In case you missed it: AFP’s Fundraising Day in NYC, June 12, 2015

Posted on September 19th, 2015


Attended by more than 1,800 people, this year’s event was the most comprehensive in its history—featuring two education-focused breakfasts, four sessions of fundraising programs on nine tracks, as well as a series of interactive workshops held throughout the day. Attendees had the opportunity to network with colleagues and explore the services offered by more than fifty exhibitors in the Solutions Center as well as sign up for mentoring sessions in a special section set aside for personalized resume review and career coaching. In addition to the special CFRE track, newcomers to the field were offered the opportunity to earn a Fundamentals in Fundraising Certificate in just one day. The three programs described below are just a sampling of the wealth of wisdom and information shared at this premier fundraising conference dedicated to the passion and enthusiasm of those very special people who have chosen fundraising as their life’s work.

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Personalized Philanthropy: Crash Your Fundraising Matrix
And Make a Real Shift to Donor-Focused Giving
“Philanthropy that focuses on donor interests is a rarity!"


Steven L. Meyers, Ph.D. Vice President, Center of Personalized Philanthropy,
American Committee for the Weizmann Institute of Science

In this compelling program, Steven Meyers, Ph.D. challenges his audience to recognize that their meticulously organized fundraising initiatives often ignore personal donor interests. He points specifically to deferred gift instruments such as bequests and trusts which marginalize donors by placing them outside the traditional “major donor clubs" enjoyed by cash contributors. In order to bring donors closer to the impact of their gifts, Steve has created three Personalized Gift Designs.

Virtual Endowment – this instrument encourages a donor to support a scholarship or program long before he/she may be capable of making a substantial gift. The donor agrees to underwrite the cost of a program that ignites their passion through an annual gift over a specified number of years—with a pledge for a future gift (often a bequest or trust) to endow the program in perpetuity.

Philanthropic Mortgage – with this vehicle the donor makes an annual gift “over and above" the yearly costs of a program he/she is supporting—with the surplus used to build an endowment designed to sustain the program permanently. One can think of the Philanthropic Mortgage as a pledge to be paid out over time, with a portion of the gift used to support the expenses of the program until the endowment is fully funded.

Step-Up Gifts – gifts of this type allow the donor to fund an endowment or chair at different levels over time. For instance an endowment can initially be funded as a “Masters Scholarship" at the $100,000 level with the opportunity for the donor to gradually add to the fund, moving it to a “Doctoral Scholarship" at the $250,000 level, and possibly a “Professorial Chair" at $1 million.

Each of these “Killer Apps", as Steve refers to them, engages the donor through their interests, and, at the same time, allows them to envision future giving in the form of large outright or planned gifts. At the same time, the donor can join the prestigious ranks of the major contributors of the institution as opposed to having his or her planned gift relegated to the hinterland of a Legacy Society.

Personalized Philanthropy: Crash the Fundraising Matrix


Project-Funding Leverages Capacity for Good

Posted on September 17th, 2015

Advisors can use assets under management [AUM] in a novel way with special gift designs (“killer apps") that keep investments growing while enabling philanthropic impact and recognition to begin immediately, during donors’ lifetimes, and scale up over time.
Here’s how to elevate your social action and leverage your capacity for Good
Unlike many other organizations that seek primarily unrestricted general funds, the Weizmann Institute encourages restrictions so that donors can connect with what’s most compelling to them. Project-based fundraising, part of the American Committee for the Weizmann Institute’s Care Share Repair initiative, puts donors in charge. See how you and generous clients can align their money with their passions and easily support one of 12 life-changing Weizmann research projects, from cancer research to science education to robotics.


See the complete article here.

Personalized Philanthropy: Crash the Fundraising Matrix

Why Financial Advisors Cannot Ignore Clients’ Philanthropic Goals - Part Two

Posted on August 3rd, 2015

Elite Advisor Report with Tim Belber, Phil Cubeta, Randy Fox, me and John A Warnick.
As we discussed in Part One, purposeful philanthropy is the art of thoughtfully, intentionally and purposefully integrating the passion, spirit and commitment of philanthropy into the fabric of our family system. With record numbers of boomers reaching retirement age and a new generation of younger people looking to make gifts with social impact, the landscape of philanthropy has changed dramatically. Are you and your team keeping up with client wishes?
Key Takeaways:
Corporate tax deductions for giving are limited. This is part of the reason for lower giving rates. But corporate social responsibility is on the rise. Savvy advisors are tapping into that.
Making giving into a family activity can also be helpful in preparing heirs for the responsible use of wealth.
Too many advisors overlook the key to unleashing a client’s generosity (and satisfaction with you)—understanding the client’s values and interests, and the joy that giving provides him or her

READER NOTE: Many of the contributors to this discussion will be presenting at the Purposeful Planning Institute’s Annual Rendezvous, August 5-7, 2015, in Broomfield, Colorado.

Why Financial Advisors Cannot Ignore Clients’ Philanthropic Goals - Part One

Posted on July 25th, 2015

A roundtable interview in the good company of Tim Belber, Phil Cubeta, Randy Fox, me and John A Warnick.
Key Takeaways:
  • As record numbers of boomers approach retirement age, their focus shifts to distribution of assets rather than accumulating wealth. Are your clients’ heirs prepared to receive it
  • Affluent millennials look for ways to have impact rather than just give away dollars
  • If you try to profit from the generosity of others, you are likely to fail. However, if you want to leverage your talents as an advisor by working with those who are generous, then you can become a magnet for some of the best, wealthiest and best-connected people in your community.
  • The most effective philanthropy needs to be driven not by balance but by three things: head, heart and mind.
READER NOTE: Many of the contributors to this discussion will be presenting at the Purposeful Planning Institute’s Annual Rendezvous, August 5-7, 2015, in Broomfield, Colorado.


Steve Leimberg on Personalized Philanthropy and the Killer Apps

Posted on June 14th, 2015

Steve Leimberg on Personalized Philanthropy
About the Author - Steve Leimberg
Stephan R. Leimberg is CEO of Leimberg and LeClair, Inc., an estate and financial planning software company, President of Leimberg Associates, Inc., a publishing and software company in Bryn Mawr, Pennsylvania, and Publisher of Leimberg Information Services, Inc. (LISI )which provides e-mail based news, opinion, and information for tax professionals.
Review originally appeared in LISI Charitable Planning Newsletter (June, 2015) at http://www.leimbergservices.com Copyright 2015 Leimberg Information Services, Inc.
HOPE THIS HELPS YOU HELP OTHERS MAKE A POSITIVE DIFFERENCE!
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EXECUTIVE SUMMARY:
The author of this groundbreaking book, Steven L. Meyers, PhD, is vice president of The Center for Personalized Philanthropy at the American Committee for the Weizmann Institute of Science. His book Personalized Philanthropy, may well revolutionize the way charities raise large amounts of money in the future. His outside-the-box mind makes possible the previously un-imagined.

COMMENT:
I usually bend over a page in a book when I want to come back to (or steal) an idea or concept. When I finished reading this book, almost every page was bent over – most with X’s to high light concepts I wanted to share with others.

Let me put it another way:
THE SMARTEST MAN IN THE WORLD
As I was growing up, my father repeatedly gave me lessons and told me stories that he hoped I’d learn from. Many times, he said to me,
“Only a fool learns from his own mistakes" and followed that with...
“A wise man learns from the mistakes of others!" One day he told me of “The Smartest Man in the World."
“It wasn’t the man who created the cash box nor the man who invented the adding machine.
It was the man who put them both together and called it the cash register!

It got me thinking about the new suitcase I own. How long was it that we moved clothing we were taking on a trip in a trunk and it took two people to grab it by the corners? And then, someone added leather handles. And years later, someone else added two wheels and an expandable handle and called it a suitcase (must have been an inventor attorney – the same person who invented the brief case). And then someone added four wheels! And I always wondered, why did it take so long to make these improvements and why were we so oblivious to what could be a blindingly simple, workable, and elegant solution?

Steven Meyers takes readers interested in innovative philanthropy through this same thought process – shaking us and making us ask – over and over again – “It’s obvious! So why didn’t we see that solution – before?"

Meyers shows us what’s wrong with our philanthropic large gift raising thinking – and empowers us to break out of the tyranny of the traditional. His book should be purchased – and read – over and over – by development officers, would be and current philanthropists – and by every estate and charitable planning attorney, CPA, insurance agent, financial planner, and wealth manager who is willing to work with an open mind and create what Meyers calls “The right gift, for the right purpose, for the right donor." These are donor-focused (fully engaging with the donor’s needs or desires) integrated, full spectrum holistic gifts.

Meyers three jaw-dropping simple/powerful moving beyond convention concepts of “Virtual Endowments," “Equity Gifts," and “Step-Up" gifts are game changers.
Here’s one example:
Most of us, when we purchase a home, don’t have all the cash necessary (or if we do, we may have a better alternative use for it) to plunk down the money and move in. So we obtain a mortgage and pay off the principle over time. We don’t have to wait 20 or 30 years to “move in."

Meyers suggests that the same principle can be applied to a person who wanted to have a chair in her name, say at Villanova Law School, or have a library room named in her honor at, say at the Library at Fernandina Beach, Florida. Assume she could not – or did not want to - make the outright gift today of (let’s assume, $1,000,000) necessary to establish the endowment.
Suppose she had given the Villanova Law School or Fernandina Beach Library $1,000,000 today – and the charity had invested it – and withdrawn 5% each year as its “spending rate." It would have $50,000 a year to spend.

Now suppose, going back to our real life example, the potential donor didn’t give $1,000,000 today – but instead committed to giving annual gifts equal to the spending rate of $1,000,000, i.e., she committed to giving $50,000 a year for the rest of her life. And she simultaneously committed to a “balloon gift" of $1,000,000 at her death (perhaps through assets she owned or maybe even better, funded with life insurance the charity would own on her life and that she would pay for).

In other words we link two gifts ((1) a multiyear pledge for annual gifts based on the life expectancy of the donor in the amount of the spending rate the charity would have used had it received the endowment up front and (2) a separate pledge or contact to include a gift by bequest or life insurance contract of the original endowment amount) under an umbrella plan.

Knowing that this irrevocable combination pledge will accomplish essentially the same overall benefit as an immediate gift of the lump sum, the Law School or Library could recognize and honor the donor today – and the donor would have the immediate pleasure of seeing and realizing with certainly the impact of her gift.

So simple, so elegant, so workable! It’s like putting the cash box and the adding machine together and making a cash register – or putting four wheels and handles on a trunk and making it into a suitcase.

Like so many concepts in this book, you’ll say to yourself, “Why didn’t we think of this – before?"

CHAPTERS:
1: The Two Cultures of Fundraising: Crashing Your Matrix
2: Matrix-Killing Apps of Personalized Philanthropy
3: Radically Rethinking Endowment: Examples
4: Beyond Conventional Solicitation: Personalized Best Practices
5: Counting, Numbers, Value, and The Big Picture
6: Being the Change and Making Your Own Shift

Personalized Philanthropy can be ordered through


Fixing the Flaw in the Business Model

Posted on June 11th, 2015

Doing the right thing for charitable clients does not have to kill your business model.
See the story here or visit the CEG-Worldwide Elite Advisor Report website
Personalized Philanthropy: Fixing the Flaw in Your Business Model


Bruce Bigelow in Partnership for Philanthropic Planning [PPP]

Posted on June 9th, 2015

A Must-Read: Steve Meyers on Personalized Philanthropy
Posted on May 28, 2015; Reviewed by Bruce Bigelow

“Should result in bigger and better gifts, in
more engaged donors, and in richer relationships over many years."

Personalized philanthropy is the fundamental principle of Steve Meyers’ new book, Personalized Philanthropy—Crash the Fundraising Matrix (CharityChannel Press).

As he so aptly suggests, just as holistic medicine has moved to treat the entire person over a lifetime, so should holistic philanthropy characterize the new paradigm of charitable fundraising. Steve encourages us to move beyond transactional fundraising, in which we focus on the institutional needs of the moment, to a process in which we engage our donors in building a life plan for their philanthropic aspirations. We should move, he posits, from fundraising as negotiation to fundraising as collaboration, in which the donor is a partner in an on-going, sometimes unpredictable but fully organic process.

Steve presents us with three new ways of thinking about fundraising, all of which should result in bigger and better gifts, in more engaged donors, and in richer relationships over many years.

· First, he suggests a new organizational paradigm, in which all fundraising staff are engaged with donors and the traditional silos of annual fund, major gifts and planned giving, should no longer determine who acts and how we interact with donors. All members of the development staff should see their associations with donors as part of the evolving life-long process; everyone should understand the on-going conversation with the donor; and everyone should be aware enough of the range of giving opportunities (even though the technical aspects of some of those options may remain the purview of experts) to keep the donor conversation going over time.

· Second, he calls us to adopt new processes, especially in the ways we count, report, and acknowledge gift commitments. When Steve and I served together on the PPP Task Force on Counting and Reporting Gifts, we, along with our colleagues from around the country, developed a new perspective on counting that focused on the donor and on building transparency into the reporting process. Steve views this new counting process as so fundamental to his new ways of thinking that he reproduces the entire PPP report as an appendix to his narrative. More and more, this new paradigm has come to characterize fundraising campaigns, and Steve’s continued eloquent focus will move the process still further toward universal acceptance.

· Finally, he gives us a set of three new and quite flexible techniques, his “killer apps." These new ways of thinking about donor commitments allow us as fundraisers to work with donors in new ways, to help donors to realize their long-term objectives even as we work with short-term resource limitations. These “apps" are by no means exhaustive, but they demonstrate in concrete and easy to understand ways how personalized philanthropy can work for the betterment of all.

Steve gives us practical tools and a clear conceptual model. His book is, as a result, both an inspiration and a guidebook. His suggestions build on his own significant experience and his understanding of the new trends in charitable fundraising. Even though my own philosophical approach to fundraising closely mirrors Steve’s, he reminds me of why I find myself drawn to personalized philanthropy and how I can enhance the relationships with donors. We can all learn from his insights, and in the process become more effective fundraisers and build more meaningful relationships with our donors.

About the Author:
Bruce Bigelow is founding partner of Charitable Development Consulting, LLC, and a leader in the gift planning profession for 30+ years. He was a co-founder and president of the Chesapeake Planned Giving Council. He has served as NCPG (now PPP) conference chair and chair of the Research Committee. He has supervised two national gift planning research efforts. Bigelow was chair and chief author of PPP’s Guidelines for Counting and Reporting Charitable Gifts. ­­

FRDNY: Going to NY. Even if I have to walk.

Posted on May 18th, 2015

Well, I been East. And I’ve been out West. But I'm not going to rest, till I get to New York.
Fundraising Day in New York! Even if you have to walk.
View the amazing program line-up for June 12th … and register today.
The Advanced Fundraising track is worth a special look. Here’s my session.
You’ll Learn To:
  • Profile four donors you encounter every day to better fine tune and personalize your gift designs
  • Apply three killer apps of personalized gift design that can help you raise more money
  • Revise your definition of philanthropy to one that works for both fundraisers and donors

Personalized Philanthropy: Crash the Fundraising Matrix
Engaging donors for impact and recognition now.
We can show you how.

Use order code personalized-philanthropy for a 25% discount and free shipping

Matrix crashing at FRDNY: in by 9/out by 5

Posted on May 13th, 2015

Matrix crashed: in by 9/out by 5

Please join me at

Fundraising Day in New York 2015

Learn about Fundraising Day in New York 2015. View now>


It's a privilege and a genuine hoot to be presenting in the advanced track of AFP's fabulous FRDNY!

Here's the program.


Advanced Fundraising Track

8:45-10am
Personalized Philanthropy: Crash Your Fundraising Matrix
Donors seeing the term “personalized philanthropy" might wonder, “What are they talking about? Isn’t ALL philanthropy was personalized." But the truth is this is not the case. Steve Meyers shows you how conventional best practices of the fundraising matrix are hobbling philanthropy and introduces you to some new ideas on how to restore creativity to your own gift practice as a gift officer, advisor or philanthropist.
You’ll Learn To:
  • Profile four donors you encounter every day to better fine tune and personalize your gift designs
  • Apply three killer apps of personalized gift design that can help you raise more money
  • Revise your definition of philanthropy to one that works for both fundraisers and donors
Speaker:Steven L. Meyers, Ph.D., Vice President, Center for Personalized Philanthropy, American Committee for the Weizmann Institute of Science
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AFP's “Advancing Philanthropy” Discovers Grail of Fundraising

Posted on April 11th, 2015

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The grail of fundraising is exactly this chaining together of donors’ current and future gifts and capacities for giving in such a way that their overall philanthropic program not only supports charitable organizations’ current needs but also secures the future needs of the organizations they care most about.

Myth-Busted - AFP’s Spring 2015 Edition of Advancing Philanthropy asked “Isn't all philanthropy personalized?" That is what most people think, but it is usually not the case. Personalized Philanthropy: Crash the Fundraising Matrix busts this myth and a host of other “best practices" of conventional fundraising. If you’re an AFP-er, you can find it online here http://www.nxtbook.com/nxtbooks/afp/ap_2015spring/ on page 40, or if not, download the pdf after the jump. It's a great primer on personalized philanthropy.
dnochlin@imca.org

Steven Meyers

Personalized Philanthropy. For both fundraisers and philanthropists. When we say we want to get it right, what do we mean? “The right gift, for the right purpose, for the right donor.” It's about innovative donor-focused, individually-tailored giving strategies -- new gift applications that combine current and future gifts, so that donors can create a lasting legacy where recognition and impact begin now. To make miracles happen at charitable organizations close to their hearts. ~Steven L. Meyers, Ph.D., Center for Personalized Philanthropy