Title: How We Do It: Managing a Portfolio of Donors for Philanthropic Planning

Presenters: 
Lizabeth Chambers, Philanthropic Advisor, College of the Desert Foundation
Steve Clark, Assistant VP for Gift Planning, Virginia Tech
Robert Shafis, Director of Planned Giving Services, Veritus Group

Date: September 29, 2020

Time: 1:00 - 2:00 p.m. EST

Whether or not you are responsible for a formally designated portfolio of prospects, your work involves portfolio management--segmenting a database, identifying and qualifying prospects, and managing relationships (and lists) for measurable results. In this session, we’ll focus on the mechanics of prospect management rather than the art of relationship-building. You’ll learn how different organizations prioritize prospective planned gift donors and how they track progress through the cultivation and solicitation process.

Our panelists will discuss

• What is a philanthropic planning “portfolio?” Who should be in your portfolio and who shouldn’t?
• How does a gift planner manage the  “moves”  that lead to progress with individual prospects?
• How do you diagnose and solve problems when a portfolio isn’t producing gifts?

Lizabeth Chambers

philanthropic advisor, college of the desert foundation  

Liz Chambers served as Director of Planned Giving for only seven of her more 39 years in gift planning. The other positions she has held included VP of Development for RP International, Los Angeles, CA, Building Campaign Director, Mericos Eye Institute at Scripps Memorial Hospital, LaJolla, CA, and Capital Campaign Manager at Saint Agnes Medical Center, Fresno. She also served as Executive Director of the South County Performing Arts Building Foundation/Clark Center Theater, Arroyo Grande, CA, and the Southern California Chapter of the Lupus Foundation. Liz established an Encore Society for the Fresno Philharmonic where she increased the endowment by millions, a Heritage Society for San Joaquin Memorial High School, Fresno, that added many endowed scholarships, and a Legacy Circle for the Clark Center Theater, Arroyo Grande, to sustain its operations. Fifteen years ago, Liz was recruited to the Palm Springs Art Museum as its first Planned Giving Director, where she doubled the number of households in the Legacy Circle by initiating a Legacy Day at the Museum for members and their guests. Now she serves as Planned Giving Director for College of the Desert Foundation, Palm Desert, CA. Since the early 1990s, Liz has been an active member of the National Association of Charitable Gift Planners, and the past four years a member of its Leadership Institute. This year she was named by the Association of Fundraising Professionals CA, Desert Communities Chapter, as its “Outstanding Fundraising Professional.”

Steve Clark

assistant VP for fundraising, virginia tech  

Steve Clark is assistant vice president of gift planning at Virginia Tech, where he oversees gift-planning services provided to the university community, including academic departments and program units, in line with university fundraising priorities. Steve directly manages a portfolio of principal gift prospects, and also plans and implements initiatives to identify, cultivate, solicit and steward prospects and donors. He previously served as assistant vice chancellor for university development at North Carolina State University, where he worked in collaboration with the associate vice chancellor for university development to build infrastructure and prepare for the university’s comprehensive campaign. Before that, Steve worked as an attorney at firms in Abingdon and Richmond, Virginia. He is a former member of the CGP Board of Directors and a leader with the Blue Ridge and National Capital chapters of CGP. He is a member of CGP's Leadership Institute. 

Robert Shafis

director of planned giving services, veritus group  

Robert Shafis has been a successful fundraiser, speaker and attorney for over 30 years.  He began working in fundraising with the Lutheran Church-Missouri Synod Foundation, where as Senior Vice President he and his staff raised over $100 million a year for various ministries.  He also was Director of Planned Gifts for the National Alzheimer’s Association, and for Alexian Brothers Health System Foundation. As Director of Major Gift Planning at Chicago’s Museum of Science and Industry, and Director of Major and Planned Giving for The Field Museum, he participated in campaigns of over $200 million each.  He also worked as Territorial Director of Planned Giving for the Central Territory of The Salvation Army, working with 10 planned giving programs around the Midwest. Bob has spoken to many national and local groups about planned giving, estate planning, charitable tax issues, and the process of fundraising. He is a member of the CGP Board of Directors and the Leadership Institute.

Group webinars are intended for CGP affiliated councils or groups of up to 30 individuals.