Checklist

  The organization has an external case for near-term support that is current and easily accessible by staff and donors

  The organization has an external case for long-term support that is current and easily accessible by staff and donors

  Case statements are integrated across all marketing platforms

Tools

  Developing Your Case for Support: Involving the Donor (Margaret Guellich and Lynda Lysakowski--book excerpt)

 Creating a Case Statement: Step by Step Guidebook (Nonprofit Learning Lab)

  Seeing Through a Donor's Eyes: How to Make a Persuasive Case for Everything from Your Annual Drive to Your Planned Giving Program to Your Capital Campaign (Tom Ahern--book)

 Sample Case Statements (Kirsten Bullock, The Nonprofit Academy)

 Your Case for Support: Good Design Will Make It Stronger (Jenny Winton, Mission Minded)

Checklist

  Job descriptions for all development personnel are up to date and easily accessible to staff

  There is a standard orientation process for all new hires that includes review of strategic plan and all gift planning policies, procedures and metrics

  All fundraisers receive performance reviews annually

  The organization has access to technical expertise on staff or through volunteers or paid counsel

Tools

  FREE "Hiring, Motivating and Retaining High Impact Charitable Planners" (Kathryn Miree and Jeff Comfort)

  "How to Identify, Hire and Retain the 'Perfect' Planned Giving Officer," (Kathryn Miree)

  "The Six Faces of Gift-planning Officers," (Kathryn Miree, Planned Giving Today, December 2013)

  FREE "A Nonprofit Organization's Guide to Engaging an Executive Search Firm," Bridgespan Group

 Building Sustainable "Best in Class" Fundraising Teams (Steve Goodner)

  CGP Career Center

Checklist

  There is a standard format for submitting call reports

  Call reports are audited by managers at least twice a year

Checklist

  Fundraisers meet with their managers at least monthly to report progress on individual prospects and review portfolios

  The organization uses a process or system of relationship management and fundraisers receive training on this system

  Prospects for deferred gifts and asset-based giving are identified in a collaborative way across departments and fundraisers

Tools

 FREE "The ABCs of Major and Planned Gift Portfolio Management," (Linda Speed and Kelly Wesley Taylor)

 SIGNALS -- A Deliberate Approach to Discovery and Assessment of a New Prospect (Dan Shephard)

 Effective Cultivation Techniques: The Ties That Bind (Anne Melvin)

 Best Practice in Prospect Management Policies and Procedures (APRA/AASP Best Practices)

  Getting Started in Charitable Gift Planning: Approaching Prospects (Brian Sagrestano and Robert Wahlers--book excerpt)

  Getting Started in Charitable Gift Planning (Resource Book): Prospect Interaction, (Brian Sagrestano and Robert Wahlers--book excerpt)

 10 Success Factors of Mid-Level Giving,  Moves Management (Angie More, nonprofitpro.com 2016)

Checklist

  Donor data management processes are audited at least annually

  Staff receive training on use of donor management system at least annually

  CRM system and processes track the following data points at minimum:

• meaningful/substantive contacts with donors

• count and value for all gifts closed (including revocable and irrevocable deferred)

• count and value for noncash gifts

Tools

  Using Your Nonprofit CRM: A Guide to Donor Data Management (yourcause.com)

Checklist

The following expenses are budgeted for:

  staff

  administrative support 

  integrated marketing across the nonprofit's footprint

  specific planned gift marketing

  prospect identification (wealth screening, etc.)

  donor engagement (travel and meetings) 

  external training, internal training

  professional memberships

  stewardship (events, travel, small tokens of recognition)

  professional advisor cultivation (newsletters, events, visits) 

  gift planning software

  external resources (consultants, advisors) 

Tools

 Mission Impossible? Planned Giving Results and Projection (Sharpe Group, Give & Take)

Checklist

  Fundraiser performance metrics include both substantive activities and outcomes

  Performance metrics are evaluated annually and over 3 and 5-year periods

  The organization can identify at least three true peer organizations for purposes of benchmarking program inputs and outcomes 

Tools

  FREE "Evaluating Gift Planner Performance: A Guide for Charity Managers," (Tom Cullinan)

  Gift Planner Metrics: Tracking the Numbers that Count (Joe Bull, Josh Birkholz, Erik Daubert, Kathryn Miree)

  Metrics That Motivate (Anne Melvin)

  Making Sense of Planned Giving Metrics: Advancing Dialog About What Really Counts (Marts & Lundy Special Report)

Checklist

  Annual and/or campaign goals include separate and realistic goal for planned gift commitments

  Fundraiser crediting policy encourages collaboration, not competition

Tools

  FREE Integrating Planned & Major Gifts: Jazzy but Hard to Dance To? (T. Joseph McKay, Gordon Smith, Ashley Buderus)

  The "Plan" in Planned Giving...a Long and Short Three-Year Action Plan (Pamela Davidson)

  Creating a Fundraising Plan: A Step by Step Guidebook (Nonprofit Learning Lab)

 Creating Your Development Plan: What Does the Plan Look Like? (Margaret Guellich and Lynda Lysakowski--book excerpt)

Checklist

The following policies are documented and accessible to staff and donors: 

  Gift counting policy for donor recognition and reporting of progress toward annual and/or campaign goals

  Gift valuation policy to specify how deferred gifts are valued in current dollars

  Gift acceptance policies for all types of gifts and assets that the charity will accept

  Naming policies

  Donor recognition policies

  Stewardship policies

  Endowment management policies

  Donor data management policies

  Gift administration policies

Tools

  FREE Creating and Implementing Effective Planned Giving Program Policies and Procedures (Phil Purcell)

  FREE Sorry, We Really Can't Accept Your Mouse Trap! Candidly Exploring the Acceptance and Counting of Unique, Complex and Special Planned Gifts (Philip Watson)

  Effective Gift Acceptance Policies and Procedures (David Wheeler Newman)

  Model Long-Term Gift Agreement and Gift Acceptance Policies and Procedures (National Association of Charitable Gift Planners)

  Gift Acceptance Guidelines (Santa Clara University) 

  Fundraising Counting and Reporting Policy (Humboldt State University) 

  Gift Acceptance, Counting and Reporting Policy (Carnegie Mellon University)

  The Elements Of A Good Gift Acceptance Policy (Jon Tidd, Trusts & Estates, September 20, 2019) 

  Best Practices in Donor Recognition (ADRP/AASP)

  Best Practices: Gift Acknowledgement (ADRP/AASP)

Checklist

  Fundraising expectations, roles and responsibilities for managers, executives and volunteer leaders are clearly documented 

  All fundraisers, adjacent staff and volunteer leaders receive training on planned and noncash gifts at least annually

  All fundraisers have goals and metrics that encourage them to engage all donors in gift planning conversations

Tools

  FREE Sharing the Legacy: Promoting Gift Planning Through Trustee Engagement (Nancy Baker and Abby Favro)

  Engaging the Board in Planned Giving: Governance and Marketing (Kathryn Miree)

  Making Your Board an Effective Partner on your Fundraising Team (Julia Ingraham Walker)

  Board Fundraising Policy: Key Elements, Practical Tips, and Sample Policy (BoardSource)