1/17/2012
MONEY HAS NO VALUE ….
EXCEPT WHAT YOU CHOOSE
TO DO WITH IT
Presented by: Pamela J. Davidson
Davidson Gift Design
Thompson & Associates
VALUES







Do We Discuss Values
What Do Values Mean to a Gift
Conversation?
Is our approach focused on our
organization… or on the individual?
What is the frame of reference for that
prospect, what do we think that s/he hears
from us?
Do we focus on the Capacity . . .
or on the Commitment of that Prospect?
Is our focus Transactional . . . or Relational?
Does Long-Term Matter to Our Organization or
are We Short-Term Thinkers and Planners?
1
1/17/2012


Do we ask, explore what our prospect thinks
about generosity . . .do we call it philanthropy?
Do we use the words of generosity or values in
our terminology?
Do we ask for their family stories, what the
family values were/are, young and now?
STORIES





Grandma feeding “hobos” each night, 3 dedicated
pie pans
Indiana artist, “wanted to do for someone what
someone had done for her,” funded a CGA for self
then scholarship for art student, as she had been
during the Depression
Do we discuss the value of money . . .
which is what it can accomplish and do?
Do we talk about choices? That prospect can
satisfy family needs and feed their generosity
too?
Have we asked them if important to impart those
values to the next generation, the value of
dialogue and communicating those?
2
1/17/2012
Questions and Answers


Do we tell our prospects that these good planning
ideas work for our charity and for other charities
they care about?
How does that impact our own ethical goals and
obligations?


How much do we talk about recognition, is that
even meaningful to this prospect?
Same question for our Campaigns and
fundraising goals, our updates, our urgency, do
they matter to our prospect?
3
1/17/2012




Universality of generosity, a comfortable topic,
especially if by stories, for staff and volunteers,
Boards to discuss with others, for progress in
promoting beneficial planning ideas among
many, by many?
Have we asked why they like our charity, why
they support it?
What they like, what they don’t like about us?
In telling them about the impact of their giving,
do we ask how that gift, their generosity makes
them feel?
STORIES


Florida donor who called, why hadn’t charity
contacted him about his annual $1,000 donation,
wanted to tell his story, express his values,
family forever impacted
IN doctor, parents were missionaries, difference
of opinion with spouse as to how much to give to
charity, he wanted most, she wanted some;
communication and planning strategies to
reconcile disparate views
4
1/17/2012


How do these discussions and a focus on
generosity relate to our development program
goals, how do we show meaningful activity from
that (ongoing) dialogue?
How does that impact our job duties –










Gifts at varied life stages
Stewardship served
Ethics
Relational
Is leadership at charity supportive of such an
approach?
With time, expertise, staff, budget?
By having some conversations with peers who are
linked to the charity?
How do ethics fit into this, are ethics important,
valued, demonstrated at your charity?
Can your charity afford to live its values, or are
all dollars destined to be spent soon?
Are you encouraged, allowed to dialogue with
prospects about restricted gifts?
5
1/17/2012




Have we discussed “Social Capital” with our
prospects, which means we will all pay social
capital and to an extent can decide if taxes or
gifts?
Have we talked about their children, family,
heirs, how such activities will affect them?
Have we urged them to share those expressed
values with their heirs?
How to message in charity’s marketing . . .
stories, examples, lives changed, validation of
plans, life-changing for donor, and supporting a
beloved nonprofit.
6
1/17/2012


Do we listen, really listen to what prospects say
to us?
Do we listen for what we want to say when they
stop talking, or listen to what that prospect has
told us and then respond?
CONCLUDING REMARKS
Lessons to be Learned
Values are For Everyone
 All the Time
 Life and in Giving, et al.


Questions and Answers
7