Case studies

Three case studies:

Norton Healthcare Foundation
Children’s Hospital Foundation

Five-hospital healthcare system

1,837 licensed beds

2,000 physicians on medical staff

14,000 employees

The Goal

Discussions with planned giving prospects that respect their personal needs, family wealth transfer goals, and philanthropic capacity – as parents, grandparents, community citizens and donors.  Legacy discussions would not simply focus on a gift to Norton.

The Starting Point

Development program on a healthy upward trajectory with yearly increases between 15 and 20 percent.  Missed opportunities in gift planning as Foundations’ gift planning programs were stagnant. Leaders decided to act.

The Strategy

  • Values-based legacy planning discussions with board members, senior System leadership, and consecutive-year giving donors with the highest affinity for Norton – particularly donors who are considered influencers.
  • Launch a threshold legacy society called the Wade Mounz Legacy Society.  A minimum $100,000 irrevocable estate gift requirement to join the Society. Host an annual dinner to recognize members.
  • Gift planning training for major and planned giving staff.

The Results

    • 115 Norton donors have irrevocably committed a minimum $100,000 estate gift.
    • $45,000,000 in combined legacy commitments.
    • Vehicles include bequests, charitable remainder and lead trusts, CGAs, life estates, and life insurance.
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Greenville Health System

Six-hospital academic healthcare system

The University of South Carolina School of Medicine Greenville

Clemson University Center for Nursing, Health Innovation and Research

1,627 licensed beds

15,679 employees

1082 employed physicians

The Goal

Launch a strategic gift planning program focused on the organization’s most loyal donors, including physicians.  Offer values-based legacy planning services to donors to help them determine how they will support their heirs’ journeys and institutions most important to them.   

The Starting Point

Development program on a healthy upward trajectory with yearly increases of more than 20 percent.  A recipient of bequests but frequency was unpredictable, and most legacy donors were unknown to development staff.  Leaders made a decision to act.

The Strategy

  • Values-based legacy planning for board and advancement council members and consecutive-year giving donors with the highest affinity for GHS.  
  • Beginning in year two, values-based legacy planning with physician leaders – influencers and senior leadership.  Continue planning activity with board and advancement council members.
  • Provide gift planning training to annual and major gift staff members.  

The Results

  • Nearly 20 donors have documented planned or blended gifts with GHS that total almost $20 million.  
  • Gifts range from $100,000 to several million dollars and include the largest gift in the history of Greenville Children’s Hospital.  
  • Gift vehicles include bequests, current charitable remainder and lead trusts, charitable IRA rollovers, gifts of real estate, and life insurance.  
  • GHS has booked three current charitable lead trusts, which is unusual for a healthcare system.
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The George Washington University

Founded in 1821 due to a bequest made by President George Washington.

More than 26,000 students.

In early 2017, GW’s comprehensive campaign exceeded it $1 billion goal.

The Goal

Provide legacy and charitable estate planning services to loyal donors and advisory board members to help the University secure more planned gifts.

The Starting Point

GW’s Assistant Vice President for Development, Planned Giving wanted to increase the number of new planned gifts and to offer legacy planning services to some of the University’s most loyal donors – particularly to the Schools of Medicine, Engineering and Business.  Leaders made a decision to act.

The Strategy

  • Provide values-based legacy planning to advisory board members, alumni of the Schools of Medicine, Engineering and Business, and consecutive-year giving donors with the highest affinity for GWU.  

The Results

  • Donors documented new planned or blended gifts with GWU, of which several were naming opportunities and endowed scholarships.  
  • Included is the first charitable lead trust in the University’s history.  
  • Gifts range from $100,000 to $1.2 million
  • Gift vehicles include bequests, charitable remainder and lead trusts, gifts of cash and appreciated stock, and CGAs.  
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