How Garvan took the guesswork out of Gifts in Wills

From unpredictable income to confident forecasting

Context: Why changed was needed

When the Garvan Institute of Medical Research first partnered with More Strategic, their Gifts in Wills program was already one of the organisation’s strengths - but it came with one big challenge: unpredictability.

Transformational million-dollar gifts created exciting spikes of generosity, but they also made forecasting difficult. Meanwhile, acquisition costs were rising and a loyal, older supporter base posed a long-term sustainability risk. 

The goal was clear: take the guesswork out of Gifts in Wills and build the confidence, strategy, and evidence to play the long game. 

A Smarter Way to Forecast the Future

Our partnership followed a simple but powerful three-stage framework, blending hands-on consulting with the digital insights now available through the RAISE More Hub: 

• Understanding the past:  uncovering what drives volatility and finding the real trend behind the numbers. 

• Connecting daily actions to long-term results: linking effort, cost, and outcomes across campaigns. 

• Forecasting the future:  using data to tell a compelling story about growth and sustainability. 

At every stage, the focus was the same: help Garvan see clearly where they’ve been, where they’re going, and where they’ll get to. 

Turning Data into Direction

Across the sector, over a four-year period there’s a one-in-three chance your realised income will swing ±50% in any given year. That volatility can make it tough for teams to plan or communicate with Boards. 

Together, we helped Garvan understand the patterns behind the peaks and troughs, so they could move beyond explaining last year’s results and focus on growth, confidently shaping the next few years. 

Through data-led workshops and practical KPIs, the team could finally see how their daily activities influenced future outcomes, and where to focus for the best long-term return. 

Confidence at Every Level

The impact of this new approach reached far beyond the forecast itself. 

For leadership, clear dashboards and evidence-based models helped the Board see what was expected, and where new investment could make the biggest difference. For teams, it brought focus and motivation, turning big income goals into something measurable and achievable. 

Across the organisation, everyone could now see the same story: volatility isn’t a problem to fix, it’s a pattern to plan for. 

A Look Ahead

By bringing data, strategy, and people together, Garvan transformed the way it plans and communicates its Gifts in Wills growth. 
The result? Stronger forecasting, smarter decisions, and a team confident in both the long game and the next step. 

The GIW Suite brings that same capability to every charity - combining forecasting, activity tracking, and long-term modelling in one intuitive platform. Book a discovery call to find out more