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Judge Rejects Donor's Intent, Rules For
Tulane
By Mark Hrywna
A New Orleans judge has ruled in favor of Tulane University
in a donor intent dispute over a century-old bequest.
Civil District Court Judge Rosemary Ledet on Monday granted
the university’s motion for summary judgment while denying
the plaintiffs’ motion. She ruled that language in the
will of Josephine Newcomb contained “no enforceable
conditional obligation to support” claims by plaintiffs,
The Future of Newcomb College (TFNC). Language in the will
“clearly gives the university full and complete control
over how her donation will be used,” according to a
statement from Tulane University.
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here...
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Faith-Based Fundraising ...
Getting past
the one-time collection plate
Consultants working in the Catholic fundraising
market might face resistance to go beyond the collection basket
on Sunday mentality, according to Graham Hunter, senior vice
president at May Development Services, based in Greenwich, Conn.
The collection basket doesn’t allow
Catholic donors to go deeper with the organization and misses
the opportunity to communicate the extensive mission of the
church. Consultants need to communicate to religious leaders why
fundraising can ultimately help the mission, Hunter explained
during the recent Bridge to Integrated Marketing &
Fundraising Conference, in National Harbor, Md.
Here are some of his tips:
-
Get to know the client. The religious leader
you work with might not have any experience fundraising. Try to
explain why fundraising is important for the organization. Try
to have a strategy and growth plan already developed
that’s easy to explain.
-
Look at frequent communication. The
traditional Catholic donor is used to communicating at least
once a week with their church -- on Sunday. So don’t think
you should only contact donors every three months. Donors are
twice more likely to give within the first six months versus the
seven to 12 month range, so make sure you don’t lose that
opportunity.
-
Complainers are not the focus group. “I
can’t tell you how many great ideas have been squashed
because two people complained,” said Hunter. Religious
leaders don’t want to offend their followers, but point
out that those who complain usually are the exception and not
the rule.
-
Perceptions about premiums. Some Catholic
leaders may argue that direct mail should be strictly
mission-based. Hunter explained you need to find premiums that
resonate, such as prayer cards or religious calendars, to drive
premiums back to the mission.
-
Be accountable. Consultants, whether they are
in the religious market or not, should show measureable results.
Try to meet with leaders at least quarterly to discuss results
and see if there are tweaks that need to be
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Branding ...
5 ways to assign worth to
your brand
Sponsorships can be valuable for nonprofits
that want to gain recognition or value by aligning themselves
with a powerful brand. But nonprofits should analyze what worth
they can offer a sponsor, according to Gail Bower, president of
Bower & Co. Consulting, LLC., based in Philadelphia.
Bower presented her session
“Partnering with Corporations: Five Strategies for
Increasing your Sponsorship Income” during the recent
Bridge Conference in National Harbor, Md., hosted by the
Association of Fundraising Professionals, Washington D.C., Metro
Area Chapter and the Direct Marketing Association of Washington.
She explained that nonprofits should view sponsorships as
strategic fundraising opportunities – not handouts.
Here are her five strategies:
- Value. Analyze your value in the
sponsorship relationship. What does your nonprofit have that the
company might be interested in? It could be as simple as access
to your donor demographic. Arm yourself with statistical and
demographic information regarding your donors when chatting
about any sponsorship opportunities.
- Price based on value. Your price should
reflect the demand for the sponsorships and the value that would
entail, just like any other business. Don’t just make up
numbers in your head. Factor in resources you will have to put
into the sponsorship and make sure the price is profitable for
you. And don’t settle for anything less than what the
sponsorship is worth.
- Inventory assets. Break down costs
associated with promotions, advertising and public relations.
Discuss what on-site opportunities or naming and branding rights
your sponsor would receive with the deal.
- Provide options. Allow for various giving
levels. In this economy, many companies cannot afford to sponsor
your whole event. Make a tiered benefits package, such as brand
size and placement on event materials, that will correspond with
the sponsorship level.
- Strategize approach. Do not run head first
into cold calls. Analyze what different sponsors would want from
a sponsorship based on their industry and how the company
operates. And then keep researching. Don’t rush your pitch
and make sure the company knows you did your
homework.
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Planned
Giving ...
Past and future should be gift
‘ask’ considerations
Talking to donors about bequest gifts can be difficult. But
it always helps if you have a plan, according to David
Whitehead, chief development officer at AARP Foundation, and Jay
Steenhuysen, partner at Covenant Calls.
Bequest gifts should intertwine your donor’s past with
your donor’s future legacy, Whitehead and Steenhuysen
explained at the recent Bridge to Integrated Marketing &
Fundraising Conference, in National Harbor, Md. You should
outline your bequest conversations to encourage them that their
legacy will continue with their gifts.
Here are their thoughts:
- Affirm control. Whitehead and Steenhuysen explained that
fundraisers should start the conversation about why donors act
on a fulfillment item. Try to probe for the donor’s
feelings and really listen to their thoughts. Note if the donor
is pausing or repeating different thoughts.
- Open the past. Ask your donor open-ended questions and
encourage them to share their stories. The donors’ stories
will help you understand their values. Ask questions and stay
engaged with their thoughts and emotions.
- Recognize the present. Relate the values in the
donor’s stories to the mission of your organization. Ask
your donor’s thoughts about what facet of the
organizational mission resonates.
- The donor’s place in the future. Move the conversation
to look into the future. Ask donors what part of the
relationship with the organization would they like to last.
Question your donors if they see a way to sustain that
relationship with the organization in a
legacy.
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