Senior Living

Giving and the Golden Years: A Special Report from GUSA

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Giving and the Golden Years: A Special Report from GUSAThe JB+A Team was delighted to attend The Giving Institute’s March Meeting in Las Vegas last week for two days of insight, discussion and projection for the philanthropic sector. The Giving Institute is designed to help elevate the fundraising consulting and nonprofit services industry and enhance philanthropy across the United States. JB+A is the only Kansas City firm to be accepted to The Giving Institute and has been a member since 2005.

The March Meeting brings together Giving Institute members from all over the country for governance meetings and engaging educational sessions. This year’s meeting also offered a Mentor Series for professionals new to consulting. The Mentor Series involved a full day of educational sessions and workshops for an intimate group of twenty burgeoning consultants.

As Chair of the Board of Directors for The Giving Institute, Jeffrey Byrne opened and moderated Giving in the Golden Years, a live webcast on philanthropy and aging services. The panel included John Feather, Chief Executive Officer of Grantmakers In Aging, and Tom Hofmann, Ohio Living Chief Foundation Officer. John and Tom discussed and took questions on the Giving USA Special Report, Giving and the Golden Years: The Role of Private Giving in Aging Services Organizations, which provides a first-of-its-kind benchmark of the national aging services landscape, including information on state-by-state coverage and how these critical organizations are supported financially.

Here are a few core takeaways from this fascinating discussion on the future of aging services.

Aging is a Hard Sell

“Children are an investment. Old people are an expense.” This is what a philanthropist told one of our panelists recently. Aging is a reality that we tend to have trouble facing and this tendency to put other social services above aging has left us unprepared for the demand. According to their report, only 3% of American philanthropy goes to aging and only 2% from foundations.

Philanthropy to the Rescue

Twenty-five years ago there was no resource for aging organizations to understand how to lead their organizations into the future, and they have suffered as a result. There has been a lag in understanding that philanthropy can have a huge impact on performance. One of the most compelling findings from the report was the untapped potential for the sector to grow and thrive if only aging organizations and their CEOs engaged philanthropy as a serious component of their strategic plans.

All About the Pitch

There is little evidence that the baby boomers and established foundations will organically shift their focus to aging services as they themselves age. And the typical sales pitch for aging services organizations isn’t compelling enough. The panelists argue that a better approach is to focus on how your organization has an impact on the community at large. As a CEO or fundraiser, ask yourself: is my aging center part of a broader context that makes the community a better place to live for everyone, not just our residents? If funders can be convinced that you are part of a bigger philanthropic picture, they will be more compelled to give.

Your Own Worst Enemy

So why have aging services organizations lagged in adopting contributed revenue as a business driver? Mainly leaders struggle to view philanthropy as a long-term investment. When money is already short, investing in a strategy that could take years to produce a ROI feels risky to many CEOs.  There is also an ongoing battle to right the mentality that launching a fundraising component is giving up and/or exploiting fragile seniors. If a CEO is ready to implement fundraising, it’s important to educate staff and the Board as to what philanthropy really means and its potential to transform the organization if it has the right buy-in. The panelists are big believers in forming task forces to change the culture of your organization from within. Find a small group of trusted supporters of your fundraising initiative to have an open dialogue with your staff and Board about philanthropy. Institutional commitment to philanthropy is the key to fundraising success!

No Time Like the Present

Uncertainty in federal budget cuts has made foundations more cautious. If major budget cuts are passed, foundations will be called upon for major support from nonprofit organizations who haven’t considered diversified sources of funding. The panelists warn that we will see more hesitation from foundations to fund major projects/programs until there is more clarity from Washington. NOW is the time to talk to all your institutional funders in your local community. But don’t put all your eggs in one basket. The bulk of your fundraising should be cultivating individual donors over a long period of time.

To listen to the recording of the webcast click here and to purchase the full report click here. 

JB+A President + CEO Jeffrey Byrne Presented at the 2015 LeadingAge Annual Meeting and Expo

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Jeffery ByrneJeffrey Byrne recently joined Stephen Proctor, CEO, and Laurel Shaffer, Vice President of Mission Support, both with JB+A Client Partner Presbyterian Senior Living, for a presentation at the 2015 LeadingAge Annual Meeting and Expo in Boston. The Annual Meeting is the gathering place for the field of aging services. Multi-specialty, interdisciplinary providers can get the training and resources they need to enhance all their services in a single conference.

“Planned Giving for a Philanthropic Future,” outlined best practices, proven approaches and the components necessary for implementing and sustaining a successful Planned Giving program in a Senior Living community. The session was based on firsthand experience in launching a formal Planned Giving program for Presbyterian Senior Living. Based in Dillsburg, Pennsylvania, Presbyterian Senior Living is one of the nation’s largest senior living organizations providing retirement and senior care services to more than 6,000 seniors in 30 locations.

Philanthropic giving reached record highs in 2014, especially from various forms of planned giving. According to Giving USA 2015, gifts from bequests, trusts, charitable gift annuities, estate giving and other forms of planned giving accounted for $28.13 billion, or 8% of total annual giving, which is an increase of 15.1% over 2013.

This incredible movement is not expected to slow down anytime soon–an estimated $59 trillion stands to be transferred from American estates between 2007 and 2061, posing extraordinary opportunity for nonprofits today and in coming years. Jeffrey, Stephen and Laurel stressed now is the time for Continuing Care Retirement Communities to position themselves for maximum benefit from this trend, through a comprehensive and sustainable Planned Giving program.

Using Presbyterian Senior Living as a case study, the panel shared real-world examples to illustrate how a CCRC can successfully plan for, implement and grow its Planned Giving program to deliver the care and services residents not only require, but deserve.

The panel highlighted the following elements as important in creating and sustaining not only a planned giving program, but a strong culture of philanthropy in a CCRC community:

  • A strong case for support
  • Buy-in from leadership
  • Fully understanding the ways in which donors can give
  • Being knowledgeable in the programs gifts can support
  • Remembering the importance of relationships and keeping the “who” in fundraising

The mission of LeadingAge is to expand the world of possibilities for aging. Its 6,000+ members and partners include nonprofit organizations representing the entire field of aging services, 39 state partners, hundreds of businesses, consumer groups, foundations and research partners.

To learn more about LeadingAge, visit

To learn more about Presbyterian Senior Living, visit