The Philanthropic Planning Companion

A donor-centered guide to charitable gift planning for fundraisers and professional advisors

The Philanthropic Planning Companion compiles and analyzes the latest research on donor/client behavior, discussing the need for segmented approaches to charitable gift planning based upon the values and personal planning objectives of the donor/client. With its many tools, checklists and sample materials, it will serve as your charitable giving guide in your work with your donors/clients. Whether you are building your practice to work with high net worth clients or you are enhancing your fundraising program, this is the book you will keep close at hand.

• Outlines how an integrated, donor-centered, values-based, philanthropic planning approach can be implemented

• Explores the latest research focuses on donor behavior

For fundraisers and professional advisors alike, The Philanthropic Planning Companion is the one-stop resource you'll keep by your side to help your donors/clients meet their charitable and personal planning objectives.

Autorentext

BRIAN M. SAGRESTANO, JD, CFRE, is the President and CEO of Gift Planning Development, LLC, a gift planning consulting firm. Previously, he ran gift planning programs for the University of Pennsylvania and Middlebury College and practiced law as a trust and estates attorney. He has been published in Planned Giving Tomorrow and Planned Giving Mentor and cited in numerous publications, including the Chronicle of Philanthropy. Brian is a regular presenter at national conferences and a past board member for several organizations, including the Partnership for Philanthropic Planning.

ROBERT E. WAHLERS, MS, CFRE, is the Senior Director of Development and Gift Planning for Meridian Health. After working as a financial and estate planner, he has spent more than twenty years in the nonprofit sector with organizations like the Boy Scouts of America and American Cancer Society. He has been published in Planned Giving Mentor and has been cited in the Nonprofit Times and Advancing Philanthropy. Robert is a national board member with the Partnership for Philanthropic Planning and serves on the faculty at Columbia University for the Master of Science in Fundraising Management program.

Inhalt
Foreword xvii

Preface xix

The Role of Philanthropic Planning xx

Our Approach xx

Using the Companion xxii

Acknowledgments xxv

From Brian M. Sagrestano xxv

From Robert E. Wahlers xxviii

Part I The Emergence of Philanthropic Planning 1

Chapter 1 The Changing Fundraising Marketplace 3

The Evolution from Deferred Giving to Philanthropic Planning 4

In Summary 8

Chapter 2 The New Philanthropists 9

Defining Generations 10

Traditionalists (Born Pre-1946) 11

Depression Cohort (1912 to 1921) 11

World War II Cohort (1922 to 1927) 13

Post-War Cohort (1928 to 1945) 15

Transitioning 16

The New Philanthropists (Born 1946 to Present) 17

Older Boomers/Leading Boomers Cohort (1946 to 1954) 17

Younger Boomers/Trailing Boomers Cohort (1955 to 1964) 21

Generation X/Baby Busters Cohort (1965 to 1976) 24

Millennials/Generation Y/Generation Next/Echo Boomers Cohort (1977 to 1984?) 27

Emergence of the ''Great Recession'' Generation? 32

In Summary 33

Chapter 3 Identifying Prospects for Philanthropic Planning 35

Prospect Motivation 35

Identifying a List of Prospects 36

In Summary 40

Chapter 4 Creating a Fundraising Environment for Philanthropic Planning 41

Laying the Foundation for Philanthropic Planning 41

The Internal Case for Philanthropic Planning 43

The Role of an Integrated Advancement Program 48

Annual Giving in the Philanthropic Planning Context 48

Gift Planning In the Philanthropic Planning Context 50

Infrastructure 50

Donor Interaction 51

Communication and Marketing 51

The Role of Your Board and Volunteers in Gift Planning 52

The Role of the Board and Volunteers in Philanthropic Planning 57

In Summary 60

Chapter 5 The Role of Professional Advisors 61

Roles of Professional Advisors in the Philanthropic Planning Process 61

Dispelling the Myths: Competing or Completing 63

How Professional Advisors Can Promote Philanthropic Planning 64

Would Advisors Benefit from Specialized Training in Charitable Planning? 66

Methods for Fundraisers to Engage and Partner with Professional Advisors 67

Does an Advanced Degree or Certification Create Credibility with Advisors? 68

Engage Professional Advisors 69

Support Professional Advisors in Their Work 71

Steps for Fundraisers to Enhance Collaboration with Advisors 72

Create a Professional Advisors Network 74

The Role of the Professional Advisors Network 77

Measure the Success of Your Partnerships with Professional Advisors 79

Follow the Model Standards of Practice 80

In Summary 81

Part II Working with Philanthropists 83

Chapter 6 Integrated Solutions for Principal Gift (Tier One) Philanthropists 85

Who Are the Principal Gift Philanthropists? 85

Unique Characteristics of High-Net-Worth Donors/Clients 86

Motivation for Giving 88

Perceptions of Philanthropy 90

Tax Considerations 92

Decisions and Distributions 92

Giving by Entrepreneurs 93

The Role of Professional Advisors 93

Utilization of Philanthropic Tools 95

Volunteering 95

Children and Values 95

Interpreting the Data 98

Building a Philanthropic Planning Model 98

Philanthropic Planning Models for Charities 99

Philanthropic Planning Models for Professional Advisors 103

Core Elements Common to All Philanthropic Planning Models 106

Defining Values 107

Assets and Exploring the Meaning of Wealth 108

Limiting Financial Inheritance 108

The Business of Being a Family 109

CommunicationFamily Meetings 110 <...