{"product_id":"the-philanthropic-planning-companion-isbn-9781118004548","title":"The Philanthropic Planning Companion","description":"\u003cb\u003eA donor-centered guide to charitable gift planning for fundraisers and professional advisors\u003c\/b\u003e \u003cp\u003e\u003ci\u003eThe Philanthropic Planning Companion\u003c\/i\u003e 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eOutlines how an integrated, donor-centered, values-based, philanthropic planning approach can be implemented\u003c\/li\u003e \u003cli\u003eExplores the latest research focuses on donor behavior\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFor fundraisers and professional advisors alike, \u003ci\u003eThe Philanthropic Planning Companion\u003c\/i\u003e is the one-stop resource you'll keep by your side to help your donors\/clients meet their charitable and personal planning objectives.\u003c\/p\u003e \u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003ePreface xix\u003c\/p\u003e \u003cp\u003eThe Role of Philanthropic Planning xx\u003c\/p\u003e \u003cp\u003eOur Approach xx\u003c\/p\u003e \u003cp\u003eUsing the Companion xxii\u003c\/p\u003e \u003cp\u003eAcknowledgments xxv\u003c\/p\u003e \u003cp\u003eFrom Brian M. Sagrestano xxv\u003c\/p\u003e \u003cp\u003eFrom Robert E. Wahlers xxviii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Emergence of Philanthropic Planning 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Changing Fundraising Marketplace 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Evolution from Deferred Giving to Philanthropic Planning 4\u003c\/p\u003e \u003cp\u003eIn Summary 8\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The New Philanthropists 9\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining Generations 10\u003c\/p\u003e \u003cp\u003eTraditionalists (Born Pre-1946) 11\u003c\/p\u003e \u003cp\u003eDepression Cohort (1912 to 1921) 11\u003c\/p\u003e \u003cp\u003eWorld War II Cohort (1922 to 1927) 13\u003c\/p\u003e \u003cp\u003ePost-War Cohort (1928 to 1945) 15\u003c\/p\u003e \u003cp\u003eTransitioning 16\u003c\/p\u003e \u003cp\u003eThe New Philanthropists (Born 1946 to Present) 17\u003c\/p\u003e \u003cp\u003eOlder Boomers\/Leading Boomers Cohort (1946 to 1954) 17\u003c\/p\u003e \u003cp\u003eYounger Boomers\/Trailing Boomers Cohort (1955 to 1964) 21\u003c\/p\u003e \u003cp\u003eGeneration X\/Baby Busters Cohort (1965 to 1976) 24\u003c\/p\u003e \u003cp\u003eMillennials\/Generation Y\/Generation Next\/Echo Boomers Cohort (1977 to 1984?) 27\u003c\/p\u003e \u003cp\u003eEmergence of the ‘‘Great Recession’’ Generation? 32\u003c\/p\u003e \u003cp\u003eIn Summary 33\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Identifying Prospects for Philanthropic Planning 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProspect Motivation 35\u003c\/p\u003e \u003cp\u003eIdentifying a List of Prospects 36\u003c\/p\u003e \u003cp\u003eIn Summary 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Creating a Fundraising Environment for Philanthropic Planning 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLaying the Foundation for Philanthropic Planning 41\u003c\/p\u003e \u003cp\u003eThe Internal Case for Philanthropic Planning 43\u003c\/p\u003e \u003cp\u003eThe Role of an Integrated Advancement Program 48\u003c\/p\u003e \u003cp\u003eAnnual Giving in the Philanthropic Planning Context 48\u003c\/p\u003e \u003cp\u003eGift Planning In the Philanthropic Planning Context 50\u003c\/p\u003e \u003cp\u003eInfrastructure 50\u003c\/p\u003e \u003cp\u003eDonor Interaction 51\u003c\/p\u003e \u003cp\u003eCommunication and Marketing 51\u003c\/p\u003e \u003cp\u003eThe Role of Your Board and Volunteers in Gift Planning 52\u003c\/p\u003e \u003cp\u003eThe Role of the Board and Volunteers in Philanthropic Planning 57\u003c\/p\u003e \u003cp\u003eIn Summary 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 The Role of Professional Advisors 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRoles of Professional Advisors in the Philanthropic Planning Process 61\u003c\/p\u003e \u003cp\u003eDispelling the Myths: Competing or Completing 63\u003c\/p\u003e \u003cp\u003eHow Professional Advisors Can Promote Philanthropic Planning 64\u003c\/p\u003e \u003cp\u003eWould Advisors Benefit from Specialized Training in Charitable Planning? 66\u003c\/p\u003e \u003cp\u003eMethods for Fundraisers to Engage and Partner with Professional Advisors 67\u003c\/p\u003e \u003cp\u003eDoes an Advanced Degree or Certification Create Credibility with Advisors? 68\u003c\/p\u003e \u003cp\u003eEngage Professional Advisors 69\u003c\/p\u003e \u003cp\u003eSupport Professional Advisors in Their Work 71\u003c\/p\u003e \u003cp\u003eSteps for Fundraisers to Enhance Collaboration with Advisors 72\u003c\/p\u003e \u003cp\u003eCreate a Professional Advisors Network 74\u003c\/p\u003e \u003cp\u003eThe Role of the Professional Advisors Network 77\u003c\/p\u003e \u003cp\u003eMeasure the Success of Your Partnerships with Professional Advisors 79\u003c\/p\u003e \u003cp\u003eFollow the Model Standards of Practice 80\u003c\/p\u003e \u003cp\u003eIn Summary 81\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Working with Philanthropists 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Integrated Solutions for Principal Gift (Tier One) Philanthropists 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho Are the Principal Gift Philanthropists? 85\u003c\/p\u003e \u003cp\u003eUnique Characteristics of High-Net-Worth Donors\/Clients 86\u003c\/p\u003e \u003cp\u003eMotivation for Giving 88\u003c\/p\u003e \u003cp\u003ePerceptions of Philanthropy 90\u003c\/p\u003e \u003cp\u003eTax Considerations 92\u003c\/p\u003e \u003cp\u003eDecisions and Distributions 92\u003c\/p\u003e \u003cp\u003eGiving by Entrepreneurs 93\u003c\/p\u003e \u003cp\u003eThe Role of Professional Advisors 93\u003c\/p\u003e \u003cp\u003eUtilization of Philanthropic Tools 95\u003c\/p\u003e \u003cp\u003eVolunteering 95\u003c\/p\u003e \u003cp\u003eChildren and Values 95\u003c\/p\u003e \u003cp\u003eInterpreting the Data 98\u003c\/p\u003e \u003cp\u003eBuilding a Philanthropic Planning Model 98\u003c\/p\u003e \u003cp\u003ePhilanthropic Planning Models for Charities 99\u003c\/p\u003e \u003cp\u003ePhilanthropic Planning Models for Professional Advisors 103\u003c\/p\u003e \u003cp\u003eCore Elements Common to All Philanthropic Planning Models 106\u003c\/p\u003e \u003cp\u003eDefining Values 107\u003c\/p\u003e \u003cp\u003eAssets and Exploring the Meaning of Wealth 108\u003c\/p\u003e \u003cp\u003eLimiting Financial Inheritance 108\u003c\/p\u003e \u003cp\u003eThe Business of Being a Family 109\u003c\/p\u003e \u003cp\u003eCommunication—Family Meetings 110\u003c\/p\u003e \u003cp\u003ePhilanthropy 111\u003c\/p\u003e \u003cp\u003eCreating a Plan 111\u003c\/p\u003e \u003cp\u003eCollaboration among Professional Advisors, Charities, and the Family 111\u003c\/p\u003e \u003cp\u003eThe Art of Listening 114\u003c\/p\u003e \u003cp\u003eConcierge Stewardship 115\u003c\/p\u003e \u003cp\u003eIn Summary 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Working with Major (Tier Two) Donors 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction to Moves Management 119\u003c\/p\u003e \u003cp\u003eIdentification\/Education 120\u003c\/p\u003e \u003cp\u003eQualifying Prospects 121\u003c\/p\u003e \u003cp\u003eQualifying Visits 121\u003c\/p\u003e \u003cp\u003eObtaining Qualifying Visits 123\u003c\/p\u003e \u003cp\u003ePlanning for Qualifying Visits 131\u003c\/p\u003e \u003cp\u003eConducting Qualifying Visits 131\u003c\/p\u003e \u003cp\u003eFollowing Up Qualifying Visits 132\u003c\/p\u003e \u003cp\u003eCultivating Prospects 133\u003c\/p\u003e \u003cp\u003eSharing the Charity’s Mission 133\u003c\/p\u003e \u003cp\u003eIntroducing Others into the Conversation 134\u003c\/p\u003e \u003cp\u003eCultivation Visits 134\u003c\/p\u003e \u003cp\u003eUnderstanding the Donor 136\u003c\/p\u003e \u003cp\u003eTraditionalists (Born Pre-1946) 136\u003c\/p\u003e \u003cp\u003eOlder Boomers (Born 1946 to 1954) 136\u003c\/p\u003e \u003cp\u003eYounger Boomers (Born 1955 to 1964) 137\u003c\/p\u003e \u003cp\u003eGeneration X (Born 1965 to 1976) 138\u003c\/p\u003e \u003cp\u003eMillennials (Born 1977 to 1984?) 139\u003c\/p\u003e \u003cp\u003eSoliciting Prospects 140\u003c\/p\u003e \u003cp\u003eHow the Philanthropic Planning Approach is Different from Other ‘‘Asks’’ 140\u003c\/p\u003e \u003cp\u003ePreparing for the Solicitation Visit 142\u003c\/p\u003e \u003cp\u003eThe Pre-Solicitation Visit 142\u003c\/p\u003e \u003cp\u003eWho Should Participate in the Solicitation Visit? 142\u003c\/p\u003e \u003cp\u003eScripting and Rehearsing the Solicitation 143\u003c\/p\u003e \u003cp\u003eAsking for the Gift 144\u003c\/p\u003e \u003cp\u003eNegotiating the Gift 144\u003c\/p\u003e \u003cp\u003eStewarding the Donor 145\u003c\/p\u003e \u003cp\u003eIntroduction to the Seven Touches Philosophy 146\u003c\/p\u003e \u003cp\u003eSeven Touches 146\u003c\/p\u003e \u003cp\u003ePerspectives of Different Generational Cohorts 148\u003c\/p\u003e \u003cp\u003eTraditionalists 148\u003c\/p\u003e \u003cp\u003eOlder Boomers 148\u003c\/p\u003e \u003cp\u003eYounger Boomers 148\u003c\/p\u003e \u003cp\u003eGeneration X 149\u003c\/p\u003e \u003cp\u003eMillennials 149\u003c\/p\u003e \u003cp\u003eOther Segments 149\u003c\/p\u003e \u003cp\u003eThe Role of Professional Advisors 150\u003c\/p\u003e \u003cp\u003eComplex Asset Gifts 150\u003c\/p\u003e \u003cp\u003eBequests and Living Trusts 150\u003c\/p\u003e \u003cp\u003eRetirement Plan Designations 151\u003c\/p\u003e \u003cp\u003eLife Insurance 152\u003c\/p\u003e \u003cp\u003eCharitable Remainder Trusts 152\u003c\/p\u003e \u003cp\u003eCharitable Gift Annuities 152\u003c\/p\u003e \u003cp\u003eIn Summary 153\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Marketing to Prospects and Those Interested in the Mission 155\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Marketing on a Moves Management Platform 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarketing Is Not Gift Planning 159\u003c\/p\u003e \u003cp\u003eUsing Moves Management 160\u003c\/p\u003e \u003cp\u003eMultichannel Marketing 161\u003c\/p\u003e \u003cp\u003eCreating a Brand 166\u003c\/p\u003e \u003cp\u003eTracking Marketing Efforts\/Measures of Success 166\u003c\/p\u003e \u003cp\u003eManaging Costs 169\u003c\/p\u003e \u003cp\u003eIn Summary 170\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Qualifying and Educating Everyone Else 173\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMake Donor-Centered Gift Planning Information\u003c\/p\u003e \u003cp\u003eBroadly Available Through Existing Outreach 173\u003c\/p\u003e \u003cp\u003eExisting Publications and E-Publications 174\u003c\/p\u003e \u003cp\u003eCreating Meaningful Ads 175\u003c\/p\u003e \u003cp\u003eAd Topics 179\u003c\/p\u003e \u003cp\u003eResponse Mechanisms 181\u003c\/p\u003e \u003cp\u003eWeb Site 182\u003c\/p\u003e \u003cp\u003eProperties of an Effective Gift Planning Web Site 182\u003c\/p\u003e \u003cp\u003eSetting Up a Gift Planning Web Site 183\u003c\/p\u003e \u003cp\u003eDesign the Web Site for the Four Tiers of the Gift Planning Audience 184\u003c\/p\u003e \u003cp\u003eKey Components to a Gift Planning Web Site 185\u003c\/p\u003e \u003cp\u003eDriving Traffic to the Gift Planning Web Site 187\u003c\/p\u003e \u003cp\u003eSocial Media and Networking Sites 188\u003c\/p\u003e \u003cp\u003eMultimedia 189\u003c\/p\u003e \u003cp\u003eWebinars, Simulcasts, and Podcasts 189\u003c\/p\u003e \u003cp\u003eVideos and Public Service Announcements 190\u003c\/p\u003e \u003cp\u003eIn Summary 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Cultivating Loyals and Everyone Else 191\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBrochure Program 192\u003c\/p\u003e \u003cp\u003eGeneral Brochure 193\u003c\/p\u003e \u003cp\u003ePersonal Planning Brochures 194\u003c\/p\u003e \u003cp\u003eNewsletter 198\u003c\/p\u003e \u003cp\u003eCultivation Tools to Encourage Prospects to ‘‘Raise their Hands’’ 198\u003c\/p\u003e \u003cp\u003eSurvey and Wills Kit 198\u003c\/p\u003e \u003cp\u003eUsing Volunteers 201\u003c\/p\u003e \u003cp\u003eIn Summary 201\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Soliciting Loyals 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePostcards 204\u003c\/p\u003e \u003cp\u003eE-mail Follow Up 207\u003c\/p\u003e \u003cp\u003eFulfillment Packages 208\u003c\/p\u003e \u003cp\u003eBequest Buck Slips 208\u003c\/p\u003e \u003cp\u003eUse of Other Messages 210\u003c\/p\u003e \u003cp\u003eGift Annuity Addition Program 210\u003c\/p\u003e \u003cp\u003ePhone Calling Program 211\u003c\/p\u003e \u003cp\u003eIn Summary 215\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Thanking, Recognizing, and Stewarding Legacy Donors 217\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAnnual Donors 217\u003c\/p\u003e \u003cp\u003eThanking Annual Donors 218\u003c\/p\u003e \u003cp\u003e‘‘We Don’t Value Your Gift’’ 218\u003c\/p\u003e \u003cp\u003eRetention and Lapsed Donors 220\u003c\/p\u003e \u003cp\u003eInvesting In an Acknowledgement System 221\u003c\/p\u003e \u003cp\u003eRecognizing Annual Donors 221\u003c\/p\u003e \u003cp\u003eStewarding Annual Donors 224\u003c\/p\u003e \u003cp\u003eAnnual Fund Buckets 225\u003c\/p\u003e \u003cp\u003eLegacy Donors 226\u003c\/p\u003e \u003cp\u003eThanking Legacy Donors 227\u003c\/p\u003e \u003cp\u003eRecognizing Legacy Donors 227\u003c\/p\u003e \u003cp\u003eThe Role of the Recognition Society 227\u003c\/p\u003e \u003cp\u003eStewarding Legacy Donors 232\u003c\/p\u003e \u003cp\u003eStewardship Events 232\u003c\/p\u003e \u003cp\u003eAdditional Materials—Multi Channel Approach 235\u003c\/p\u003e \u003cp\u003eVolunteer Opportunities 238\u003c\/p\u003e \u003cp\u003eStewarding Philanthropists 239\u003c\/p\u003e \u003cp\u003eIn Summary 240\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV Program Infrastructure 243\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Creating and Tracking Your Success 245\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate a Plan 245\u003c\/p\u003e \u003cp\u003eIndividual Performance Goals and Measuring Success 247\u003c\/p\u003e \u003cp\u003eMeasuring Performance 247\u003c\/p\u003e \u003cp\u003eIndividual Activity Goals 248\u003c\/p\u003e \u003cp\u003ePhilanthropic Planning Officers 248\u003c\/p\u003e \u003cp\u003eFundraisers 250\u003c\/p\u003e \u003cp\u003eGift Planning Specialists 250\u003c\/p\u003e \u003cp\u003eGift and Commitment Reports 251\u003c\/p\u003e \u003cp\u003eIn Summary 251\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 Policies, Procedures, and Agreements 253\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGift Acceptance 253\u003c\/p\u003e \u003cp\u003ePolicies 254\u003c\/p\u003e \u003cp\u003eDrafting a Gift Acceptance Policy 254\u003c\/p\u003e \u003cp\u003eProcedures 259\u003c\/p\u003e \u003cp\u003eIdentify Areas That Need Procedures 259\u003c\/p\u003e \u003cp\u003eUse Checklists 260\u003c\/p\u003e \u003cp\u003eDefine Responsibilities 260\u003c\/p\u003e \u003cp\u003eGift Counting and Reporting 260\u003c\/p\u003e \u003cp\u003ePPP and CASE Standards 260\u003c\/p\u003e \u003cp\u003eGenerating Reports 261\u003c\/p\u003e \u003cp\u003eGift Crediting\/Recognition 262\u003c\/p\u003e \u003cp\u003eGifts from Couples 263\u003c\/p\u003e \u003cp\u003eMatching Gifts 263\u003c\/p\u003e \u003cp\u003eGift Valuation 263\u003c\/p\u003e \u003cp\u003eGift Agreements 266\u003c\/p\u003e \u003cp\u003eWhen Is a Gift Agreement Necessary? 266\u003c\/p\u003e \u003cp\u003eBinding or Non-Binding? 266\u003c\/p\u003e \u003cp\u003eTypes of Gift Agreements 269\u003c\/p\u003e \u003cp\u003eAnatomy of the Gift Agreement 269\u003c\/p\u003e \u003cp\u003ePartnering with Finance and Legal Counsel 270\u003c\/p\u003e \u003cp\u003eEnforcing Gift Agreement Terms 270\u003c\/p\u003e \u003cp\u003eMisuse of Restricted Funds 271\u003c\/p\u003e \u003cp\u003eRepurposing a Restricted Fund 271\u003c\/p\u003e \u003cp\u003eIn Summary 271\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15 Registration 273\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRegistration to Solicit 273\u003c\/p\u003e \u003cp\u003eRegistration Requirements 274\u003c\/p\u003e \u003cp\u003eCharitable Gift Annuity Registration 275\u003c\/p\u003e \u003cp\u003eRegistration to Do Business 277\u003c\/p\u003e \u003cp\u003eDue Diligence by Advisors 277\u003c\/p\u003e \u003cp\u003eIn Summary 278\u003c\/p\u003e \u003cp\u003eEpilogue 279\u003c\/p\u003e \u003cp\u003eWhat Do I Do Next? 280\u003c\/p\u003e \u003cp\u003eStart Today! 284\u003c\/p\u003e \u003cp\u003eRewards of Philanthropic Planning 284\u003c\/p\u003e \u003cp\u003eIt Is Up to You 285\u003c\/p\u003e \u003cp\u003eAppendix A Sample Internal Case for Gift Planning—Le Moyne College 289\u003c\/p\u003e \u003cp\u003eAppendix B Sample Internal Case for Donor-Centered Philanthropic Planning 295\u003c\/p\u003e \u003cp\u003eAppendix C Typical Objections to Qualifying Visits 299\u003c\/p\u003e \u003cp\u003eAppendix D Sample Qualification Visit Preparation Worksheet 305\u003c\/p\u003e \u003cp\u003eAppendix E Qualification Visit Questions\/Conversation Starters 307\u003c\/p\u003e \u003cp\u003eAppendix F Philanthropic Planning Conversation Starters 309\u003c\/p\u003e \u003cp\u003eAppendix G Sample Donor-Centered Gift Planning Marketing Plan 311\u003c\/p\u003e \u003cp\u003eAppendix H Sample General Brochure—University of the Sciences 333\u003c\/p\u003e \u003cp\u003eAppendix I 52 Ways to Steward Legacy Donors 343\u003c\/p\u003e \u003cp\u003eAppendix J Sample Society Brochure—University of the Sciences 345\u003c\/p\u003e \u003cp\u003eAppendix K Sample Society Reply Card—University of the Sciences 351\u003c\/p\u003e \u003cp\u003eAppendix L Sample Plan Timeline 353\u003c\/p\u003e \u003cp\u003eAppendix M Activities Measures Reports 361\u003c\/p\u003e \u003cp\u003eAppendix N Sample Gift Acceptance Policy XYZ Charity 363\u003c\/p\u003e \u003cp\u003eAppendix O Gift Counting and Reporting Policy Summary 373\u003c\/p\u003e \u003cp\u003eAppendix P Gift Reports By Tender Type 385\u003c\/p\u003e \u003cp\u003eAppendix Q Gift Reports By Gift Structure 391\u003c\/p\u003e \u003cp\u003eAppendix R Sample Gift Agreement 397\u003c\/p\u003e \u003cp\u003eBibliography 401\u003c\/p\u003e \u003cp\u003eNotes 407\u003c\/p\u003e \u003cp\u003eAbout the Authors 417\u003c\/p\u003e \u003cp\u003eIndex 421\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBRIAN M. SAGRESTANO, JD, CFRE,\u003c\/b\u003e 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 \u003ci\u003ePlanned Giving Tomorrow\u003c\/i\u003e and \u003ci\u003ePlanned Giving Mentor\u003c\/i\u003e and cited in numerous publications, including the \u003ci\u003eChronicle of Philanthropy\u003c\/i\u003e. Brian is a regular presenter at national conferences and a past board member for several organizations, including the Partnership for Philanthropic Planning.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eROBERT E. WAHLERS, MS, CFRE,\u003c\/b\u003e 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 \u003ci\u003ePlanned Giving Mentor\u003c\/i\u003e and has been cited in the \u003ci\u003eNonprofit Times\u003c\/i\u003e and \u003ci\u003eAdvancing Philanthropy\u003c\/i\u003e. 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.  \u003c\/p\u003e\u003cp\u003ePhilanthropic planning is a powerful way for individuals and families to give to the charities they believe in and care about. It ensures the charity’s long-term future, while also meeting the donor’s personal planning objectives. Drawing from authors Brian Sagrestano and Robert Wahlers’ combined experience in financial, estate, tax, and gift planning, \u003ci\u003eThe Philanthropic Planning Companion\u003c\/i\u003e explores the new and exciting donor-centered, values-based model of philanthropic planning for both professional advisors and fundraisers.\u003c\/p\u003e \u003cp\u003eSagrestano and Wahlers start by explaining why emerging generational cohorts require charities and advisors to change their approach to philanthropy. The “New Philanthropists,” consisting of the Baby Boomers, Generation X, and Millennials, have fundamentally different values and views on philanthropy and society than the “Traditionalist” generations that came before them. With the New Philanthropists now in their peak earning, giving, and planning years, a new model of philanthropic planning is vital if charities and advisors want to reach this audience and continue the golden age of philanthropy in America.  \u003c\/p\u003e\u003cp\u003eStarting with discussion on the emergence of philanthropic planning, Sagrestano and Wahlers move on to outline how an integrated, donor-centered, values-based, philanthropic planning approach can help advisors and fundraisers meet the charitable and personal planning objectives of all philanthropists, starting with the top 10%, whose gifts comprise more than 95% of charitable dollars raised. In addition, the authors offer proactive suggestions for: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eCrafting an environment for philanthropic planning \u003c\/li\u003e \u003cli\u003eEstablishing connections among fundraisers and advisors \u003c\/li\u003e \u003cli\u003eUtilizing technology and social media in reaching newer generations\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eFilled with proven tools to ensure sustained success, \u003ci\u003eThe Philanthropic Planning Companion\u003c\/i\u003e illustrates how advisors and fundraisers can design, develop, assemble, and create plans for individuals and families that will meet their goals and needs for generations to come.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990309519589,"sku":"NP9781118004548","price":86.5,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118004548.jpg?v=1761787300","url":"https:\/\/k12savings.com\/products\/the-philanthropic-planning-companion-isbn-9781118004548","provider":"K12savings","version":"1.0","type":"link"}