Big Gifts for Small Shops

There's a myth that smaller nonprofit organizations have a harder time securing big gifts than larger organizations. In fact, any size nonprofit organization can be the beneficiary of significant philanthropic gifts, but when you have a smaller staff, you have to be extremely diligent about what you do to make these transformational gifts happen. Don't just wait for the contributions to drop in your lap! Here's what you can do:

Think BIG. Small organizations sometimes sell themselves short. We remind the organizations we work with, "you're small but mighty!" Transformational gifts only happen if you have a transformational idea. Come up with the big dream and sell it!

Determine what you can get donated in-kind. It's often easier to get physical items donated rather than cash. Be careful, however, to determine what quality you are willing to accept. Don't take something sub par just because it's available. Also, I'm not talking about a wish list in the newsletter--you actually have to ask for items just like you would ask for a cash gift.

Mine your files. Nonprofit organizations notoriously under-utilize the data they already have. Do you have a donor database? A vendor database? Even if it's just a list in the checkbook, you have a list of people who have an established relationship with your organization. If you look at the list, you might find some hidden gems. If you don't recognize the names on your list, ask around--your board, your other staff members, even the donor! Also, look for consistency of giving rather than just size of gift. People who have been giving to you consistently have established a certain level of loyalty; even if they don't have the capacity for a larger gift, they may know someone who does.

Start a planned giving program. Now. Today. It's easy--read Starting a Simple, No Hassle Planned Giving Program.

Start a monthly giving program. This is a hugely easy way to get people to up their investment in your organization. Think about it--it's a lot easier to do $100 a month than it is to give $1,200 in one lump sum. Even if you start low tech, like giving a donor 12 envelopes, it will bring in more consistent revenue throughout the year.

Ask, ask and ask again. It's a game of numbers--larger shops seem to have more success with major gifts because they are asking more! At least once a month, ask someone for "too much." Preferably, ask twice a month or more. You may discover what you thought was too big of a gift is actually quite do-able. As the old adage goes, you don't get what you don't ask for!

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Starting a Simple, No Hassle Planned Giving Program

For most nonprofits, planned giving programs are something that you know you should do, but in the middle of making sure that mailing campaign gets to the post office, trying to get the newsletter done, picking out the menu for your next special event, and just the general day to day responsibilities, planned giving goes by the wayside. The excuses? "It's too complicated." "That's for later when we have an established program." "We're too small for that."

In reality, planned giving programs can be easy, if you start with the basics. First, to every piece of communication that leaves your office, add a simple footer that reads:

For information about including (YOUR IMPORTANT CAUSE) in your will or trust, please contact us at (DEVELOPMENT PERSON'S PHONE NUMBER) or email (YOUR EMAIL).

This means on the bottom of fax cover sheets, on letterhead, in your email signature, on your website, on your Facebook page, etc. You may not get any direct responses right away, but this raises awareness that you are an organization that will accept a gift like this!

Then, if someone actually contacts you and wants information, you can send them the following sample bequest language. (Please modify this depending on the laws of your state.)

Sample Bequest Language

Supporting [ORGANIZATION] through your will or trust

One of the many ways that you can support [ORGANIZATION]’s mission to [INSERT MISSION HERE] is to make a legacy gift through your will or trust.

A will or trust is an important legal document, so please contact an attorney or financial advisor for assistance. To assist you with this important decision, here is some suggested bequest wording.

Bequest with a Specific Dollar Amount

I give, devise and bequeath to [ORGANIZATION], [STATE] non-profit 501(c)(3)corporation, tax identification number [EIN], the sum of $__________ [for restriction, if applicable].

Bequest with a Percentage Amount

I give, devise and bequeath to [ORGANIZATION], [STATE] non-profit 501(c)(3)corporation, tax identification number [EIN], _____ percent of my residual estate [for restriction, if applicable].

Bequest of a Residue of an Estate

I give, devise and bequeath to [ORGANIZATION], [STATE] non-profit 501(c)(3)corporation, tax identification number [EIN], all the rest, residue and remainder of my estate, including real and personal property, [for restriction, if applicable].

For questions or additional information, please contact:

CONTACT INFORMATION

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That's pretty much it for most nonprofit planned giving programs, and you'd be surprised what can happen! Other simple options are to encourage your donor to name your charity as the beneficiary on a life insurance policy or retirement fund.

Of course, if someone wants to make a more complicated gift, such as a charitable remainder trust, life trust or other deferred giving vehicle, find a local resource to help you! Check with your local Partnership for Planned Giving (PPP) Council or a community foundation to see if they have a planned giving advisor who will assist your nonprofit with more elaborate gifts.

Good luck!

Fundraising for Small Shops

How do you create a successful fundraising program with a small development staff? It's not impossible, but requires resourcefulness, creativity, and, of course, hard work! In this session, we'll address "mission critical" tasks for your development program, how to recruit volunteers to extend your resources, and how to prioritize your many responsibilities to be efficient and effective. This presentation was originally presented for Stevenson Inc. in 2009.

Fundraising for Small Shops

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