Originally published in September 2012. Updated in 2025. How Internal Silos Hurt Donor Relationships and Revenue Summary: Many organizations still operate under the outdated belief that planned giving cannibalizes annual giving. In reality, donors who commit to legacy gifts often increase their annual contributions. This post explores the importance of cross-departmental collaboration and how to unlock the full value of loyal donors by embracing a donor-centered approach. The Question We Received We were recently asked a practical and pressing question: Is there any benchmark or industry standard regarding the mechanics of handing off a loyal direct mail donor to the Planned Giving Department? Without airing too much dirty laundry, our in-house Direct Marketing Department refuses to give the Planned Giving Department access to the donor database out of fear that planned giving marketing activities with loyal donors will depress annual giving income. So basically, the Planned Giving Department is being