Download Report

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