5-Year Major Gifts Guide
FRIEND RAISING
COUNCIL MAJOR GIFTS FRIEND RAISING
Scope: The challenge or opportunity for every council is the cultivation of your annual
contributors and building a friendship, a relationship that is rich and fulfilling for your donors
and your council. When you raise friends rather than just funds, you build relationships that
recognize the needs you are meeting in your community and the success you realize in
changing lives and molding the future for individuals, families, communities and even the
nation. The opportunity is to cultivate and motivate your donors to move to a higher level of
confidence in your council and to move their financial support to a greater level along with their
confidence.
Major gifts – often in Scouting referred to as planned or deferred gifts, or (somewhat
mistakenly) as endowment gifts – are vital to the financial future of Scouting. The distinction:
major gifts are large, significant gifts of any type. Planned/deferred gifts are gifts of almost
everything but outright gifts. Endowment gifts are gifts for the long-term financial support of
the council. In many cases, a gift can be all three, so don’t worry about what the gift is called.
Just focus on showing your donors how their gifts will be used and how this fits into to their
priorities. Major gifts can be used to build and increase a council's endowment fund (improve
your score in the Journey to Excellence Objective #3), provide immediate, operating fund
support, generate funds gifts during a capital campaign, building facilities to support Scouting
programs – and everything in between.
In other words, major gifts can and should be used to support all three sides of the council’s
“funding pillars.” Councils that don’t promote and secure major gifts lose significant financial
support. It’s like trying to win every baseball game with nothing but singles and walks. Those
are important, but home runs always make the job easier.
It is the responsibility of each local council executive board and its key council officers to make
major gifts an integral part of a council's long-range and annual programs. The council
president, Scout executive, vice-president for fund development, major gifts campaign or
planned giving committee chairman, and the council vice president of finance with his fiscal
management team all have a responsibility and role in developing the components and
conducting your council’s major gifts program. In particular, the Scout Executive must give
active leadership to this, especially in identifying and cultivating donors and being part of the
team making the ask.
A planned gifts program is part of a council major gifts committee – usually a subcommittee of
the council fund development committee. Its responsibilities cover all areas of planned giving:
endowment and trust funds, promoting and securing outright gifts, bequests, lifetime income
gifts of all kinds, donor recognition, etc. Progress, results, and decisions are reviewed and
appraised by the council fund development committee, then submitted to the council executive
board. The committee's responsibilities and schedule for activities should be coordinated with
those, as well as the agreed-upon council major gifts plan.
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5-Year Major Gifts Guide
FRIEND RAISING
Donor cultivation or development cannot succeed unless a council first sets their strategic plan to
address the needs that they will address and how they will address them. Friend Raising needs to
be an integral part of this plan. Case statements must be developed specific to the funding priorities
of the council. Donors must be cultivated and educated to increase their level of support. A council
must prove they are trustworthy by maintaining the appropriate governance policies related to
their funding and adhering to them. As donors progress, the council needs to provide the
appropriate recognition for each donor. Local council staff members and volunteers need to be
trained on a regular basis on the best methods and technicalities of major gifts friend raising.
The Hierarchy of Giving
The Boy Scouts of America is positioned
to help local council staff members and
volunteers in their readiness for donor
development. Training and resource
materials and programs are available
online, at National Development & Fiscal
Management Symposiums, and through
Area-centric Friend Raising programs
from the Council Fund Development
Team of the Finance Impact Department
in the Council Operations Group of the
BSA.
Legacy
Gifts
Major
Gifts
Bequests &
Special Gifts
Friends of Scouting
/ Annual Gifts
Symposiums and seminars will be
offered 4-6 times each year with
consideration for geographic diversity.
Donor Acquisition
Resource materials are available for
local council use in marketing their
efforts to financially sustain their
operation, equipping them to deliver
Universe of People
exciting Scouting programs to youth and
families in their council, including
brochures, the Donor Development Guide, eNewsletter, resource materials, and links for local
council donor cultivation web-based support.
The BSA National Donor Development Task Force consists of a National Chairman and four Regional
Chairmen, who serve as the conduit for the flow of information on local council priorities and
helping to respond to those priorities. Their objective is to support local council readiness to
development their donor relations, moving donors up the hierarchy of giving levels reflected here.
The National Major Gifts Award program provides a framework for local council major gift
committees to develop their strategy and workplan for donor development. The National Major
Gifts Award recognizes local councils that adopt and implement the steps in this process.
The BSA National Foundation Trustees and Major Gift Directors are additional resources that a local
council can engage with the solicitation of major gift donors. These resources are most effectively
engaged when aligned with donors capable of gifts of $100,000 or more.
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FRIEND RAISING
JOB DESCRIPTIONS:
COUNCIL MAJOR GIFTS COMMITTEE – COUNCIL MAJOR GIFTS CHAIRPERSON
Role: To establish and maintain contact with council Major Gifts Committee members to assure
the understanding of Major Gift planning to meet council fundraising priorities for growth in each
of the financial Pillars of Scouting areas: Endowment, Capital & Operating. With support from the
Area and Regional organizations develop a plan to meet the priorities of council and the best
methods of fulfilling those priorities.
1. Committed to Scouting through his direct involvement, his previous experience, or his belief in
the values of Scouting for future generations.
2. Successful in his/her personal and business life.
3. Ability to work with meeting schedule and time commitment for related activities.
4. Can relate to all areas of leadership including council presidents, district chairmen, Scout
executives, and key Area and Regional volunteers.
5. Has an understanding of how a council functions, as well as its need for a total financial
development program, particularly endowment and the JTE Objective #3.
6. Ability to lead a group to the creation of a vision and case statement(s) as the foundation for
all major gifts activities.
7. Is familiar or willing to become familiar with the tools available to support major gifts
fundraising, such as donor seminars, professional seminars, home & hearth events, wills
seminars, planned giving options and programs, and donor-centered fundraising.
8. Understand the methods of donor cultivation – working with donors and prospects for greater
levels of support.
9. Will demonstrate through his/her personal example, the commitment to make, or making a
major gift in support of the council.
DISTRICT MAJOR GIFTS CHAIRPERSON – TASK FORCE MEMBERS
Role: Coordinate major gifts support efforts with local council major gifts chairperson, gathering
information on needs and best methods, developing strategies to support council major gifts
fundraising, plus promoting efforts to develop major gift fundraising skills in volunteers and staff
members.
1.
2.
3.
4.
An influential member of a district organization.
Has an interest in Scouting that has been identified.
Is willing to make a personal commitment to the program.
Believes the major gifts program can and will make a significant contribution to the future of
the Scouting in local councils.
5. Is familiar or willing to become familiar with the tools available to support major gifts
fundraising, such as donor seminars, professional seminars, home & hearth events, wills
seminars, planned giving options and programs, and donor-centered fundraising.
6. Understand the methods of donor cultivation – working with donors and prospects for greater
levels of support.
7. Willingness to attend regular meetings of the committee.
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Update Database Contacts Every Month & Put a Face on Scouting - Throughout the Year
January: Summary report on giving and operations for previous year, thank and acknowledge
gifts received. Must be mailed and postmarked by January 31. Include photos.
Get a list of all key donors with a multi-year (5+) giving history of $50/100+. Review the names
with committee and expand the database records.
February:
Host a BSA Anniversary gathering with a special BSA Anniversary
announcement/invitation. Invite key donors and/or prospects to attend the Major Gifts Fellowship
Event/. Publicize the BSA Foundation website www.scouting.org/BSAFoundation for planned
giving technical information. Send a Valentine’s Day card. Attend Major Gifts seminar this year.
March: Provide a local donor seminar on estate planning. Share copy of the Council Annual
Report with donors and prospects. Mail postcards with Scout message & photos.
April: Have committee share new key donor data for database. Visit key donors and prospects.
Provide a local wills seminar for council families.
May: Visit key donors and prospects. Host a professional seminar for CPA’s, attorneys, and/or
financial planners.
June – August: Invite donors, families and prospects to summer camp for a Friday in the Forest
type event allowing them to see Scouting at its best. If Boy Scout resident camp is too far for easy
visits, invite them to a local Cub Scout camp or outdoor program event.
September: Place year-end giving article in newsletter. Have committee meet to update key
donor database. Visit with key donors and prospects. Call key donors and thank them for their
annual gift. Enlist members of the executive board to help call donors.
October: Provide a professional seminar for CPA’s, attorneys, and/or financial planners on
planned giving topic. Put a year-end giving article in the Council newsletter and on the council
website. Invite donors to visit www.BSALegacy.org for more technical guidance.
November: Early in the month send a Thanksgiving message/card with a Scouting photo to all
donors and prospects. Include information relative to year-end gifts. Visit with key donors and
prospects.
December: Send a holiday greeting to donors, families, and prospects – use Scouting images.
Visit with key donors and prospects.
Refer donors and prospects interested in planned giving to: www.BSALegacy.org
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FRIEND RAISING
Major Gifts Marketing Tasks
TO DO DATE
st
Mail or email 1 Quarter “Be Prepared” newsletter
Topic:
Mail or email 2nd Quarter “Be Prepared” newsletter
Topic:
Mail or email 3rd Quarter “Be Prepared” newsletter
Topic:
Mail or email 4th Quarter “Be Prepared” newsletter
Topic:
Include a Drop-In article in the council newsletter (1st Quarter)
Topic:
Include a Drop-In article in the council newsletter (2nd Quarter)
Topic:
Include a Drop-In article in the council newsletter (3rd Quarter)
Topic:
Include a Drop-In article in the council newsletter (4th Quarter)
Topic:
Put "Will Sez" cartoons in your council newsletter.
Regularly check web site – www.scouting.org/financeimpact – for updates and new tools.
Donors & prospects subscribe to GiftLegacy eNewsletter, via www.BSALegacy.org
Send Wills Survey to council Executive Board and mailing list.
Collect Wills Survey results and enter into BSA donor profiles.
Send thank you letter to those who indicated on their Wills Survey they had made a council gift.
Send more information to those who indicated on the Wills Survey an interest in making a gift.
Invite selected donors/prospects to the council Scout show.
Invite selected donors/prospects to the BSA National Annual Meeting
Invite donors/prospects to the Major Gifts Week at Philmont Training Center or Florida SeaBase
Invite selected donors/prospects to at least one of the council summer/day camps.
Conduct a service club presentation on Scouting and major giving.
Develop a list of charitable income trust prospects for the next quarter's emphasis.
Mail Thanksgiving and/or Christmas holiday cards to key donors and prospects.
Send birthday card to all major donors and prospects.
Make sure council’s Case Statement includes a case for endowment gifts.
Use Foundation Directory to create list of Top 10 prospects to fund Scouting in your area.
Use Wealth Engine to research your council’s Top 20 individual donors/prospects
Promote electronic eNewsletters for donors and professionals.
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FRIEND RAISING
SAMPLE AGENDA
FINANCIALLY SMART COUNCIL, BSA
COUNCIL MAJOR GIFTS COMMITTEE MEETING – AGENDA

Opening, Pledge & Invocation

Scouting Mission Moment – Council Leader provides a short story/presentation on how
Scouting is working in your community.

Status Reports:
o Operating Report
o Endowment Report
o Capital Report (if applicable)

Personnel:
o Committee members
o Needs
o Assignments

Prospect Relationship Management
o Names review and progress on assigned prospects
o New names and evaluation (use discretion with process)
o Assignments & Strategies

Upcoming Scouting Events & Cultivation Opportunities
o Scout Camps/Activities/Ceremonies for cultivation
o Donor Seminars
o Professional Seminars

Other business

Scout executive’s moment (or similar emotion/motivation message and thanks)

Next meeting
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FRIEND RAISING
To:
Copy:
From:
Subject:
Area Director
BSA Council Operations Group – Council Fund Development Team
Council, council number #
National Major Gifts Award – 2011 (for presentation in 2012)
Purpose: The BSA emphasizes the need to secure major gifts to support to local councils for operating, capital and
endowment gifts which enable local councils to more effectively attract and serve youth and community
organizations. The James E. West Fellowship program recognizes new gifts for endowment and the Second Century
Society is used to recognize major gifts to local council operating funds, capital funds, and/or endowment funds.
1. Through strategic planning with the council Major Gifts Committee, create a vision
and case statement for the delivery of greater Scouting programs through strong
council operations and effective program facilities.
Yes
Major Gifts/Endowment Committee Meets at least quarterly.
Yes
2. Have board and area-approved, annual growth goals for new James West and 2nd
Century gifts to Endowment and Capital (if council is in a capital campaign mode).
Note: Goals may be expressed in number of gifts, or value of gifts.
Endowment (must reflect new donations):
Goal
Result
James E. West
Operating, Capital, or Endowment:
Goal
Result
nd
2 Century Society
3. Conduct at least two out of these four: a) Donor Seminar; b) Professional Seminar;
c) Wills seminar; d) “Home and Hearth” event.
Date
Attendance
Donor Seminar
Professional Seminar
Wills Seminar
Home and Hearth event
4. Hold at least one council Heritage Society/donor recognition event.
Description
Date
Attendance
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FRIEND RAISING
5. Have each of these in writing, current and approved by the council Board, and on file
at the Regional office: a) Investment policy; b) Spending policy; c) Gift acceptance
procedures; d) Gift crediting guidelines; e) Major Gifts case for support.
Date Reviewed & Approved
Investment policy (within 18 months)
Spending policy (with 18 months)
Gift acceptance procedures (within 5 yrs)
Gift crediting guidelines (within 5 yrs)
Major Gift case statements (annual)
Annual Plan of Action (annual)
6. Be up to date inputting all contributions to the council with related donor
information into the ScoutNet by December 31, 2011.
Yes
7. Have at least one current staff professional and/or active finance volunteer who has,
within the last five years, attended a Fundamentals of Major Gifts Seminar conducted
or approved by the BSA Finance Impact Dept.
Name
Course date
8. Show evidence of fiscal oversight, including construction plans, progress reports,
investment performance reports, and fiscal management; and/or fiscal oversight of
endowment fund performance and distributions. (Area director confirmation needed)
Yes
Council Name:
Council #
Scout Executive, signature
Council President, signature
Area Director Approval, signature
Date
Date received CFDT
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FRIEND RAISING
SUPPORT MATERIALS:
www.scouting.org/financeimpact >Council Fund Development > Endowment & Major Gifts
Brochures
Living & Giving
Postcards
Images/Logos
Articles
eNewletters
Simple Estate Inventory Form
Website content
www.scouting.org/bsafoundation
GIFT VEHICLES & TECHNICAL INFORMATION: refer to “Giving Questions/Scouting Answers”
ROLES OF BSA NATIONAL ENGAGEMENT/SUPPORT:
Training and operational support for local council, area, region staff members and volunteers
will be provided by the Council Fund Development Team. Guidance will be offered on securing
gifts up to $100,000. Bob Myers, 972-580-2231 or bob.myers@scouting.org
Support or guidance on securing gifts of $100,000 to $10 million will be provided by the BSA
National Foundation major gift directors. Stacy Huff, 972-580-7812 or stacy.huff@scouting.org
Support and/or guidance on securing gifts of $10 million and up will be provided by the BSA
Office of Philanthropy. Tammy Taylor, 972-580-2214 or tammy.taylor@scouting.org
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FRIEND RAISING
DONOR PROGRESSION – IDENTIFY, CULTIVATE & ENROLL
Deliver & RECOGNIZE





Develop Council/District Friend Raising Task Force
Deliver the value they seek
Recognize the gift as the donor wants to
be recognized
Continue to cultivate the relationship
with the donor(s), spouse, and family
Involve the whole family
Get referrals and/or introductions



Key leaders – staff & volunteers
Key donors
Begin with the end in mind – vision &
strategy
Build a profile of a Friend of Scouting
 Survey existing donors
 Survey donors to other causes
Why do they give?
Council Strategic Plan is a Pre-requisite
Build prospect lists






Build Mutual Goals






Mesh their vision with the council vision.
Determine the gift amount.
The “ASK”
Mutually agree on commitments to
enable Scouting to deliver the value the
donor(s) seek
Engage the appropriate resources to
deliver what was promised
Ask them who else you should be talking
with and ask for an introduction
Follow-up with One on One Meetings – Get to Know Them






What did they like best?
What is their story, does it fit with Scouting?
What are their interests? Do they relate to
Scouting?
How can they support the Scouting vision –
volunteering, funding?
Establish the value to them in supporting Scouting
Set appropriate follow-up from this point – focus
on their priorities and/or interests
Families of Scouts
Scouting volunteers
Community leaders
Former Scouts
Business people
Friends and associates
Evaluate & Prioritize Prospects


Organize into groups of
influence, interests, or
affluence, etc.
Determine connectors
Invite them to a Friend Raising Event





No fundraising
Share vision and need
Introduce key Scouting people
No fundraising
Secure introductions with everyone
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