ESTATE PLANNING FOLLIES: Disappointing Results of Setting Up Family Foundations to Teach Children Philanthropy

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I talk with hundreds of families each year about generous giving and wise estate planning. I can’t tell you how many times affluent parents or grandparents have said to me, “We want to set up a family foundation.” Notwithstanding the worthy causes listed in the conversation that follows, the underlying donor intent often emerges with words something like this: “We just want to teach our children about generosity and provide a means for them to be involved in giving.” Unfortunately, it very rarely works out as parents or grandparents anticipate Continue reading

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PHILANTHROPIC AWAKENINGS: Mentoring Donors in the Art of Philanthropy

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It thrills and amazes me to witness individuals go through transformations with regard to their giving. Those transformations don’t happen that often, or that easily. Some might say (paraphrasing the Gospel of Mark), “It’s easier for a camel to go through the eye of a needle than for a terminal materialist to become a generous giver.” But it does happen, and more often than you might think. Jesus’ commentary on the rich young ruler concluded with the words, “Yet, with God all things are possible.” Continue reading

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THE ART OF THE TELL; Identifying the Heroes in Your Organization’s Story

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No matter how masterful you are with facts and figures about your organization’s effectiveness, to move people to make institutional changing contributions you have to become a masterful storyteller. The right story to the right donor can make the difference between a multimillion-dollar gift, a token gift, or no gift at all. Scott Pelly of 60 Minutes provides a classic example of using key literary elements to tell a compelling healthcare story. Continue reading

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A FINAL THOUGHT: What Those Last Letters to Loved Ones Can Mean

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Each estate planning professional at our company, Thompson & Associates, walks clients through a process that helps them clarify their thinking on several important issues: what they would still like to accomplish in their lifetime, the values that have guided them throughout their lives, and the legacy that they wish to leave to their children and grandchildren. The process usually culminates with clients writing final letters to their loved ones. That’s what usually happens—but not always. Continue reading

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THE POWER OF STORY: Using Historical Narrative As a Compelling Case for Your Mission

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I was put into a situation early in my fundraising career that became an unforgettable example of the power of a story to influence people and move them to action. As a development representative for David Lipscomb University, the Vice President assigned me the responsibility of following up with a particular donor. He was extremely wealthy, but also extremely tight with all that he had. No one from any organization, that I am aware of, had been able to convince him to make more than one significant donation. He was assigned to me, but not because anyone thought I would have any more success. Rather, as the junior executive on the staff, I inherited all the files of lapsed and unlikely donors. Continue reading

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SIX LEADERSHIP IMPERATIVES; Characteristics of the Most Successful Organizations (Part 2)

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In the last article I began describing the twelve characteristics of the most successful nonprofit organizations, which was based on my dissertation research at Vanderbilt University. The first six characteristics related to personal communications and the depth of ongoing conversations nonprofits have with major donors. The next six characteristics of the most successful nonprofits are generally related to leadership and administration — how they managed and directed their respective organizations. The best way to describe a successful organization is to see it as a mosaic. Continue reading

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SOMETHING TO TALK ABOUT; Six Conversations that You Need to Have with Major Donors

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Six of the twelve characteristics of the most successful organizations related in one way or another to the strength of donor relationships and to the depth in which organizational leaders understood their donors. After thirty years of practice, I’ve learned another important lesson — that each one of those best-practices corresponds to a particular conversation you need to have with a major donor. Below are the first six characteristics and what I have learned about the conversations that go with those characteristics. Continue reading

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