Special Reports

MEGA-GIFTS & THEIR DONORS: E. Burr Gibson Examines Two New Studies

Marts & Lundy Executive Chairman E. Burr Gibson comments on a pair of recent studies of high net-worth donors -- one by the Bank of America and written by the Center on Philanthropy at Indiana University, and the other by the Institute for Jewish & Community Research. One finding by the Bank of America/Indiana study that captured Gibson's interest: Entrepreneurs give, on average, nearly twice as much a year as other wealthy individuals.

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Analytical Solutions
Integrating the Art of Fundraising with the Rigor of Analytical Solutions

The terms "Analytical" and "Solutions" reflect our commitment to meet the pressing demands of an increasingly competitive and complex philanthropic marketplace. Analytical encompasses the wide range of technologies and tools that provide a new way of doing business for development professionals. Now more than ever, the most successful nonprofits know the importance of augmenting the experiential, intuitive side of fundraising with a data-driven, quantifiable approach. Solutions reflects one of Marts & Lundy's long-standing core values: to work closely with each of our clients to define and resolve the most important strategic and operational issues each face. We practice the belief that lasting solutions don't come pre-packaged, but grow out of a client-consultant relationship marked by trust, concern and mutual respect.

Assessing Philanthropy's Landscape
An Interview with Burr Gibson, Executive Chairman, Marts & Lundy

Best Practices in Major Gift Prospect Management
A presentation given at the 44th annual AFP International Conference, March 2007

Presented by Penny Scarpucci, Senior Consultant & Director, Marts & Lundy and Scott Lange, Senior Consultant, Marts & Lundy

Childrens Hospital of Los Angeles:
The Living Proof Campaign—Living Up to Its Name

Enhancing Capital Campaigns:
The Advantages of Comprehensive Strategic Planning
Marts & Lundy's senior consultant Tom Thomsen investigates higher educational institutions' experiences with strategic planning. The study illuminates the link between strategic planning and fundraising, and highlights the positive correlation of planning to successful campaigns.

Handling Objections and Closing the Gift
A Presentation given at CASE Major Gift Solicitation: Making the Ask
Presented by Scott Lange, Senior Consultant, Marts & Lundy

M&L Minute #1 – Campaign Conversion Ratios

The first in a quarterly series of short surveys about important issues facing our industry today. This survey examined whether relationships exist between prospect-to-donor conversion rates and campaign goal, stage of the campaign, or philanthropic segment. To view the full report, click here or on the title above.

To view a complete set of survey data charted by industry segment, click here.

For a follow-up commentary on campaign conversation rates by Dan Boyer, senior consultant, click here.

National Trends in Art Museum Philanthropy - 2006

Presentation by Lynne LaMarca Heinrich, senior consultant and co-leader of the Arts & Culture Practice Group, at the May 2007 AMDA meeting in Minneapolis

National Trends in Art Museum Philanthropy - 2004
by Lynne LaMarca Heinrich, Senior Consultant

Philanthropic Trends in Botanical Gardens and Arboreta
Presented at the 2006 ABGA National Conference in June

This survey, conducted by Marts & Lundy in conjunction with the ABGA, benchmarks for the first time the philanthropic trends for extra large, large, medium and small botanical gardens and arboreta, seeking to understand the key trends in philanthropic programs at these organizations. The report provides information on how colleagues across the country are utilizing staffing, handling strategic investment, and building a pipeline for long-term support from individuals.

The full report can be accessed by clicking here.

A copy of the survey questionnaire is available by clicking here.

For additional information regarding the survey, please contact:

Lynne LaMarca Heinrich
Senior Consultant
510-644-4490
heinrich@martsandlundy.com

Willard White
Senior Consultant and Chicago Regional Manager
708-447-3749
white@martsandlundy.com

Philanthropy and Accountability:
A New Era of Transparency for Nonprofits
by Myrna Hall, Senior Consultant

A new sense of philanthropic accountability examines transparency of the direction and use of funds.

Planning the Solicitation: Who, What, Where, Why and How Much?
A Presentation given at CASE Major Gift Solicitation: Making the Ask

Presented by Scott Lange, Senior Consultant, Marts & Lundy

Preparing for the Independent School Endowment Campaign
A CASE Online Speaking Engagement
By Tracy Savage, Senior Consultant, Marts & Lundy

A cd-rom recording of this seminar presentation is available at the CASE bookstore: http://www.case.org/Publications/Detail.cfm?ProductID=3211

Rutgers University
An Innovation in Benchmarking for Rutgers University
by John Cash, Senior Consultant and Managing Director, Marts & Lundy

Survey of Philanthropic Trends in Botanical Gardens and Arboreta
Conducted by Marts & Lundy for ABGA and the Directors of Large Gardens Group

Sustained Excellence in Healthcare
Creating a Culture of Philanthropy

Taking the Mystery Out of Fund-Raising
An Interview with Charlie Howland
by Ron Arena, Marts & Lundy

The Strategic Role of Quantitative Research in Campaign Planning
Determining the Probability of Success of Fundraising Initiatives.

Trends in Educational Philanthropy 1999-2004
Annual Analysis Using Data from CAE's (Voluntary Support of Education) Survey
By Bruce McClintock, Senior Consultant, Marts & Lundy

Each year we share, with our clients and others, an analysis of the trends in educational philanthropy. The base data for this analysis, conducted by senior consultant Bruce McClintock, is the Council for Aid to Education's Voluntary Support of Education survey for the years 1995 through 2004. The institutions selected for study were those with the highest overall average for total philanthropic giving for the last ten years. In order to be included, the institutions must have reported data in each of the last ten years.

We offer this analysis to you to use in comparing your institution to some of the "best" in terms of overall support, and as a series of data points for sharing with colleagues and Board members interested in the benchmarks for your market segment. This will be of primary use to institutions beginning to think about campaigns in order to see how the balance of priorities may blend with giving preferences. Institutions can see if their needs are comparable with the current landscape in philanthropy.

One word of caution: because these are averages of a large sample of institutions, you won't see the peaks and valleys in giving apparent when examining one single institution. The averages of the large group smooth out the more circumstantial development issues, such as a new president or the beginning of a campaign. Please click on the particular category that interests you to be directed to a registration page. There you will be able to download the appropriate PDF file at no charge.

The analysis includes trends for the following categories:

• Public Research Universities.pdf
• Private Research Universities.pdf
• Liberal Arts Colleges.pdf
• Day Schools.pdf
• Boarding Schools.pdf
• All Schools.pdf

Data Sources

The personal income data is from the Bureau of Economic Analysis, U.S. Department of Commerce. The source of the data for the NYSE composite index and the NASDAQ is BigChart.marketwatch.com.

University of Hawaii:
Building Philanthropic Capacity - for Today and Tomorrow
A client study documenting Marts & Lundy's consulting engagement with the University of Hawaii Foundation

What are We Selling? Packaging Opportunities for Major Gift Officers
A Presentation given at CASE Major Gift Solicitation: Making the Ask

Presented by Scott Lange, Senior Consultant, Marts & Lundy