Planned giving isn’t a “sign the paperwork and move on” moment—it’s a decades-long business strategy that demands discipline, systems, and relationship leadership. James Goalder (Partnerships Manager, Bloomerang) reframes planned gifts as the start of a longer stewardship cycle, not the finish line.

James tackles a mindset shift many organizations need right now: once a donor includes you in a will or trust, your responsibility actually accelerates. As he puts it, “for planned giving and for planned gifts, that’s really when the job is started.” Why? Because life changes, priorities evolve, and estate documents can be revised. The winning move is not celebration alone—it’s consistent, intentional connection that protects donor trust over time.

From there, James lays out three practical pillars that turn long-range stewardship into a repeatable operational system: information management, message delivery, and relationship management. He makes the business case for documentation as the backbone of continuity in a sector where staff turnover is real. “If it’s not in the CRM, it doesn’t exist,” he says—because the next person must be able to step in and carry the relationship forward without scrambling.

The conversation also moves beyond transactions into brand, messaging, and donor experience. Planned givers want to feel like insiders—part of a shared long-term vision, not an ATM. James warns that a “crisis culture” can weaken confidence fast, especially when donors have endless choices. Strong organizations communicate purposefully, listen more than they talk, and match touchpoints to donor preferences (email, coffee, events, family involvement when appropriate).

Finally, James reminds us that planned giving isn’t reserved for the ultra-wealthy. The most inspiring legacy commitments can come from unexpected champions who love your mission and want their impact to continue well into the future.

 00:00:00 Welcome and why this “decades-long” topic matters
 00:01:10 What a Partnerships Manager sees across the sector
 00:02:45 Planned giving is the start of the work, not the end
 00:05:10 Why wills and trusts can change over time
 00:07:10 Who belongs in the stewardship circle (family, advisors, accountants)
 00:10:45 The 3 pillars: information management, message delivery, relationship management
 00:11:40 “If it’s not in the CRM, it doesn’t exist”
 00:13:10 Messaging that builds belonging, not transactions
 00:16:45 Relationship preferences and consistent touchpoints
 00:21:25 Taking over a portfolio and the magic question: “Why us?”
 00:23:05 Smart donor handoffs and being one link in the chain
 00:28:10 Planned gifts can come from everyday champions 

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