We've all been there before. We have cultivated and know (or should know) our annual and major gift donors really well. However, we realize that we've never approached the subject of an estate or planned gift and are not sure how to do so now without feeling awkward. This presentation offers helpful conversation tips and cues to transition into conversation about planned gifts. As the massive transfer of wealth continues in earnest over the next several decades, organizations that leave gift planning out of the conversation will be leaving money on the table and their future security on the line. Learn how to make the easy introduction to the largest and most impactful gifts our donors will make and our organizations will experience.

elanie J. Norton is passionate about philanthropy and the success of individuals and organizations that enhance the world in which we live.  As an accomplished professional and leader, Melanie fueled her drive to make a meaningful impact with nonprofits and individuals throughout the nation by founding Norton Philanthropic Counsel (NPC). Her unique and broad-based background blends for-profit and not-for-profit experience in both business and fundraising.  This specialized lens provides for a deep and comprehensive understanding of traditional business practice and allows her a creative, intentional and outcomes-focused perspective. Melanie’s experience helps her provide the highly customized and relationship-focused strategies needed for client success. She possesses an unwavering commitment to authenticity and honesty in her work.

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Prior to the launch of NPC, Melanie was most recently the vice president for development and alumni engagement at DePauw University where she led the University to more than $320 million of a successful $383 million comprehensive campaign, surpassing the original goal some 2 ½ years in advance of the campaign’s end. In this role, Melanie oversaw the strategy and fundraising efforts for the University and restructured and managed a staff of nearly 40 full-time development and alumni professionals.

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Melanie was previously a consultant with Johnson, Grossnickle + Associates, a full-service philanthropic consulting firm. During her time at JGA, Melanie consulted on all phases of philanthropic work including feasibility studies, capital campaigns, quantitative and qualitative analyses, and major gift and development plan creation. Her development work prior to JGA included eleven years in leadership roles in gift planning and major gifts for DePauw and Franklin College. Melanie’s first career was in banking where she served as an AVP in the Retail and Trust & Investment Advisors divisions of Fifth Third Bank for seven years. 

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Melanie is a Certified Fundraising Executive (CFRE), holding an M.B.A. from the Kelley School of Business at Indiana University and a B.A. in business from Franklin College. She is past national chairman of the board for the National Association of Charitable Gift Planners (CGP) – the premier organization serving the thousands of individuals across the nation whose work involves charitable gift planning – where she led the organization through a hallmark name change and rebranding effort during her year of chairmanship (2016).  She was invited to be a member of the Leadership Institute for CGP in 2020.