Intermediate Practices in Philanthropy
Dr. Dana Zorovich, CFRE
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The College Board is driven by a single goal
— to ensure that every student has the
opportunity to prepare for, enroll in and
graduate from college.
Our work falls broadly into three categories:
College Readiness, College Connection and
Success, and Advocacy.
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As a not-for-profit membership association
representing more than 5,900 colleges,
universities and schools, the College Board
leads national and international efforts to
improve access to and readiness for higher
education.
As Federal and State funds are declining, the
College Board is responding to a need voiced
by our constituents for tools and practices to
attract private foundations to your college
readiness efforts.
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 philanthropy,
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n.
a voluntary act for
the common good.
Acknowledgement: Philanthropy is a private
sector means of effecting social change
outside of government. It is an
acknowledgement that Government cannot
resolve all societal issues and acts as an
outlet for those voluntarily seeking change.
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Prospecting
Cultivation and Solicitation
Relationship Building
Volunteer Management
Fundraising Management
Accountability
•Tools to identify
individuals and groups
•Segmentation
•Delineation between
suspects and prospects
Prospect
Research
Data
Management
•System to store
information
•Retrieval and analysis
cycles
•Leading training efforts
•Categorize by potential
(rating)
•Prioritize and plan
solicitations
•Ambassador training
Plan
Solicitations
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Data Gathering and Analysis
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Prospect Information Sources
Written/Published Materials
People
The Internet
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Qualifying Prospects
◦ Donor Survey Components and Use
◦ Market Survey Components and Use
◦ Prospect Screening, Qualifying, and Rating
Giving
Capacity
Code
Giving Potential
Giving
Inclination
Code
Description
1
$500,000 +
1
Clearly turned off; no
record of interest
2
$100,000-$499,999
2
Minimal interest,
occasional donor,
attends meetings,
infrequently
3
$50,000-$499,999
3
Moderately active or
formally very active
4
$10,000-$49,999
4
Very active, regular
donor, committee
member
5
Under $10,000
5
Governing Board
member, regular gift,
very engaged
Annual
Giving
Major
Gifts
Planned
Gifts
External
Secure gifts
Testing/Evaluation
Survey/study
response to
materials
Assessment
Training to
increase
effectiveness
Internal
Comprehensive
Campaign Plan
Design
solicitation
materials
Case for Support
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Planned gifts
Major gifts
Annual gifts
Volunteerism
Which gifts are from your pocketbook,
checkbook, or portfolio?
Giving Pyramid
Ultimate
Gift
Investment
Bequest
Planned Gifts
Special Gifts
Involvement
Endowment Campaigns
Capital/Special Campaigns
Annual Campaigns
Interest
Renewal
First Time Gift
Awareness
Special Events
Information
Public Relations
Publications
Identification
case, n. the reasons why an organization both needs and
merits philanthropic support, usually by outlining the
organization’s programs, currents needs, and plans.
Source: AFP, Fundraising Dictionary
The Case Statement Will:
1. Identify and validate the needs
2. Document the needs
3. Identify programs and strategies designed to
meet the needs
4. Establish the competence of the organization
and its staff
5. Explain who will benefit from the services that
will be made possible with a gift
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Relationship Management
Prospect Management
Negotiation Techniques
Opening
Involvement
Present the
Case
Overcome
Objections
Close
Investment
Involvement
Interest
Fundraising
Philanthropy
Intervention
Interaction
Transactional
Transformational
Short-tern oriented
Long-term oriented
Get the money and get out
Get the person
Centered on organization
Donor centered
Linear thinking
System thinking
Not fulfilling
Totally satisfying
Dominated by networks
Driven by mission/vision
Identification
Response/Recognition
Screening
Solicitation
Introduction
Rating
Interest
Involvement
Appreciation
Identification
and
Recruitment
Replacement
Training
Recognition
Representation
and
Responsiveness
Maximize
Commitment
though
Meaning
Leadership
Support
Volunteer
Fundraising
Professional
Services
Field
Support
Strategic
Planning
Alignment with
Philanthropy
Short and Long
Term Plans and
Budgets
Performance
Analysis
Effectiveness of
Program
Effectiveness of
Staff
Policy
Legal and
Ethical
Standards
Governance
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The responsibility, duty, and obligation of the
board of directors working in concert with
senior administrative staff, to successful
manage the organization's programs and
services and to steward all its fiscal activities.
◦ Duty of Care
◦ Duty of Loyalty
◦ Duty of Obedience
Reporting
Audiences
Public Trust
Compliance
• Transparency
• IRS rules
• Donors
• Allocations are
appropriate
• Legal
considerations,
e.g., planned
giving
• Board
• Staff
• Financial
records
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I. To be informed of the organization's mission, of
the way the organization intends to use donated
resources, and of its capacity to use donations
effectively for their intended purposes.
II. To be informed of the identity of those serving
on the organization's governing board, and to
expect the board to exercise prudent judgment in
its stewardship responsibilities.
III. To have access to the organization's most
recent financial statements.
IV. To be assured their gifts will be used for the
purposes for which they were given.
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V. To receive appropriate acknowledgment and recognition.
VI. To be assured that information about their donations is
handled with respect and with confidentiality to the extent
provided by law.
VII. To expect that all relationships with individuals representing
organizations of interest to the donor will be professional in
nature.
VIII. To be informed whether those seeking donations are
volunteers, employees of the organization or hired solicitors.
IX. To have the opportunity for their names to be deleted from
mailing lists that an organization may intend to share.
X. To feel free to ask questions when making a donation and to
receive prompt, truthful and forthright answers.
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Developed By
American Association of Fund Raising Counsel (AAFRC)
Association for Healthcare Philanthropy (AHP)
Council for Advancement and Support of Education (CASE)
Association of Fundraising Professionals (AFP)
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Prospecting
Cultivation and Solicitation
Relationship Building
Volunteer Management
Fundraising Management
Accountability
Catherine Dunn
cdunn@collegeboard.org