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100 Days of NO!

How many of your goals have you accomplished so far this year? Have your current strategies made you more successful, healthier, and happier?

September 22 is the 265th day of the year. Yep…100 days to go and we’re face to face with those New Year’s resolutions again.

If you continue doing what you’ve done these past 265 days where will you be, and what will you be doing, saying, and feeling on January 1st, 2013? (Perhaps you’ve heard this definition of insanity…doing the same thing in the same way and expecting different results? )

Will the list be the same? Read more

Passion vs. Drama: 5 Steps for MGOs to Stay in the NO DRAMA ZONE

In our major gift development work, we speak passionately about passion! The best staff, volunteers and donors are those who have PASSION for our mission. Have you ever noticed, however, that this passion can cross over to drama? And that can be a real challenge. Yes, drama! We say we hate it, but we create it! And we create it because of fear; of a bad review, not meeting metrics, another non-profit getting the gift, and on and on, and then want to create reasons why it’s not our fault. Drama manifests itself in over-reaction, emotional words, verbal attacks, gossip, criticism, tears and anger. Then we add more drama by talking about the drama to anyone who will listen!

Here are 5 steps for staying in the No Drama Zone. Read more

Problems: Bring ‘Em On!! 3 Problem Busters

“The secret to success is not to try to avoid or get rid of or shrink from your problems; the secret is to grow yourself so that you are bigger than any problem.” —T Harv Ecker

Some days it seems everything is a challenge. Major gift calls cancel, the data base fails, you get bad news, it’s hot and you struggle. Other days it seems that no matter what you are faced with you somehow effortlessly plow right through. The size of the problem is not the issue; it is the size of YOU!

Here are 3 problems that plague us in major gift development work and how to be bigger than they are.

  1. Overwhelm and Gratitude. Your inbox is forever full; there are always more prospective givers to see, family needs, and on and on.

    I like to look at overwhelm as nothing more than proof I am expanding! If I didn’t have more and more opportunities in all aspects of my life, I wouldn’t be overwhelmed! The key to busting this ‘problem’? GRATITUDE! Stop. Look at everything you have to deal with — your development work, event, deadline, kids, volunteer work — and shout out loud, “Thank you for all of this in my life! I am grateful for this work, my family, my service. I am gratified I have the talent, resources and abilities to be given these many things to do!” Now just start one. You feel better, right?

  2. Technology Mishaps and Service. “Oh, sure. TODAY the email goes down!” “Yikes, that message went to how many of the wrong list?” “WHY won’t this WORK!!!?”

    Recently I discovered that more than 800 folks who had signed up at my speaking engagements during the past 6 months for this e-newsletter were not on my list because they had not “double opted in,” which means when they are added to my list, they get an email with a link they must click to verify their subscription. The email probably went to a spam folder, or they didn’t realize they had to take another action in order to start receiving my mailings. Shoot me! It would be better than living knowing that 800 people out there had asked me to do something and I didn’t get it done and may wonder now if I can be trusted to follow through. (No drama here.)

    Technology allows us to do some amazing things and serve so many more people. Again, the problem is not BIG; it is you who are small. To bust technology mishaps remind yourself how many more prospective givers an d donors you can reach because we have social media, word processing, and the internet; how many more options we have to share our impact — the joy and power of philanthropy! We can respond in ways our donors prefer. Also remember that pen, paper, handwritten note and a stamp together is still a powerful tool. A phone call with a quick, “thank you” is always an option and finally, there are many answers to addressing the tech bugs when you ask the right person. (Those 800 will be with us by the next Artful Action newsletter!) And praise yourself for all the knowledge you have acquired about technology — at whatever pace you have acquired it. Last year I didn’t even know what an auto-responder was. It’s all good and allows you to serve your donors better.

  3. Unexpected Changes and Choosing Optimism  What? ________ (major donor name inserted here) called and is sick and can’t make our appointment? The beltline is backed-up from an accident? The flight is delayed!? The package didn’t arrive! It is always our choice. Stuff will continue to happen but it is ALWAYS our choice how we react to it. Anger, laughter, intense alternate probing (see the line at the ticket counter) Decide right now if you want to ADD to the wreckage or ADD to the OPTIMISM. Surround yourself with others who choose to be optimistic. Don’t spread the crap by telling the story of your change over and over. How many of you spill you coffee in the morning at home and have told 8 people about it by 10 a.m.? Stop that! To quote Joyce Mayer, a wonderful inspirational speaker, “Something good is going to happen to me!” Say this the second you are faced with an unpleasant change. You will like what happens!

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© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach, author and speaker for leadership, staff and volunteers who are transforming the world by encouraging philanthropy for their missions. She is a trusted authority in the development profession, helping non-profits and educational institutions dramatically increase fundraising success AND staff satisfaction through artful, long-term relationship building,. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. Join Marcy by signing up for no-cost subscription at www.marcyheim.com.

4 Keys to Communicating by Email with Your Major Donor Prospective Givers

I’ve said it often, “I’m a face-to-face kind of girl” meaning I would rather sit down with a prospective giver and have a personal conversation. However, in fostering the engagement that leads to major investment, email can be a useful part of the mix for many prospective givers of ALL ages. So, here are four simple keys to helping you use email productively with your major donors.

1. Relevance

Starting with the subject line and ending with the P.S., your emails must contain something highly relevant to your donor. This means mass approaches with major donors are not the way to go. Listen carefully to the biggest challenges, goals and dreams of your donors (from your personal visits) and send out a greeting that relates to these. Dan Kennedy, a communications master, said, “You must enter the conversation already happening in their mind!”

2. Specificity

Specific information with unique angles that relate to the donor’s area of giving, highlight progress made, demonstrate impact, or present an example of a process someone else used to present a major gift are thoughtful and helpful.

3. Authenticity

You need to be you. The donor has the relationship — with you and through you — to your organization. Share your excitement at reaching a giving level for a project and why the project will be so important to those you serve. Share a personal story (remember: Personal NOT private) occasionally. Your donors can find information anywhere — it’s your take on it and your leadership they crave. Your genuine excitement is contagious.

4. Action

No, you are not making an ask with email. You are enhancing the genuine relationship. Sure, you can certainly share a link back to your website. You may be asking them to consider a visit to your organization or attend an event. But, more important the action could be to simply THINK about your cause for a few moments, to FEEL the thanks you have for their connection with you, to CONSIDER how they might want to be more deeply engaged.

Email can be an easy way to continue the relationship — too easy. Be sure to re-read it, proof it and consider how the written words will be felt and understood by your major donors. Use these 4 keys consistently, and email can be a plus in the major donor relationship process and ultimately help grow the resources you have to accomplish your mission.

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© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions.  She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy.  If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

Advice and Authenticity – 5 Questions You Should Ask

I am a strong believer in coaching…and this is different than having mentors. Mentors are generally folks who help out other folks gratis…and that is a great thing. But sincere and deep change, I believe, happens faster and more effectively with a coach. Generally, you have invested some dollars into your coaching experience and this investment will often inspire you to dedicate time to sincere application.

As we get advice from others, however, we need to check in and make sure this resonates with who we, and our organizations, are. When I coach, I say, “People can smell/feel a fake a mile away” and generally everyone nods in agreement. So ask yourself these 5 questions for a quick check-in with your authentic self as a major donor gift professional.

1. Do I believe in the mission and vision?

Ever try convincing someone of something you don’t really believe? Pretty tough, isn’t it. If you are ask to raise money for a project that doesn’t align with who you are, take a deep look at why. Is it against your personal spiritual beliefs or culture, or do you feel it is not the most major priority for the organization? Often times a change in leadership will shift an organization. This can be healthy, but may lead to ‘mission-drift.’ You may get advice to just “go with the flow.” To be authentic, identify the piece of the mission that resonates with you and place your focus there. If it is just too far away from who you are, consider moving on. “When YOU believe, you’ll BE believed.” Without that sincere passion for the mission and/or project, you and your success, will be limited, and you will be unhappy.

2. How do I feel about money and wealth…and “rich people”?

What ideas did you experience about money growing up? “Filthy rich” “Money doesn’t grow on trees.” “You can’t be rich and kind.” “Rich people are ________ (you fill in the blank.)” My point is, you need to explore these money and wealth feelings. You may be advised to keep these feelings to yourself. Better, read books like “How Rich People Think” by Steve Siebold and challenge your limiting beliefs. Authentic development officers have a solid respect and appreciation for their successful donors and what they have accomplished — not inner resentment.

3. Do I have gripes or criticisms about colleagues, bosses, leadership, board?

Have you ever seen a successful victim? Victims blame, justify and complain. It’s always something or someone else’s fault — the economy, your boss, your spouse, the mission, the competition for private support and on and on. You may be advised to join in the office banter. Authentic development staff accept responsibility for their lives and results. Period.

4. Am I enough?

Development officers repeatedly tell me they are advised against getting “too close” to their donors. Authentic development officers know that there are a lot of schmoozers out there who are likeable but don’t go deep enough to be trustable. When we ask, “How can I serve my prospective giver?” instead of “How do I get the money?” our authentic caring will be enough.

5. Does this work for me?

There are volumes of advice on how to do just about everything with major gift development and relationship management. In the end, it needs to work for you and your prospective givers. I had been advised to use the first 10 minutes or so to “remind” callers about the Donor Attraction Inner Circle program details. After David, one of my subscribers, pointed out how sales-y this felt (and CERTAINLY NOT MY STYLE) I knew I had not been authentic. It may be good advice, but does it work in your universe with your people? (by the way, thanks, David for the authentic feedback).

Our greatest asset is to have all of our giving conversations from a place of authentic respect for our prospective givers, our organizations and ourselves. Humans trust through vulnerability. The best compliment we can receive is that we are genuine. And…we will be so much happier!

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© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions.  She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy.  If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

The Artful Ask: 5 Mindset Steps

What are you thinking about as you prepare to go on a visit to make a major gift ask?

“He will probably not say ‘yes’ to this. There are just so many organizations after him to give.”

OR

“People love to give me money. I’m grateful to have this conversation!”

As we journey with our major donor prospects from “Creating a Joyful Giver” to “Making an Artful Ask,” we are crystallizing the details we need to speak an effective ask. I believe we can experience more success, and certainly more enjoyment, if we take a few moments to consider these 5 mindset steps before we meet with our prospective giver on this important call. This is not a big process, but rather a practice of getting a clear mindset about what we expect to happen on this call.

Ask yourself…

  1. Who do I want to be on this call?
  2. How do I want to feel going into the call?
  3. How do I want to feel at the end of the call?
  4. What is the best-case scenario for the outcome?
  5. What is my next step, regardless of the outcome?

Let’s look at these more deeply.

1. Who do I want to be on this call?

Honestly, none of us wants to be defensive or pushy. We become those things when we feel unsure of our role or reactive. Our role is to present an opportunity to invest in something we believe in, and feel our prospective giver also believes in. Define who you want to be. “I am a confident, prepared professional. I am comfortable, proud of my organization, sincerely respectful of this donor and eager to serve him/her.”

2. How do I want to feel going into the call?

You want to intend positive feelings about the outcome. “I’ve been talking about this with Sue over several visits and I believe this is the right fit for her giving and our organization. I will communicate with genuine warmth and integrity how this gift will help and make her feel.” This versus, “I’m not sure we have the right options for her to consider.” or “I hate these calls. It’s just hard to ask.”

When you tell yourself how you want to feel, you are the one who can generate your feelings of comfort and confidence as you approach the visit.

3. How do I want to feel at the end of the call?

How do you want to feel as you walk away from the visit? Choose that before the call happens and you step away from reacting to the outcome of the call, whatever that is. Many things impact donor’s reactions to our ask. And, often we DO need to be prepared for additional conversations before they are comfortable saying “yes” to our request.

Choose to be pleased with the outcome of the call as part of the relationship-building process.

4. What is the best-case scenario?

What you think about, you bring about.

If you are thinking the answer will be some form of “yes,” you are attracting that result. While you can’t make an outcome happen, you can have the best-case scenario in mind. Then, your words, actions and tone will reflect your commitment to this result and your donor will feel your relaxed confidence in his positive decision. If the outcome is different, you can more easily appreciate that these obstacles are simply steps to be worked out.

5. What is the next best step?

Whatever the outcome, be clear on your next step. To serve best, manage the next step – You will call, or stop by or send a note…whatever is best for this donor. Remind yourself it is an honor to have this donor to work with. Have a next step in mind to complete the ‘yes’ or to manage a ‘maybe.’ “I believe this is a good match from the visits I’ve already made, but if not, I’ll work out what we need to make this an even better fit for my donor.”

Ways to use the 5 Mindset Steps

With some practice at this, you can set up your mindset in a flash. This is helpful for many other situations, personal or professional, including before staff meetings, before you go to work each morning, before you have a play-date with your kids, before an event, and so on.

As you practice these steps, you’ll begin to notice how powerful you are…and how much happier you are. I assure you, this process works!

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© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions.  She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy.  If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

SO many options!

“Confusion and clutter are the failure of design, not the attributes of information.”
Edward R. Tufte

Something to consider as you do your major gift work — the power of one, or at most three. In our passion for not-for-profit work, many times we can actually drive prospective givers away with too many options.

We want to be sure we have shared EVERYTHING about the cause we so highly value and in our sincere attempt to serve, we fire-hose them with information.

And, feeling the pressure of those peaky metrics and the “bottom line” can make us act from a “lack” mindset. It makes us “grab” at people. We try to tell them too much. We give them every possible option because we’re scared we might lose them.

Sadly, your prospective givers may just go where they are not confused…or fire-hosed.

So, from now on, every time you communicate with your major gift prospects, ask yourself, what is the one thing I need to understand with this visit/phone call/email that will help me narrow the options and create the perfect fit for their major giving. For example, discover the answer to one question, “What do I need to clarify about the people who are important to them that they may wish to honor with this gift?” or “What was the most impactful gift they felt they ever made and how does this relate to my cause?”

“Yeah, but what if you have lots of great stuff to say…and lots of stuff to find out?”

If you’re feeling like this, most likely you’re not spending enough time Creating a Joyful Giver.

For those of you who have been at my sessions, we say, in general, 6-9 meaningful visits/touches are required to engage a prospective giver to the point where you are clear on what to say in your Artful Ask.

When we try to short change this — get to the Ask quicker — usually for the wrong reasons (metrics, numbers, boss, board), we can end up spewing options because we really aren’t clear on the dollar amount or project. Sending out a listing of “Named Opportunities for Support” is much less effective than taking the time to determine what 1, 2, or at most 3 opportunities from the list your donor is interested in.

When you do this, your donors will be able to consume your information. You won’t have the knots in the pit of your stomach as you ask. And they’ll love you so much more for making their lives less confusing and for serving them at a higher level.

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© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

Mission’s Magic – Keep it Close

There seems to be a trend to “protect” major gift officers from getting “too involved” in the core work of the organization lest they get distracted from their donor calls. I get that. But I also get that the hard work of telling and re-telling the story — seeking that perfect fit for our prospective givers’ philanthropy — can reduce the passion for the mission to a simmer.

Never underestimate the magic of the mission! It stirs you up to a full boil!

Be sure to care for your own personal passion by interacting with students…serving in the soup kitchen…talking to the case workers about the folks you care for…seeing cleaner lakes and streams…WHATEVER…be involved, be active, be engaged with the reason you signed up for this work in the first place! Find the level you need to rekindle the excitement you have for what your organization is accomplishing.

Our work in major gifts requires us to inspire our prospective givers who, if we have done our homework correctly, we know are interested in what we do. However, these potential supporters or even past supporters are weighing each giving opportunity within their current life and financial situations, their interest in what you do as compared with their interest in other opportunities, their families’ changing needs and their own advancing life. You need to constantly review what attracted you to the organization you work for…and incorporate these experiences as much as you can into Donor Attraction experiences.

A good example of someone who really gets this is Kelly Heyn. Kelly is the executive director of Meals On Wheels in Sheboygan, and currently a client of mine. Shortly after we decided to work together Kelly had me our delivering meals. Wow! What an experience! With more than 1,000 volunteers, Kelly understands the role of mission magic on her volunteers and donors. So, bottle it as best you can, bring it out on your calls and give your prospective donors a LARGE drink of Mission Magic.

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© 2012 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

A Window of Opportunity

This January, it’s time to celebrate, no matter where you are in your life or your advancement career. After years of making resolutions, my husband shared a simple, but powerful exercise that will dramatically help the new year turn out the way you envision it will now — in January. I’d like to share it with you. It’s an opportunity to let go of anything that may be holding you back, and begin 2012 with a clean slate. Please do the exercise sometime this month.

Here’s what I want you to do. Set aside 1/2 hour when you won’t be interrupted — no phone, no email. This is to be done in one sitting. You’ll need several sheets of loose leaf paper, a pen, a lighter and an envelope. Go to a place that is comfortable for you.

There are three parts to this exercise. The first part is dumping all the junk out of your mind that creeps in at about 2 a.m. This is the releasing portion and it takes about 10-15 minutes.

Take several sheets of paper, preferably unlined. Write however you wish. Neat, big, messy, small…just begin each sentence the same way. I release ____________________(fill in the blank). For example, I release any leftover angry feelings toward Susan from our argument in the summer of 2012. I release my feelings of frustration and sadness over my friend’s cancer. I release my annoyance and, well yes, anger at my colleague who always seems to get into my major gift relationships. Whatever…but end with, I release whatever the heck is holding me back from being the best I can be, from achieving my full potential. It can be from yesterday or when you were 9, physical, emotional, financial. Write until you have nothing else to add. When you are finished, re-read the list quickly. Add anything else, then go on to part 2.

In Part 2, find a fireplace, go outside to a safe place, whatever, and light the pages on fire. If there is no safe place to burn them, rip them to shreds. The act of writing these things down frees them from you, and burning them physically releases them back to the universe — forever away from you. I always smile as they burn, because I know I really will forget them.

Now for Part 3. Write a letter stating all the things you are planning for (manifesting) in 2012. Don’t judge them, don’t analyze them, just write. But write these things as if they have occurred. In 2012 I weigh (your goal number) and enjoy walking every day. My relationships with my spouse and kids are happy. We went on a great vacation to __________. I enjoy wonderful major donor relationships and people enjoy investing in my non-profit. I have raised over $x — an all time high. Write your deepest wishes. Address the letter to yourself, God, the Universe, your family or just leave it blank. What do you want most passionately? Feel it. Mean it.

When you are finished, fold the pages up and seal them in the envelope. Place the envelope in a safe place — a drawer, book or on a shelf and let the letter work for you. Do no open it, attempt to remember what you wrote or even concern yourself with it at all. Simply KNOW it is there, working for you.

In December 2012, return to the letter. Open it up and read it. You will be delighted and amazed at what you have achieved. Why? Because our mind is an amazing thing and we use and understand only a fraction of it. It will produce whatever we plant in it. And by doing this exercise we plant these plans into our subconscious. You think it sounds cool, stupid, silly, awesome? Great. Do it anyway.

Thank you for allowing me to be a part of your life and help you attract all the donors you need to get the results you want. Remember, your mindset, not your methods, will account for 80% of your success.

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© 2011 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions. She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy. If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

Major Gifts and a Good Night’s Sleep

“Whatever you do today, you’ve got to sleep with tonight.”
—Aaron Tippin in the song, “You’ve Got to Stand for Something”

Let me be clear on this. The ends DON’T justify the means. And if you are asked to do anything that “feels funny” — don’t do it. My colleagues at Penn State continue to try to make sense out of the cover-up of an assistant football coach’s alleged long-time inappropriate contact with young boys on the campus. This issue is about looking the other way to protect the program, the organization or the institution. Doing this enables some coaches, priests, executive directors, deans, major gift officers, really anyone, to feel they are above the law.

Often these leaders can be the biggest, most respected names in their small communities. Inappropriate behavior, money mismanagement or anything that stretches what is right — is wrong. Every time a story hits the press about the long-time loved employee who has systematically been taking money, the affair that’s been going on, or the improper use of gift funds by the organization — the spirit of philanthropy is hurt. Generosity is hurt. Little lies turn into major breeches. Rationalize = rational lies.

So, for a good night’s sleep as a major gift officer:

  • If you add mileage to your expense account because it “evens out” those things you forget — stop it.
  • If your president says something like, “I’ve had such a hard day I’m going to go home and beat the wife,” and all the good old boys snicker — find a private time to state that this comment hurts you and to refrain from saying it. Your self-worth is more important than his possible retaliation.
  • If you are writing a gift agreement, write it specifically to accomplish the donor’s wishes. Of course we address that “forever” needs some flexibility, but add what is needed to give the true donor intent. It must live on past your donor and your time at the organization.
  • If leadership purposes using money in a way inconsistent with a donor’s intent, point it out, write a letter to the donor (or heir) asking for clarification. Professionally, but firmly, challenge it.
  • If there is an affair going on, gossiping about it, complaining about it makes you part of the problem. Stating to the participants that this makes you uncomfortable and you are concerned about how this reflects on the organization will not get you fired. Really.
  • If you are concerned that money is not being handled properly, ask questions. Say, “I’m confused how this expenditure is in line with our budget policy.” Just last week I heard, “We don’t want to ask X about this, he’s thinking we are doing a good job and this will make him wonder.” Get clarification.
  • If you are told, “You will go out and ask for $50,000 on this call,” by a supervisor: You make the visit, and if a situation arises that tells you the time is not right — don’t make the ask. (For example, a prospective donor was wheelchair bound from a recent accident, the gift officer was reprimanded for not making the ask. She said they could fire her, but she would not do her work this way and later she was given an apology.)
  • On the other hand – be generous with those who make legitimate bloopers. There are simply times we open our mouth and insert a foot. There are times an error is made in bookkeeping, or a check gets sent the wrong direction. There are also situations where leadership needs time to assess a situation, determine the best action and plan a strategy for dealing with the public relations fall out. I am very good at keeping confidences in these situations. There are also donors who have specifically asked that their gifts not be shared with leadership. Again, my lips are sealed. We know when we are being part of the team to find a solution and when we are part of a cover-up.

I am thankful for a good night’s sleep. Please join me!

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© 2011 Marcy Heim and The Artful Asker LLC.

WANT TO USE THIS ARTICLE IN YOUR EZINE OR WEB SITE? Please do! Just be sure to include this complete blurb with it:

Marcy Heim is a sought-after coach and trainer to fundraising leadership, staff and key volunteers who are transforming the world by encouraging philanthropy for their missions.  She is a trusted authority in the development profession, who helps organizations and educational institutions uplevel their major gift programs through artful, long-term relationship building that dramatically increases fundraising success AND promotes increased staff job satisfaction. Her monthly Artful Action newsletter inspires leadership and staff to embrace the real power and joy of philanthropy.  If you are ready to take your development efforts to the next level, you can sign up for a F.R.E.E. subscription at www.marcyheim.com.

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(608) 772-6777

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

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