Christy Eckoff, Director of Gift Planning The Community Foundation for Greater Atlanta

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1 Christy Eckoff, Director of Gift Planning The Community Foundation for Greater Atlanta Gwyneth Gaul, Director of Development The Pittsburgh Foundation

2 History & Background

3 History of The Community Foundation for Greater Atlanta Founded in 1951 as The Metropolitan Foundation of Atlanta Atlanta s then four largest banks Citizens and Southern National, First National Bank of Atlanta, Fulton National Bank and Trust Company of Georgia Purpose serve a permanent charitable resource to benefit and improve quality of life in the metropolitan Atlanta region Metropolitan Atlanta Community Foundation created, $7 million in Assets

4 History and Background 1997 Foundation Renamed The Community Foundation for Greater Atlanta Regional Foundation 23 Counties surrounding metropolitan Atlanta Three local funds Clayton, Morgan and Newton

5 History of The Pittsburgh Foundation 1945: The Pittsburgh Foundation was founded in the trust departments of the 2 largest area banks to largely provide support to Allegheny County 1960: The Pittsburgh Foundation reaches 79 funds worth more than $10 million 1975: Assets grown to $25 million 1993: The Pittsburgh Foundation moves from its shared space with The Heinz Endowments to its own offices

6 History and Background 2010: Community Foundation of Westmoreland County merges with The Pittsburgh Foundation ($12M) 2010: Launched Pittsburgh Legacy Funds & Third Party Manager Outreach 2013: Assets reached $905M

7 Mission & Goals

8 The Community Foundation for Greater Atlanta Mission To be the most trusted resource for growing philanthropy to improve communities throughout the Atlanta region. Goals Engage our Philanthropists Strengthen the Region s Nonprofits Advance Public Will Practice Organizational Excellence

9 The Pittsburgh Foundation Mission The Pittsburgh Foundation works to improve the quality of life in the Pittsburgh region by evaluating and addressing community issues, promoting responsible philanthropy, and connecting donors to the critical needs of the community. Goal To place community at the center of everything we do, be that through leadership, grant making, convening and collaborative engagement as well as through services to help and support our donors, and the way that we cultivate new donors.

10 Organizational Structure

11 Foundation Organizational Structure - Atlanta Board of Directors President, Alicia Philipp Philanthropic Services - 9 VP, Philanthropic Services Director, Center for Family Philanthropy Director, Gift Planning + 1 Gift Planner Philanthropic Advisors - 3 Each donor has an assigned advisor Community Partnerships - 15 Finance and Administration - 6 Marketing and Communications - 2

12 Organizational Structure and Staffing - Pittsburgh Board of Directors President & CEO, Grant Oliphant Development & Donor Services: 9 VP Development & Donor Services Director of Development Assistant Director Philanthropic Resources Manager Development Officer Philanthropic Relations Officer Administrative Support: 3 Program & Grants Department: 9 Finance: 12 IT: 2 Other: 6

13 Types of Funds

14 Donor Advised Funds - Atlanta Donor Advised Funds Allow unlimited succession Do not allow memorial or fund-raising funds Limit to 20 donors or less No endowment requirement May give anywhere No requirement of grant to Community Foundation

15 Donor Advised Funds - Atlanta 90% referrals from Professional Advisors, Accountants, Attorneys $50,000 minimum fund size ($5,000 open) Center for Family Philanthropy $250,000 or Planned Gift of $1m or more Average new fund size is $600,000+ Average payout rate across donor- advised funds was 19% in 2012

16 Other Funds Held at Atlanta Unrestricted Common Good Funds Donors who wish to provide a gift to nonprofits in the region without being involved in the selection process: - Competitive grantmaking - General operating support Designated Donor creates a legacy to benefit one or more nonprofits perpetually without giving the entire amount directly to the nonprofit at the onset Scholarship Funds

17 Other Funds - Atlanta Metropolitan Atlanta Arts Fund Atlanta AIDS Fund Neighborhood Fund Georgia Center for Nonprofits spun off Atlanta Women s Foundation spun off Higher Ground One Region Atlanta Lettuce Works Nonprofit Loan Fund Grants to Green, Nonprofit Effectiveness

18 Donor Advised Funds - Pittsburgh Allow unlimited succession Allow memorial & fund-raising funds ALL Donor Advised Funds are endowed to the minimum 85-90% referrals from Professional Advisors $10,000 minimum for DAF $250,000 minimum for Family Foundation Fund (our alternative to a private foundation) Average new fund size = $180K

19 Other Funds Held at The Pittsburgh Foundation Unrestricted Designated Scholarship Field of Interest Medical Research Family Foundation Funds

20 Other Funds Pittsburgh Forbes Funds The Pittsburgh Promise Day of Giving

21 Key Selling Points for Community Foundations

22 The Community Foundation s Role vis-a-vis Donors Atlanta & Pittsburgh Serve as personal philanthropic advisor to individuals and families who want to make a difference through their long-term giving. Provide multiple giving opportunities for individuals and families Provide deep knowledge about nonprofit organizations and critical community issues

23 Donor Services and Donor Engagement Grantmaking- grants processing & due diligence Back office Support/Recordkeeping Reports and various materials Education Opportunities throughout the year Co-investment opportunities Site Visits Family Services Successor Engagement Engaging the Next Generation

24 Atlanta s Center for Family Philanthropy and Pittsburgh s Center for Philanthropy

25 The Center for Family Philanthropy - Atlanta Launched in 2000 Customized services for donors with donoradvised funds of >$250k or planned gifts of >$1million Provide opportunities for deep donor engagement and customized services: Philanthropic planning and grantmaking (Waterfall) Information and education (Amos, Rollins) Legacy Services (Planet Philanthropy, Dobbs) Co-Investment (Grants to Green) Investment Options individually managed

26 The Center for Family Philanthropy Long-term philanthropic planning, including mission, vision statements and legacy planning Managed grantmaking process from proposal solicitation to evaluation Customized engagement opportunities family genograms, family timelines, and values exploration Family philanthropy engagement development of philanthropic plan, family meetings, agency site visits Invitation to special events for Center for Family Philanthropy members and opportunities to partner with other donors Opportunities to engage the Next Generation in philanthropy Planet Philanthropy Opportunity to select own investment manager.

27 The Center for Philanthropy Pittsburgh

28 Business Models

29 Business Model - Atlanta Fee-based business model Charge administrative fee on all funds 100 bps tiers down to 65 bps Charge Investment Fee on Unitized Pool ($260 million), American Funds, Conservative ($100 million+), no additional fee on Individually Managed Funds ($300 million) mostly pass-through costs No annual fund or unrestricted giving campaign

30 Fee Based Business Model Pittsburgh Charge Administrative Grant 100bps tiers down to 50bps for Donor Advised Funds No annual fund or unrestricted giving campaign

31 Foundation Snapshots

32 Snapshot - Atlanta $793 million in assets funds 650+ donor-advised funds $83 million granted out 92% from DAFs 75% of last year s $82 million remained in Atlanta region $102 million in new funds Slight majority to existing funds

33 Snapshot - Pittsburgh $905 million in assets ($735 in investable assets) 1800 funds 735 donor-advised funds $43.5 million granted out 35% from DAFs 85% remained in Western PA $14.5 million in new funds

34 Working with Professional Advisors

35 Work with Advisors Atlanta & Pittsburgh Why do they want to work with us? Do not compete we are a value added service for their clients We are not a number solution assigned a Philanthropic Advisor Individually Managed Funds Trustworthy Respond ASAP Resource for advisors Refer to other resources

36 What we do Atlanta Meet one on one with advisors in community Part of organizations Georgia Planned Giving Council Atlanta Estate Planning Council GACPA Georgia FPA, FSP Atlanta Bar, Georgia Bar PGAC Planned Givng Advisory Council 21 member advisory board

37 What we do Atlanta Firm Presentations Speaking engagements Kiwanis, Rotary Reference Source Special Programs Leverage other events GA licensee for PGDC Annual Meeting PALI Balser Symposium Volunteer opportunities at TCF

38 Balser Symposium Fund set up by a donor to promote planned giving through collaboration between TCF, the Jewish Federation of Greater Atlanta and United Way of Greater Atlanta Usually a morning event with two speaker and networking Sponsored/paid event 400 attendees

39 Professional Advisor Leadership Institute (PALI) Begun in 2007 Collaboration with Jewish Federation of Greater Every other year Recently completed 4 th class Yearlong program about philanthropy 20 participants per class evenly divided amongst CPAs, estate planning attorneys, financial advisors, insurance professionals

40 5 classes held at nonprofits History of Philanthropy and talk by major philanthropist Values exercises and mission statement Disc survey and working in group Bus Tour Panel with President of CF, United Way, Jewish Federation, Woodruff Foundation ALUMNI outside speaker, bus tour, social, community service project

41 What we do Pittsburgh Meet one on one with Financial Advisors, CPAs and Attorneys Participate in membership organizations Financial Planning Association of Western PA Estate Planning Council of Pittsburgh Planned Giving Council of Pittsburgh International Advisors in Philanthropy

42 What we do - Pittsburgh Continuing Education Programs & Seminars via The Center for Philanthropy Professional Advisory Committee (PAC) Chartered Advisor in Philanthropy (CAP) Client Appreciation Events with area Financial Firms

43 Professional Advisory Committee (PAC) Started in 2005 Re-engaged group in 2010 Meets 2-3 times a year Most trusted advisors financial planners, estate attorneys and CPAs participants Helped to design third party program & we continue to seek their guidance and support Largest base of referrals

44 Chartered Advisor in Philanthropy (CAP) Launched in 2013 Collaboration with The American College 1 st Class to Graduate in November 2 nd Class to Launch in January Yearlong program about philanthropy 10 participants per class divided amongst CPAs, estate planning attorneys, financial advisors, insurance professionals

45 First of its kind program in Western PA is designed to give advisors a body of knowledge and credentials to better serve their client s philanthropic goals in the community. The course qualifies for 53 hours of continuing education credits. The Chartered Advisor in Philanthropy provides advisors with the knowledge and skills needed to help clients achieve their highest aspirations for self, family and society. This credential helps to: Positions advisor as a confidante to clients as they think about philanthropy Integrate gift planning with estate planning, business succession planning and investment advisory services Gain a deeper understanding of nonprofits These are graduate level courses that can apply towards a Master of Science in Financial Services degree. The CAP Program is designed for self study The Pittsburgh Foundation provides value by convening and hosting guest speakers, custom site visits & peer review.

46

47 VP of Investments & Investment Committee Donor With Advisor Developme nt Staff Financial Advisor Customiz ed Portfolio

48 35 30 Pursue new Third Party Managers - Pittsburgh Increased the number of approved and active managers from 9 to Active Investment Managers Approved Investment Managers

49 Pursue new Third Party Managers $300,000 Average Fund Size $250,000 $248,000 $200,000 $207,000 $208,000 $197,000 $198,000 $223,000 $172,000 $150,000 $155,000 $100,000 $50,000 $ Legacy 3rd Party

50 Third Party Advisor Outreach & Success Pittsburgh Experienced tremendous growth in Third Party Manager program Increased number of approved and active managers from 9 to 23 Total assets within program from $43M to $93M Added 3 new approved managers in 2013 Created opportunities for private foundation and supporting organization conversions Increased average fund size from $150K to $225K Added 49 new funds since program launch

51 Third Party Outreach - Pittsburgh

52 Individually Managed Program Funds over $250,000 largest growing piece of business 85 approved managers 141 Funds Total Assets - $350 million Average Fund Size - $1 million+ Formal IPS 6 investment options from Aggressive Growth (100% equity) to Conservative (100% fixed)

53 Process and Cultivation TCF account holder Yearly check-in with manager Quarterly Scorecards Due Diligence Customized if $5 million +

54 Questions?

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