With increasing cost of living and fundraising costs, Gifts in Wills have never been more vital in generating discretionary and sustainable income for charities. A well-structured GIW program can help to improve overall net returns and enable investment into other fundraising initiatives.  Yet for some, GIW’s remain a ‘’nice-to-have’’ or a reactionary program. Myths remain around best practice solicitation methods and stewardship practices, with inconsistencies around prospecting, propensity scoring, budget and pipeline forecasting. Without effective internal and external socialisation, GIW’s can be feared as a morbid conversation instead of an empowering and liberating conversation with compassionate donors connected to your cause.

This Masterclass will take fundraisers on a journey from single gifts to big bequests and a charity’s ethical role in defending estates and the donor’s intent.  It will explore the four success pillars of GIW development, touching on acquisition and lead generation tactics, GIW officer donor development and performance management, program systems and measurement through to Estate management and contested Estates.  A practical exercise in turning fundraising theory into operational practice to help advance any Gift in Will program whatever it, or charity size.

During this journey many of the big GIW develop mistakes and myths will be tackled and discussed, with therapeutic treatments provided to help fundraisers address any sense of FOMO syndrome.

There will be tips on how to position a GIW program to gain a better understanding and support from organisational leadership, through to what to prepare for and expect during a contested estate mediation session. 

This Masterclass will also present GIW data insights from Dan Wilson of the Data Collective. Dan will share some of the latest data trends in GIWs, such as average estate rates, giving trends of confirmed donors, age of confirmation and other conversion trends.  Thought provoking and detailed donor analytics which will provide rich insights for strategic GIW fundraisers.

Bec Stalenberg of BaptistCare HopeStreet will be on hand to show how ethical considerations come into play with Gifts in Wills, protecting donor intentions and how charities can work together to ensure a seat at the table in mediation or working best on strategies to ensure intentions prevail. Bec will have case studies and can discuss stewardship and online Will aspects.