Events

Making big gifts is most often a function of age. The older you are, the more capable you tend to be of making a major gift. It’s perhaps one of the few areas where it’s more beneficial to be older rather than younger.

Fundraising is a team sport. It might look like an individual sport…but good fundraisers know that it takes a number of additional contributors to routinely repeat fundraising success. These collaborators can include the board member, the executive director, the program director, the database administrator, the researcher, administrative support personnel, the consultant, and others. Never underestimate the value of these additional contributors in creating a successful fundraising environment.

A high level of donor and prospective donor activity is a strong predictor of success in fundraising. Metrics are designed to help the fundraiser know if they or people they manage are sufficiently engaging prospective donors in needed cultivation and solicitation activity to generate the proper returns. If fundraising results are coming up short, one must ask if there are a sufficient number of prospects in the pipeline and further ask if there are sufficient moves being taken with those prospects.

Failure is a part of fundraising. If you’re not failing at least a little, you’re probably not asking enough. If you hate to fail occasionally, find another career. You get knocked down in fundraising a lot and need to get back to your feet and go for it again. In fundraising, when you succeed in securing a gift 3 out of 10 times, on average, you’ll likely be a hall of famer. The same is true as a professional baseball player that bats .300 at the plate over the course of a career.

Proper stewardship of a gift and proper stewardship of a relationship with a donor are necessary steps toward securing the next gift. Nothing supports the recency, frequency, and monetary value of donor giving quite like good stewardship.

Though few donors will proactively admit that recognition is a key driver in the decision-making around a gift, it’s very important to most donors. Never fail to offer recognition opportunities and explain how their gift will be recognized. Let the donor tell you they want to remain anonymous. The offer will be appreciated whether they want or need the recognition or not.

Asking a donor to establish a challenge gift or matching gift can often spark special donor engagement and interest. Inspiring others to give feels great. Asking potential donors to respond to a challenge gift or matching gift can likewise spark interest and create much-needed urgency. Doubling the impact and joining a winning effort are super tactics.

Creating momentum, credibility, inspiration and urgency around giving is the job of a good fundraiser. This is no easy task and an undervalued talent to be sure. The capacity to deliver inspiration and urgency is the magic of many of the most talented development professionals.

Good fundraisers paint a vivid picture of the future for their donors. Fundraising is uniquely about helping an organization accomplish priorities ahead. Much less important or compelling is helping an organization survive or giving to the memories of the past.

Knowing the “drivers” of your prospective donors will help you unlock greater generosity. Mission affinity, recognition, people involved, tax planning, life events, and other factors can all contribute to the gift decision. How well do you know what motivates your donor or prospective donor?

Big vision creates big lift in fundraising. Inspiring your prospective donors with an exciting and bold vision that envisions your organization reaching next levels of impact can generate excitement and support.

No boxer won a gold medal or a championship belt without stepping into the ring and fighting. No chef became Chef de Cuisine without cooking a meal. Books and webinars are great but they can’t replace the doing. No one becomes an accomplished fundraiser without doing, which includes trying and failing, learning and growing, succeeding and honing

People give to make a difference – Impact is a key ingredient to successful fundraising. A big return on investment can be very motivating to donors.

People are generous – It’s in our nature to be helpful but most wait to be asked before entering the door toward giving time, talent and treasure. Give people the key by asking them for their help.

People give to people. In fundraising, personal relationships, engagement, trust, and extending the invitation from one person to another are vitally important.