New to planned giving but don’t know where to start? Wondering how planned giving may fit in your organization’s development strategy? Join the National Capital Gift Planning Council for a six-week series of virtual educational workshops, Planned Giving 101, to get started. The Friday workshop series kicks off Friday, April 5th and runs through Friday, May 10th.
All sessions are virtual from 12:00 - 1:00PM ET. A zoom link will be sent to all participants prior to the first session. Although sessions will be recorded, it is highly encouraged that each participant attend every session at the scheduled time.
A special thank you to our PG 101 sponsor, FreeWill.
This program meets CAP® (re)certification requirements.
Full participation in PG 101 is applicable for 6.0 points in Category 1.B -Education of the CFRE International application for initial certification and/or recertification.
Session 1: Orienting Planned Giving Within the Development Landscape
Presented by Lauren Hancock
April 5, 2024
PG 101 starts off with an introductory session that will define planned giving, review how planned giving fits into overarching development strategies, and provide the economic context and trends to understand why planned giving is particularly important now. This session will lay the foundation for the remaining PG 101 sessions.
Session 2: Creating a Planned Giving Marketing Plan
Presented by Susan Feidelman
April 12, 2024
This session will walk through the steps needed to effectively market your planned giving program including:
- Identifying your most likely planned giving donors
- Understanding all steps of the planned giving marketing funnel
- The importance of a Multi-channel approach
- Infusing your messaging throughout your organization’s channels
- Stewarding your donors
- Tracking your efforts
- Ultimately creating a known pipeline of planned giving revenue for your organization
Session 3: Ready, Set, Go: Putting the Pieces in Place
Presented by Rebecca Rothey
April 19, 2024
Naturally, the primary focus of gift officers is securing planned gifts. This includes acquiring technical expertise and mastering donor-relations skills. However, behind every closed planned gift is a deep bench of systems, policies, and internal support (management and board) that makes success possible. This action-packed session will review how to assess internal readiness, discuss essential budgetary requirements and policies—including gift counting and gift acceptance, and share internal marketing strategies to ensure support. Be sure your systems fire on all engines before you get out there and go.
Session 4: Ensuring the Legacy is Fulfilled
Presented by Sara Eigenberg
April 26, 2024
Estate administration can be a complex process, but provides a critical stream of revenue to most organizations. Join us to learn how to ensure that your donor’s legacy is fulfilled and that your institution receives its bequests in a timely and smooth manner. The session will cover steps to take from the moment you learn an estate has been opened until its closing, the information you’ll need to collect; and how best to work with advisors, executors and family.
Session 5: Most Common Planned Gift Vehicles
Presented by Tiffanie Purvis
May 3, 2024
This session will outline the most common planned gifts that make up the majority of most organizations' gift-planning programs. During the session, we will review the various types of common planned gifts, when those gift types may be a good strategy to discuss with a potential donor, and resources for gifts that may not be so common and more complex.
Session 6: How to Have Planned Giving Conversations
Presented by Ann Kolakowski and Maya Weil
May 10, 2024
Now that you’ve acquired the tools, it’s time to elevate your skills and approach donor conversations with confidence! In this concluding session, we’ll explore sample donor scenarios and provide practical strategies for engaging in successful (and fear-free) conversations. Learn to listen for the cues and clues that indicate the time is right to introduce planned giving to your prospects.
A final PG 101 celebration will take place on June 6 at the PG Day Conference. To register for PG Day, click here.
PG 101 Presenters
Sara Eigenberg
Sara Eigenberg is the Deputy Director of Planned Giving and Endowments for the United States Holocaust Memorial Museum where she has worked since 2002. Sara's primary responsibilities include cultivating, soliciting, and securing deferred gifts in New England, the West Coast and the Southwest, along with handling the full administration of all matured estate gifts benefiting the Museum. Since 2009, under the umbrella of an Endowment Campaign and three successful Legacy Challenges, Sara, along with her planned giving colleagues, have built a vibrant planned giving program that has to date raised well in excess of $150 million in known deferred commitments. Sara earned her B.A. from the State University of New York at Geneseo and her J.D., cum laude, from the Antonin Scalia Law School - George Mason University. She is currently admitted to practice law in the state of Virginia.
Susan Feidelman
Susan is a Principal Account Executive at The Stelter Company. She brings more than 25 years of marketing, sales and client management experience. She avidly counsels organizations regarding donor communication, cross-platform marketing, relationship building strategies and donor research. Before joining Stelter, Susan worked with an agency that supported nonprofits and associations in their marketing efforts via digital and print communications.
Susan graduated from the University of Maryland, College Park with degrees in marketing from the Smith Business School and honors English.
Lauren Hancock
Lauren is the National Director of Resource Development for Hostelling International USA (HI USA). Prior to joining HI USA, Lauren launched and led the Planned Giving and Donor Engagement Practices Areas at Orr Group, a consulting firm that specializes in the business of philanthropy. The Donor Engagement Practice Area encompassed the firm's outsourced leadership and frontline fundraising work. While at Orr Group, Lauren worked with fourteen non-profits across a variety of cause areas and fundraising and strategy advisory services. As Head of the Planned Giving Practice Area, Lauren built and implemented planned giving strategies for a variety of non-profits as well as created and delivered planned giving trainings.
Prior to joining Orr Group, Lauren served as the Director of Annual Giving at The Madeira School in McLean, VA.
Lauren has an M.B.A. in Corporate Finance from University of North Carolina, Chapel Hill and a B.A. in Spanish and Latin American Cultures & Human Rights from Barnard College, Columbia University. Lauren is a Fellow in Charitable Estate Planning and serves on the Board of the National Capital Gift Planning Council.
Ann E. Kolakowski
Ann Kolakowski, CAP®, CFRE joined the University System of Maryland as Director of Gift Planning Services in February 2022. She works with the 12 member campuses to provide expertise on planned gifts and create programs to build planned giving skills among the System’s major gift fundraisers. Prior to her current position, Ann served in planned giving roles for the Humane Society of the United States, Towson University (her undergraduate alma mater), and The Johns Hopkins University (where she earned an MA in creative writing). The immediate past President of the National Capital Gift Planning Council, Ann has earned the Chartered Advisor in Philanthropy® (CAP®) credential from the American College of Financial Services and is a Certified Fund Raising Executive. She enjoys practicing guitar, walking her three dogs, and listening to podcasts—just not all at once.
Tiffanie Purvis
Tiffanie Purvis joined the Greater Washington Community Foundation in January 2023 as its General Counsel and Senior Philanthropic Advisor. In this role, she handles general legal matters for The Community Foundation and works with professional advisors and donors to craft and achieve philanthropic solutions and strategies. She educates professionals on charitable giving with a specialization in gift-planning strategies. She manages The Community Foundation's Legacy Giving and Nonprofit Endowment Programs. She oversees The Community Foundation's Professional Advisors Council and Estate Planning Journal Club.
Before joining The Community Foundation, Tiffanie held positions as Planned Giving Officer for the Southern Poverty Law Center, Assistant Director of Gift Planning, and Director of Gift Planning at the University of Maryland, College Park. As a front-line fundraiser with several years of experience, Tiffanie has raised millions for her perspective organizations by leveraging blended gift strategies and working collaboratively with advisors and donors.
In 2017, Tiffanie won the inaugural Rising Star Award in charitable gift planning from the National Association of Charitable Gift Planners, where she is also a member and serves on the Government Relations Committee. She is a National Capital Gift Planning Council (NCGPC) member serving the Greater Washington, D.C. region. She serves on the NCGPC Board as Ethics Committee Chair and program committee member.
Prior to her career in fundraising, Tiffanie was a solo practitioner in the field of Estate Planning and Landlord-Tenant law in Georgia. She is licensed in Georgia and Washington, D.C. She received her bachelor's degree from North Carolina A&T State University and her Law Degree from Thurgood Marshall School of Law, Texas Southern University, where she graduated with honors from both institutions. In May 2023, she graduated Summa Cum Laude from the University of Maryland College Park with a Master's Degree in Public Management with a specialization in Nonprofit Management and Leadership.
Rebecca Rothey
Rebecca Rothey, CFRE, CAP®, AEP® has held multiple leadership roles in charitable gift planning positions since joining the Greater Washington Community Foundation in 2016. Previously she was a director of gift planning at The Johns Hopkins University and Medicine and director of planned and principal gifts at Catholic Charities of Baltimore. She began her gift planning career at the American Red Cross of Central Maryland as manager of major and planned gifts. It was her three years, from 2012-15, as director of major and planned giving at the Baltimore Community Foundation that sparked her passion for the role community foundations play in helping donors give back to their communities and her understanding of the nuances of professional advisors’ roles in philanthropy.
Rebecca is a member of the editorial advisory board of Planned giving Today and has written for Bloomberg Tax. She has served on the board of the Baltimore Estate Planning Council and is a past president of the Chesapeake Planned Giving Council. A frequent presenter at local and national conferences, Rebecca is known for bringing deep expertise, clarity and wit to complex topics as well as for her stylish eyeglasses.
Maya Weil
Maya Weil started out as an investment banker in London, England but transitioned to a 2nd career in planned giving in 2005 when she discovered she could combine her experience as an investment banker with her love of the performing arts. After almost 12 years at the John F. Kennedy Center for the Performing Arts, Washington National Opera, and National Symphony Orchestra, where she managed the gift planning programs, she started her consulting practice, “Easy Planned Giving.” She realized that many smaller organizations need guidance on how to raise legacy funds but don’t have the money to hire staff specifically for planned gifts. She is currently the Gift Planning Specialist at Arena Stage for the Performing Arts.
Maya is a Board Member of Tony Award®-winning Signature Theatre in Arlington, Virginia, Paragon Philharmonia, and AlpenKammermusik. She is Co-Chair of the Programming Committee of the Washington, D.C. Estate Planning Council and Vice President for Membership for the National Capital Gift Planning Council. In her free time, she plays the violin in several orchestras and teaches violin.