The daily life of a fund raiser who seeks planned gifts can be unpredictable, filled with duties that reap uncertain and long-delayed rewards from bequests and other gifts such as charitable trusts that provide tax benefits and income for donors.

That’s why it’s important for such fund raisers to have both a clearly defined set of expectations and a solid understanding of factors such as fluctuations in the economy that can affect results, writes Tom Cullinan, a fund-raising consultant, in an article that recently caught the interest of members of an online discussion group of the Association of Fundraising Professionals.

The article, “Evaluating Gift Planner Performance: A Guide for Charity Managers,” notes that some charities expect such fund raisers to bring in commitments four times their salary within the first three years.

Others looks at how much it costs to raise a dollar, while still others examine the number of proposals a fund raiser delivers or amount of time spent in direct contact with donors.