Archive for category: Major Gifts

Since September 7th, my wedding anniversary, I’ve had the privilege of delivering more than 20 presentations in nine States, Mexico and Canada. Each was tailored to enthusiastically inspire generosity, promote gratitude and reframe our mindsets for JOY! I am grateful to every AFP Board member, non-profit staff member, community sponsor, sound man, caterer, and volunteer for ‘setting the stage’ for conferences and National Philanthropy Day (NPD) celebration success! It’s been a whirlwind, but the energy I gain from connecting with fundraising professionals, Boards, and donors is truly unmatched.

So let me hear you…

“Something Goooooddddsssss Gonna Happen to me!” (remember to stand up, wiggle and shout!)

Each keynote, gala or event, offered the opportunity to lift up those who dedicate their lives to advancing causes that change our world. Together, we tackled challenges, explored new ways to reframe our thinking, and embraced strategies to CHOOSE to react positively to whatever comes our way. Fundraising isn’t just about raising money—it’s about transforming lives, and watching professionals reignite their passion for this work fills me with joy.

A key focus of my time on the road has been working with Board members to help them better understand their crucial role. Boards and staff must be partners in creating generosity. Remember – Volunteer Led – Staff Driven! In a nutshell – crystal clear direction and a sincere focus on the donor’s joy in giving (plus my Ask training ) empowers Board members to step into their role as champions of the mission. Witnessing that light bulb moment when they truly grasp how their actions contribute to a thriving culture of philanthropy is incredibly rewarding. Wohoo!!!

Of course, none of this would be possible without the remarkable generosity of donors—the givers who fuel our missions – and don’t forget our OWN giving! As I keynoted at NPD celebrations across the country—literally from Philadelphia to Texas—and attended client galas generating hundreds of thousands of dollars, from New Jersey to California, I was struck by the authentic sincerity of our donors’ desire to do good. Their conversations were filled with life-changing stories—stories they helped make happen! They were grateful for the opportunity to give. Acknowledging and celebrating their impact is essential, not just as a thank-you but as a way to deepen relationships, inspire even greater possibilities, and serve as a testimony to the next generation to carry on their work.

For me, November 15—officially National Philanthropy Day—is particularly special because it’s also my birthday! And, as tomorrow is Thanksgiving in the United States, I find myself overwhelmed with gratitude for all that is RIGHT in the world.

I’m especially thankful for YOU – the incredibly dedicated fundraisers, executive directors, and community sponsors who pour their hearts into organizing these events, trainings, and celebrations. They work like crazy for months to create these extraordinary experiences that honor donors, uplift missions, and inspire generosity.

To each of you, I offer my deepest thanksgiving for allowing me the joy of singing, sharing, and being just a small part of the light you bring to the world.

SHINE ON!

Invest in Joy™

Remember when you were little, wide-eyed in fear of the monster under your bed? With a flick of the light switch, you saw it was just your stuffed animal. Whew!
Next, you take a good look around. Daddy reassures you all is well. You decide to be brave and turn out the light. Now it’s sweet dreams!

By the time Halloween comes around, resolve to flip the light switch on any year-end tasks you’re dreading! Challenge your fear of asking. Let go of worrying about results. Stop conjuring scary stories about your donors. ( I don’t think they will give this year because…..)

Don’t be Scared!
Prepare. Share. Care. And Dare!

1. Prepare!

• Focus on retaining last year’s donors who haven’t given yet this year.
• Send a letter by mail, sized to fit your donor list and budget. Skipping this is a mistake!
• Start working on 3–4 year-end emails. Include your name and picture – it makes a difference!
• Email combined with direct mail increases giver response by 28%.
• People give more from their laptops than their phones – but make sure everything is phone-friendly!

2. Share!

• Collect your best stories of impact.
• Write as if you’re speaking to a single person: use “you” and “your,” not “I” and “we.”
• Use a 6th–8th grade reading level. Your donors aren’t stupid, but they are busy! Keep it scannable.
• Narrative trumps numbers. Throwing in even a few stats can suppress results.

3. Care!

• Personalize your letters! Use their name, and speak to them directly.
• Help them connect emotionally with your story.
• A hope-filled message outperforms a doom-and-gloom one.
• Explain how their gift contributes to the good work you’re doing.
• BE human – always include a name and contact info for questions!
• Send a thank you postcard or email with no ask – just gratitude.

4. Dare!

• List and write out your best three-sentence ask for your top donors. Focus on capacity, interest, and readiness (make your best guess, and trust your instincts!).
• Start now! Call, email, or write notes. “Hi, Karen! You’ve always had a heart for [our mission]. Each year, your support makes a difference. Let’s plan a visit soon to talk about your giving plans. So grateful for you!”
• Make your own gift and share why it’s meaningful to you!
• Have fun! What gift would bring your donors joy?

Remember, people want to do good. The year-end incentive? They can give while also benefiting from tax savings and donor-advised fund options. Sprinkle little reminders of these in your newsletters and on social media.

And take time to just think. Maybe as you fall asleep or sit in traffic, let your mind wander to ways you can make the holidays special for yourself, your family, and your donors. Decide to move forward with energy and joy.

Don’t be scared! Flip on the light, and the way forward will be clear.

Boo to you and chocolate too!  Happy Halloween!
Invest in Joy!

Just Show Up

90 % of success in life is just showing up.

It’s showing up when you are feeling great and pumped about what you are headed to do.

……It’s also showing up when you’re beat and looking for any valid reason not to go.

It’s probably MORE important then.

Every day your life is filled with choices you make for how to spend it.  And you may well be feeling a lack of “me” time in your current hectic life.

In our honorable and noble profession of inspiring generosity, we make many decisions that make us smile – or perhaps sigh – most likely both. Ever thought, “I would love to just stare at the clouds today.”

With a few more candles on my birthday cake than most of you, I can look back – revisit some of my decisions – and also share some experiences my fundraising clients share with me.

The magic of just showing up….

1. You are available to others. Colleen attended a gathering at the end of a long day – if was fine – and several of her donors generally attended. At the event a former donor came up and said, “I owe you some money!” A few years back he had made a pledge, then shared his business took a turn. While she had reached out, time passed. “Seeing you reminds me I never did settle that pledge.” The $10,000 check arrived 2 days later.
2. You find a space opens up to help. Two couples met in, of all places, the rehab clinic. They had been fundraisers together but had not seen each other in years. The younger couple listened to the challenges and volunteered. “Let us bring over some meals for you.” To their surprise the offer was accepted. For the next few months this went on and they learned the couple was moving to an assisted living facility out-of-state to be closer to their daughter. An impromptu party – with mac and cheese and a bit of wine – with former colleagues was held and brought amazing joy – for ALL…and the chance to contribute to a project dear to them – during their lifetime.
3. You have a chance to say goodbye. Donors die, colleagues die, volunteers die. A funeral is a unique and often revealing experience of another side – the antics, the quirks, the love shared and the hole left. A chance to sign the guest book and add your own stories – share a note in your card, perhaps in conversation or maybe only just in your personal reflection. You can scoot in and out of the visitation – and that’s good! I like to sit through the service – feel with the family and remember how grateful I am for those who fill my days. Your own small gift – a chance to experience the joy of giving and the conversations about what could be possible to lift up this life.
4. You never know what will happen! Extra tickets, an outing, an opportunity for a connection, invitations to sit in boxes, etc etc. If you aren’t there this happenstance can’t happen! Just by showing up for the first reception with a long-time major giver I ended up at most of the weekend events – delightful beginning to end and a chance to connect with development colleagues that will be tremendous in the future.
5. Six Maybe two degrees of separation. You know her too? These are the conversations that lead to surprise connections.  We want the board to help us.  Hang out with a board member and see all the great folks you meet!
6. You have a chance to listen. Events, galas, dinners. People can attend and barely talk to another soul. I like to find the ones standing off a bit and thank them for coming….then engage in conversation and finally introducing them to others I have pre-selected to be there to help others engage. People love to talk about themselves – it doesn’t take a lot of prompting. Just be sure to not fire questions at them like an interrogation! You can be too much. Remember phases like, “Tell me about…” your children, your last vacation, your last time with our organization.

Remember… wherever you are, you are wearing many hats.  You ALWAYS have your professional hat on. Plus, you are always a parent, spouse, or volunteer.  Remember the difference between personal and private. IF you don’t want something repeated – that’s easy – don’t share it.

You are always YOU…and your non-profit – HONOR both.

Just SEEING you reminds people of giving to your organization – no words needed. Your short and impactful stories of the impact of giving is always welcome – and can be the answer to, “How are you doing?”

Relish that just showing up will bring great rewards for you.  Even more important – YOU become the source of joy and support for those you show up for.

Invest in JOY!

Just back from a wonderful experience with AFP Central Illinois.

SO Tremendous to be IN-PERSON for an entire day workshop, “Knowledge to EMPOWERED ACTION! Major Gifts Make the Difference!” I asked the group to share a challenge – and by a landslide the balancing act between building strong relationships with major donors and orchestrating successful events was the winner. It can often feel like walking a tightrope. Both are crucial for a thriving nonprofit, but knowing how to harmonize these two efforts is key to enjoying both more!

The Weight JOY of Event Planning

Anyone who has planned a large event knows it’s no small feat. But let’s revisit our mindset around events. Most of you know that I’m not wild about the staff-drain, countless hours of preparation, coordination, and execution and the toll making everything perfect can take on the team. And will it even raise the dollar goal?

But let’s reframe this. What is the best experience for the giver? While most major givers enjoy their special relationships with the development folks, events have a place. It can actually be fun IF you embrace these mindsets.

1. Size matters – and bigger isn’t better.

Several small gatherings can be as or more effective than the cast of hundreds. Stressing over the “turnout” is stressing over the wrong thing. What is the experience you want for your guests? What can the staff manage? How can you make each one feel special? What conversations do you want to have? Who do you want to connect?

2. Raising money may or may not be the main goal.

Authentic events that genuinely say, “We appreciate you!” may not raise money that night, but the impact on the donor’s life-long giving will be enhanced. One thing I hear TOO from major donors, “Can you ever say thank you without your hand out?” We must listen! Plus – pure thanks raises OUR JOY!

3. Tradition can be good — and weigh you down.

In these turbulent times, the SAME event can actually bring comfort. Something has remained the same. Or… sometimes, letting go of an event that no longer serves its purpose can free up resources for more impactful activities.  Where do you feel the joy?

4. Partner event engagement with major donor connections.

Sure, it takes time, but engage current and prospective donors all along the way. Ask for advice. Ask to reach out to other donors before the event so there is someone to meet up with when they come. This way you are actually fostering enhanced major giving relationships WHILE planning the event – that’s fun!

5. Shut up with the speeches and showcase your organization’s mission and vision.

Provide a fun, engaging experience that reinforces your mission – the kids, recognize honorees in a lively way, showcase volunteers sharing their own stories. Relax a bit and have fun! We did a line dance at the Boys and Girls Club Newark event! What a hoot!

6. Pre Raise the Paddle Raises

While the paddle raise can be effective, they can also create a sense of pressure. It’s important to strike a balance between encouraging generosity and respecting your guests’ comfort levels. Best way to do that is to ask most of the attendees to pledge ahead of the event – then they simply participate – already comfortably committed.

7. Honorees need to be honored

Selecting honorees for your events is a delicate process. Ideally, they are sincerely worthy of the honor AND are willing to support your mission financially and invite others to do the same. However, this expectation can sometimes put honorees in a difficult position, especially if they feel pressured to give or to rally their network. Be sure to have clear conversations about this so you and your honorees feel good about this!

8. STAY ON TIME – or finish early.

Events can be fun to host and plan!

Ultimately, the key to enjoying them is first to DECIDE that you are going to enjoy them! Always your choice. Then, be clear on the event purpose and scope – making sure you can engage donors all along the way to keep the joy of your relationships alive while you execute.

Events should enhance relationships, not replace them and not interfere with building them. The best events are planned so everyone has a good time – including the staff!

Invest in JOY!

Ever ask someone what they want – in life, in their work, in their spouse, for their kids —-and get a whole ear full of what they DON’T WANT?

Do you find that you, too, focus on, and give voice to, what you DON’T want?
“I sure hope it doesn’t rain for our event.”

“I don’t think our major donors want to meet with us.”

“The board won’t connect me to their network.”

The best way to deal with this tendency is to create specific intentions for what you DO want to happen!

Here’s how:

1. Determine what you DO want.
2. Write this result down.
3. Work backwards on what steps will take you to this result.

This is effective in both your life in general and also for your major donor relationship-building.

In our major gift work, a Relationship Action Plan – or RAP – guides us along in creating an artful and LIFE LONG giving relationship.  These relationships, when genuine, build the kind of trust that inspires both more and larger giving over time.

Too often these plans are in our head! When I began a disciplined process to write these out for my top 20 or so potential givers, one benefit was a good night’s sleep!

Let’s start with a definition — A relationship action plan (RAP) is a written plan of the specific, artful actions you, and/or your partners, will take, at least once a month, your top 25-50 givers over a year or more to facilitate their maximum long-term investments using reverse engineering.

The most comprehensive plans are for your very top givers – not everyone!

Here are the 10 steps needed to create this plan and a bit about each one….

1. Givers highest in capacity & interest are selected

These can be selected as a result of elaborate research.  OR, a simple “best guess ranking” of capacity, interest and readiness will often do the trick. So don’t feel you need expensive data before you can create these. Even the smallest organization with part-time staff can use this to increase major giving.

2. Everything known is captured

Really dig in and learn all you can about these top folks.  Stop and consider what you already know about their interests, how much they really know about your organization, what legacy you think they would want to leave and what steps/actions/people/experiences/ information would help deepen the relationship to one of pride in what they can do by giving to you.

3. Partners are identified

These come from the obvious – board and other staff – but also consider other donors they know, community groups they are part of and who they connect with as part of their kids’ sports or interests.  These partners help all around the Cycle of Successful Relationships.

4. Long-term giving goals/project(s) are identified

This is really the MOST IMPORTANT STEP – what do you want them to give?  What is the highest gift you estimate this prospect is capable of making if your best guess is correct?  Dream big here!  This is the gift you will work TOWARDS! This is what you focus on!

5. Step goals/projects are identified

Funding smaller projects provides immediate joy right now and gives you a reason to say THANK YOU and stay in touch! How you treat them – getting the thank you letter out, letting them know how a smaller gift was used – builds trust. And you can sprinkle your conversations with them with ideas and stories that test future, and larger, giving interests.

6. Partners are recruited and engaged

Involving partners not only helps create a thoughtful relationship with your top donor but it deepens the relationship with the partner at the same time. It’s the prefect way for us to demonstrate to another donor that you are, indeed, focused on helping a donor make a gift that brings them joy, while also helping you. And it lets a partner tell you how they are most comfortable being involved in the process.

7. Action steps for monthly touches are planned for you and partners

You each will have your own systems – formal or informal – for calendaring this all out in a way. You must track your work to be sure you stay in touch and do what you set out to do!

8. You EXECUTE the plan

Plans without execution go nowhere. Enuf said. Embrace accountability!

9. Has the giving goal been achieved?

Throughout the year, where are you in being ready to speak an artful ask? Has your work given you clarity on the project and amount to ask for?

10. Adjust the plan moving forward

Often times your ask will open up new questions answer as you continue the conversation.  Yet OFTEN, these plans executed will lead to YES and become part of next year’s plan!

Using RAPS will help you focus and bring clarity to your goal for a giver. This planning treats your giver with respect and all the staff and partners involved also have clear direction. YOU are happier because you know what you’re doing with donors. You work in gratitude visits assuring that this key role is not overlooked.

Finally, RAPS help you raise more and larger gifts!  And that’s good for everyone!

RAP Away!