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How do you think about things?

Bloom Webinar 

I was doing a webinar for Bloomerang in a Sheraton conference room in Des Moines, Iowa en route from Madison, Wisconsin to a client dinner event in Denver and my speaking gig in Colorado Springs. What could possibly go wrong? I’ve done scores of these. Set to connect for No-Nonsense Must-Haves for Major Giving Success,  I was yakking greetings to Kate Kramer, Partner Marketing Manager at Bloomerang, when she said, “Marcy, we can’t hear you.”  “WHAT?” I yelled into the empty conference room!

I was thinking, “I am not good at this tech stuff.”  I quickly changed this to, “I’ve had hiccups like this before. I can figure it out.”  This immediately stopped my fingers from shaking and my heart from racing and I started working through ideas Kate shared. With 4 minutes to spare, I was loud and clear and the webinar began right on time!

ICYMI – Here’s the link to the recording: https://bloomerang.co/webinar/no-nonsense-must-haves-for-major-giving-success-now-06-01/

Note: The problem didn’t change.  My thinking did.

Change your thinking...

My tag line is, The Artful Asker – The Mindset and Methods for Major Giving Success.  Why? Because in my experience as a front line major gift fundraiser, leading a fundraising team and now over 15 years coaching others, one thing is clear – your success is in your head!

Your success is in your head. Whatever you are thinking, it will be.

A few short slides into my webinar I shared the powerful tool of reframing our thinking. Because I practice this, I can pretty much do it on the spot. There are still some issues where I need to really think through WHY I am thinking WHAT I’m thinking and why it’s not going to serve me and what I’m going to do about it!

Here’s a slide of example reframes:

What are you THINKING?

The first line is the worrisome thought and the second line is the empowering reframe!

Flip your worry on its head - reframe those negative thoughts!

To PROVE to you this is pretty easy to do, here are just 9 of the many reframes the webinar participants contributed in the chat. They were asked to complete the sentence, “It’s going to be hard to….” And then reframe it.

From Emily:

It’s going to be hard to raise the funds we need this year.

Now is the perfect time to raise the money we need.

From Michelle:

It’s going to be hard to find new donors.

I can’t wait to meet new donors!  (Marcy’s note – this is really powerful because it sets the intention that new donors will come into her world for her to meet! Excellent!)

From Nathaniel:

It’s gonna be hard to ask them to open their wallet again…

Why not get on board with our new program?  (Marcy’s note – let’s also lose talking about donors as “wallets we are going to open” Old school and doesn’t serve us anymore so great reframe on two counts, Nathaniel!)

From Megan:

It’s gonna be hard to raise money in 2024 because it’s an election year.People are going to be exhausted by all the politics and looking for joy and impact – I can help them connect to that!  (Megan – I love, love, love, this!)

From Kristen:

It’s gonna be hard to get my board to fundraise and give?

I can remind them that their values align with our mission and that people take their cue from leaders like them! (Marcy’s note – Kristen, couldn’t find your reframe in the chat, but this is an important one – so I slipped one in!)

From Darren:

It’s going to be hard to meet successful people I don’t know.

I have had great interactions at networking events and can replicate those experiences in the future!  (Marcy’s note – YOU GO DARREN!!)

From Alexandra:

It’s going to be hard to get donors back after a change of management.

Our donors believe in our mission – we can rekindle their passion as we create relationships with our new leader.  (Marcy’s note – I added a reframe)

From Michaela:

It’s going to be hard to grow our major giving program this year.

There’s so much opportunity to bring new donors to our organization and mission. (Marcy’s note – YES! Abundance Mindset!)

From Brianna:

It’s gonna be hard to raise money for our annual fund next year. 

Sharing a compelling and inspiring personal story will get donors excited about giving! (Marcy’s note – YES! Abundance Mindset!)

HERE’s THE DEAL…..

When you change the way you look at things, ..

So now it’s your turn.  What’s banging around in your head that is just plain negative? What are you worrying about the most?  FLIP THAT WORRY ON ITS HEAD!!!

“It’s going to be hard to raise major gifts in this financial environment.” 

WHAT?  NOT FOR YOU!  Shine on!

Invest in JOY®

Couch to the Living Room Part 4 –Respectfully Keeping the Conversation Going

SUMMER! YES!

Outdoor show with the Highlights.

Here in Wisconsin, we REALLY appreciate summer! For me it means Outdoor Shows with the Highlights! Summer looks SO LONG now – yet I know WHAM – it will be September, and major year-end giving time will be here.

For Artful Donor Journeys -You must, must STAY IN TOUCH!
Sunflowers and clouds!

Yet the days can slip by. Weeks too.  I’ll argue that summer should feel different – you NEED to feel a change. It may be as simple as lying on the ground and watching the clouds float by. Ahhhh.

And hear me – your major givers feel the same way. Summer is vacations, family, reunions, weddings, music – and it goes so fast! 

What is best blend of connections that you can manage, that also keeps you top of mind with your donors and allows you the time needed to explore the best giving options for them? You may finally get that first visit or gift – be sure you don’t find yourself in December and feeling awkward about having a giving conversation after too long a lapse. This is the art and science of Staying in Touch!

The GOAL? Create enough touches that giving conversations naturally fit in without feeling “too soon.” AND, you have enough chances to HEAR from them where they are in life and how this informs their giving to you. Everyone is different but there can be some options that will feel right for many of your givers.

Every visit, phone call or note ...

Some calls can be totally conversational. In fact, thank you without your hand out can be the most powerful conversation of all. And it’s harder to do than you think! Donor retention is enhanced with touches that don’t feel processed.  It can feel like a tricky balance unless you remember that you LIKE these people AND you are excited to help them enjoy their giving.

Each Artful Touch should contain:

1. Thank you. Thank you for your support and belief in us. Enough said.

2. What their gift DOES and really does. “Don’t ever forget how your gift does X.”

3. Authentic Check-In. A sincere, “How ARE you?” is next – complete with deep listening to the answer and your comments that show you care. “Didn’t you have one graduating from high school this spring?”  

4. What’s ahead for them? “What are the big plans for this summer or will you simply enjoy your beautiful home?” This gives you their next chapter…..and your next conversation content.

5. Connect their life to your mission.  “So it sounds like you’ll be away for our summer show.” “Looks like you will be around to see the gardens in full bloom. Great – I can meet up with you when you come.” “The opening of our new emergency room will be in July. Did you know it was ready to open?” “Summer is camp! Let’s figure out when you can visit.”

6. Here’s what I’m doing now. What projects, programs, experiences are you into now with the help of philanthropy? What it the next key marker in that work? A key gift that has been received and how it is helping along with your gratitude. This is 5 sentences – not ½ hour.

What touches can be ‘evergreen’?  Happen again and again…

1. Annual event that brings you together.

2. Create one or two reasons to connect at the same time every year and plan these connections. Birthday, Anniversary, Key annual date connected to something they support, seasonal change that they enjoy hearing about.

3. Talk about when/how/who they make giving decisions and plan around this.

4. YOUR annual trip to an area.

5. Specific updates to a small segment of givers that are personalized.

6. Use variety but also respect their preferred communication method.

7. Block some time to reflect on things to share in your organization’s year.

8. Mix individual touches with the less personal touches that happen to ALL donors – the newsletter, the holiday card.

9. Leave a little something behind. Perhaps this is an individually wrapped single cookie, a sticker, a refrigerator magnet, something that is not a lot of money – but just a little something.

10. Finally – LISTEN TO YOUR HUNCHES! If someone crosses your mind and you get the feeling you should reach out—DO IT!

In both our personal lives and in our donor relationships, we all experience not getting to see people we care about enough. Acknowledge this. Then, begin an annual tradition. Find at least that one time each year when you will be sure to connect – calendar it! Discover the difference in your shared joy with your givers and your family!

Invest in JOY®

Couch to the Living Room Part 3 –Authentically Connecting With Major Givers

Boys & Girls 2023

WowZaa! Nothing makes me SMILE BIGGER than feeling the energy of 300 to 3000 people intent on making the world a better place!  (Makes me SING, too, of course!)  Bravo and Cheers to my incredible colleagues at NAVIGATE in Huntsville and FORWARD, the Boys and Girls Club National Conference in Orlando. It’s good to be together again!

Navigate 2023!

YOU, too, have that magic – to serve and inspire and connectfor good! Thank you!

Your job -Serve, inspire and connect for Good!

In this Part 3 of Creating an Inspiring Donor Journey, let’s focus on how you connect your givers with your giving priorities for best success.

Before I launch in, I’m sure you’ve heard all about the Fundraising Effectiveness Report findings. People around the country are wringing their hands about the declining donor giving. 

It SHOULD cause you to pause and reflect. And you SHOULD be wringing your hands!  NOT because this means there’s nothing you can do about it. If you’re thinking, “Everyone’s in the same boat. These are hard times.”  STOP!

Gather up that thought from your brain in your fingers, flick it off and say, “Thank you for sharing!”  That’s not data you want to keep in your head and mindset!  BE GONE!

You become what you think about!

Creating an Inspiring Donor Journey Part 3 – Authentically Connecting With MAJOR Givers

1. Your Givers want to be treated with respect.

Your givers are not any less passionate or excited about giving. But they ARE TIRED of being treated like they “should give.”  Some of us have money junk mindsets that make us resent wealth.  A conference speaker talked about “strength based messaging” for those they SERVE but then said it would “help get donors to open their wallets.”  This is SO hurtful! Your donors are people who care about you and your mission.

2. Your Givers want to MEET needs.

Kay Sprinkel Grace said it best YEARS AGO and it hasn’t changed! “In good times and bad, we know that people give because you meet needs, not because you have needs.” How well are you describing what the money does?  And for MAJOR GIFTS this is not about providing 5 meals, etc.  It’s about how their gift will move the needle and inspire hope. 

3. Your Givers want to feel hopeful with their giving.

And speaking of hope… CHECK OUT the Boys and Girls Clubs of America website for their new commitment to Strength-Based Messaging. WOW!  Dramatic and negative messaging has never been better and I have encouraged people to not write with victim and pity language – even though some believe it raises more money.  Strength-Based Messaging elevates the power people have within themselves to change their world!  (Does this sound familiar? Marcy’s “I Create My Life!”)  Here’s a quick example:

Negative  – When kids don’t feel safe, they can’t learn or grow.

Strength-Based Edit – Clubs provide safe places where young people can learn and grow.  (Kids are NOT VICTIMS, rather they are empowered!)

BIG Vision

4. Your BIG donors (really all donors) STILL want BIG VISIONS.

You and your leadership MUST articulate a long-term vision for growth and success for your organization. And this vision must address diversity, equity and inclusion. Major donors want to be confident the head person can implement the vision.

BIG donors STILL want BIG VISIONS!

5. Donors want clear and vibrant options for giving.

Many donors (most, in fact) want to select how their gifts will be used. This begins with distinguishing between being used immediately versus endowed, and continues with choices around facilities, investing in people and program support. Creating vibrant options for giving is key to successful major gift results. 

Join me on May 31st!

6. Donors want to make a gift that is meaningful to THEM and brings THEM JOY!

Donors deserve to enjoy their giving. When we help them find ways to invest in us that serves our giving priorities while also matching their interests it’s magic! And we form life-long giving relationships! 

Your givers are not any less passionate or excited about giving. Celebrate!

So don’t start using the Fundraising Effectiveness Report as an excuse. Instead hear this as a wake-up call to change how you think about, talk about, and engage your givers. How you talk TO THEIR FACE and BEHIND THEIR BACK must be the same. And yes, you are working BOTH to raise money AND find the gift that is most meaningful for them – it’s not an either/or. 

How do I know this? When I take a look at how my coaching clients – fundraisers with genuine heart for their mission AND their donors – I see only SIGNIFICANTLY MORE GIVING!  I see a different mindset and respect for this amazing donor partnership they are creating where givers feel deeply connected to mission – and, own this, YOU!

Thank you for inspiring generosity!

Invest in JOY®

From the Mailbox to the Living Room Part 2 – Securing the first In-Person Appointment.


Over 3600 joined me for AFP ICON. Wowza! New Orleans never disappoints – it’s vibrant, colorful and full of music! For me, the ‘highlight’ was being together.

Marcy & Jonah Larson-Youth Winner

Two people will forever bring me a smile of hope – Misty Copeland, our opening keynote, for the kind and positive way she embraces EVERYONE. (Her last comment is posted on my Facebook and Linked in pages – take a listen here – 40 seconds) and Jonah Larson, from right here in Wisconsin, who received the Outstanding Youth in Philanthropy. His crochet work has funded a school in Ethiopia in the rural village where he was born. “Crochet,” he shares, “brings the world together one stitch at a time.”  Only two Wisconsinites would be in the outdoor pool when, by New Orleans standards, it was freezing! 

Crochet brings the world together one stitch at a time.

My thanks to Tim Logan, Nancy Gerard and ALL OF YOU who joined our session!

Here’s Part II – How we talk about our work is very different.  

Deepening our relationships with Direct Response Part II – How we talk about our work to create an inspiring donor journey.

1.    How we talk about what we are doing is different.

–       Direct Response: Using data analysis and enhanced data to identify and segment for major giving results.

–       Major Giving: Creating a culture of generosity.

As you consider the pathway you are creating for your major givers, how you talk about your work and your donors can be very different and how the words make you feel can be profoundly different. The data types can feel harsh and sterile to us relational people when really, we just talk about it differently. But how you talk about this is key to your joy!

2.    Love empowers a direct response piece, as well as an in-person relationship but it’s approached differently.

–       Direct Response: “They need to show me that they know me.” This line, from Kay Sprinkle Grace, drives “sprinkling” (pun intended) a direct response piece with words that relate specifically to that target donor or donor group.

–       Major Giving: Major giving professionals are asking, “How can I add value to this person’s life?” They are not just in the relationship to GET, but also to give the joy of giving.

3.    Creating a partnership with your authentic FOCUS on the giver is shared but implemented differently.

–       Direct Response: What mix of touches do you want to use to best be front of mind, build connection and loyalty?

–       Major Giving: How do you want your givers to feel when they hear from you, or are with you?

I bring back my oft-used quote of Mayo Angelou, “People will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Some of our pieces can feel manipulative to get the money. What are the long-term implications of an offensive piece and how do we measure this?

4.    The goal is, of course, to raise money – or is it to inspire generosity?

–       Direct Response: Just get me the response rate.

–       Major Giving: “Making this gift was the best thing I ever did. What’s next?”

5.    Best methods to discover new potential givers have the same goal.

–       Direct Response: Prospect identification. Qualification visit.

–       Major Giving: “Do they share our values and interests?”

Best Fit

While both are about finding the best fit, I think the conversation will be different and feel different depending on where you are coming from.

6.    Analyzing Giving Behavior—File Analyses to Prioritize your list.

 –  Direct Response: Measures of Ability – Wealth, Assets and Measures of Affinity – Loyalty, Passion. If it’s about building a relationship, how do we measure the strength of that relationship?

–       Major Giving: How do they feel about us, giving to us, attending our events, etc and what barriers prevent them from being more engaged? It’s more from a place of curiosity than data.

What you say about your work is what you think about your work.

When our data colleagues are discussing the procedures and tactics to collect the desired information YOU SEE PEOPLE – faces and names. They see numbers. With the help of data, you can bring the right people into your caring relationships and create the giving joy that brings larger and more giving over a lifetime. By managing your thinking around data, you can maintain your genuineness – so needed for the very relationships you are trying to create. How you talk about your donors and your work reflects who you are.

Certainly, every organization has an ideal mix of both that serves their “family.” Whatever your role – make sure it’s who you want to be.  That way YOU WILL BE MOST HAPPY in this work.  

I thank you… and appreciate you.

Invest in JOY®

From the Mailbox to the Living Room Part 1 – How we talk about creating an Inspiring Donor Journey

Today I’m headed to Austin to present AFP Austin’s Major Gift Intensive! Excited to share major giving magic – even more excited to be WARM! There’s still SNOW in my backyard!

Flowers in snow!

Along with the snow and the deep layer of accumulated leaves and branches are these determined flowers! No stopping them! There’s a lesson there for you. YOU, too, can push through barriers to SHINE!

One of our biggest barriers is that “line” between all the transactional stuff we do with our donors and really wanting to foster a personal relationship.  Sometimes that “line” feels like a 50-foot high cement wall, doesn’t it? But if the goal is to begin a conversation about a MAJOR gift and life-long giving….we NEED TO HAVE that first IN-PERSON visit.

Here’s how my colleague Tim Logan, a direct response expert, pictures it.  If you are coming to AFP ICON April 16-18 jump into the session I’ll be doing with Tim and Nancy Gerard, Director of Development and Alumni Relations, Georgia Cumberland Academy. It’s Monday, April 17, 8-9:15 am.  The title – Getting from the Mailbox to the Living Room! Creating an Inspired Donor Journey. For those of you not able to attend, my next series of blog posts will be dedicated to this topic AND go more in depth! Wohoo!

The Development Gap

So back to that call to begin an IN-PERSON relationship…

Maybe you call and use all those phrases you have been told – ask for advice, you just want to thank them, you want to give them an update or share a new program….

Maybe you get anxious over how many times you should call them before you are a pest. Should you leave a message? Maybe some people just don’t want to meet, right?

Did you ever consider that getting together in person might be just as scary for them as it is for you?  They may be wondering what you are going to ask them – will they be put on the spot? Will you ask for money? What do you reallywant?

While this is only one step in creating an inspiring donor journey – it’s an important one in bridging the gap between transactional interactions and those that build a more genuine in-person relationship. Let’s figure out how to start building a bridge.

Deepening Transactions to a Real Relationship – Part I – Securing the first in-person visit.

1.    Transactions give you a starting point.

Whatever your giver may have done to date – made an annual gift, attended an event, volunteered, responded on social media…. they have ‘raised their hand’ and said they are interested in your mission. 

2.    Research helps you narrow the list.

We are constantly looking for what we share – “Oh, you like ABBA too?”  Consider your current major donors. What values and interests do they have?  Family? Faith? Children? Art? Music?  If you have a large list of smaller donors consider using a wealth research product to narrow down the list you want to engage personally.

3.    Determine the purpose of your call – and stick to it!

If you call to say, thank you – say thank you. Period.  If you call to say you appreciate them liking your facebook post. Say that. Period.  If you just sent out an appeal in an email and you want to know if they saw it and are considering a gift. Say that. If you want an appointment. Say that. 

“Hi! This is Marcy from Southside Day School. I’d really like to get to know you better. Would a morning cup of coffee or an afternoon conversation work for us to meet? It will be so nice to hear your thoughts on the school.”

4.    Get your mind set for success.

“We become what we think about.” (Earl Nightingale) Before you make any of these calls, consider that you are fun and enjoy being with people – hearing about their lives, sharing things you have in common and bringing them to better understand your non-profit.  You aren’t qualifying them, interrogating them, asking them, or judging them.  Would you want to meet with someone like that?

5.    Real relationships take time. 

“Hi! My name is Marcy. Will you marry me?” Oh right, I’m already married. While I do believe in love at first sight – I fell for Ken the second I saw him – it takes time to grow the relationship. You may feel more efficient if you gather a lot of key information over the phone or on the first visit –people often love to share.  You’ll be more effective LISTENING even if you don’t get through your list of data points you wanted from this visit.  If you are “processing” your visit list – and really don’t care about authentically getting to know them, it’s SO apparent on you call. I wouldn’t meet with you either.

6.    Let people know you are going to call or call back.

Use different vehicles to let someone know you are working to connect. Send a text that you are going to call in an hour or so.  Write a note saying you want to get together and will call to find a time. If you call LEAVE A MESSAGE.  Research shows that messages (well done messages) are 90% as effective as actually talking. Be conversational (even if you have scripted it and practiced it), genuine, caring and brief. Don’t ask them to call back. Let them know when you will call again OR ask them to look for an email from you. Or send an email letting them know you are calling.

7.    Always have a next step in mind.

If they don’t want to meet in person ask if they would be more comfortable joining a group of people meeting on Tuesday morning. Or see if coming to your offices is something they would rather do. Or what would be their advice for making this visit happen?  

8.    Call them again a few days later with a reflection of your earlier call.

“Marcy here – I was thinking about you today – I believe you like our XYZ program.  Today we had the best thing happen and I wanted to share it with you.”  This can be done on the phone, email, text…

9.    This whole getting together piece is easier with someone they know, like and trust in the middle. 

Best, if the friend has time, invite them to join in.  I remember once at a board training session talking about Board members making introductions. One looked so annoyed so I said, “This doesn’t seem to be resonating.” She replied, “I’m not going to set up my friends to be hit up for money.”  By all means, invite the board member along and please don’t “hit them up!” What a great opportunity to educate on the art of fundraising!

10.    Decide you really like this piece of our work!

If you really do love your mission, and you feel your mission is worthy of the investments of others – just stay the course. How long until you give up?  In the sales world they say 20 calls in 2 weeks – Can you believe this? I say it depends on how much you already know – if you feel there is potential for a major gift at some point, I’d stay in touch. I used to dress up, put on perfume, and head into a conference room for 2 hours twice a month – smile like crazy – believe these were all people who really wanted to get to know me and us better and I’d just start calling. “Marcy here, just checking in to see how you are doing.”  What about the notion that some people really just don’t want to meet in person. I guess so. If your focus is whatever is best for them, you will always be right.

Admit 1

Next time – Face to Face for the first time – Do’s and don’ts.

Until then – you have a calling and I’m so grateful you picked fundraising and development work to share your gifts as staff, donors and/or volunteers. More and more being real – genuine – clear – direct – simple. The world may seem complicated right now. Your life doesn’t have to be.  SHINE ON!

Invest in JOY®

Warning signs that it’s NOT Capital Campaign time!

Wowza. Who ISN’T talking about launching a capital campaign?

To be sure….celebrating a successful capital campaign and the TRANSFORMATIONAL impact it has on magnifying your mission is just the BEST PARTY IN TOWN! Everyone is happy and excited – filled with hope for what tomorrow will bring.

What's Next?

And most donors are already asking, “What’s next?” because both the tangible results and the pure joy of giving to these worthy goals is the best inspiration for donors being ALL-IN to tackle the next project!

Campaign success begets...
United Way 2023 Campaign Celebration

I’ve been blessed to be at many of these celebrations. But not all campaigns end this way. Too often I’m asked to jump in after failed campaigns. Or we get into the Campaign Readiness work only to find some big obstacles. In my over 15 years consulting on increasing major giving – and then often into capital campaigns, there are times when the Check Engine light comes on.  

You can download scores of Campaign Readiness Checklists and sure, I have one too. (Just hit reply and I’ll send it your way.) But some of these issues are more subtle and truly campaign crushers.

Three BIG Barriers to Campaign Success

1. Fear of raising THAT much money.

When leaders – Deans, ED’s, CEO’s, Principals, Presidents – call them whatever you wish – cannot get past their own limiting beliefs about money and wealth – they will never really believe that their organization can raise THAT MUCH MONEY – and it never will. While many leaders may begin in this space – participating in a few key conversations and getting some experience personally involved in a relationship with a major donor’s joy in giving can often open a whole new understanding.  But some mindsets cannot be turned.  Even after a board chair gift of $100,000, one leader still fired her development director and started a golf outing instead – a sure way to insure giving would stay within HER comfort level. Sad.

2. Just what are we raising the money for yet?  

You would think this is the one piece that is really in place.  I use the phrase, “Vibrant Options for Giving” and these need to be in place every day and crystal clear for your campaign. Yet I continually find that fundraising priorities are clear as mud.

BIG donors STILL want BIG VISIONS!

Big donors STILL want BIG VISIONS. Clarity in how your fundraising priorities lead to both current and future growth and impact is VITAL to securing lead campaign gifts. This may well take an investment into a Facilities Strategic Planning consultant and/or a facilitated conversation to get ideas and buy in to set these priorities. GET YOUR DUCKS IN A ROW AND QUACKING TOGETHER!

I’m doing a webinar for AFP Global, https://afpglobal.org/events

Vibrant Options for Giving! Get Clear!, May 31, 2023,from 1:00-2:00 pm ET.

3. It takes money to make money – but not THAT much!

A rule of thumb is that your campaign budget should be based on about 10% of your campaign goal. For smaller campaigns it may need to stretch a bit higher than 10%. This budget is ADDED TO your campaign goal to be raised. And, you can see that if you don’t have your act together on the campaign funding priorities and what they cost – coming up with even a beginning goal can be tough.

Getting started can be expensive – you may be thinking of campaign counsel! Actually the bigger costs involve getting the internal staffing and systems in place. Do you have one development professional wearing six hats? Is your data base version no longer even supported? Campaigns are not “business as usual” because they involve volunteers and MUST BE a major percentage of your development professional’s focus. Staffing for “events” large and small campaign conversations is needed. Someone to track all of this – and this isn’t your major gifts officer! So staffing and systems is a big investment at the start of a campaign. BUT it is the KEY PIECE to having LASTING TRANSFORMATION.  You want your development office to be different at the other end – ready to steward all those new major donors and take action on the “What’s next?” spirit that’s been created.

Now there are “do-it-for-you” campaign consultants. And generally they have the team to do most of it for you. Sadly, while they may raise the goal, too many organizations implode following the campaign because the development shop and vision has not grown! They have just been the puppets of the campaign machine. And – donors tend to drop off because the work was transactional. Campaign over – transaction over – giving over.

GCA Campaign Celebration

Celebrating successful campaigns have been some of my most cherished memories. Visiting my clients post-campaign and seeing the lasting changes of a well-executed, relational, donor-focused effort is beyond rewarding. Remember that long-term successful campaigns raise more than money. Yes, they create new buildings and programs AND they build new and deeper partnerships, friendships, relationships, legacies and memories — that LAST!

Invest in JOY®

Embrace Mahalo

 Mahalo!

This word brings comfort and a big smile to me! Mahalo to Troy Wada, CEO of Inpac Wealth Solutions, and the Presenting Sponsor of my day-long MORE Major Gifts – Ask for Anything Artfully Workshop in Honolulu. 
  
Hawaii Troy, Marcy
Listening to the stories, struggles and successes of over 250 non-profit partners revealed a deep-set Mahalo for this beautiful place, its history, and its people. 
 
  
Mahalo is more than ‘thank you.’ Although the word is used in normal, daily scenarios, I could feel that Mahalo has a far deeper meaning to the people of Hawaii. Mahalo means to “live in thankfulness for the abundant blessings of life.” When you visit Hawaii you discover how this quality distinguishes not only the Hawaiians, but all Polynesians, from the rest of the world.  
 
  
During my workshop, we traveled around my Cycle of Successful Relationships. I’d like to dedicate this blog to “Being a Grateful Recipient,” all my new Hawaii friends, and the spirit of Mahalo!  
 
Hawaii Workshop participants
 
  
“Being the Grateful Recipient” means to “activate” or “call upon” the Grateful Recipient. This part of the cycle is also commonly called “Stewardship.” In the simplest sense, “stewardship” means as non-profits you are managers or “stewards” of the generosity of others. Not owners. Just like you steward your land for all generations to come, you steward the gift, managing these resources for your donors.  Thus, how effectively you use these gifts, how well you “steward” these gifts according to THEIR wishes, creates the experience for your givers to want to invest again.  This is Mahalo.

  
The experience made me remember Maya Angelou’s quote, “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”


Hawaii AFP
  
So…how do you bring more Mahalo into your life?

 Hawaii 2023 Marcy & Ken
1.     Be aware of, and focus on, the everyday ‘gifts’ you take for granted.  Plus, research shows that when you are intentionally grateful even for those less pleasant tasks in your life (cleaning the cat box comes to my mind) you are more joyful, in the moment and others feel more appreciation from you. 
  
2.     Take judgement out of the equation.  Be grateful just to ASK a giver to consider a gift – regardless of their decision. Your feelings of disappointment or judgement can be the biggest barrier to continuing a relationship that leads to giving in the future.
  
3.     Practice being grateful.  Be the person whose appreciation feels sincere because you are not on autopilot.
  
4.     Decide to be grateful for even the unpleasant things that happen to you.  See these as opportunities to grow from and that they are few compared to all that is good in your life.
  
5.     Remember your tone, actions and words impact others around you. Show up with Mahalo.
 
  
Marcy Hawaii book signingWith over 2 decades of managing development team members, and almost another two coaching them, I can spot someone who will excel in inspiring major giving – you are genuinely grateful. How you interact and express this will be different, but others get this feeling from you. It comes through your written and spoken words – a gratitude for what you get to do, have in your life and what generosity can accomplish for your mission.  
 
  
When you FEEL sincere Mahalo, you express sincere Mahalo. It begins with you.  It turns the obligatory thank you note into a meaningful communication – not that predictable language that’s nice and all that, but somehow leaves you a bit flat. It infuses sincerity into expressions of gratitude that otherwise are over-the-top. It spurs creativity that infuses energy into your relationships and leads to new giving interests in remarkable ways.
 
  
With gratitude to you for considering my messages and believing that my purpose is to expand the positive relationships you have in your life – professionally and personally.
 
Hawaii waves and sunset
 
  
Mahalo to you – may you live in thankfulness for the abundant blessings of life!
 

Invest in JOY®

They said no, now what!

 
“Been getting a lot of ‘NOs’ lately.”  That’s how our coaching call began. As we inspire generosity sometimes it seems we don’t. It can pull us down. A “No” has a different effect if it is a long-time donor or someone new you are engaging in a major gift conversation, yet all can disappoint us.
 
  
Here is what you need to remember:
  
  
1. They are saying no to what you ask them for. They are not saying you are a bad person or your cause is not worthy.
  
2. They deserve to make a gift that makes them happy, on their timeline. That’s not necessarily our campaign timeline or the giving goal we wrote down for them from our research. That doesn’t mean we are stupid or wrong, or they don’t get how important our mission is.
  
3. It is not our place or job to judge them. They are not right or wrong – it’s just their decision at this time.
  
4. We get to do this work. Leave the conversation with gratitude for the chance to ask for their support.
  
 
  
Now, with that said, what can you process from this?
  
 
  
1. How comfortable were you that you had a great match for a major gift? 
  
  
One real gift of using my 3-sentence ask is that the donor generally reacts to the part that isn’t right and the rest is ok.  For example, with this 3-sentence ask…
  
You have such a heart for supporting seniors.
  
You understand how our respite program helps keep the staff so important in their care.
  
Would you consider a gift of $35,000 to support staff respite weekends?
  
 
  
The donor says, “No, I don’t think I want to support that.” What does that tell you? $35,000 is just fine – you have the wrong project.
  
 
  
“Great! Let’s consider what would be more meaningful for you to support for seniors?” would be a good question to ask.
  
 
Connecting
2. Did you court long enough?
  
  
In a world that’s pushing you to get on with that ask already, a wedding proposal on the first date has never been effective and still isn’t. In major gift work we are looking to move from transactions to genuine relationships. In this relationship did you develop the connection to this ask?
  
 
  
3. Did you listen or talk?
  
  
When we deep listen we pick up on little clues that cue us in on what our givers want to do. When we are more interested in funding our greatest need we might not hear that this isn’t a fit for our giver.
  
 
  
4. Did it just become about getting the money?
  
  
When we can really wrap our brains around serving our donor instead of getting the money it just goes better. Donors are not ATMs.
  
 
  
And, finally, what do we do next?
  
Time to give!
1. Remember that even if we do everything right – donors are living their lives and right now a “yes’ just isn’t part of it.  At some level there are a certain number of no’s you will get – and that’s when you simply move on to the next conversation…and the next. The “yes” will come.
 
2. Give yourself an amount of time to feel bad this ask didn’t work out. Over time shorten this time.
  
3. Don’t be a fortune teller and make up what your donor is thinking. Chances are it will be negative and wrong.
  
  
Aside from being fearful about asking in the first place, a “no” triggers piles of mindset demons.  And a run of “no’s” makes us wonder if we’re cut out for this work in the first place. Show compassion for your donor – it was hard to turn you down. Be grateful that today you get to talk to someone else about supporting your work. Know that the more you have conversations, tell what the money does  – the real impact giving has, make clear asks and shower genuine appreciation, the more money you will raise.
 
Your next “YES!” is just around the corner!  I promise you! Flip the switch with, “Every day in every way I am attracting major giving to me!”
 
Yes, you are!  SHINE ON!!  
 

Invest in JOY®

Happy Valentines

quote- Thursday Thoughts

Invest in JOY®

Need a Second chance?

January has come and gone. Ground Hog day has passed – Here it signaled six more weeks of our blustery Wisconsin winters!  The chances are 50-50 each year.

What are the chances you’ll hit your 2023 fundraising goals on your own? 

17%.  

Here’s something to consider as it relates to your fundraising goals. 

•    The gift will not come without speaking an askful ask. 

•    You will never get the appointment you don’t set up. 

•    You will never get the grant you don’t apply for.


•    Your donor will never be inspired with an impact story you don’t share.


•    You donor won’t feel appreciated with the card you don’t send.


In fact,

•    You will not change your results…if you do not change your behavior. 

The moral? 

The longer you wait to take action…the less likely you are to take action. 

So instead,

Take Action

•    Decide what you CAN do to begin. It may be printing out that challenging email to take action the first thing the next morning when you have more energy. Take a step. Then another. You’ll never finish what you do not start. 

•    Listen rather than talk.  You will become wiser and clearer on the next actions to take. 

•    Count on yourself. Can you count on yourself to do the right thing?  Honor your commitments?  No one in this world (spouse, boss, government) is responsible for making your life better. It’s on you to do the right thing.

•    Your success comes from within. No one is “set up” to succeed.  Your preparation, your study, your hard work, your determination to bring your best “sets you up” to both see and grab the opportunities that come your way.  (and those opportunities may not even look like you thought they would)

•    Be competitive. The perfect competitor operates with the highest of professional standards to become their best competitive self. They do the right things, the right way and never succumb to lying, cheating or unsportsmanlike conduct.

•    Be trustworthy. Trust, loyalty and integrity are massive competitive advantages. The world is filled with people who will play you. Keep your standards high and you will attract what you want.

Now this may seem like a strange message coming from a major gift and life coach. Nope. Indeed you need others for support, for accountability, for challenges. Not to do it FOR you but to help you uncover the person you are so desperately trying to be.

….to call you on your excuses; to challenge the “poor me” in you; and to lift up even your smallest of successes to morph you into the person who competes to be the best version of yourself.

World needs you!

The world needs you now. It needs you to be a strong, courageous, independent thinking person who will use their creative ideas and unique talents to make a lasting difference. 

Pursue your highest good and you will inspire the highest good in others. You actually always have. Thank you.

Invest in JOY®

Let’s Connect

info@marcyheim.com

(608) 772-6777

Marcy Heim Consulting | The Artful Asker
2679 Fahey Glen
Madison, WI 53711

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