1. How to develop a legacy fundraising culture in your organisation
Valerie Harland

2. Workshop objectives
Identify ways to promote the opportunity for giving gifts in wills
Think positively about how to overcome internal barriers
Gain confidence about having legacy conversations
Think about your personal action plan

3. About me Gifts in wills at NSPCC & national Mind New Zealand
Bristol – interim & Bristol Culture
Winter dipper!

4. Open forum ground rules
Be candid
Respect confidentiality
Share ideas & experience widely
Challenge one another
Listen actively and attentively

5. Ask your neighbour Name & where they live
One charity that’s in your will or would like to include, and why?

6. Why do people give gifts in wills?
Reflection of one’s life and expression of values:
Looking back – over one’s life, finding connections with certain causes (including paying back for support for oneself or a loved one)
Looking forward – ‘live on’ by sustaining a cause feel passionate about (organisational performance)

7. Your ‘legacy purpose’
Give everyone with an affinity to your charity the opportunity to consider leaving you a gift in their will

8. Brain storm in small groups
Ways to promote the opportunity to consider gifts in wills to your charity (internally & externally)
Against each one, what the barriers might be?
How you might start to overcome them?

9. Feedback from groups
Three ways to promote the opportunity to consider gifts in wills to your charity
Potential barriers (internal & external)
Ideas to overcome them

10. Overcoming barriers: trustees
Worried about talking about ‘death’:
Explain it’s about presenting the opportunity to consider – no one is doing a direct ask, especially them!
Any philanthropic trustees - can you meet them to find out which charities they support and why, and if they’ve included any in their will
Any similar charities who are further along with gifts in wills – could one of their trustees present to your board?

11. Overcoming barriers: senior management
Legacy market is growing - don’t miss out:
35% of 40+ ‘happy to give a small amount to charity in their will, after taken care of loved ones’ (Remember A Charity)
Proportion of charitable wills growing: 12.2% in 2007 to 15.6% (Smee & Ford)
More charities than ever before are receiving gifts in wills

12. Overcoming barriers: other staff
What’s in it for them? Get them to dream!
Seek their views, spend time: ask them about their personal giving and what they’d like to leave behind
Show how similar charities are using gifts in wills
Fund with share of legacy income for staff to bid?

13. Overcoming barriers: no budget
Integrate into existing activities:
Supporter/member newsletters
Events: thank you, anniversaries
Annual Review/snapshot
No legacy leaflet/brochure: don’t worry! But do have a legacy vision, key messages & legal wording

14. Overcoming barriers: no time
Talk to other fundraisers about how they got started – get your mind buzzing!
Keep it simple - legacy vision linked to your organisational vision (can refine later)
Think simple messages – don’t worry about tick boxes for more information yet
Buddy up, get a mentor, use Foundation for Social Improvement telephone advisers

15. Legacy conversations ...just conversations, a chance for you:
To get to know your supporters better
LISTEN to them, thank them for what they’ve made possible
ASK ‘What inspired you to get involved with our charity?
Share the OPPORTUNITY to support you in a long lasting way
SHOW your passion for your charity
And for your supporters:
SHARE their experiences and values with you
REFLECT on what they think your charity should aim to achieve in the long term

16. Preparing yourself Centre yourself, slow down your breathing
Be yourself
Be curious
Remember you’re planting a seed, not asking
Leave plenty of time for the conversation
Open questions, leave pauses, be aware of non-verbal cues

17. Role play the legacy conversation
The supporter and charity representative
The observer:
note what struck you as interesting about the
Conversation & feedback
Change over so everyone has a go

18. Your personal action plan
What can you do tomorrow?
Urgent but not important....
How can you and a colleague peer support?
How can you get a trustee on your side?

19. Revisit objectives
Identify ways to promote the opportunity for giving gifts in wills
Think positively about how to overcome internal barriers
Gain confidence about having legacy conversations
Create a personal action plan

20. Research & resources
THANK YOU – STAY IN TOUCH