleges
and universities. Prior to joining Crescendo,
Jacob worked in finance and holds a
FINRA-7 Registration. He received his
Bachelor of Arts Degree in Marketing
Communications from California Lutheran
University.
Session VI
Best Practices for Gifts of Real Estate
Jay Tropea, Relationship Manager, State
Street Global Advisors
This presentation will focus on the basics of
understanding how gifts of real estate may
work for your non-profit organization.
The presenter will discuss why
organizations should consider gifts of real
estate, some best practices to guide the
identification of potential gifts, proper donor/
beneficiary stewardship, due diligence
processes and challenges, legal
considerations, and transaction closing
processes.
Some case examples will be reviewed to
illustrate the potential financial and tax
benefits to the donor.
Jay Tropea is a Relationship
Manager in the SSGA
Charitable Asset
Management Group
responsible for the
management of planned
giving programs. Prior to
joining State Street in 1998,
he was a Senior Client Service
Representative in the Shareholder Services
Group of Grantham, Mayo Van Otterloo &
Co., LLC. He has 23 years experience in
financial and investment banking services.
Jay has assisted with a project to document
a "best practices" guide for internal
charitable gift processing related to
charitable remainder unitrusts. He has
presented to SSGA's charitable client
constituents on the basics of planned gift
vehicles.
Jay was awarded a B.S. in Management
and an A.S. in Accountancy from Bentley
University in 1987, and is an active member
of the Alumni Association. He graduated
from the New England School of Banking in
June 2001. He is a recipient of the
Charitable Asset Management Service
Excellence Award in recognition of the
outstanding client service he delivers to our
clients.
11:30 – 12:30 PM
KEYNOTE: Questions to Start Gift
Planning Conversations
Greg Sharkey, Senior Philanthropy Advisor
for The Nature Conservancy and Chair of
the Board, Partnership for Philanthropic
Planning
Greg Sharkey serves as Senior
Philanthropy Advisor for The Nature
Conservancy. He assists donors across the
country with their philanthropic goals, and
shares ideas to achieve those goals as part
of their overall financial and estate plans.
Greg also counsels donors on the features,
benefits and limitations of charitable giving
platforms like Donor Advised Funds and
Private Foundations.
Prior to joining The Nature Conservancy in
January 2008, he served as Director of
Planned Giving/Senior Development Officer
at his alma mater, Denison University. Greg
directed all aspects of Denison’s wellestablished planned giving program, and
managed a traditional portfolio of major gift
prospects as well.
He was a trial lawyer and partner in the
Philadelphia law firm of Sweeney, Sheehan
and Spencer prior to his career in
philanthropy. Greg is a graduate of Denison
University (1984) and Villanova University
School of Law (1987).
Greg currently serves as Chair of the Board
at the Partnership for Philanthropic
Planning.
He lives on a small farm in the idyllic college
town of Granville, Ohio with his wife, Ginny,
and their four children, twelve chickens, and
two enormous Great Danes.
12:45 LUNCH and ADJOURN