Results of a survey into hospices legacy fundraising carried out in May 2003 as part of a Help the Hospices/PROMARK review into legacy fundraising among hospices.
Results of a survey into hospices legacy fundraising carried out in May 2003 as part of a Help the Hospices/PROMARK review into legacy fundraising among hospices.
The Obsession with Free Wills
Do not get me wrong: I am NOT against free Wills (only the ones which do not comply with the regulations!).
But I am not for them for most prospects or all charities.
Can you repeat that please? “Sorry I can’t remember” “To be honest I get so many communications. They all merge into one” “I just don’t have time to read most stuff” “I might open an email but then I think – I will read it later but I don’t” Houston, we have a problem. All
How not to build relationships It is lunchtime and I have arrived to speak at an event for legacy fundraisers. I am helping myself to a coffee. A legacy fundraiser is next to me and says, “Where’s the water?” Please note no “Hi” or smile. I reply, with a smile, “In front of you in
Legacies: The truth the whole truth and oops! Donations and appeals: You send them out. You get a response. You know ROI. You measure success. Legacies: You send the appeals out. The response is true unknown: there is no hurry and it is private and there is no transaction. And the contact/engagement maybe only with
2022 – make this the year your leaders really understand the simplicity of raising a fortune through legacies And do your prospects realise they can be part of the solution? Richard Radcliffe FCIoF Cert. Founder Radcliffe Consulting. Feel free to email me: email@example.com and I will send a copy of this blog for you to
When lockdown first happened, nothing was certain. The world came to a halt. The future is now fascinating. And possibly holds more questions than answers: Older generations had time to review their Will during lockdown but is that now a “job done”? And will they now ignore making any future adjustments? Wills are updated every
Bear with me. Kierkegaard the 19th Century theologian and Philosopher said “Life can only be understood backwards; but it must be lived forwards” It was 38 years ago when I was sitting at my desk as Director of Fundraising and Public Affairs at the Order of St John that I got a call from the
Why 1 Why do so many charities seem to “copy the big ones”? It is interesting to note that many of the largest charities in the UK have NOT witnessed growth in legacy income in the last five years. And yet legacy income has almost doubled in 13 years for the sector with a doubling
For over 30 years I have been unflinching in my commitment to grow legacy giving. Legacies are the ONLY source of funds which enable long term financial health and security. Legacies are a security blanket, a treasure trove to dip into to GROW or to protect your charity in times of emergency. Individual giving does
The aim of this blog/rant/bombast is to put a bomb under legacy marketing and communication staff/agencies/advisers and destroy barriers which have been in existence for longer than even I can remember. Which is quite a while. It is based on conversations with over 30,000 donors and other stakeholders. Let me ask you some serious questions:
Tonight – Saturday 30th October – our Prime Minister announced a one month lockdown. The short term is known – the medium/long term is not. We are going backwards, for the sake of a better future – hopefully. What does lockdown mean? More time at home – without friends and family More isolation More depression
Firstly, this blog does not apply only to Zoom but is generally addressing what might become a serious issue with all video-calling interfaces when considering supporter engagement. This blog was triggered by my experience of feeling knackered after a daily dose of five hours+ on four “virtual” days running. As the pandemic continues with no
I have not a clue how you all are. And you have no idea how I am. But one thing is for sure: none of us knows when the end is for this bloody virus! Second spike? Winter spike? Third spike? Where can we go and where can’t we go and with whom? During the
Every day of every year for the last 30+ years I constantly yearn to learn MORE. The best way would be to interview the dead but that is not yet possible……. I hope I never believe I know everything. But where can we get the best most evidenced information so we can learn more? Whilst
It’s June 2020. What is this blog all about? Stop legacy fundraising and start legacy marketing. Stop reading and you will regret it. This is possibly one of the key moments to re-draft your strategy in the following decades. Lockdown is easing. Is this fabulous news or scary news? I have not a clue; but
I fully admit it – we are lucky: We live in a village in the countryside. We have a garden. But how has the virus affected our lives? I have been out of the village once in over 4 weeks. Usually I am out travelling and meeting people every weekday. A huge and challenging change
As we all isolate to our home (or are sadly furloughed) it does not mean the end of advice and support. Online advice can be given at a fraction of the cost of a personal visit but (almost!) as worthwhile. If you need support, even an hour of advice can be a lifeline. Isolation does
Every one of us is being affected. The effects are different for each of us. We know absolutely nothing about what the future holds in the short, medium or long-term future. We have no idea what the future holds for each of us financially. We have no idea as to the global effects on our
I have just got back to my hotel room from giving a legacy seminar in Canada and this question was raised by a delegates: “Have I got this right? You are saying make it easy?” Recently I have given masterclasses in Australia, Slovakia, Czech Republic, Austria and of course in the UK. Similar questions were
It is Saturday 4th January, I am listening to BBC Radio 4 – a programme called “a small matter of hope”. AWESOME. Listen to it with your fundraising hat on and think “what is the best story telling?”. The programme has nothing to do with fundraising but everything to do with story telling. The programme
The end of a year and beginning of a new one is the perfect time to think of the year ahead. What is my vision for the year and beyond? What are my clients’ visions? And what are the visions of legacy prospects? I might be stupid but I always thought 2020 was “perfect vision”.
Every time I meet older supporters, I get really worried – they have memory failure about most fundraising communications – including legacies. And yet memory leads to the greatest engagement opportunity. What are we getting wrong? And how can we get it right? Lifestyles of older generations Every time I meet supporters who have retired
As I depart (for Australia – not from this world!) my mind is buzzing. Why? I will be absorbing different mindsets from donors and fundraisers and striving to find new solutions to increase legacy giving. The moment I am not on a journey of discovery will be a sad day even after 30 years in
But the final hurdle……. 8 hotels. 4 countries. 3 weeks. A gruelling schedule but what I love about my job is that after 30 years I still have loads to learn and achieve. It’s like being in a race which just gets better. My determination to win gets stronger every year. But there are some
“Statistics are used like a drunk uses a lamppost: For support not illumination” I am not sure who said this but it is perfect for the world of legacies. I do it all the time. Back in 1987 I was a Director of CAF and took on a fascinating role: leading the new edition of
Fundraisers are generally young. Staff in communications departments are definitely young. Do young people REALLY understand older generations? I certainly didn’t in my 30’s, nor in my 40’s. Not even in my 50’s but in my 60’s my mindset has changed and I see myself differently – even if I feel 25. “60-somethings are going
Yes. I am serious. 99% of thank you letters are boring. A thank you letter does not give the final outcome of the appeal you communicated. A prompt thank you for a donation is meaningless. And often unwanted. A later letter – an impact letter – with full outcomes from the appeal – is far
This is the most exciting time to grow legacy income we have witnessed for generations. with at least 1 in 3 baby boomers wanting to leave a legacy to their favourite causes. But this new generation of legacy donors are so different to past generations. So the top tips for 2019 1 – Do not
What really annoys me at the moment is: special Will making offers. In my view most of them are deeply patronising and assume I am too stupid to have one (as a tail end baby boomer). What Is more, these “special offers”, which are not really special at all, are often attracting the least good
At the Institute of Fundraising Convention I was awarded the Lifetime Contribution to Fundraising Award. WOW I was totally overcome – even gobsmacked. At the ripe young age of 26 I found myself as Director of Fundraising of the Order of St John (St John Ambulance and their Ophthalmic Hospital in Jerusalem). I really had
Never ever before have I had any will power – for decades I have been weak willed. I have always enjoyed my food and drink far too much and in the past had a few other typical addictions too. The same applies to my four older brothers. And my late Mum too. But just before
Your New Year’s resolution: get on with your bloody legacy campaign before it is too late and so are your prospects. And you can also win a prize – see below! The biggest bugbear in legacy giving is inaction. Intentions are great with 1 in 3 donors saying they WILL do it, actual action is
Is this a tasteless headline or attention grabbing? Does it matter if it is tasteless? Let’s get legacy giving noticed How many legacy campaigns are noticed? In focus groups it is truly frightening to discover that most legacy articles, posters, leaflets and even bookmarks go unnoticed. There are too reasons for this message blindness: The blandness
As more and more charities strive to seek legacies, more charities are energetically trying to find solicitors to help run a free or discounted Will service for their supporters. At the same time, new providers are knocking on charity doors saying “We can come to your home to help make your Will” or “you can
Why promote legacy giving for supporters of the arts and culture sectors? It’s quite simple really: if you make every one of your stakeholders know you need legacies you will get them. And this blog is going to give you some really easy stuff to do which will cost only a peanut or two. But
http://bit.ly/2lZX3i4 Here is the link and it is all you need! I hope you find this book not only iconoclastic, but also practical and a fun read and full of really useful and good value tips. It is aimed at every fundraiser, anywhere in the world, who is raising money from individuals. The contents list is
A summary of this article was published in Fundraising magazine this month The legacy feature in last month’s Fundraising magazine was great and showed that year on year legacy income is growing. However, I found the title of “Will Wars” and “Still Battles to be done” infuriating. We are witnessing a celebratory legacy explosion which
The world of legacy giving is all over the place – but going up. I have been saying for some time it is like dancing the Hokey Cokey but it seems to be dancing in a fascinating direction. It seems strange to note that the number of medical research legacies has actually decreased over the last
Stop for a moment. Forget any fundraising crisis. This might be hard considering recent blogs which have included headlines such as: “When fundraising hurts” “relationship fundraising: It’s complicated” “Have we reached boiling point?” “The price we pay for losing sight of the donor” Headlines to do your head in. Fundraising is under the microscope; because fundraising was
OK, so everything changed in fundraising on 6th July when the Daily Mail hit out at fundraisers and the way they were treating donors. In my view the ensuing tirade of criticism means this is the best opportunity to promote legacy giving in my lifetime. In my view this is the best time to re-balance investment
Predicting the future for legacy giving is impossible. Somebody called Nick Cannon (no idea who is was) said “Nobody can predict the future. You just have to give your all to the relationship you’re in and do your best to take care of your partner, communicate and give them every last drop of love you
OK so I am angry because I got a letter from a charity today. But then I realise why donors are so angry if they get a letter like the on I got today – probably encouraged by the concept of Relationship Fundraising. Let me tell you my story – it is a very simple one Three
All the frenetic activity on the “fundraising problems” in the sector are driving me mad. They have been around for years. Having listened to 24,000 donors volunteers and charity service users over decades it is clear that fundraising has been heading in the wrong direction for years; possibly since the introduction of Relationship Fundraising. Eight
Smee & Ford that great British company which has the best legacy stats in the world issued the latest legacy income stats (for England Wales and Scotland) for 2014 . And they are fascinating. Legacy income is up from £2.044 billion in 2013 to £2.208 billion in spite of a slightly reduced number of deaths
The State of Legacy giving is out (with publishing help from PG Growth of Canada and Canadian Association of Gift Planners). Based on years of research it gives Will making and legacy giving trends around the world as well as thoughts on the future market taking into account demographic forecasts – which are so similar around the world.
Felix Dennis the entrepreneur has left the biggest UK charitable legacy ever. Estimated at around £175 million. Is it for a big charity? No, it is for “his” 30,000 acre forest in Warwickshire. His legacy has fulfilled his own vision. The three largest legacies in the history of UK legacies have been Christina Foyle, Anita Roddick and now
This could be considered a cruel blog. It is aimed at fundraisers around the world where legacy fundraising is often called planned giving. Planned giving should be re-named planned fundraising. Why? Because it is so easy to plan to do it but you do not get round to it. Pressures on your professional life can
I know I shoot from the hip occasionally (and I hope it encourages debate) but I feel incredibly passionate about regulation because I was around when the Institute of fundraising was founded. It was founded to ensure best practice (for fundraisers) , and to ensure donors were, in effect, made “happy donors” in terms of recognising
On a BBC2 programme this week I discovered that the British public spend more on chicken breasts than they give in legacies to charities every year. That is very depressing. Please dear British public do not chicken out, act now and lay the foundations for financial security for your favourite charities by a gift in your Will
Is legacy giving triggered by the heart or the brain? Or both? On 3rd July I will be debating this issue with the awesome Professor Russell James. He is a specialist in scientific research – he is also a Professor (Texas Tech University). I am not a scientist or a professor – I am more of a
Soon off to Poland – the eighth Eastern European country where I have been invited to break down the perceived barriers to legacy giving. Some of this region has the shortest philanthropic history in the world and it is really exciting to motivate donors and fundraisers to get started.
What a nice start to the year. Two client feedbacks: One charity with ailing legacy income. After some incredibly straighforward steps, which have been sustained over four years, legacy income has doubled to £4 million. One arts organisation. Following focus groups, I rashly said that there might well be over £20 million of legacies in their membership.
As I got to my 60th birthday I found myself looking back at the life of my maternal grandfather who wrote over 600 letters to his wife during his time at the front in the first world war (mainly near Ypres and Somme). It was so uplifting and I found myself celebrating a great life rather than
Stop fundraising for one moment and think about donors. I meet them every week and I wonder whether many fundraisers really realise what the State of the Donor Market is. Perhaps the impact we are having in donors is considered less than the impact on beneficiaries. This blog is not proclaiming a death knell for direct
It is all happening out there. Legacies are in and out and being shaken all about – it is Hokey Cokey time for legacy giving. Watch out for Third Sector article on 26th August. Never have I witnessed so many opportunities and threats in such a short time. It is a fragile market which needs
Today was a good day spent at a conference organised by Help the Hospices and Institute of Fundraising. There was a great presentation by the digital expert at St Nicholas Hospice and Kevin the (really good) Director of Fundraising. As a relative novice in new media I found it interesting to hear that this relatively new tool
recently I have experienced some really frustrating examples of how fundraising departments are suffering from silo disease with their communication departments. I have bloggesd on http://101fundraising.org/ please go and visit for some fascinating views. 101 fundraising is a truly great crowdblog site.
The BBC have just published the top 20 over-used words of 2013 and somewhat amazingly they are almost all related to legacy giving. So (word number 6) the top 20 over used words in 2013 include legacy (number 17) for the first time. Passion was high (number 3) after twerking and selfie. So here are my definitions for the
It was really nice to see the Pallant House Gallery in Chichester receive an award for excellence for its legacy campaign from Legacy10 . This gallery is a fine jewel which challenges the Tate and all other UK “famous” galleries. I was really fortunate to be brought in to advise this gem at the beginning;
I had a fascinating conversation in bed with my wife last night (please do not be afraid, keep reading). Zoe said “If I bought a bed from John Lewis I would not want to be contacted by the white goods department”. This strange start to a conversation was leading to donor stewardship. How many legacy prospects want to be cultivated and
I have just received the kind of door drop I truly hate. A red envelope was popped through my door today; the only words on the outer envelope are “Wishing you a happy Christmas from everyone at charity xxx ”. Already I am angry because I have never given to this charity and yet the letter starts: “Dear
Just in case you are not aware of a new development, I have launched a new website called http://legacyinnovation.org/ I am trying to gain amazing examples of truly iconclastic campaigns which challenge the way we all think about legacies. Most campaigns are so similar that I want to weep, so let’s see what is new out
So dear readers, tell me why 95% of all the donors I met last week have a Will but when I met some high net worth individuals only 50% (yes really) have a Will. Blow me down with a feather, it just proves you will never know at which stage anyone is in their testamentory
My blog on Tony Elischer’s article seems to have ignited passions around the world with some expressing real outrage, through Twitter, at the thought of giving donors a break from an ask and focusing more on a thank you. This fascinates me. I am not someone who thinks we should NOT ask, but in this recession my
Segmentation – a must or a must not? Over the last decade technology has advanced our donor knowledge beyond our dreams – we can cut and slice donorbases in so many ways. But is segmentation a fundraiser’s dream for great targeting or is it the trigger for a nightmare? Does it encourage pigeon holing in
Tony Elischer (September edition of Fundraising) is spot on when he writes about fundraising without fundraising and managing relationships in the “right way”. As I listen to more donor stories every week in focus groups I am increasingly convinced that many donors do not want “a relationship” – however that is defined. In my view
What I find so amazing are the extraodrinarily fascinating ideas charity stakeholders have in focus groups. Perhaps it is because they are NOT fundraisers that they have such creative and iconoclastic ideas. Perhaps at last really new and good campaigns will help grow the sector with no thanks to fundraisers!
Spent loads of time this week in hospices – luckily as part of my work rather than family life. I have met so many brave amazing patients and relatives in their 20’s – 80’s who have gone through such extraordinarily horrible times, experiencing loss of a wife/husband far too early in life. And yet they
A great session at the IoF convention: The Great Legacy Debate. Fiona Campbell-White from Wilsons solicitors indicated that the number of contested wills might well fall due to the new legal aid rules: legal aid cannot now be used to contest a Will. The bad news was that she believes that lack of testamentary capacity cases
So how do you feel about the UK being forced to adopt “Napoloeonic inheritance laws”? It is not happening yet but it might. This could be one of the biggest long term threats to legacy income. 5% of French adults have a Will (but it is increasing) – there is no need to have a
I am at my wits end to find a good legacy pages on a charity website. I have looked at over 400 websites (small and large charities covering every causal area) in the last 18 months so that in my courses I can give some great examples. But I REALLY struggle. Amnesty has a great
In only the last two days I have met so many people who have had really bad experiences with Wills, families and charities it is enough to make me cry. These are examples of really insensitive charity communications without any regard for families. Then a few hours later I meet a truly lovely older female
charities spend a lot on branding or rather re-branding. This can have a really detrimental effect on legacy income because the older generations get confused by the change (if it is radical and involves aname change) and is also seemingly expensive. It can also have side effects and one example I saw on a lorry
This tour is going to be great! Four amazing top international speakers (Guy Mallabone, Simone Joyaux, Stephen Pidgeon and me) taking fundraisers from Acquisition to major gifts to legacies with a really good dolop of strategy. What more could you ask? Live webcast goes March 21 from Toronto: you can log on from your desk
Trust and confidence in charities and their fundraisingThe fact that two news items hit the headlines on the same day last week seems an interesting coincidence: individual giving is down by £2.3 billion (NCVO/CAF) and the launch of the Code of Fundraising Practice by the Institute of Fundraising.As far as individual giving is concerned a
I was tweated by a charity asking me to “promote their charity”. I refused because that is not what I do. I got a rather strange tweat back. So I decided to research them. Their website criticises another charity and the website has no registered charity number. This possible scam really really annoys me because
Following the horrendous floods on the East Coast of America will people rush and write their Will? And will they include a charity which helped them recover (such as the American Red Cross). Natural disasters seem to have this reaction because we suddenly realise we are not immortal. In 4-7 years (typical time lag) it will
Elizabeth Kubler Ross was an amazing, but maybe slightly strange or different, person who helped define our cycle of feelings towards death and dying (denial, anger, bargaining, depression, acceptance). When my Mum was alive I talked to her a lot about this. My Mum was full of faith (Catholic) and she agreed with this cycle
So is there anyone out there who feels that they have instant solutions as to how to measure effectively, truthfully and meaningfully ANY form of legacy marketing. As I get older (I nearly said wiser but stopped) or more cynical (I think I mean pragmatic) I begin to realise ALL measurement is totally misleading. It
I have just got back from a great family holiday on the French island of Ile de Re (just off the French west coast) – it is totally stunning. But never have I felt so poor. Every Brit we met owned loads of houses – the classic moment was when one person said “we own
It’s a funny old world. I am presenting at the IoF legacy conference on the Good the Bad and the Ugly of legacy fundraising. I have done a similar presentation at the International Fundraising Congress. But this session has lit a touch paper and ignited some emotions, I have asked for examples of good legacy
Here I am watching the Olympics. Why do I like the discus and hate the shot put? Why do I like athletics and am bored by football? Why do I like the idea of a cash legacy and NOT a residuary legacy? Cash legacy has a sense of control. The discus is beautiful the shot
Just back from 4 days at the Cambridge Folk Festival (or Folk Vegetable as my two young daughters called it). AWESOME and camping is just so “family buidling” (I mean getting on together rather than having another child!) BUtthe worst moment was an older folk singer – he was just so dreadful it was said.
I asked two friends today which stories they remembered from the free newsaper Metro. Both said the story of the man who was arrested with 25 tins of spam in his trousers. Does this mean our legacy communications should all start with the strangest legacies? The answer in my view is definitely YES
It is Saturday morning and I am out campaigning against an “environmental development”. As I wonder through a village collecting surveys what reaction do I get? I see this man waving at me whilst he ignores my knocks. I see people cowering behind doors. “Are you a Jehovah’s witness?”. NO I just want your completed
Amazing to hear on Radio 4 that 8 million of us in our current UK population are likely to reach 100 in age! SCARY How lives have changed. I heard this on the way ot the Lake District (on business). I got to my hotel . 14 people in the restuarant that evening; 13 people
Just left my legacy session. I asked: what prohibits really good legacy fundraising? Interestingly it was lack of resources. For some reason I had thought: Trustees, CEOs, DFRs but no – it is resources. Or is it the TRUSTEES and CEOs blocking the investment?
Just leaving Canada and reading Rusell James’s research. Wish I had been there. It seems to me that this research absolutely confirms the link between legator and the cause. Best legacy campaigns always try to re-ignite memories so that the motivation can be reflected onto the prospect. – great stuff. What has blown me away
I am about to fly to Calgary (weather 15 degrees) then four more flighte finishing in Toronto (weather 45 degrees – seriously). It is a legacy business trip so I will see: a room a plane (economy) and a hotel. 5 flights in 5 days = must make sureI have my life insuracnce policy up
Surveys and academic papers, over the decades, by Harvard Business School, University of British Columbia and many other brilliant schools of academia have proved that happy people give more to charity than unhappy people. And the act of giving to others gives more happiness than giving to ourselves. Giving a legacy to ourselves is pretty
I am just back from a week’s holiday. My own car has parking sensors on the back – these are brilliant to prohibit damage. However, my rented car in Mallorca did not. So I reversed into a gate on day one and a wheelbarrow in a market on day two. Luckily I did not reverse
Bad will writing has been going on for too long and tighter regulation and monitoring is needed to protect the industry, safeguarding legacy fundraising. The sad truth is that there are a lot of scumbags out there conning people into writing unsuitable wills. I’ve even heard of some dodgy firms that use out-of-work actors to
In April 2012, new inheritance tax incentives were introduced to encourage gifts to charity. If you are planning a newsletter, or in your donor communications, let your donors know that they may need to review their estate planning. Encourage them to visit their professional adviser to take advantage of these changes and remind them of what your
When running a legacy pledge event for supporters, this is the first thing your prime prospects are going to ask: “Where is the Loo?” It sounds trivial, but thinking about signage to the toilets to avoid embarrassment amongst supporters is one of the most important thing you need to think about when setting up an
A legacy gift is an investment not just a donation, so before investing in the future, prospective donors want an honest view of how a charity spends its money. But what is honest? Dan Pallotta (who you might have heard at the IoF Convention) argues for a full degree of honesty by comparing outcomes rather