Double your number of known legators in

12 months?IoF Legacy Fundraising ConferenceBrunei GalleryMonday 1st OctoberAndrew Gilruth

GWCT legacy information 1994-2009• 1994-2009 income total = £436,587• Average over 16 years = £27,286

• Equates to 1% of our income

• 40 Potential legators (Average 2.5 per year)

Could we do better?

1) Already tried everything, we are doing okay

2) Anything else we did would cost a lot of money

3) Our members don’t leave legacies to us

4) Most of our members are men that, survived by their wives. They don’t leave us legacies

Prospective model

• No. in target age range (60-75)6,000

• % “declared supporters” to DM0.75%

• No. “declared responders” to DM 45• No “declared responders” to ad 5• No. “undeclared” to “declared” x

1.5• No “undeclared responders” 75

• Total number of legators after year 1125

Prospective income

• Total number of legators 125

• Average legacy £15,000

• Total potential income £1,875,000

Proposed costs

• Strategy and legacy proposition£6,000

• Creative, artwork and printing £9,000

• Fulfilment & Postage£5,625

• Total Cost £20,625

First year results – declared responders• Target response = 50 declared

(plus undeclared, total potential = £1,875,000)

• Actual result = 237 declared(plus undeclared, total potential = £8,887,500)

Could we do better?

1) Already tried everything, we are doing okay

2) Anything else we did would cost a lot of money

3) Our members don’t leave legacies to us

4) Most of our members are men that are survived by their wives. They don’t leave us legacies