As state and federal governments and private industry begin to slow the pace of giving to institutions of higher education, the planned giving officer becomes increasingly interested in competing for the gifts given through philanthropy. A study was conducted using 3,006 questionnaires obtained from members of the Association of Planned Giving Officers of Nebraska to identify and prioritize the characteristics of planned giving officers in an effort to make them more effective. Results from a three-stage Delphi survey revealed nine personal characteristics rated highly among the participants: high personal ethical standards; honesty; respect for individual donors; sincerity; good listening skills; people orientation; self-discipline and motivation; and patience. Additionally, it was generally agreed that the planned giving professional should be an "older" individual. Professional characteristics receiving high ratings were: "intricate" knowledge of the institution's mission; knowledge of donor motivations/understanding individual reasons for giving; an ability to work beyond a typical 40-hour work week; organizational abilities; knowledge of planned giving techniques; and the ability to work with volunteers. Contains eight references. (GLR)