Size of organization does not matter when it comes to soliciting planned gifts from donors. What does matter is the professionalism of the fundraising team. Just as a like a stack of cash can be benchmarked, so can the team.
In the book, “Planned Giving For Small Nonprofits,” the authors describe what it takes to start a planned giving program, and some of the metrics and benchmarks for assessing staff.
- After a year, a planned giving staff member should be able to raise a minimum of two to three times their annual salary.
- Successful planned giving officers who’ve been with an organization for more than three years should raise 10 times their annual salary.
- Staff should have quantifiable goals, like producing a minimum of 15 significant planned gifts per year, a little more than one per month.
Gifts do not happen accidentally. They occur primarily because staff members pursue prospects and there is a formal program or follow-up, according to the authors, so encourage staff to pursue prospects that have become stale and remind that me the organization seeks their support.