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Academic Medical Institutions

Creating Connections for Planned Giving


In this highly interactive, four-hour workshop, major gift development professionals explore concepts, strategies, and tools for identifying and initiating planned giving opportunities with major donors. The focus is on developing fundamental knowledge of planned giving, recognizing how planned giving instruments can help current donors achieve their long-term philanthropic goals, and developing approaches to working with donors and planned giving specialists to achieve those goals.

Syllabus

Planned Giving: The Philanthropic Opportunity
  • Participants receive an overview of the workshop and the research base for content.
  • Participants discover the tremendous opportunity that exists for philanthropy in general and for planned giving specifically.
  • Participants explore categories of philanthropic giving, the importance of each type of giving, and how donors think of these categories.
  • Participants explore the motivators behind meaningful philanthropy and why major gift donors would want to make planned gifts.

Fundamentals of Planned Giving
  • Participants explore differences between the organizational perspective and donor perspective of planned giving.
  • Participants examine primary types of planned giving instruments and how each can help donors achieve both their philanthropic objectives and personal financial objectives.
  • Participants apply learning to analyze various planned giving instruments that are appropriate for various donor situations.

Identifying Potential Donors for Planned Giving Opportunities
  • Participants identify key demographics of individuals who are good candidates for making planned gifts.
  • Participants explore Life Stages, Tipping Points, and Financial Capacity/Capability as they apply to creating strategy for engaging donors in a discussion about planned giving.
  • Participants examine the key determinants for making planned gifts, and apply learning to donors in their portfolios.

Making Connections to Planned Giving Specialists
  • Participants explore donor cues that indicate an opportunity for planned giving, appropriate responses, and approaches to seeding the conversation to transition to a discussion of planned giving.
  • Participants explore concepts and techniques for acting as a trusted philanthropic advisor and optimizing the opportunity for both planned giving and continued major giving.
  • Participants explore concepts for creating meaningful Return on Philanthropic Investment that sets the stage for planned gifts.
  • Participants develop an action plan for direct application of concepts, strategies and tools learned to their own portfolios.