Sometimes I walk into a new client’s office and just know they will act on legacy giving. One of the best was Keele University -with a development team of two: Lauren and Lucy. Little had been done to promote legacies and there were few enquirers.
The honesty, openness and insight we gained from their alumni was exceptional.
The strategy was drafted. As expected, Lauren and Lucy began taking action.
Now?
To quote Lauren:
“I am pleased to report legacies are currently our biggest source of philanthropic income. Our first year saw an increase of 9,385%! That has settled but the last two years have still seen an increase by approx. 37% year on year. This year to date has already seen our biggest gifts yet. We also have a couple of larger ones in probate so this looks to continue.
Pledges increased by 183% the first year and then 370% the following and again, stats this year show it is set to continue.”
From very little legacy income, and few enquirers or pledgers, to this.
That is what a great development/FR team can achieve.
And when I meet a team that I think will not act, and doesn’t, in spite of having the action plan and words/images to act, my heart sinks at the treasure their charity will miss out on.
When a legacy programme has been developed with the help of a consultant, it is NOT the consultant “who raises the legacies pledged or received”. We might help facilitate it, but DOING IT relies on brilliant fundraising teams. And Keele is a great example.
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