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What to look for when you hire a gift planning officer
by Murray Landa
If your organization wants to hire an in-house gift planning officer, you need to ask yourself several key questions:

What personal qualities are required?
What skills are required?
Is there a good fit with our donors and our organization?
While technical knowledge is important in gift planning, it can be acquired. If the right personal qualities are lacking, even the highest level of technical skill is useless. So what personal qualities should you look for? Here are some to keep in mind:

Integrity. This speaks for itself.

Empathy and listening skills. An understanding and compassionate person will "connect" with your donors far more effectively than someone who is "cold."

Believes in and knows your cause. Donors expect no less. How effective will your gift planning officer be if he/she doesn't believe in or understand what you do?

Communication skills. Written and verbal communication skills are important because plainly-expressed information exchange between donor and charity underlies all successful gift planning.

Tactful and discreet. Respects others. Successful gift planners work hard to earn the donor's trust. Respect for the donor, respect for privacy, and respect for the uniqueness of each individual are key components of trust-building.

Patient tenacity. Two qualities rolled into one. This work requires both patience and an appropriate level of persistence. Good gift planners are persuasive but also understand that aggressive pressure tactics aren't appropriate and don't work.

Flexibility. Gift planners must "roll with the punches". Adaptability and creativity are a big part of successful gift planning.

Detail-oriented and organized. Crossed "t"s and dotted "i"s are essential.

Service-oriented. Reliable. These characteristics are crucial to trust-building. Promises must be kept. Phone calls must be returned promptly. Donors appreciate it when meetings start on time.

Self-reliant, mature, professional, confident. It's best to hire someone who, through appearance, demeanour and action, makes a positive impression on donors and allied professionals such as lawyers, accountants and trust officers.

"Have knowledge, will travel." Knows or is willing to learn the types of planned gifts, basic knowledge of the tax system, estate administration procedures and marketing.
There are excellent gift planning courses, books and newsletters available in Canada. These topics are included. They are also regularly discussed at meetings of the Canadian Association of Gift Planners (CAGP).

Street-smart and a good time manager. Knows how to get and distribute accurate information using the shortest route.

Decisive, but also works well with board members and staff in consensus-driven environments.

Committed to excellence. Steer clear of candidates who aren't committed to excellence in gift planning. The stakes are too high to hire someone who is looking for a comfortable "retirement job" or who views this work as a transition station on the way to another destination.
While a legal or accounting background is helpful regarding technical matters, neither background is mandatory for gift planning success. There are a number of excellent gift planners in Canada with other backgrounds. A university degree is an advantage.
There's no such thing as the "perfect candidate". However, if you factor the above benchmarks into your hiring decision, you'll have a better roadmap. You'll be able to identify and address specific strengths and weaknesses more effectively.
A word to the wise: be prepared to pay for quality. Your cause is worth it. If you've hired the right person, your organization will reap the rewards.
Murray Landa B.A., LL.B., is a charitable gift planner in Richmond, B.C. He helps charities start and expand proactive gift-planning programs. Murray can be reached at (604) 272-0422 or via e-mail at Landa@direct.ca.