As we go about our daily lives as fundraisers and gift planners, we all know what a boon it can be to have experts sharing their experiences and helping us to look out for pitfalls that could slow us down or trip us up. What could be better than a friendly voice offering sound guidance? For this reason, I decided to ask 5 experienced fundraising professionals to share their best advice; from how to get started if you are in a small shop, to how to become a better gift planner. You may be surprised at what they had to say.
Be not afraid! Getting started in gift planning doesn’t need to be scary
Dan Brunette Chair, AFP Canadian Government Relations Committee, Immediate Past-President, AFP Ottawa Chapter
Most charities only briefly address the concept of planned giving when an unexpected gift is received. This is often because death and personal finances are very private matters and make just about everyone uncomfortable. Consequently, many organizations still avoid the topic altogether - out of fear of causing offence or being perceived as vultures. Done correctly and respectfully, nothing could be further from the truth.
While proactive conversations can happen in the context of existing deep and meaningful relationships, charities can also subtly sprinkle the notion of a planned gift in their communications materials (from including a bequest announcement in the newsletter to having a tick box on response forms for the donor to ask for more information). The interest in leaving a gift might lay dormant for years and only surface after a life event occurs or in a conversation with a professional advisor who, by the very nature of their work, needs to have those sensitive conversations.
A planned gift is a statement of trust in your organization and its mission. It is also an opportunity to help fulfill one of the last wishes of a donor, which is a noble task. Make sure your stakeholders are, at the very least, aware of this concept and that you, or their advisors, can help them explore it further if they wish to do so!
The devil is in the detail
Derek DeLouche Director, Resource Development and Membership Services at Canadian Federation Of Humane Societies; President, Association of Fundraising Professionals Ottawa Chapter
You’ve been told by your donor that they’ve left a bequest to your organization. Job done? No! As follow-up, I ask for a copy of the Will or the relevant section to exercise my due diligence. Is our name listed correctly? Are we actually in the Will or is it something the donor is meaning to get around to? Are there conditions we can’t meet?
Recently a lawyer contacted us to notify us that a donor had passed and we would be receiving a bequest. When we reviewed the Will our name was listed with four words following it, indicating it was for a chapter of our organization in a specific region. The lawyer who drew up the Will encouraged the donor to add this since she lived in that area and he was sure we had a local chapter. Problem one: we do not have chapters, we have members. Problem two: we have no "member" in that area. Problem three: we are a national organization working on national issues and cannot claim to work locally.
We could not accept the bequest as listed. Despite claiming we are making it difficult for him, the lawyer now has to go back to the judge to decide if the donor meant to give it to an organization working on the ground locally or to the work we do nationally. Bequest still outstanding!
Looking for more advice?
Reach out to the Canadian Association of Gift Planners, or to your local chapter of the Association of Fundraising Professionals. From providing training sessions to mentorship, you can connect with a community of experts and seasoned professionals to give you even more great tips to lead you to greater success!
Mena Gainpaulsingh is a fundraising professional with more than 17 years of experience in the sector. As Director of the International Fundraising Consultancy, she has worked with many organizations, including WaterAid Canada, Starlight Children’s Foundation and Virgin Unite. She currently sits on the Boards of the Rideau Valley Wildlife Sanctuary and is Vice President of Professional Development at the Ottawa Chapter of the Association of Fundraising Professionals. Click here to get Mena's free donor stewardship checklist.
