MESSENGER the WINTER 2018 - Gabriel Group

the

Gabriel Group | The Messenger | Winter 2018 1

a p u b l i c a t i o n o f G a b r i e l G r o u p

W I N T E R 20 1 8

MESSENGER5 Simple Steps to Shield Your Donor Base From Tax Reform Fallout

inside A Look Back at 2017 Bequests That Impress From The Salvation Army And the 2017 Pay-It-Forward Total Is … The Newest Addition to the GG Fundraising Team

With the final Tax Cuts and Jobs Act having officially passed through Congress, nonprofits could see one reason for giving — tax benefits — almost disappear for some donors.

But that doesn’t mean gifts will go down. There are other, more powerful reasons donors give to your cause, and Gabriel Group fundraising experts recommend that you work on reinforcing those reasons rather than expending all your efforts on reacting to the changes.

Here are some basic steps — always beneficial, but perhaps even more important in these changing times.

1 LOVE YOUR DONORS, and let them know how you feel. Say thank you

sincerely, creatively, early, and often. Tell them what their gifts are accomplishing. Make them the heroes of your ongoing success story. Make their experience as your donor joyful and fulfilling.

2 AS THE OLD SONG SAYS, “ACCENTUATE THE POSITIVE!”*

Make sure you know why donors give to you and seize every opportunity to help them continue.

3 FOCUS! Clarify and fine-tune your messaging. Refine your segmenta-

tion. Define a donor journey and build a plan that takes donors by the hand and guides them through. Review your plans and processes for opportunities to invest and improve, as well as to cut back.

4 KEEP LEARNING. Gabriel Group’s Donor Insight Survey is an

effective and very cost-effective tool for building knowledge of your valuable planned and major gift prospects. If you haven’t used it before, this would be a good time.

5 TREAT YOUR DONORS LIKE THE UNIQUE INDIVIDUALS THEY ARE,

not like machines that dispense cash when you push the right buttons. Learn their likes and dislikes and apply the learning. Today’s wide choice of media and advanced segmentation and imaging techniques make this not only doable, but practical as well.

Take these steps, and you will see positive results regardless of the new regulations that have now gone into effect. Gabriel Group can help you create the plans and get compelling messages to exactly the right people. Contact us to get the full story and the right strategy in place today. w

*Words by Johnny Mercer, music by Harold Arlen.

2 Winter 2018 | The Messenger | Gabriel Group

IN JANUARY OF LAST YEAR, Gabriel Group partnered with The Salvation Army Eastern Territory’s Office of Planned Giving to create and mail over 225,000 pieces to donors in an effort to generate leads for the territory’s various Planned Giving Directors. Backed by a theme of a “self-portrait” package, the initiative inspired recipients to leave a legacy and to include The Salvation Army in their wills.

The results that followed were nothing short of amazing: 34 NEW BEQUESTS $1,191,000 IN TOTAL GIFT COMMITMENTS A GIFT COMMITMENT OF $700,000

When it comes to planned giving, GG’s team of skillful CFREs knows what it takes to find exactly the right donors who are willing and ready to include your organization in their estate plan. Whether it’s through our very own Donor Insight Survey, will-specific mailings or digital campaigns, let us show you what results that resonate really look like. Give us a call to find out more! w

Results That Resonate

WITH DAVE HAWKINS

CEO

SIGN-UP DEADLINE: November 23, 2015

BYPASS FILE DUE, IF APPLICABLE: December 9, 2015

GG to pull lists using data provided for the analytics project. Divisions may provide a last minute “to be removed” file on 12/9, if needed.

UNIVERSAL EXCLUSIONS:• Exclude non-individual Donors.• Exclude no mails, deceased, bad addresses.• OK to include Unassigned Area.• Exclude “already in will.”

INCLUDE:• OK to include Major Gift Caseload (unless otherwise indicated).• Include all Previous PG Inquirers, PG prospects and PG suspects.• Include all Blackbaud ResearchPoint Score - TARGET PG (approximately

1,500 per division, score should be 850+).• Include Q7a responders from Donor Insight Survey (would or might) bequest.• Include Q7f responders from Donor Insight Survey (would or might) life

insurance beneficiary.• Include Q14e responders from Donor Insight Survey - (childless).• Include balance to 20,000 based on highest PG Score (but not if they are

over age 88 and/or have not given a gift in the last 3 years). Gabriel Groupwill perform an A/B split for testing this package against the Wonderful Lifecontrol package.

PLEASE ADVISE IF YOU WISH TO INCLUDE “NO MAILS WITH EXCEPTIONS”

AUDIENCE

• Mailing of 10,000 #10 closed face envelope packages sponsored and fundedby Eastern Territory Office of Special Gifts and facilitated by Gabriel Group(testing in NEOSA and MASS Divisions only).

• Uses a “self-portrait” theme, as tested in the Central Territory. This conceptperformed well for them, so Eastern will be testing in two divisions.

• The offer will be the Estate Planning Organizer.• Personalized with Divisional information.• Mails at standard nonprofit rate.

OVERVIEW

17PG2WP201

MAILING CODE

EastErn tErritory sponsorEd

January 2017 Wills Mailing: Self-Portrait Test Package

HOW TO SIGN UP

• Please indicate mail date and if you wouldlike to include “No Mails with Exceptions.”

• Gabriel Group will generate PDF proofs ofthe material for your review and approval prior to mailing.

[MainAddress1][MainAddress2][MainCity], [MainState] [MainZipCode]

[WebAddress]

[Date]

Dear Mr. Sample,

Do you think of your estate plan as a self-portrait? It really is!

It’s not your physical likeness, of course. There are photographs for that. It is, however, a

lasting image of your love for others and of your faith, values and goals — the real you.

Friends like you have found that through their will they are able to provide for loved ones

and continue to support the causes that have been important to them.

Like many things, the first step of writing your will can be the hardest. We want to help by

presenting you with a complimentary Personal Estate Planning Organizer. It is a terrific way to

collect the information you’ll need to prepare your will. It may save time when you visit your attorney

to make your will (and might possibly reduce your attorney’s fees).

Quantities of the Personal Estate Planning Organizer are limited. Please return the card

or contact me to be sure you receive this helpful tool.

Thank you for everything you continue to do for The Salvation Army. God bless you,

[Mr. Sample].

May you be blessed as you have blessed others,

[Signor][SignorTitleReg]

[SignorTitle1][SignorTitle2]

P.S. <Mr. Sample>, please call me at [Phone] if you want to discuss a gift through your will. And if

you have remembered us in your will, please let us know. We’d like to talk with you to be sure your

wishes are carried out as you intend them to be.

•January 8, 2016 • January 15, 2016

MAIL DATE OPTIONS23 FEB

2015

[Full Name][Street 1][Street 2][City], [ST] [ZIP5] – [ZIP4]

[ReturnAddressforOuterEnvelopes&Postcards1][ReturnAddressforOuterEnvelopes&Postcards2][ReturnCity], [ReturnState] [ReturnZipcode]

FREE OrganizerSee Inside

FPO

XXXXX

FREE! Personal Estate Planning Organizer

Simply open, fill out and return this form.

Our gift to you, this Organizer will make it a breeze for you to write or review your will. Sent free and without obligation. Request yours now. This valuable booklet is FREE, with your choice of print or electronic format.

Print, or Electronic My email:_____________________________[FULL NAME][STREET1][STREET2][CITY], [ST] [ZIP5]–[ZIP4]

I have already included a gift to the Army in my will.You may also request the organizer by contacting [PGDName] [PGDNameTitleReg] at [Phone] or [EmailAddress].

Personal Estate Planning OrganizerPresented to

with the compliments and best wishes of

The First StepFor many people, the most difficult part of making a will is the first step — collecting the necessary information.

We offer this Estate Planning Organizer as a way to make the process easier. When completed, it will serve many

good purposes. It will save time when you visit your attorney to make your will (and will possibly reduce your

attorney’s fees). It will be a valuable aid to your personal representative and can make a difficult time easier for

your loved ones. Think of collecting this information and preparing your will as an act of love for the people

and causes you care about. It truly is.

The Salvation Army[ReplyAddress2][ReplyAddress3][ReplyCity], [ReplyState] [ReplyZipcode][WebAddress]

16PG2WP201PGScore-IPA-NetWorth-Age-CumulativeGiving-1stGiftYear


FREE Organizer See Inside

XXXXX

PlaceStampHere

Attn: [PGDName][PGDNameTitleReg]The Salvation Army[ReplyAddress2][ReplyAddress3][ReplyCity], [ReplyState] [ReplyZipcode]

Your Complimentary Personal Estate Planning Organizer helps you make sense of all this:

Your organizer will save you hours of time (and perhaps money) when you review or write your will. Our donors love it. It’s our gift to you in thanks for your support of The Salvation Army. Request your FREE organizer now!

• Current experts’ advice on wills• Personal & Family Information• Financial Information• People and charitable beneficiaries to

be remembered• Executor, Advisor names and contact

• Attorney, Accountant, Financial Planner, Insurance Agent names and contact

• Assets and their location• What your next of kin and executor need to know • Powers of attorney and health care directive ... and much more.

XXXXX

It doesn’t take a fortune to leave a legacy of kindness. To you, some cash or property may not seem like much, but your legacy can be lifesaving.

Like anything, it’s sometimes hard to get started. But we’ve got the solution for you. Your very own Personal Estate Planning Organizer.

We’ve prepared just what you need to write your will. The checklists, instructions, forms, a place to store your critical documents. Our donors love it. They say it’s a terrific way to collect all the details in one place. It may save money at the attorney, too. Send for your Free Organizer now.

“Thank you for my free Organizer. It’s making the job so much easier!” –Mrs. J.C.

Personal Estate Planning Organizer

Presented to









FREE OrganizerSee Inside

XXXXX

25 Shawmut RoadCanton, MA 02021









your loved ones. Think of collecting this information and preparing your will as an act of love for the people and causes you care about. It truly is.

[MainAddress1][MainAddress2][MainCity], [MainState] [MainZipCode][WebAddress]

[Date]

Dear Mr. Sample,


It’s not your physical likeness, of course. There are photographs for that. It is, however, a lasting image of your love for others and of your faith, values and goals — the real you.

Friends like you have found that through their will they are able to provide for loved ones and continue to support the causes that have been important to them.

Like many things, the first step of writing your will can be the hardest. We want to help by presenting you with a complimentary Personal Estate Planning Organizer. It is a terrific way to collect the information you’ll need to prepare your will. It may save time when you visit your attorney to make your will (and might possibly reduce your attorney’s fees).

Quantities of the Personal Estate Planning Organizer are limited. Please return the card or contact me to be sure you receive this helpful tool.

Thank you for everything you continue to do for The Salvation Army. God bless you, [Mr. Sample].


[Signor][SignorTitleReg] [SignorTitle1] [SignorTitle2]

P.S. <Mr. Sample>, please call me at [Phone] if you want to discuss a gift through your will. And if you have remembered us in your will, please let us know. We’d like to talk with you to be sure your wishes are carried out as you intend them to be.

Our gift to you, this Organizer will make it a breeze for you to write or review your will. Sent free and without obligation. Request yours now.

This valuable booklet is FREE, with your choice of print or electronic format.

Print, or Electronic My email:_____________________________

[FULL NAME][STREET1][STREET2][CITY], [ST] [ZIP5]–[ZIP4]

I have already included a gift to the Army in my will.

You may also request the organizer by contacting [PGDName] [PGDNameTitleReg] at [Phone] or [EmailAddress].








• Assets and their location• What your next of kin and executor need to know • Powers of attorney and health care directive ... and

much more.

59128






Presented to


















[Date]

Dear Mr. Sample,




























[Date]

Dear Mr. Sample,



















59127

Thanks for providing

the stamp!

Meredith Johnson, CAP®

The Salvation Army25 Shawmut RoadCanton, MA 02021-1408

45088

SIGN-UP DEADLINE: November 23, 2015

BYPASS FILE DUE, IF APPLICABLE: December 9, 2015

GG to pull lists using data provided for the analytics project. Divisions may provide a last minute “to be removed” file on 12/9, if needed.

UNIVERSAL EXCLUSIONS:• Exclude non-individual Donors.• Exclude no mails, deceased, bad addresses.• OK to include Unassigned Area.• Exclude “already in will.”

INCLUDE:• OK to include Major Gift Caseload (unless otherwise indicated).• Include all Previous PG Inquirers, PG prospects and PG suspects.• Include all Blackbaud ResearchPoint Score - TARGET PG (approximately

1,500 per division, score should be 850+).• Include Q7a responders from Donor Insight Survey (would or might) bequest.• Include Q7f responders from Donor Insight Survey (would or might) life

insurance beneficiary.• Include Q14e responders from Donor Insight Survey - (childless).• Include balance to 20,000 based on highest PG Score (but not if they are

over age 88 and/or have not given a gift in the last 3 years). Gabriel Group will perform an A/B split for testing this package against the Wonderful Life control package.

PLEASE ADVISE IF YOU WISH TO INCLUDE “NO MAILS WITH EXCEPTIONS”

AUDIENCE

• Mailing of 10,000 #10 closed face envelope packages sponsored and funded by Eastern Territory Office of Special Gifts and facilitated by Gabriel Group (testing in NEOSA and MASS Divisions only).

• Uses a “self-portrait” theme, as tested in the Central Territory. This concept performed well for them, so Eastern will be testing in two divisions.

• The offer will be the Estate Planning Organizer. • Personalized with Divisional information. • Mails at standard nonprofit rate.

OVERVIEW

16PG2WP201

MAILING CODE

EastErn tErritory sponsorEd

January 2016 Wills Mailing: Self-Portrait Test Package

HOW TO SIGN UP

• Please indicate mail date and if you would like to include “No Mails with Exceptions.”

• Gabriel Group will generate PDF proofs of the material for your review and approval prior to mailing.

[MainAddress1][MainAddress2][MainCity], [MainState] [MainZipCode]

[WebAddress]

[Date]

Dear Mr. Sample,


It’s not your physical likeness, of course. There are photographs for that. It is, however, a

lasting image of your love for others and of your faith, values and goals — the real you.

Friends like you have found that through their will they are able to provide for loved ones

and continue to support the causes that have been important to them.

Like many things, the first step of writing your will can be the hardest. We want to help by

presenting you with a complimentary Personal Estate Planning Organizer. It is a terrific way to

collect the information you’ll need to prepare your will. It may save time when you visit your attorney

to make your will (and might possibly reduce your attorney’s fees).

Quantities of the Personal Estate Planning Organizer are limited. Please return the card

or contact me to be sure you receive this helpful tool.

Thank you for everything you continue to do for The Salvation Army. God bless you,

[Mr. Sample].


[Signor][SignorTitleReg]

[SignorTitle1]

[SignorTitle2]

P.S. <Mr. Sample>, please call me at [Phone] if you want to discuss a gift through your will. And if

you have remembered us in your will, please let us know. We’d like to talk with you to be sure your

wishes are carried out as you intend them to be.

• January 8, 2016 • January 15, 2016

MAIL DATE OPTIONS23 FEB

2015


[ReturnAddressforOuterEnvelopes&Postcards1][ReturnAddressforOuterEnvelopes&Postcards2][ReturnCity], [ReturnState] [ReturnZipcode]

“That’s you all right.”FPO

XXXXX



Our gift to you, this Organizer will make it a breeze for you to write or review your will. Sent free and without obligation. Request yours now. This valuable booklet is FREE, with your choice of print or electronic format.

Print, or Electronic My email:_____________________________[FULL NAME][STREET1][STREET2][CITY], [ST] [ZIP5]–[ZIP4]

I have already included a gift to the Army in my will.You may also request the organizer by contacting [PGDName] [PGDNameTitleReg] at [Phone] or [EmailAddress].













XXXXX

PlaceStampHere

Attn: [PGDName][PGDNameTitleReg]The Salvation Army[ReplyAddress2][ReplyAddress3][ReplyCity], [ReplyState] [ReplyZipcode]






• Assets and their location• What your next of kin and executor need to know • Powers of attorney and health care directive ... and much more.

XXXXX






Presented to









“That’s you all right.”

XXXXX

25 Shawmut RoadCanton, MA 02021

Letter

Test Carrier EnvelopeControl Carrier Envelope

Courtesy Reply Envelope

Response

Insert

Winged WordsFRIEND,Happy New Year to you. As we all look forward to new opportunities over the coming months, I believe it is important to take a look back at all we have accomplished together within the nonprofit community in 2017. Read on to recall and celebrate the difference you have made in the lives of so many and continue to make today.

YOU HAVE REBUILT. With a total of six major hurricanes impacting millions of people around the world this past year, food banks, religious organizations and many others rallied to garner unprecedented support to rebuild the cities of Houston, Key West and more.

YOU HAVE BROKEN RECORDS. This year’s Giving Tuesday saw an unbelievable $274 million raised online, 2.4 million total gifts and an average gift size of $110.98. People don’t give without reason; they give because of their passion to support amazing missions — amazing missions just like yours.

YOU HAVE PERSEVERED. The daunting threats that have faced nonprofits have not only been stressful but also downright scary. Tax reform, harsh new regulations and more have reared their ugly heads. Yet, in the midst of uncertainty and pressure, you have persisted.

Our gratitude, respect and pride could never be accurately expressed. Your impact in 2017 has been great, but we can’t wait to see what’s next for you and your organization in 2018 and beyond. The magic of philanthropy has always stemmed from the desire to change the future for the better. Please let us know if there is anything we can do to make yours a little brighter.

With appreciation,

PIF sponsored an always coveted Dress Down Week at the end of September that associates could participate in if they donated $1 per day for each activity. One of the most popular opportunities was Hat Day!

Gabriel Group | The Messenger | Winter 2018 3

Pay-It-Forward Efforts Smash $12,000 Goal For 2017AFTER ANOTHER FULL CALENDAR YEAR OF FUNDRAISING, Gabriel Group’s Pay-It-Forward initiative has continued to impress with a grand total of $16,000 collected for GG’s 2017 nonprofit organization of choice, Missouri Veterans Endeavor (MOVE-STL). Bolstering the largest amount raised to date, Gabriel Group has now completed its tenth year of partnering with a local charity in order to directly impact the St. Louis community through year-round giving.

On top of the usual events including raffle basket drawings and happy hours, associates were also given the opportunity to volunteer at MOVE-STL in the month of December by using company time to give back. This was the first year an option to directly volunteer for our PIF organization during Gabriel Group hours was available. We’re looking forward to continuing the tradition into next year and beyond!

Check out some of our year-end activities below to catch a glimpse into our last big philanthropic push of the year … and make sure to keep your eyes peeled for our next issue of The Messenger, where we will be announcing our Pay-It-Forward partner of 2018! w

Gabriel Group was lucky enough to have the entire Missouri Veterans Endeavor team join us for the Pay-It-Forward Holiday Potluck. Left to right: GG Fundraising Strategist Erin Koury, MOVE-STL President Bill Wallace, Vice President Christine Cronin, Veteran Service Manager Richard Powers and Case Manager Waverly Pinkston pose together before lunch.

Pay-It-Forward spiced things up on Halloween by hosting a Chili Cookoff to benefit MOVE-STL! For a $5 entry fee, associates got to taste test twelve different variations donated by GG chefs and vote on the best in show. Here’s a shot of Senior Fundraising Strategist Traci Basden (left) and Senior Vice President of Fundraising Services Elsie Listrom (right) enjoying the options.

Director of Agency Services Renee Durnin and Warehouse Supervisor Tom Hays were declared the champions of the Second Annual Washers Tournament benefitting Pay-It-Forward in November. A total of 94 associates competed and raised over $400 in the process!

pay it

FORWARD

Barking Coordinators Benelli and Ruby decided to hold an impromptu treats meeting during GG’s Winter Bring Your Dog to Work Week, as some fellow associates proved to be a bit disruptive around them.

4 Winter 2018 | The Messenger | Gabriel Group

Gabriel Group | 3190 Rider Trail South | Earth City, MO 63045 | 314.743.5700 | Toll Free 888.576.6145 | gabrielgroup.com

68541

Connect with us! @GabrielGroup

GABRIEL GROUP IS PROUD to name Dino Megaloudis as the company’s Vice President of Fundraising Services.

Dino comes to Gabriel Group from Squeaky Wheel Media, a digital marketing agency based in New York City. There, he worked as the Director of Client Services where he acted as the liaison between customers and internal teams while specializing in maximizing client satisfaction. Before that, he held multiple positions within the fundraising industry at various higher education institutions, which included New York Institute of Technology, Hofstra University and University of North Carolina. From his experience, Dino brings a well-rounded array of knowledge, including major gift cultivation, stewardship development and a focus on requalifying donors.

Gabriel Group Announces the Addition of Dino Megaloudis as VP of Fundraising Services

CEO Dave Hawkins says, “Our clients are the most important part of our business, and with his experience on both sides of the desk, we couldn’t be more confident in Dino’s unique ability to understand and deliver on our customers’ needs. He has an outstanding track record of both ensuring a high level of success as well as generating donations first-hand. We truly believe he will be a great fit for Gabriel Group and our clients.”

Dino graduated from the University of North Carolina, where he played collegiate soccer on a full athletic scholarship. He later went on to play professionally in Greece before a career-ending injury. When he isn’t working, Dino enjoys spending time with his kids, Stephen and Anastasia, as well as playing soccer and being outdoors. w

We look forward to hearing from you! If you’re interested in learning more, please fill out this form and email it to [email protected] or mail to:

Gabriel Group Attn: Dino Megaloudis 3190 Rider Trail South Earth City, MO 63045

I would like more information about Gabriel Group’s following service offerings:

Full-service Fundraising

Strategy Development

Planned Giving Lead Generation

Newsletters

Call Dino at 919.619.1266 to talk to us about how we can help your nonprofit thrive.

NAME ORGANIZATION

POSITION ADDRESS

CITY STATE ZIP

PHONE

EMAIL

“We are ecstatic that Dino brings with him the ideal combination of customer service experience along with his background in fundraising.”

Dave Hawkins, CEO

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MESSENGER the WINTER 2018 - Gabriel Group

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